The Sales Evangelist

Do you know that feeling you get when you spend some time planning out the week ahead? It’s that sense of peace that lets us know we’re going to achieve our goals and nothing is going to get missed. Planning seriously increases our productivity, so why aren’t we all taking the time to do this at the beginning of each week? Whether you just can’t seem to find the time or you don’t know how to get started, Donald is here to help. Take out your Google Calendar or your favorite scheduler and let’s get to it! How to Make the Most of Your Weekly Planning Session Define your purpose for the week. Take a second to decide what you’re trying to accomplish this week. Look at your key performance indicators (KPIs), and make a plan for how you’re going to reach those things. Plan activities accordingly. Decide what things are going to go on your calendar based on your KPIs. Highlight the “money generating activities” you do each day, and fill your day with those activities first. Put in your recurring meetings and activities. What activities are written in stone each week? Block those things out so you know what time you have available for the random appointments and meetings that will come up. Fill in your client meetings. Schedule meetings with potential clients or prospects. You might not want to set them in stone right off the bat in case of schedule changes, but pencil them in so they’re present in your overall plan. Fill in other activities. If you have a random assortment of little tasks you need to do, work-related or not, try to plan them so that they don’t mess up the flow of your week too much. Take some time to fit them in during the least obtrusive times possible. “I would like most of us to be in that ‘Yes, I plan religiously’ category. I know when you do, your pipeline’s gonna be great, your pipeline’s going to progress, you’re going to convert more of those opportunities, and you’re going to see more success.” - Donald Kelly Resources Donald’s Linkedin Poll Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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

Don’t. Be. Boring. Every time you talk to a new client, in the back of your mind, you know you’re not the first person to ever pitch to them. You might not even be the first person to pitch to them that day. You need to stand out, and more importantly, be remembered. In this episode, Donald Kelly sits down with Andie Jewett, the Senior VP of Business Development at AMP Agency. They talk about the core elements of an amazing pitch, and how to make sure you’re not making the same mistakes as everybody else. Jewett’s Background Started in account management, with clients like Blue Cross Blue Shield and NinetyNine Restaurants Now works with AMP Agency, overseeing business development and reaching out to potential clients Most Common Pitching Mistakes - and How to Fix Them Don’t jump into your pitch immediately, placing the focus on you and your product. Do your homework so that you know your client, ask them questions, and place the focus on them. Don’t recite all your great ideas or figures one after the other in a list. Your client won’t remember them all! Instead, take them on a journey with a narrative thread. 3 Core Elements of a GREAT Pitch Make the client the main character. It’s not about you, or your product. Your client is the hero of the story. Build a profile around who that customer is based on your research. Then, use this to address their needs and aspirations when you make your pitch. Take them on a journey. A story has a beginning, middle, and end. Have one main idea, or “hook” that will be the big takeaway from your pitch meeting. Build to your hook, share what it is, and make sure it threads all the way through. Use a little showmanship. If you recite too many facts and figures, you will put your clients to sleep. Bring your personality, fun, AND facts. Even virtual pitches can have creative elements that help clients remember them. “Look at how storytelling is done, not just in other industries, but even in literature. If you were to look at the perfect story arc of the best books and novels out there, you can absolutely compare your pitch to that.” - Andie Jewett Resources Andie Jewett on Linkedin AMP Agency Andie Jewett on Instagram Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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

The days of the “spray and pray” method of selling are over. Nobody wants to be sold to, and bland, generic pitches are a dime a dozen. So how can you set yourself apart and improve your closing rates? Today, your host Donald Kelly asks Kay Miller, author of “Uncopyable Sales Secrets,” exactly that. Listen in to find out how you can identify, and sell to, YOUR Moose. Don’t forget to scroll down for an exclusive offer just for TSE Podcast listeners! Miller’s Background Miller broke through the glass ceiling in a male-dominated field, becoming successful in a short time Got hired by Walker Exhaust, the largest automotive muffler manufacturer in the country, and became the top salesperson in the U.S., earning her the nickname “Muffler Mama” What is a Moose? How do I Identify Mine? Your “moose” is your perfect customer. For a moose-hunter, the moose is their target. Any time spent hunting other animals is time they can’t spend moose hunting. Study your “moose”. Learn your ideal customer’s aspirations and needs so you can best understand how to help them. Search for success. Who are your best clients? Who is a pleasure to work with? Try to find yourself more customers like that – people who align with your vision and want your help. How Do You Set Yourself Apart? Find unique ways to reach out to customers – snail mail? A video recording? Homing pigeons? Just kidding on that last one, but you do have to be special to be noticed. Personalize your outreach methods so the customer knows you are reaching out to them specifically while staying true to your brand. Once you’ve got their attention, don’t talk too much. Listen to the customer, ask questions, and figure out how you can help them. “Take off your selling hat and imagine what your customer is going through. How would you feel if you got that pitch?” - Kay Miller Resources Check out “5 Proven Secrets to Get in the Door” by Kay Miller - a free resource just for TSE listeners! “Uncopyable Sales Secrets” by Kay Miller on Amazon “Would You Marry You?” by Kay Miller on Linkedin (no pitches, please!) UncopyableSales.com Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In this episode of The Sales Evangelist Podcast, Donald Kelly talks with Helen Fanucci about her timely book, Love Your Team: A Survival Guide for Sales Managers in a Hybrid World. The impacts of the pandemic continue to affect how we do business in 2023. The value of remote work can be seen and felt by workers across a variety of industries, including sales. So how do you connect with your team, ensuring their success and building their skills along the way? Fanucci’s experience as a Customer Success Sales Leader at Microsoft has given her a unique perspective, and she brings her expertise to this conversation. Three Steps for Leaders to Help Their Team Build Pipeline The 3x Rule. Have 3 times the number of customers in the pipeline than what is needed to meet the quota. Fill in the gaps. Ask your team who they’re talking to on a given account, and see how your network, connections, or position can help them get in touch with decision-makers. Use tools like Linkedin Sales Navigator. Use the tools at your disposal and share the information you get with your team. Three Ways to Build Your Team Members as Professionals Encourage critical thinking. Whether they’re successful or struggling, talk through your assessments with your team members. Help them learn to ask the right questions so that they can begin to assess themselves and search for solutions. Work side by side. As your team members start to have bigger accounts, help them understand the nuances of those customers. Think back to when you were first starting - did you have the kind of mentor you needed? If not, what would that have looked like? Emphasize personal connection. When your team members have their first contact with a potential client, the product is not immediately the most important thing. They need to be able to establish a rapport, person-to-person, and to understand the needs of the client. This will get your team much farther than skipping straight to the selling step. “Reduce sales friction. Support your team’s success by using your positional power and your network to reduce sales friction for your sellers.” - Helen Fanucci Resources Love Your Team: A Survival Guide for Sales Managers in a Hybrid World by Helen Fanucci on Amazon Connect with Helen Fanucci on Linkedin Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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 this conversation between Donald Kelly and Natasha Ho so special is not just that they’ve both found success in sales, it’s that they genuinely want others to find that same success. Listen in as they discuss the limitations many sellers create for themselves and the ways you can open up new opportunities for yourself by asking important questions. Natasha Ho’s Background After getting her degree and working her dream job, she realized she didn’t want to progress in that line of work and found a new dream She built her own business and became successful after she learned how to sell her product Sales consulting on the side led her towards a path that was ultimately more fulfilling Seeing Opportunities, Not Limitations High-Ticket buyers are like Santa Claus - you have to believe in them for them to exist. Your first high-ticket buyer could already be in your network, but you’ll never know unless you start to trust that they’re there. Identify prospects by listening. When you start looking for customers or clients, identify the people who want your help and who are willing and able to invest in it. Open up a conversation. Once you’ve identified someone to sell to, be willing to open up a dialogue. Know Yourself, Know Your Buyer What is your overall vision? What is your big goal? Before you start thinking about your buyer’s big goals or the problems they face, you need to know what your own goals are. Why do you want this goal? Why is it important to you? Selling can be a tough job - knowing the answer to this and reminding yourself of it can help keep you from getting too fatigued or burnt out. Why are you selling? This refers to your “bigger mission.” Sales will have ups and downs, and knowing the purpose behind what you do will help you through them. Believing in what you do will keep you from taking “no” too personally. “Go all-in on yourself. Bet on yourself. Invest in yourself. And when you are playing, play big.” - Natasha Ho Resources Natasha Ho on Instagram and Facebook - @theallinwoman allinwoman.com Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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

We know you want to set more appointments. You’ve got this - this is a skill just like any other, and you can learn how to do it. It’ll take some practice and a little bit of creativity, so there’s no better time to start. In the previous episode, Donald Kelly took you through two parts of his four-part strategy. If you haven’t heard that episode yet, it really sets the stage for this one, so go back and check it out first. Then meet us back here so you can learn to start the conversations that will lead to appointments. Set the Stage for a Dialogue - How Donald Uses the Strategy After making a list and choosing someone to reach out to, reach out with a personal touch so you can to build a connection Find the engagement path: Look for places you can connect - LinkedIn or Instagram are examples. Comment on a post asking a question, send them a video response, etc. You can mention the topic you connected over when you reach out by email, as long as it’s relevant! This can increase your reply rates It’s okay to play the numbers game, but if you have a focused list, you can use your time to make a more personal, fruitful connections Hey, we know it can be easier said than done! If you’re interested in checking out the course offered by TSE, check out the link below. Resources TheSalesEvangelist.com/linkedin Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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

Whether you’re a brand new BDR or you’ve been in sales for a while, we know you care about bringing your best in your professional life. If you didn’t want to improve, you wouldn’t be here, right? Today is your lucky day - on this episode of The Sales Evangelist, Donald Kelly is going to share the strategy he has developed to help you get more appointments booked than ever before. This is a 4-part strategy, and in this episode, Donald will take you in-depth into two of the parts to help you get started. Part 1 - Relevance Analyze your ICP - Trigger #1 Donald looks for is a business leader who is new to the role - these people are likely to want to make changes Trigger #2 is whether the target has been active on LinkedIn in the last 90 days Cold e-mails fail if the salesperson doesn’t understand the person/business they’re emailing if they do not present a point of reference, and if the e-mail isn’t relevant Find a focused list of people you can reach out to - people who will be interested in what you have to offer Part 2 - Engagement This is about an interaction between two people - it has to feel like a real connection Some personal touches in e-mail or over LinkedIn can spark conversations - Donald gives an example of a time this worked for one of his BDRs Cold, unsolicited e-mails could start damaging brands - if they are irrelevant and don’t spark engagement, the brand will be associated with that This isn’t all it takes, however. Tune in to the next episode, where we go over the next two parts of the strategy - conversation, and appointment! Resources TheSalesEvangelist.com/linkedin Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sometimes the most interesting conversations are between experts on parallel paths sharing their journeys and noticing what their paths have in common. This conversation between Donald Kelly and Derrick Williams (Founder and Principal of 3Link Consulting) is an example of just that - they both have a keen sense of sales trends that has been honed over years of work in the industry. Williams is as knowledgeable as they come, but like Donald, he’s always learning more from the best and most educated voices in sales today. They discuss Williams’ new project, The Sales Consultant Podcast, and cover some of the salient pieces of information that have started to reveal themselves as important as Williams has been going through his first round of interviews. Whether you’re new in the field or have years of experience, check out the new podcast, and become a fly on the wall in a conversation between leaders in the field. A Throughline: Focus on the Fundamentals Communicating Value - Know how to open calls, all the way through to the end of the conversation. Discovery - Even if you have a good conversation with someone, it doesn’t necessarily mean it’s going to lead somewhere. To be most efficient, try to avoid going down the wrong path by taking your time in the discovery phase. Practice - If you haven’t mastered the basics, you can’t move past the basics. Practice demos and rebuttals in real-time. As Williams says, “Get those reps up.” Keep your mind clear. No Time for False Positives False positives, or going too far down a fruitless path, is not something businesses can afford to do in the current sales climate. Whether a false positive occurs during hiring or targeting, it will (needlessly) cost the business resources. They happen because we want to rush into making revenue and because a certain amount of risk-taking is rewarded, especially in the culture. But a scientific, data-driven approach is ultimately more efficient. Having a sense of urgency can be okay, but having the proper practices in place in case things go wrong can soften the blow of losing a lead or doubling back. Check out The Sales Consultant Podcast for conversations that go into these topics, and so much more. Donald was interviewed on the podcast, too - let us know how you liked his episode! If you want to reach out to Donald, drop him a message on LinkedIn, Tik Tok, and Instagram @donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. “I’m looking to expand and broaden my research and understand what’s working out there. Part of me getting better as a consultant and just as someone who wants to bring value to my clients, I need to be out there talking to industry experts. I need to be out there looking at what’s working, and bringing that back into my engagements … I want to share that with those that are on a similar journey.” - Derrick Williams Resources Williams’ podcast: The Sales Consultant (launching 2/27/2023). Check it out on your favorite platforms. Derrick Williams on LinkedIn Derrick Williams on Instagram @derrickis3linksales 3linksales.com Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In this episode, Donald meets with Jerrod Best-Mitchell, a passionate seller who has dialed in using video to make connections online. Best-Mitchell is a master of his craft - he has sent 6000 personal videos on LinkedIn so far and has gained so much knowledge in the process. Listen in so you can learn how to up your personalized video game so you can generate leads, and build connections and community. Why use video? Videos are the quickest way to build relationships and trust with strangers. Letting someone get to know you is what begins building community. And community is the direction sales are moving in 2023 and 2024. Personalized videos may take a bit longer, but if you can isolate a few people to reach out to with short, engaging videos, it can increase your response rates and make you more efficient as a seller. But all videos are not created equal - Best-Mitchell has great tips to make your videos count. In sales, and especially when you’re starting as a BDR or SDR, the way to be successful is to set yourself apart. Break the mold. It’s another way to stretch, become more flexible, and learn new skills. 3 Do’s and Don’ts for Personalized Video Content Don’t say your name. Don’t start with “hi.” Imagine you’re running into an acquaintance on the street. If you’re reaching out, they probably already know your name, so say their name. Make it personal. Do your research. It takes very little time to read through someone’s content, their personal bio, or their posts. Find something you personally connect to and start from there. Start a conversation, not a sale. Keep it short. As Best-Mitchell says, “This is not a Martin Scorcese film.” Keep it brief, meaningful, and interesting. In the episode, Donald and Jerrod go over ways to overcome the obstacles associated with video, namely, the time it takes and how to not come in sounding like you’re about to give a terrible pitch. It’s clear, just from listening to this call, how personable and informative Jerrod is. We learned a lot, and we know you will, too. If you want to reach out to Jerrod, find him on LinkedIn, or on his website, jerrodbestmitchell.com. And of course, the TSE community by sending a message to Donald. Drop him a message on LinkedIn, Tik Tok, and Instagram @donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. “There must be the top 20 people on your list that day that you can send a video out to. You can look at your list and tell - these are the best ones. And you may not get them on a phone call, but video might be the next option… Personalize the video, please, don’t send them a generic text. It will make a massive difference in your pipeline, and it will probably improve your response rate.” - Jerrod Best-Mitchell Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. 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

If you are ready to take control of your own destiny, get ready to hear the conversation with someone who has done exactly that. In this episode, Donald meets with Michael Schill, a former athlete who learned his skills in sales from NYT Bestselling Author and Real Estate mogul, Grant Cardone. Schill is now the founder of his own organization, Full Circle Agency. Listen in as he discusses how he got to where he is today, the lessons he has learned, and how he makes sure he will achieve his goals for the future. Schill’s Background He played football for Florida State University, where he learned the discipline it takes to improve - if you don’t show up and train, you don’t win. Academics were also a huge focus for him - Schill graduated with a BA in Exercise Science from FSU. He received a world class education working with Grant Cardone, training extensively in sales and learning how to solve the problem every product faces: building awareness. A Few of Schill’s Core Tips for Success Have a schedule. The only things that go on the schedule are “profit and/or potential profit-producing activities.” Always be “on.” As he puts it, “all the greats have it.” No matter how many people you’re speaking to, or what you’re speaking to them about, you always represent you. Learn to communicate effectively. If you can learn to get your message across concisely and correctly, this is what can take you to the next level. Of course, in the episode, we go into way more depth on these topics and so much more. You’re sure to find yourself inspired to get out there, work hard, and make things happen for yourself. Connect with Mike on Instagram, Twitter and TikTok @mikeschill_ or you can find him on LinkedIn. You can also follow his organization @thefullcircleofficial on Instagram, or reach out on their website, thefullcircle.io. If you want to reach out to Donald, drop him a message on LinkedIn, Tik Tok, and Instagram @donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. “Treat [sales] as if you are approaching a game, because when it’s all said and done, it is a game. You’ve gotta train every single day, and if you don’t train every single day, you can’t expect results.” - Michael Schill Resources The E-Myth by Michael Gerber Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. 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

Confidence is key in life, but ESPECIALLY in sales. In today’s episode of The Sales Evangelist podcast, our host Donald Kelly meets with Wesleyne Whittaker-Greer to discuss different ways you can increase your confidence as a seller. Strategies For Building Your Confidence Talk to yourself like you’re your own best friend. Your best friend wouldn't lie to you or sugarcoat things. If you talk to yourself like your best friend, you'll see what needs improvement. Practice selling. As the old saying goes, practice makes perfect. By practicing selling you can see what does and doesn't work. From there, you can better master your craft. Be open to constructive criticism. If you don't take feedback and criticism into consideration, you'll never improve. Listen to people's critiques and use them to improve your craft. If you want to connect with Wesleyne or learn more about building confidence, you can connect with her on her LinkedIn. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Tech sales can be one of the most daunting sales industries to work in, but this doesn’t mean finding success is impossible. In today’s episode of The Sales Evangelist podcast, our host Donald Kelly interviews Shirelle Francis to talk about her success in tech. How Shirelle Overcame Challenges The first challenge that Shirelle faced was finding a mentor. She looked for a black female mentor who had previously found success in sales and studied AS MUCH AS POSSIBLE from this mentor. The second challenge that Shirelle faced was finding proper training. This ties into finding a mentor. As Shirelle looked for a mentor, she also sought out useful training for sales and not only mentored someone but studied the craft of sales. The third challenge Shirelle faced was getting access to capital. She overcame this by searching for a sponsor and actively seeking training and someone to teach her. You can connect with Shirelle on her LinkedIn or check out her website at www.ileapgroup.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Being successful is EVERYONE’s goal in life. So how can sellers achieve this success? In today’s episode of The Sales Evangelist podcast, our host Donald Kelly goes over how sellers can reach the success they’re aiming for. 5 Keys For Achieving Success You have to clearly define what success actually IS for you personally. You have to help people solve their problems. You have to know where you can improve. You have to continually improve yourself and work towards perfecting your craft. You have to do a self-evaluation. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Now that 2023 is here, EVERYONE is a seller! In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Ted Blosser to talk more about selling in this upcoming year. The Importance of Momentum Momentum is KEY in business, whether you’re a seller or not. Think about it: If you’re some start up company, you have to generate momentum to build your business. If you’re a seller, you have to generate momentum for your sales. Momentum is key. This is DOUBLY true with the current economic situation. As business slows and profits wane, sellers and businesses have to be ready to REBUILD that momentum to come back even stronger as the economy recovers. Generating momentum is important, yes, but how do you actually build this momentum? Through SELLERS. Blosser gives the example of Tesla in its early years: Elon Musk made EVERYONE act as a seller when the company nearly went under. Being able to sell is critical in the generation of momentum, Three Key Points For Sellers Blosser has also identified 3 KEY things for sellers to keep in mind, in the upcoming year. The first thing is: Focus on outbounding. The second thing is: Make everyone a seller. As different people interact with clients throughout the sales process, they ALL have a chance to add value and upsell. Get everyone involved to think, and act, like a seller. The final thing is: Change marketer’s mindsets. This combines the two other points. Marketing teams generate leads and CONSTANTLY interact with clients. This is your BEST opportunity to upsell and get extra profits from qualified leads. The Mindset Shift In the past, especially when the market was more saturated, businesses and sellers took a quantity over quality approach. Sellers focused SOLELY on just sheer numbers, but not things like conversion rate. With the current state of the market, quality is king. Instead of focusing on several inefficient things, focus on a few VERY efficient ones. Blosser compares this to a regular infantry vs special ops approach: Instead of sending waves of infantry out, send a few highly specialized, and effective, soldiers out. If you want to connect with Ted Blosser more, or learn about shifting your mindset, you can talk to him on LinkedIn or at his website, www.workramp.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Continually generating leads and beginning the sales cycle with qualified leads is the CORE of any seller’s career or B2B business. In today’s episode of The Sales Evangelist, our host Donald Kelly meets with John Butler to discuss three principles you can adopt for a consistent pipeline. Intangible Traits Athletes and Sellers Have Both elite athletes and champion sellers are goal oriented. They have a passion for excellence. They practice their craft with intention. What Elite Sellers Are Doing They conduct DEEP account research. They follow up in unique, creative, and personalized ways. They maintain and FOLLOW strong and stringent sales processes. “Top sellers provide personalized AND relevant content to buyers - John Butler”. If you want to connect with Butler, you can check out his website at www.shiftgroup.io or connect with him on LinkedIn. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Hendrik Isebaert to talk about ending sales activities, and how it can help you MAXIMIZE your selling potential and profit. The Issue With Numbers According to LinkedIn, during the pandemic, the percentage of emails that sellers sent out increased by 50%. Despite this rapid increase though, buyer responses went DOWN by 30% Both the market AND buyers have changed over the past few years. As a seller, you HAVE to adapt to these changes to remain relevant and proficient. In the modern day, whenever buyers are polled on their opinions of sellers: The MAJORITY of the time, buyers don’t think sellers give them any value. Combating These Trends There are a few different methods Isebaert suggests to stay relevant in today’s changing sales landscape. The first method is: Having a platform that delivers buyers relevant content. By the time a seller and buyer first meet, the buyer has already done 60 PERCENT of their process through research. If you host a platform that helps them actually conduct that research, you’re both offering value AND staying at the top of their mind. The second method is: Remaining educated. Knowledge is power. As a seller, you should CONSTANTLY be learning about the current state of the market AS WELL as what your specific buyer is looking for. Utilize what you learn to help finalize the deal. The third method is: Talk TO your buyer, not at them. Isebaert specifically suggests using things like digital salesrooms to conduct presentations. Why? You can personalize your buyer’s experience AND have a two way conversation with them. If you want to learn more about Hendrik Isebaert, you can check out his website at www.showpad.com or connect with him on LinkedIn. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Tom Kulzer to talk about how you can send optimal emails that will see results. Understanding Emails Over the years, Google’s spam filter has slowly increased. Kulzer says that Google’s filter has gotten better at figuring out what people WANT and what they DON’T want. Whatever isn’t wanted will go to spam. If your emails are going to spam, then it means that Google’s determined something in your email is what people AREN’T wanting. To avoid getting sent to spam, then you have to send emails with things people will want to see, at least according to Google. Setting Expectations One tool you can use to avoid your emails being marked as spam is by setting expectations. The example that Kulzer gives is How many emails your recipient is expecting. If someone signs up for your newsletter and is expecting an email once a month, but starts receiving daily emails, they’ll likely start putting your emails down as spam. Set expectations for your receiver upfront. Provide information on what you’ll be emailing the receiver, and how often they can expect emails. If you meet your receiver’s expectations, they’ll not only engage WITH your emails but also not mark them as spam. Understanding Google’s Process If you want your emails to be seen and engaged with, you have to understand just exactly how Google processes your email. Google has information that you, as a sender, don’t. Google knows things like how the recipient responded to the email, whether or not they marked it as spam, how much of the email they read and how long they spent reading it, etc. You, as a sender, have to make sure your email meets the things Google is looking for. Structure your email in such a way that it won’t get sent to the wrong folder. Make it engaging, so your recipient will actually read the email. The Framework of a Good Email Use your own domain when sending emails. Kulzer has noticed that MANY business owners want to send emails from their Gmail accounts. AVOID THIS. If you use your own business’s domain, you’ll start building a reputation as an email sender. Don’t play games. Another trend that Kulzer has noticed is: Sometimes, senders will try and play games with their emails. For example, they’ll put “fwd;” in their subject line, to make the receiver think they’ve forwarded the email. This trick will make your recipient lose trust in you. Would you trust someone who tricked you into opening an email? Or would you mark the email as spam? Send emails that have a purpose. Some of the worst-performing emails that Kulzer has seen are emails that have NO PURPOSE. If there’s no reason to send an email, don’t send one. Give your recipient SOMETHING of value, whether that be a promotion, deal, update, or whatever. Give them an actual reason to OPEN your email in the first place. Write your emails for one person. Keep in mind, whenever you write an email, ONE PERSON will be reading it. Although you’ll send the email out to multiple people, whenever your email gets sent, ultimately it only ends up being read by one person. You’re not talking to a giant audience in a stadium, you’re talking to someone one on one. Word your emails accordingly. Use email automation. There’s a concept in email marketing called conditional content. Essentially, it’s similar to the YouTube algorithm. You look at the data of how your recipients engage with your email. Maybe they look at certain content more than others. Maybe they prefer some links over others. Whatever content your recipient engages with more, automation can put THAT content at the forefront of the email. Prune for unengaged recipients. Look at the data of your emails, and see who engages with your email and who doesn’t. Just like sending emails with a purpose, only send emails to people for a reason. If someone isn’t engaging with your emails, then don’t send emails to them. If you want to connect with Tom Kulzer, you can check out his website at www.aweber.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 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. Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, our show host Donald Kelly meets with Roger Smith to talk about why you should establish a sales belief system, as well as how to actually establish one. The Importance of a Sales Belief System When Smith first started as a sales rep for his company, whenever he was closing the deal, he would VISIBLY shake. It got to the point where he believed the buyer thought he was having some sort of seizure. He knew that if he wanted to combat this and improve as a seller, he was going to have to work hard. VERY hard. Smith learned early on that, without a belief system, sellers would start running into issues. Specifically, doubt would start to form. As doubt continued to grow in the seller's mind, the likelihood of successfully making the sale would decrease. Without a belief system in place, sellers start to doubt themselves. The Four Foundations of a Belief System Once Smith knew just how CRITICAL a belief system is, he then identified four critical things that make up the belief system. The first aspect of a sales belief system is believing in yourself. Having belief in yourself and your selling prowess creates a self-fulfilling prophecy. Your actions will NATURALLY gravitate towards successfully making sales. So you, as a seller, need to do things to INCREASE your self-belief. Smith worked tirelessly to master his craft as a seller. This mastery naturally improved his confidence, which then led to him becoming a better seller. Think about your weaknesses as a seller. Address them and work to correct them. This all leads to confidence, translating to you becoming a BETTER seller. Confidence naturally improves when you see results. So make sure you’re seeing results, or working towards them! The second aspect of a sales belief system is believing in your product or service. Just like how having self-confidence is key, having confidence in whatever you’re selling is key. Think about it: If you don’t trust or believe in what you’re selling, then why should your buyer Understanding EVERYTHING about what you’re selling is critical to believe in it. Know the pros AND cons of whatever you’re selling. If you know the pros and cons of your product/service, then you’ll also know just HOW MUCH the pros outweigh the cons. This will, naturally, improve your confidence in what you’re selling. The third aspect of a sales belief system is believing in your leadership. Smith uses the analogy of a car to describe this: Imagine your sales career as a 4-wheeled car. If one of the tires is flat, then the car won’t run optimally. Understanding WHERE your leadership is going and WHY they make certain decisions is key to gaining confidence in them. Think about it: You’re naturally not going to trust something you don’t understand. So understand your leadership! Don’t be afraid to ask questions and learn. With more knowledge, you’ll start getting that NECESSARY confidence. The fourth and final aspect of a sales belief system is believing in your company. You have to understand that every company is serving SOMEONE. If it’s a public company, it’s serving shareholders. If it’s a private company, it’s serving the leadership and employees. Understanding this will help you create that belief. Again, knowledge is power. UNDERSTAND YOUR COMPANY. Ask questions about the company’s decisions. If you don’t agree with a particular choice that’s been made, say something about it or gather information on WHY that decision was made. Keep an open mind, and remember EVERY decision made is to help whoever the company is serving. It’s true in life, as well as in sales: Confidence is key. Having confidence in yourself, your product, your leaders, and your company will all create a self-fulfilling prophecy. Your mindset and beliefs are what push your actions. So believe! If you want to get in touch with Roger Smith, or learn more about belief systems, you can check out his website at www.rogersmith.me. You can also read his book, The Unlikely Leader, available on Amazon. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Ment

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Evan Powell to discuss how you sell products the same way your buyers are looking to buy. Who is Evan Powell? Powell originally started as a sales rep, but went on to help cofound Reprise, a software company focused on developing demos for software. The company’s website is www.reprise.com WHY sell the way your buyers are looking to buy? There’s been a shift in HOW buyers are actually buying in this new year. Powell started selling in the early 2010s, and in his experience, buyers wanted to learn what they didn’t already know. Buyers wanted their hands held, instead of doing the research on their own. In TODAY’S environment, however, things aren’t like that. Buyers are jaded and have developed a buying process that THEY want to use. Remaining relevant and actually adjusting to this shift is KEY in selling and not becoming an anachronism. Here’s a figure to keep in mind: 77% of buyers say their last B2B buy was TOO difficult. How do you sell like buyers want to buy? The first thing to do is to: Provide your buyer with information. Buyers spend VERY little time actually talking to sales reps. Instead, they’re doing research to figure out the best product/service to buy. Provide them with this information. Less than 5% of a buyer’s time is ACTUALLY spent talking to a sales rep. Powell suggests actually EMAILING your demo/pitch BEFORE you do any calls. Make the information available. Also, DON’T try to force them into a call. A lot of buyers are ghosting sellers early into the process because they’re NOT YET ready to actually have a meeting. Another way to make this information more available is to: Stop gating so much content on your company website. Again, one PRIMARY way that buyers actually do their research is through company websites. When that information isn’t easily accessible, the buyer is LESS likely to actually go through your sales funnel. Don’t forget the IMPORTANCE of trust as a seller as well. Buyers are looking for sellers that are trustworthy, not sellers simply looking to meet a quota. Powell’s final piece of advice is: Put YOURSELF into your buyer’s shoes. Go through your sales funnel and think about whether YOU would like the process or not. If you would, then keep it the same. Otherwise, adapt it so your buyer WILL enjoy it. You can get ahold of Evan Powell at www.reprise.com or on LinkedIn. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Joe Khoei to talk about how YOU can maximize your chances of selling when meeting with senior executives. Why do senior executives WANT to talk to salespeople? There are two reasons why senior executives want to talk to you as a salesperson. The first reason is: You have something to tell the senior executive that they DON’T already know. The second reason is: You have something to tell the senior executive that their team is UNABLE to do. If you want to talk to a senior executive, you HAVE to have either or both of these traits. Giving the senior executive something valuable: One tip that Khoei suggests is using case studies. According to LinkedIn, although email outreach has gone up 50%, email replies have actually gone down a WHOPPING 30%. You HAVE to make yourself stand out. How can you do this? Utilize a case study, then apply it to the senior executive’s business or personal life. Don’t just bombard the senior exec with generic talk. Instead, find something that YOU can offer, personalize it to the senior exec, then offer it! Khoei’s example case study: One company that Khoei was working with spent: 1.5 million dollars on leads, and generated 34,000 leads, for an average of $427 per lead. An average of $427 per lead doesn’t sound terrible, right? Despite this, the company ONLY had a closing rate of 2.6%. Based on a projection that Khoei did, this company could’ve saved an INSANE 600k in closing leads. Instead of reaching out to a senior exec with something that sounds copied and pasted, Khoei suggests reaching out to the senior exec with that 600k figure. Which sounds more appealing? Some generic, copy-and-pasted message or saving an ENTIRE 600k per quarter? Khoei’s closing advice for sales reps is this: Think about WHAT your ideal prospect wants done, then DO IT for them. After all, selling is ultimately just helping people solve issues through YOUR product or service. If you want to get in touch with Joe Khoei, his website is www.salesx.com and his email is [email protected]. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. 1. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 2. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 3. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Ashley Winston to discuss how you as a seller can MAXIMIZE your earnings this year. The problem with untapped potential: Most of us have absolutely INSANE potential that’s just begging to be tapped into. The issue is, we simply never fully tap into it. In the sales world, this means sales and earnings left on the table. Fear is perhaps the BIGGEST hurdle to fully realizing your potential. Most sellers, and people in general, prefer to stay in their comfort zones. Why go out and face danger, when you could simply remain safe? The problem is, you’ll only grow when exposed to danger. Without stress, there is no adaptation. Another hurdle people face is their atmosphere. If you’re wanting to become a better seller, you have to SURROUND yourself with an environment conclusive to that. Surround yourself with great sellers, go to areas where you can learn about the process. Create an environment or find one that relates to your goals. How do sellers overcome these obstacles? The first step is simple: Change your thinking. It may be cheesy, but the absolute TRUTH of it can’t be denied: Believe in yourself. Oftentimes, your self-imposed beliefs can actually LIMIT your potential. Have more confidence in yourself! Genuinely BELIEVE you can become a great seller and you will see results. So how do you change your thinking? Through training. You have to STOP having negative thoughts and start REPLACING them with positive ones. Ashley uses the metaphor of a garden: Your mind is like an unkempt garden. There are flowers, yes, but also PLENTY of weeds. Get rid of the weeds and replace them with flowers. Along with changing your thinking, you HAVE to change your circle. You are the sum of the people you spend the most time with, as the saying goes. Surround yourself with people who align with your goals. If you are surrounded by success, you will start SEEING success. If you are surrounded by negativity, you will see negativity. You can connect with Ashley on her website at theashleywinston.com or through Instagram. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Mohannad Ghannoum to discuss the importance of changing your perspective, to become an even more effective seller. Mohannad’s Observations: Mohannad enjoys philosophy. He once listened to a philosopher discussing passion and purpose, and how to find it. According to this philosopher, there can be two reasons you’re not passionate about what you do: A.) You already have it or B.) You don’t know yourself well enough. Prior to this, Mohannad had worked for three years in sales but never found much success. He decided to dedicate himself FULLY to sales to determine whether or not it was something he was TRULY passionate about. What did Mohannad do? To discover his passion, Mohannad began to OBSESSIVELY study and take in every single thing he could about his career. He would read books, listen to podcasts, talk to seasoned sellers, etc., anything he could do to learn more. The idea behind this is simple: Mohannad was trying to get RESULTS. By learning everything he could about selling, he was BOUND to become a better salesperson. Once he started seeing results, he became more passionate about selling and wanted to see even BETTER results. The importance of changing your perspective: The saying goes that the grass is always greener on the other side. FAR too often, people absolutely dread their jobs, thinking it’s not something they’re passionate about. There is a level of experimentation in finding your ideal job, yes, but perhaps you’re the problem and not your job. In Mohannad’s case, after he started to make the most of his career, he began finding more success, by CHANGING HIS PERSPECTIVE. If you’re TRULY passionate about what you do, then you’ll have better results than someone who isn’t. You’ll simply put in more effort. By changing your perspective on selling, you can find more success. Find passion in what you do and you’ll put in more effort. All of this equates to you becoming a BETTER seller. If you want to learn more about changing your perspective or talk to Mohannad, you can reach him on LinkedIn or through his email. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In 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. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Trent Anderson to discuss a unique strategy you, as a sales leader, could start utilizing to help your sales team. So what exactly is the first, last, best, worst strategy? Trent comes from a storytelling and sales background, and he noticed a theme with storytelling that he used to develop the first, last, best, worst strategy. The premise is simple: Make a chart with four columns. The first column will be labeled first, the second last, the third best, and the fourth worst. In the rows, meanwhile, put in some of the activities you, as a seller, have to do. Trent uses the examples of cold calls, cold emails, sales won, and sales lost. After you have your chart made, you begin to fill it in. In the example Trent gives, you start out by listing what the first cold call you EVER made was and filling it in. Then the last cold call and email you made, and so on. The MAIN focus of this strategy, however, is the best and worst columns. Have your sales reps go over their best and worst sales, cold calls, emails, etc. and really study them. What were their similarities? What about their differences? What types of businesses did they close deals with? Why is this strategy effective? What exactly does it accomplish? The single BIGGEST thing that the FLBW strategy offers is: Insight and information. An issue that plenty of sales teams run into is having one incredible seller who doesn’t exactly know why they’re good. They can’t teach the specifics of their sales process to others on the team. With FLBW, however, you’re able to pick up on trends and other similarities between both the best and worst sales. You can take this information to avoid bad sales in the future, with the worst sales, and get more profitable ones, with the best sales. At the end of each quarter, why not meet with your team and try out FLBW? Take note of the trends and take advantage of all of your new insight. Your sales and profits will only increase!You can connect with Trent on LinkedIn under the name Trent Anderson as well as on Twitter. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, our host Donald Kelly goes over some lessons he’s learned about planning throughout 2022, and how YOU can use those lessons to build a pipeline and convert sales to boost your profits. Sellers losing focus and not planning: Too often, sellers get lost in the MYRIAD of different tools, techniques, strategies, and ideas they utilize. All of these are important, yes, but they’re only tools. They shouldn’t be a seller’s main focus. The first lesson: Utilize a focus word. With 2023 coming up, look back on your strengths and weaknesses throughout 2022. What single word can sum up all of your shortcomings? Throughout the year, focus on that word and act on it. This maintains focus AND helps you better yourself as a seller. The second lesson: Take feedback into consideration. When you’re prospecting and looking for new clients or building relationships, FOCUS on the ones that are producing results. If a buyer pays well, focus on that buyer! Keep those consistent earnings coming in. This keeps your company profitable while LETTING you seek out new clients. The third lesson: Plan daily. Take 15 minutes at the start or the end of the day to plan the next day’s activities out. Having a plan going into the next day lets you prioritize what NEEDS to be done and keeps your diligence up. You’ll know exactly what to focus on, and you’ll be more likely to get it finished. The fourth lesson: Track your work. For a day, write down EVERY single task you do and then review it at the end of the day. Out of all of the work you did, what work led to the most profits? What work led to the newest buyers, and what work produced the greatest results? Hone in on that work and eliminate what doesn’t work. This is ONLY possible through tracking your work. The fifth lesson: Utilize a timer for your work. Set a timer for some amount of time, like 15 minutes, and for the full 15 minutes focus on whatever task you need to focus on. This ensures that you’re GENUINELY focused on the task at hand, and eliminates distractions that might pull you away. The sixth lesson: Prepare for the next day. If you keep a plan in mind for the next day and for whatever task you’re working on, it keeps you focused and lets you utilize your time effectively. Instead of getting lost and wasting time, with a plan in mind, you’ll be FAR more productive. The seventh lesson: Eliminate distractions. Doing something like putting your phone in airplane mode or setting a timer prevents you from focusing on detractors. Instead of staring at social media, you’ll be focused on establishing a profitable relationship with a buyer. Instead of worrying about promoting your business on social media, you’ll be responding to emails. However you eliminate distractions, it’s VITALLY important you do. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. 1. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 2. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 3. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, our host Donald Kelly goes into three changes he’ll make going into 2023. These three changes will help YOU to make more sales and perfect your craft as a seller. The first major change of 2023: The first upcoming change is a slight shift in branding. The podcast’s name, logo, and design will ALL remain the same. However, there will be a slight shift in branding as well as the podcast’s cover. The second major change of 2023: The second major change coming up will be the podcast emphasizing the PIPELINE, both building your pipeline and converting sales from your pipeline. The third, and final, change of 2023: The final change you can expect to see is the shift in the community. In the past, we’ve promoted our Facebook and LinkedIn communities, but those platforms will be taking a backseat. Instead, TSE is going to promote its community on a new platform called Circle.so. How do these changes help you as a seller? Learning to build a pipeline and close a pipeline is CRUCIAL for your success as a seller. That’s why going forwards we’ll be pushing it so hard. Learning more information on how to successfully build and close your pipeline will only make you an even more effective seller. Circle.so is a platform that’s similar to Facebook. On the site, you’ll see different circles where people are discussing various ins and outs of selling. All YOU have to do is join a circle to talk with fellow sellers and together develop your craft! It’s a platform with PLENTY of invaluable information and insight from experienced sellers. Going into 2023, we also plan on being FAR more active on social media. What can you expect to see are tips and tricks about selling, including content on courses the podcast offers as well as the podcast’s newsletter. All of these are designed to be INCREDIBLY valuable tools for sellers to utilize. You can connect with Donald and communicate with him on LinkedIn, Instagram, and Tik Tok under donaldckelly. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Going into 2023, with a changing business landscape, buyers are looking for something DIFFERENT. In today’s episode of The Sales Evangelist, Donald Kelly goes into what buyers are now looking for, and how you can meet their needs. What are buyers looking for in the upcoming year? According to the State of Sales, from Salesforce, 57% of buyers prefer engaging with companies and sellers through digital means. Along with preferring digital communication, buyers have also said that they prefer YOU to go where THEY are. You have to appear wherever your buyers are, whether that’s on social media or platforms like YouTube. How to take advantage of this knowledge and meet buyers’ wants: Since buyers are actively WANTING to talk to your company through digital means, provide SOME WAY for them to actually talk to you digitally. Platforms like LinkedIn are perfect for this. But beyond LinkedIn, you can also use social media platforms to communicate and market to buyers. UTILIZE A DSR. A DSR, or digital salesroom, is a centralized location where buyers and sellers can meet. Instead of having to browse countless sites to try and find information, the buyer can access all the information they need STRAIGHT from the DSR. It also allows all of your sellers to consolidate in one location, instead of having to communicate through other, less efficient ways. A DSR not only streamlines the entire sales process but also PROVIDES what digital platform buyers are looking for! The MAIN thing that buyers want, however, is for you to be a TRUSTED ADVISOR instead of a salesperson. A whopping 87% of buyers have claimed they prefer advisors over sellers. Why is this? Buyers come to sellers to solve a problem. Instead of being marketed to some product or service, buyers want SOLUTIONS. Buyers want someone who they can TRUST to give them a valuable and efficient solution to whatever problem they’re facing. Another thing to take advantage of in 2023 is Intent-based data. What is intent-based data? It’s data that takes what buyers are looking for into consideration. Things like what they search for online, and their interest in your product or service, among others. If you TAKE this data into the mind and utilize it, you’ll drive both sales AND traffic to your business If you want to learn more about what clients are looking for in the upcoming year and how you can capitalize on it, you can check out Donald’s other social platforms. You can find him on Instagram at donaldckelly, or on LinkedIn, also under donaldckelly. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, Donald Kelly discusses why 2023 will be a difficult year for sellers. He also discusses how, despite the upcoming challenge, how you as a seller can continue to succeed in your field. What exactly is going to be different about 2023? Ever since the pandemic, inflation rates and the general cost of living have STEADILY increased. This makes people far, FAR more hesitant to actually spend money. Why should someone buy your product or service when money is already tight? Alongside higher inflation rates, the feds have also hiked up interest rates to curb inflation. Since there are higher interest rates, people are less likely actually to borrow money. This means that businesses will be slower to grow. Here are some quick facts, from Donald’s personal experience and the State of Sales report: 69% of sellers are saying that selling is actually becoming HARDER for them. 92% of sellers claimed that they’ve had to start using a NEW method of selling their product or service. With all of this in mind, what can you do as a seller to keep a steady stream of purchases coming in? One key thing to focus on, with the current market, is to focus on LOW RISK but HIGH REWARD activities. One example of this is cross-selling. Are you maximizing your profits off of current buyers? What can you do, or offer, existing buyers to generate even more income? Another activity you can do is focus on cross-functioning. Work within your organization and your different departments to help create cohesiveness. Instead of working in multiple, different organizations, you can focus on working as an ENTIRE unit. A third example of what sellers are doing to keep steady profits and deals coming down the pipeline is targeting new markets. Instead of continuing to operate in the exact same way, see if there aren’t different methods or people you can promote to. Are there buyers more comfortable with parting with their money? Is there some tweaking you could do to get a RECURRING payment? Again, focus on low-risk ventures that will bring in the highest rewards. You can connect with Donald more and learn about perfecting your craft as a seller on his Instagram at donaldckelly or on his LinkedIn profile, also at donaldckelly. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, Donald Kelly meets with Paul Owen, the owner of Sales Talent, to discuss the importance of planning when it comes to sales, and why all salespeople should have some sort of a plan to maximize their performance. The importance of planning in the world of sales: Many salespeople will go into a deal without a plan in mind. Instead, they simply rely on their past experiences and instincts. This CAN work in some instances, but having a plan is always better. When you approach each sale with a structure in mind, you can replicate success more reliably. Instead of winging it and simply having one-off successes, a plan gives you the framework and tools you need to consistently make a profit. Why don’t salespeople utilize planning more? A lot of salespeople believe that going off of a plan is too RESTRICTIVE. One big misconception sellers have is that sales are too dynamic and unique to utilize one sales plan. Sales are unique, yes, but they still have some commonalities. These commonalities allow sellers to actually utilize a plan to better equip themselves to finalize the deal. Another reason why salespeople don’t use planning more is that they’re naturally good at selling. As the saying goes, “if it ain’t broke, don’t fix it”. This CAN work if the salesperson works individually. When they start to build a business, however, they’ll run into issues. Unless the entrepreneur finds people who are also naturally good at sales, they won’t be able to teach new sellers how to effectively sell. Having a plan in place can alleviate this problem. How can you start using planning in your sales? Take notes of past sales, and what did and didn’t work, and utilize that to create a plan. Although sales are unique, there are still common themes and elements between them. Take those common themes and elements and use them to create a framework for your future sales. Use buyer feedback. Ask past clients for their experience and utilize this feedback. Implement what works and get rid of what doesn’t to streamline your sales process and create planning designed to increase your sales. You can get a hold of Paul Owen and learn more about using structure and plans in your sales through LinkedIn. Owen also runs a website for his company called www.salestalentuk.com with blog posts and more information. 1. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 2. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 3. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. 4. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In today’s episode of The Sales Evangelist, Donald talks to the owner of 1 Call Closers, Richard Mugica, about the top three issues sellers face when finalizing a sale, and how you can overcome them to help increase your sales to potential buyers. The top three challenges sellers face when finalizing a sale: The first challenge that sellers face is focusing on the SCIENCE of closing, instead of the ART of closing. The second biggest challenge that sellers face is being too nervous. The third challenge that plagues sellers is focusing too much on handling objections and not enough on rapport building, or the discovery phase. What these three challenges actually mean, and how you can overcome them: The science of closing is the script you read, the words you use to help finalize a sale and close the deal. The ART of closing, however, is the WAY you say those words. The art of closing lets you connect with your client and build trust in your product or service. Mastering the art of sales is critical for becoming a great salesperson. Too many salespeople are nervous about coming off too strong or too pushy and, as such, are actually afraid of closing the deal. All of these self-doubts and worries just lessen your impact as a salesperson. The key thing to remember is your goal as a salesperson: It isn’t necessarily to convince a buyer to say yes but to get your buyer to make a decision about purchasing your product or service. Sales aren’t decided on during objection handling, sales are won or lost during rapport building. By focusing more on rapport building, you’re FAR more likely to actually close the sale, instead of focusing so much attention on handling objections. What else can you learn about overcoming these challenges? There’s no real “way” to teach the art of closing. It’s too subtle. There are two ways to master it as a salesperson though: Either you are simply naturally born with a good understanding of it OR you develop it through deliberate repetition. When dealing with nervousness, it stems from sellers focusing too much on THEMSELVES instead of on helping their clients. Salespeople will focus on how their client will react to their words and actions, when they should be focusing SOLELY on genuinely helping their client with whatever they’re attempting to sell. At the end of a call or at the end of the sale, if your buyer knows what their problem is, why they need to solve their problem, and why your product or service is the best way for them to solve their problem, then the buyer WILL close the sale. There won’t be any objections you have to deal with if you truly HELP the buyer discover their problem through rapport. The best way to destroy any objections is through honesty. If at the end of the sale, the buyer is still uncertain, remind them of why they contacted you in the first place. Tell them that they can think about it and choose not to go with the sale, but through buying whatever you’re offering, their problem will be solved. Honesty destroys objections. Richard Mugica is an incredible salesman with plenty of experience and knowledge to pass on to anyone looking to improve their abilities. You can find him on Instagram at richard_mugica or at his website, www.1callclosers.com. 1. This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 2. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 3. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. 4. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Video can be a crucial part of the sales process. People love stories. Video is a great way to share your service or product story. Chad Laken joins Donald today on how to utilize videos throughout sales process. Video is powerful Video can be daunting and somewhat intimidating. Using video in emailing a prospect adds a deeper touch. It takes 8-12 touchpoints. Video expands your ability to build trust. Individualize your video for a stronger impact. Your video is a great way to introduce you and your company to all decision-makers. Personalization at the top of the sales funnel. Create helpful content for your prospects Developing the business relationship with video will launch you further than the funnel. Rinse and repeat your bank of video content. Make a video answering commonly asked questions from your prospects. 95% of retention is increased when you use a video. Top use cases to utilize video Put context to your video to make a lastly impression Send a video when you are being ghosted by your prospect. Develop a journey map for your video content. Have fun! “Video is what makes great salespeople memorable.”– Chad Lakin Connect with Chad on LinkedIn or Shootsta This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Thinking like a strategist when selling to corporate deals will get you to the closing table. The order taking days are gone! Donald chats today with Douglas Cole who is a sales leader at LinkedIn, an advisor with start-up accelerators in North America, and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto. Author of The Sales MBA. Dominant Themes in the Sales Process Sales Strategist - the company's competitive position and its market facing position. Change Agent – the organizational dynamics, happening within the company, at any given time. Decision Architect – interpersonal (human psychology) and how that affects your interactions with that prospect. Strategist: Precise understanding of where this company competes and how do they win. Being able to make the connection between your product and how it benefits your prospect. Research is critical to be able to have these conversations. Change Agent: Being able to find the catalyst to create transformation. Where is the energy in this organization? How can you feed the energy with your product or service? Decision Architect: Behavioral economics play a large part in closing the sale. Limited by the attention of the buyer. Obtain the commitment of the buyer. Motivate the buyer to act or move forward with your product. Use of influence levers (scarcity, social proof, etc.) Change your mindset: How do you per sieve yourself? Are you likeable, are your trustworthy? Think of yourself as a Sales Strategist, Change Agent and Decision Architect. “Selling is a thinking game.”– Douglas Cole Connect with Douglas on LinkedIn or www.TheSalesMBA.ca This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. LinkedIn The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. Calendly The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

More than 50% of the workforce are millennials. Millennials are now the predominant decision-makers in B2B purchasing decisions. Tom Burton, author of The Revenue Zone joins Donald to discuss the top three rules for effectively selling to millennials. Change is Inevitable Younger buyers have no tolerance for the traditional B2B model. They want to do their own research and control their buying journey. Preference is to avoid talking to salespeople. 80% more millennials are likely to buy if the sales process is consultative. The Three Rules The mindset of a salesperson needs to be different. The buyer wants to be in control of their journey. Today’s salesperson needs to be flexible. Make your content accessible to your buyer – (non-gated). Create relevant content that is frictionless. Enable the buyer experience to be guided step-by-step. Takeaways Confused prospects don’t become buyers. Answer the first questions of your prospect of what is the value proposition. Share the recommended journey. Buyers want guidance. Works well through social selling. “The buyer wants to be in control of their journey. Today’s salesperson needs to be flexible.” – Tom Burton Connect with Tom at www.TheRevenueZone.com This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Relationships are important Doing business in Europe has some similar characteristics to doing business in the United States. Data privacy is one of the critical aspects of doing business effectively. Need to understand the payment platforms and the rules. Sensitive to the borders and cultures. Getting down to business is totally acceptable – don’t be offended. What to be aware of in selling to Europeans You have to be GDPR compliant to avoid a deal going south. Germany is extremely strict on GDPR. Navigating the potential language barriers of each country takes research. Consider investing in salespeople that can speak the language of the country you are prospecting too. Being aware of slang and how that can impact your ability to communicate. Stay aware of how the currencies rates are changing from day-to-day. Messenger tools are valuable in assisting your sales efforts Apps that have the ability to translate your marketing campaigns are key to your success. WhatsApp, Telegram and Viber are some powerful tools. “It makes a huge difference when an American salesperson or marketer can take a second to understand who it is that they're they're communicating with, and not be so domineering from a cultural perspective.” – Grady Anderson Connect with Grady via: LinkedIn This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. LinkedIn The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. Calendly The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Problems facing salespeople today Salespeople are struggling to make sales quota more today than ever. Technology isn’t necessarily closing more deals. Training is more focused today on tactics. Sales strategy needs to be the focus. Sales system to fill the gap Being willing to call an audible when in your sales process - being willing to adapt. Great quarterbacks do this. Changing your pitch based on who you are selling to. Pro-baseball pitchers do this. Taking time to be prepared before the call. Consider Pro-golfers. Identify the persona of your prospect. Focus on the value to your prospect What’s important to the prospect you are talking to at the moment? Map your strategy to the strategic growth objectives of your customer. Align your product to the needs. Focus on the value and how you meet it. Go to the website of your customer to find how to align your offering. “Sales can be fun if you make it about strategy and you know how to deliver value to your buyers” – John Stopper Check out John's website: www.northstar8.com or call: 917-287-0734 This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Using a multi-thread approach Using data and being methodical going to market. 1% better each day is working smart. Doing less than 6 and 7-figure deals tend to be more transactional rather than emotional. Make the buyer the champion internally. Clients crave being smarter. Strategy to get these big deals Getting the key people involved who can commit budget. This is usually 3-5 individuals—cross-functional Value: Solving a variety of business problems. Creating the momentum or “ground swell” within the organization of your prospect. Work behind the scenes. Create Partnership Plan: Alignment with the prospect (pain points, desired solutions, collateral needs, etc.) Proof it works With this process Scott’s team has gone from 2% conversion ratios in outbound activities to 20%. Approach the sales process like a game. Don’t overthink each call. Review what you did well and what could be improved each week. What can you do each week to improve by 1%? “Don’t overthink it, have a process and look at it objectively at the end of the week.” – Scott Smyth Check out Scott’s website: www.hginsights.com This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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, Donald speaks with professional speaker, author, and sales trainer, Paul Reilly. They discuss Paul's book “Selling Through Tough Times”, how to thrive through a downturn, and 6 steps to staying mentally strong. A “Tough Timer” mindset A tough-timer mindset is about finding the opportunity in a struggle, being steadfast, and staying humble. During tough times, progress is more important than performance. When you are facing tough times you need to continue to progress toward your goal, this will help you to stay motivated. Daily mental flex Paul has developed six steps to help you stay mentally strong. Gratitude Continuous improvement Self-discipline Positive reframing Pruning negativity and planting positivity Make success easier tomorrow by taking action today Anyone can utilize these six steps no matter how much experience you have as a seller. What do buyers think during tough times? Customers buy differently during tough times and you need to understand how your customers define value during difficult moments. People are often fearful during uncertain times and often hit the pause button in order to conserve cash. How can you position yourself for success during tough times? Focus your time, energy, and effort on the most viable sales opportunities. Detail what business you are trying to avoid so that you can limit wasted time. Shift your customers' attention to the future and help them remember their goals. Episode Resources Go to Toughtimer.com and submit your email address for a free chapter of “Selling Through Tough Times” about crafting your customer message. Connect with Paul on LinkedIn This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Thanksgiving is a great time to show gratitude for the things you have and the people around you. In today’s episode our host, Donald Kelly, brings you what Sellers and Sales Leaders are Grateful for. Amidst all of the challenges going on in the world right now, there are still things to be thankful for. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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 is joined by Rob Ashton to discuss the power of writing and three things that you need to understand to convert more prospects when writing emails. Reading is not speaking We are born with structures for speaking, but writing takes years of dedicated practice in order to rewire the brain. Because reading is so complicated we don’t do it in real-time. Our eyes skip through the page and our brains fill in the rest. Reading is much more complicated than we realize. Writing is not great for everything You really need to put yourself in the shoes of the prospect. Think about how interested they are in this, how much they know already, what is their priority, and when was the last time we talked about this. Writing is not good for emotive issues. Our brains are not computers and writing is not data transfer We often believe that emails should be short bullet points, but it is not always the case. As human beings we think in narrative and bullet points are not good at communicating nuance and risk losing control of the narrative. Remember that you are building a relationship and you have to assume sending a bulleted list will not build relationships. Episode Resources Check out Rob’s website at robashton.com This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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, Donald talks with the head of sales at Transcend, Mike Orlick. They discuss the importance of use cases, how to effectively utilize them, and how to better provide value to your clients. What is a use case and how do you utilize it?? A use case comes down to the business outcome and what they mean for your client. Mike suggests getting quotes from previous clients who have had success with your product and then targeting similar individuals in your ICP. This helps to validate your product. You can utilize use cases when new protocols impact your industry. When you understand a prospect's situation they are more likely to trust you with a solution. Become an investigator and problem solver You get into enterprise sales by going deep and helping companies improve their business. When you join an organization that has already started to prove use cases, you can go in with a use case and become a trusted advisor to a company by asking the right questions and truly wanting to solve their problem. How can you start utilizing use cases? Map out what your product does, what it solves for, and who it solves those problems for. If you already have customers, interview them to find out why they brought you in and what problem you are solving for them. Mike’s last piece of advice Be genuine and have a real interest in uncovering and solving business problems. To hear more from Mike, connect with him on LinkedIn and visit transcend.io This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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. Episode Resources To learn more amount Matt’s company visit dcminsights.com To learn more about the Jolt effect visit the Jolteffect.com This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

Right now, more so than ever, it is critical for salespeople to learn how to navigate in a tight economy. On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with the co-founder of DocSend, Russ Heddleston, about how to listen more, use the prospect's language, and how do ONE thing well for them. Why won’t order-takers survive in a tight economy? Over the last few years, more and more order-taking roles are being pushed to automation. The role of the salesperson is changing because of the amount of competition and vendors. What can we do? Be curious and listen more Your first job is to listen and understand why you are having a conversation and how you can help your customer. Look up who you are talking to ahead of time. Russ says that very few of the salespeople he talks to have done their research ahead of time. The process will move faster if you are more patient on your first calls. Bridge the gap between value and the company's goals Companies have been through the ringer in the past year, so have empathy for your prospect. Your best bet to get them to buy is to understand their business. Understand what they are trying to solve so that you can become a partner to them. Use their own language The person you are talking to is not the only person involved in the buying decision. Even if you convince them, they need to convince everyone else in the company. To help your champion save time, recognize their language and use it so that they can turn around and explain it to their company. If you are not versed in their industry, talk to product marketing and your support team, then document it for the next person. Do ONE thing well for them Make it simple, not complicated, for why they should buy. Take all the value propositions your product has and boil it down to one thing. The discovery is key in this process so you know what is important to them. Episode resources Connect with Russ on Twitter and Linkedin. Check out DocSend here. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 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

If you are a BDR, SDR, or AE you are going to benefit from today’s podcast. In today’s show, Donald talks with Jenner Smith about three ways to train and ramp your team in half the time. What problems arise when training a sales team? Productivity. Jennifer says that it is all about spending as much time as possible doing the thing that drives the most impact. Scale yourself Scaling yourself is all about figuring out the core things you are good at and spending as much time on them. Take the other tasks that are filling your time and reduce them, automate them, or delegate them. Jennifer challenges you to track how many interruptions you have and the time you spend doing various tasks on an average day. They add up. Get people the things they need Get information to the right people at the right time so that they can be effective with their time. Scale your best rep Have your best reps, the folks who have been there a while and know what they are doing, record how they do what they do. Share this information with the rest of your reps so that they can learn from the information and knowledge that makes your best rep really good. If all the reps are able to share with each other what is working, everyone will learn together to create a rapid learning machine. Last advice from Jennifer Anything that you are doing that is not talking to a customer, ask yourself “Could I scale this in a particular way?” To connect with Jennifer connect with her on LinkedIn and check out scribehow.com. Use promo code “The Sales Evangelist” for a discount on the paid service. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 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, Donald talks with Greg Nutter about three critical pillars of effective selling. Greg has been a consultant for 17 years and is the author of his book P3 Selling. Three areas that B2B salespeople need to understand Problem Understand the problem, influence the perception of those problems, and message back to those problems about how well their solution addresses it. Greg sees salespeople constantly talking about the product. Without the context of the problem, a customer wanting to solve any discussion around product features makes no sense. Businesses don’t buy products, they buy solutions to problems. How can you identify the problem? Ask questions to your customers. People Understand who is impacted by those problems, their perspective, and their decision influence. Over the last 10 years, we have gone from 3 or 4 people involved in a B2B purchase, to 10 to 15. Try to understand everyone's perspective so that you can message them. “The race doesn’t always go to the swift, nor the battle to the strong, but that’s how you bet.” If you cover more people you are more likely to win. Process Understand what the buying process looks like, where the prospect is in the process, and how you are positioned in that buying process. What matters most is what the prospect is doing. Are they looking for information? Do they understand the importance of making a change? An individual process is where they go through their own steps to determine if they want to buy your product. The compliance process is when the subject matter experts are brought in to weigh in on whether or not it is a good decision. Understand what the process is and where the individuals are because that determines what you need to do to go to the next stage. Become an expert on the buying process to guide your customers and be a consultant. Last piece of advice from Greg Become a problem solver, not a product pusher. To hear more from Greg, buy his book and connect with him on LinkedIn This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The sales process seems to be getting more difficult and if you don’t know what you are doing it can be scary. On today’s episode of The Sales Evangelist, Donald talks with salespeople Ari and Kristen about how to overcome the fear of cold calling. What makes cold calling scary? No being prepared to have conversations with high-level executives and to overcome their objections. If you learn what the prospect is selling and who they are selling to you will have a better chance. The fear of sounding stupid. If you haven’t done your research you will sound like you don’t know what you are talking about. The conversation will be more organic and authentic if you have done research beforehand. The fear of hearing no. Once you accept that a majority of the people you call are going to say no, it is easier to handle it. Reframe your thinking and realize that the prospects who say no aren’t the ones you are looking for. How do you effectively do research and still maintain volume? As you get better at research, you can do it a lot faster. With experience, you can see common trends in each industry. Have an understanding of what their business is going through, even if you are totally off, a good senior-level leader will appreciate the fact that you did research. Focus on what they sell, who they sell it to, and how they sell it. You don’t need to read an entire annual report to understand what they do. Use all resources available to you including job descriptions. What advice do Ari and Kristen have for BDRs who are scared You won’t get over the fear of making calls by not making calls. Make as many calls as you can and learn from your mistakes. Practice with a team lead, manager, or AE. Record your role plays and have your manager review them. Let yourself be vulnerable and let yourself make mistakes. No question is a dumb question, if you are having trouble ask for help. To hear more from Ari and Kristen, connect with them on LinkedIn. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 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 are things you can do to improve the handoff to your AE? On today’s episode of The Sales Evangelist, Donald talks with high school teacher turned salesperson Taylor Clawson about how to improve the handoff from SDR to AE. What problem does ineffective communication bring? Deals collapse because they make the environment seem unprofessional and give the impression that you are not knowledgeable. Why do SDRs have bad handoffs? Depending on where you work, SDRs can get paid on how many appointments they set up. If processes aren’t in place for SDRs to hand off qualified prospects, deals fall apart. Taylor believes it stems from the organization and what process they have in place for SDRs. What qualifying questions does Taylor have in place? Truly understanding their needs. That is an ambiguous but important question. What is their timeline? Taylor says that the more information the better. What is their personality like, what are they expecting, who is going to be on the call, and what is their style? What can an SDR do to ensure a smooth handoff? Make sure that everything is as detailed as possible in the CRM. In Taylor’s organization, the SDR calls the prospect the day before the demo to confirm and ask final qualifying questions. It’s important to build trust with your SDRs and have a relationship with them. Taylor’s SDRs give her feedback and she gives them feedback as well. Taylor’s last piece of advice Build trust with one another. For more content from Taylor, connect with her on LinkedIn. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

As a BDR, nothing is more frustrating than doing all the work to book a demo and the prospect doesn’t show up. On today’s episode of The Sales Evangelist Donald talks with Nicolas Sosa, an automation specialist at IBM, about how to make sure you book demos that actually show up. Why don’t people show up? There are things that you can control, and things that you simply cannot control. You cannot control if someone shows up or not. Focus on the right authority If you are not speaking to the decision maker, or the champion (a person heavily involved in the decision-making process), it is really hard to progress that call. As a BDR, you need to make sure you are talking to the right people. Gatekeepers do a very good job at gatekeeping, try building a relationship with them. Be transparent with the gatekeepers. Make sure you understand the reason they are showing up Walk away with very specific challenges and pain points - wanting to make more money isn’t a good enough reason. Knowing why the prospects are showing up shortens the sales cycle. Communicate with your AE so that you know what they are expecting. Don’t promise the prospect a solution to all of their problems. Try using the words “if” and “qualify”. As a BDR, you don’t need to close the deal, you are just closing time. Accept the invite right away When you are closing time, make it very clear what kind of meeting it will be, then make sure that you stamp the time on their calendar. Send them a calendar invite and make sure that they accept it. The simple things are where the money is at. If you see this as pushy, you aren’t understanding the value of the product. For more content from Nicolas, connect with him on LinkedIn. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 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’re doing right now, cold outreach should be a part of everyone's game. On today’s episode of The Sales Evangelist, Donald talks with Tanner Stewart, an account executive at Home Care Plus, about three tips he has for every BDR doing cold calls. Biggest challenges sellers face when it comes to cold outreach? Know which people to call in the first place. If you’re calling hundreds of the wrong people every day, you can be a great seller and have little success. Focus on the right people and the right message. 3 things every BDR must master when doing cold calls Be a human, treat your prospects like humans When you ask someone how they are, you have to actually mean it. Be genuinely interested in them. If a prospect asks you how you are, be genuine and vulnerable. This helps them bring their guard down. Instead of starting a call by saying “here's what we are doing and here’s how we can help you with” start with, “I've been talking to some folks, and here are trends I am seeing in the industry, are you seeing this as well?” Be present when making calls and when they do answer, don’t be afraid of the interaction or being genuine. Product selling vs. solution selling Avoid the temptation to dive deep into your product. It’s not bad to want to give them information about your product but think about relating what you tell them back to what they have told you about their challenges. Care enough about the prospect to alleviate their pain points. Asking questions and knowing when to ask them Instead of diving into your product, ask them a question. You can ask them if what they are doing is working for them. Little follow-up questions help you dig deeper. A great question is “Can you tell me a little more about that?” Once you’ve booked the demo, don’t be afraid to ask a few more questions to figure out what they are hoping for. One major piece of advice from Tanner Don’t be afraid to be yourself. As scary as someone’s title may be, deep down they are also human. Be yourself and Enjoy it! For more content from Tanner, connect with him on LinkedIn. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a

Sales and marketing have the same goal: to close more deals to make their organization more revenue. The relationship between sales and marketing professionals can be a powerful tool if connected properly. However, meaningful and practical connections are often lost between the two. In today’s episode of The Sales Evangelist, Donald is joined by the CMO at Allego, Wayne St. Amand, to learn deal-closing content strategies to help marketing and sales professionals become more aligned in their goals. Three things to do less of as sellers and marketers: Don’t allow the relationship between sales and marketing to be treated like a drive-thru window. Salespeople ask for marketing collateral, create it, and the seller moves on. Stop guessing what sales needs; the departments should co-create materials together. Don’t focus exclusively on top-of-funnel activities because interacting with all sales funnel stages allows the most opportunities to develop and move forward. Creating can be asynchronous; marketing can review recordings of sales calls to determine additional materials that might be needed. Guessing is the enemy of sales: However, there is a difference between guessing and making assumptions; assumptions are a necessary tool (that should be verified and refined whenever possible.) Three things to do more as sellers and marketers: Treat your sales enablement process as the final mile between sellers and success. Create as much common ground as possible while speaking the same language. Mirror the speech patterns of the people working with you to create an atmosphere that best pushes forward. Have more direct interactions with your market. Prospective, current, and past customers have a lot to teach the organization. Wayne’s final piece of advice? Excellence doesn’t occur in a vacuum. The ultimate answer and best version of achievement happen when you can learn, teach, and work with the people and groups around you. To get in contact with Wayne, find him on LinkedIn or visit allego.com for more company content. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

As technology, tools, and culture evolve, sales strategies evolve alongside them. In today’s episode of The Sales Evangelist, Donald is joined by the Director of Integrated Marketing at LinkedIn Sales Solutions, Garnor Morantes, to learn about “deep selling” - a powerful new way to connect and build sales-enabling relationships. Being loud and clear about the messaging is the best way to make new sales. Since the pandemic, email outreach has gone up by 50%. However, responses have declined by 30%. Buyers are getting more bombarded with messaging from sellers, so what are his insights? It’s a growing problem. Nearly 60% of the buyer journey is sent without the salesperson, meaning the buyer is researching and looking into solutions before contacting a seller. B2B selling is in a crisis. Buyers don’t want it because of the increased amount of sales without a seller. They can do information, talk to colleagues, or read online reviews, testimonials, and demos to see if it's right for them. Insights from the buyers help a seller determine who, where, and when is the right time to talk to a potential buyer. What is deep sales? It boils down to a new category of sales intelligence - a technology based on actionable insights like deeper account insights, relationship intelligence, and more robust buyer intent data. Those three types of intelligence make up the concept of deep sales. Spending time understanding the buyer’s journey and filling out changes in the hiring process can make up company funding. Shedding light on the best way to maximize and be a top seller is to use deep sales. Some of the software out there is a part of it - interactions on the platform. Intent-based solutions are essential. Deriving benefits from a deep sales strategy: LinkedIn launched content about utilizing Sales Navigator to refocus outreach efforts based on user intent. For individual contributors, look at the signals and technology that will get better and smarter as they evolve. Encourage your sales leaders to research the future of sales and selling, because changes are coming. For more content from Garnor, connect with him on LinkedIn. Visit the LinkedIn Sales Navigator website to learn more about the deep sales process and how you can implement it in your own organization. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 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