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.

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.

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.

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.

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.

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.

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.

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.

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

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.

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 

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. 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. 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.

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 

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.

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

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. 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. 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.

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

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.

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

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.