What inspires you to be the best sales representative in your company? Is it to take a vacation to Hawaii? 

Is it to earn enough to buy your significant other a horse? Or maybe you just want to have money and live comfortably. 

Despite naming off different common wants most people want in their lives, many salespeople don’t know what they really want. So, how do you dig deeper into your wants and discover your real desires?

In this episode of the TSE podcast, host Donald Kelly speaks with Travis Ashby, a seasoned sales professional, on the deeper desires of salespeople beyond monetary incentives. Travis shares his journey of finding his purpose and how it led him to create a platform that helps sales leaders understand and support their team's goals and ambitions.

The Changing Landscape of Sales Incentives

• Travis highlights how the world of sales has evolved, particularly in light of recent events like COVID and the "great resignation." 
• He explains that today, salespeople are looking for more than just a paycheck, and leaders must adapt their approach to motivate and retain their sales teams.

Going Beyond Transactional Motivation

• Travis emphasizes that monetary incentives and transactional rewards such as gift cards, cash bonuses, and swag have historically driven sales. 
• However, he believes that true motivation and happiness in sales come from aligning personal goals with company objectives.

Helping Sales Reps Discover their True Desires

• Travis reveals that when asked about their goals, many sales reps struggle to articulate their desires beyond surface-level wants like money or a vacation. 
• He emphasizes the importance of leaders taking the time to dig deep and understand what truly brings happiness and fulfillment to each team member's life.

The Power of Public Goals and Accountability

• By visualizing and sharing their goals with others, salespeople experience a sense of accountability and support. 
• Travis introduces his concept of an "inspiration engine," a tool that helps individuals analyze their personal happiness equation and take actionable steps toward their goals.
• When others are aware of these goals, they can offer assistance, encouragement, and hold individuals accountable for their progress.

The Value of "Sacred Money"

• Travis shares a personal story about his mother's passing and the lessons he learned from it. 
• He explains the concept of "sacred money" – money intentionally set aside for things that bring happiness and fulfillment. 
• By adopting this mindset, sales reps can align their financial resources with their deepest desires, whether it's surprising a loved one, pursuing a passion, or overcoming obstacles.

Fostering a Culture of Care

• Travis emphasizes the importance of managers caring about their sales team members' personal and professional aspirations. 
• He encourages leaders to ask meaningful questions about their team's happiness equation, helping them uncover what truly matters and taking steps to support their goals.

Travis concludes the episode by highlighting the need for trust between companies and employees. He introduces "WorkLyfe," a platform that acts as a third-party intermediary, fostering trust and privacy while facilitating the alignment of personal and company goals. By encouraging a communal approach to supporting individual goals, WorkLyfe aims to revolutionize sales leadership and create happier, more fulfilled sales teams.

“When I ask someone that question, or when a manager asks reps that question, I'd say 70% of the time, the reps have no idea. I don't know. And so they need help figuring that out.” - Travis Ashby.

Resources

Worklyfe.io

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

When was the last time you did something nice for someone? Did you notice how their eyes shine bright like a diamond? 

How about their smile? Did it become as big as the Grand Canyon?

When people become this happy from others making nice gestures, it creates a warm feeling they’ll never forget. This is why sales representatives should take advantage of this, and Donald Kelly is here to tell you why.

In this episode of The Sales Evangelist podcast, Donald explores the importance of showing appreciation to prospects and clients as a sales professional. Listen to this special Thanksgiving episode for seven powerful ideas to help you build stronger and lasting client relationships. 

Utilize LinkedIn Sales Navigator

• Donald recommends creating a list on LinkedIn that includes all of your customers and prospects. This lets you be notified whenever they change jobs, get promoted, or leave their company. 
• Acknowledging these developments and sending a personalized message demonstrates that you care about your client's success.

Put Them on Blast

• Highlighting your clients on social media platforms such as LinkedIn is a powerful way to show appreciation.
• Posting about their achievements, charity work, or unique offerings not only acknowledges and recognizes them, but also boosts their visibility and reputation. 
• This gesture can go a long way in building stronger relationships and fostering goodwill.

Consider Appropriate Gifts

• While gifts may not be suitable for all industries or clients, sending a thoughtful gift can leave a lasting impression for those where it is feasible. 
• Be mindful of any restrictions or guidelines and choose a gift that aligns with the client's interests or preferences. 
• A small gesture, such as a fruit basket or an edible arrangement, can go a long way in showing appreciation.

Offer Referrals

• Actively seek opportunities to refer your clients to others in your network. 
• Your efforts to connect them with potential prospects show you value their business and believe in their products. 
• Referrals can lead to long-term partnerships and significant business growth, making this strategy a win-win for both parties.

Send Personalized Emails

• A simple, heartfelt email can go a long way in showing appreciation. 
• Craft a personalized message expressing your gratitude for their support and how much you value their partnership. 
• Keep the email genuine and focus solely on expressing gratitude without any sales pitch or ulterior motive. 
• This gesture will leave a positive impression and show that you genuinely care about your client's success.

Consider Upgrades

• Consider offering upgrades to higher tiers or additional features for loyal and exceptional clients. This shows that you recognize their value and are willing to invest in their success. 
• Offering upgrades not only enhances their experience with your product or service but also encourages them to advocate for your brand, potentially leading to additional revenue.

Donate to Charities

• Research the charitable organizations that your clients support or are passionate about.
• Donate to those organizations on your clients ' behalf during specific times of the year or trigger events and inform them about it. 
• This not only demonstrates your commitment to social responsibility but also showcases your attentiveness to their interests beyond business transactions.
• If you would like to show appreciation to Donald, consider donating to his favorite charity, A Bed for Me.

In this episode, Donald Kelly emphasizes the importance of appreciating prospects and clients as a sales professional. By incorporating these strategies throughout the year, sales professionals can strengthen relationships, build trust, and pave the way for long-term success. Remember, a little gesture of appreciation can go a long way in positively impacting both your business and the lives of those you serve.

"Show your appreciation. Your words matter. These are simple gestures from you for sending that email. Just because. You are absolutely amazing. I just want to send you an email and tell you thank you. No tricks, no gimmicks here. It's a pleasure working with you." - Donald Kelly.

Resources

A Bed for Me Foundation 

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

What’s the number one skill you need to make it as a sales professional?

Do you know?

It’s self-confidence. If you don’t have the confidence to sell your services or products, how do you expect potential customers to buy from you?

Of course, developing self-confidence is easier said than done, and many people struggle with it. However, if you listen to this special episode of the TSE podcast, you’ll gain knowledgeable insight on becoming mentally tough for the sales industry.

Host Donald Kelly speaks with guest Matt Phillips, a leadership coach, on how sales professionals can build mental toughness. Discover how you can prepare mentally for sales in this episode.

5 Elements of Mental Toughness

• Matt developed five elements to help sales professionals build mental toughness. These elements include:
• Self-belief: If you don’t believe in yourself, you won’t succeed in sales. Matt discusses the importance of self-belief and how it helps a sales rep.
• Focus: What are you focusing on right now, and is it helping your career? Sometimes distractions get in the way, and you have to shift your focus on what’s really important.
• Emotional control: You can't break down when things go wrong. When it happens, you must control your emotions to advance your career. 
• Energy: Your energy is essential to gaining clients as a sales professional. If you believe nothing good is coming your way, it won’t. Also, remember to be mindful of your energy at home, as it carries into the workplace.
• Consistent action: Try to develop a goal of out-reaching five times a day. Your consistency will help you build your pipeline and close more deals.

Prioritization and Focus in Sales and Leadership

• Matt prioritizes focusing on 3-4 key areas to drive the biggest results rather than trying to be everything to everyone.
• His wife keeps them focused on their priorities by asking if new ideas align with them, preventing them from getting off track. If you need help staying focused, consider asking someone for assistance.
• Matt emphasizes the importance of focus and simplicity in leadership and sales, suggesting that it simplifies decision-making and reduces FOMO (fear of missing out).
• Matt shares his personal experience with emotional reactions and teaches a methodology to prepare for and, ideally, react to difficult situations.

Emotional Control and Consistency in Sales

• Matt emphasizes the importance of emotional control and leveraging past experiences to stay focused and confident in sales.
• Donald agrees, highlighting the need to remember and leverage past successes for future success.
• Matt emphasizes the importance of consistency in caring for oneself, both at work and home, to maintain energy and positivity.
• He encourages listeners to focus on quality over quantity in their daily activities, such as making five quality outreaches a day instead of 100 calls that last only half a day.

Sales Leadership, Mindset, and Consistency

• Matt emphasizes the importance of simplicity in achieving sales goals, suggesting that taking consistent small actions is more effective than creating a complex plan.
• He advises against spending too much time on grandiose plans and instead recommends taking small, actionable steps toward sales goals.
• Using Tony Robbins's quote that we overestimate what we can accomplish in a year but underestimate what we can achieve in 10, Matt highlights the importance of small, consistent steps in sales leadership.

It’s amazing how having the right mindset can improve your life professionally and personally. For those who struggle with self-confidence and mental toughness, this episode of the TSE podcast is a must-listen. Also, for additional help, check out Matt’s free training and podcast for more insights on leadership, mindset, and mental toughness.

“If I'm confident in a situation, I have more emotional control.” - Matt Phillips.

Resources

Website: Matt Phillips Coaching

Podcast: The Matt Phillips Podcast

LinkedIn: Matt Phillips

Facebook: Matt Phillips Leadership Coaching 

Instagram: Matt Phillips Leadership Coaching

Youtube: Matt Phillips Leadership Coaching

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

With the rise of AI tools, most sales representatives utilize them to their advantage to help save time. However, the problem with using these tools is the risk of sounding too robotic and not coming across as genuine. 

In this profession, sales reps must be authentic to help them build relationships with potential customers. How can you use AI tools and still show up authentically every time with your clients?

In this episode of the TSE podcast, host Donald Kelly welcomes Carl Sajous, the sales director at HR tech company Fringe. Carl shares his insights on the importance of authenticity in sales and how building genuine relationships can lead to business success. He discusses the challenges of maintaining authenticity in the age of AI and offers practical tips for building relationships and closing deals. 

The Power of Authenticity in Sales

• Donald highlights the value of authenticity in sales and praises Carl for being genuinely passionate about his work. 

• Carl emphasizes the need to be true in every conversation and transaction. 

• He believes authenticity allows for deeper connections and meaningful relationships with prospects and clients.

Balancing AI and Authenticity

• The rise of AI technology has made sales processes more efficient, but it can also compromise authenticity. 

• Carl shares his perspective on using AI tools like Chat GPT to improve sales interactions. 

• He explains how he leverages AI to understand common industry talking points and stands out by offering unique insights and solutions.

The Importance of Active Listening

• Donald and Carl discuss the art of active listening as a crucial aspect of building relationships. 

• Carl emphasizes the need to listen attentively without preconceived notions. 

• Sales professionals can offer tailored solutions by genuinely understanding a prospect's struggles and pain points. 

• Carl encourages his team to use their ears more than their mouths, allowing them to absorb information and provide meaningful feedback.

Being Genuine in a Professional Setting

• Carl shares his experience of feeling pressured to act a certain way when starting B2B sales. 

• He reveals how he overcame the challenge of balancing professionalism and authenticity. 

• He developed stronger connections with his prospects and clients by being himself and maintaining professionalism.

Focusing on Relationship Building

• While closing deals is essential, Carl's primary focus is building relationships. 

• He shares a story about a deal that didn't go in his company's favor but resulted in three referral opportunities from the client. 

• Carl explains the importance of creating lasting relationships beyond a single transaction.

• By supporting clients even when there is no immediate benefit for his company, Carl fosters trust and opens doors for future opportunities.

Equipping Champions for Success

• Carl discusses the role of champions in sales. 

• Sales professionals can more effectively close deals by preparing and empowering champions to advocate for a solution. 

• Carl encourages his team to equip champions with all the necessary information, ensuring they are confident in sharing the value proposition and benefits of the product or service.

Providing Creative and Tailored Support

• Tailoring support and resources to fit the communication preferences of each individual is vital. 

• Carl emphasizes the need to adapt and provide various tools such as video demos, one-pagers, templates, and alternative communication channels like texting or video calls. This flexibility allows sales professionals to meet prospects' needs and build stronger connections.

The Mirror Technique

• Carl summarizes his insights with a powerful image of imagining a mirror before engaging with prospects and clients. 

• By recognizing yourself and staying true to your values and intentions, you can show up authentically and build trust with those you interact with. This authenticity paves the way for successful sales relationships.

Carl's emphasis on authenticity and building genuine relationships in sales is invaluable. By listening, understanding, and genuinely showing up as yourself, you can create meaningful connections that lead to successful transactions and long-term partnerships. Authenticity is the key to standing out in a sea of sales professionals and building a thriving sales career.

“Always imagine there's a mirror in front of you. When you do that, you show up authentically. You tell yourself the truth, and there's no one around to skew that. Showing up authentically means just being yourself, being there for the people in your life and in that transaction with you. That'll breed success in a major way.” - Carl Sajous.

Resources

Fringe.us 

carl@fringe.us

Carl Sajous on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode of the TSE podcast, Lawrence, co-founder of Practice Lab, joins the show to discuss the importance of qualification in sales. He shares insights on determining the right people to bring into your sales pipeline and provides valuable tips on effective qualification techniques. 

Lawrence emphasizes the need for curiosity, asking impactful questions, and understanding potential customer's pain points. He explains the concept of "bucketing" prospects based on their awareness and urgency of the problem they must solve.

The Club Analogy and the Importance of Qualification 

• Lawrence uses the bouncer at a club analogy to emphasize the need to be selective about who enters your sales pipeline.

• He explains the difference between qualification and discovery, emphasizing that qualification is crucial at the beginning of the sales process.

• Lawrence emphasizes the need to avoid setting oneself up for failure by being too focused on meeting quota multiples rather than ensuring the quality of prospects.

Inverse Relationship Between Pipeline and Win Rate

• Lawrence presents an interesting observation that the win rate of a sales team often decreases as the size of the pipeline increases.

• He shares that teams with smaller, more qualified pipelines can achieve higher win rates.

• Lawrence encourages sellers to be ruthless in their qualification process to increase win rates and focus on prospects with more urgent and painful problems.

Leading with Curiosity and Natural Conversations 

• Lawrence discusses the importance of leading with curiosity for authentic and effective sales conversations.

• He advises sellers to ask questions that get potential customers to focus on their goals and desired outcomes rather than solely discussing product features.

• Lawrence stresses the need for active listening and conversations that don't feel like scripted checklists but genuine discussions.

Disqualification as a Sales Strategy

• Lawrence shares an approach from his experience at Apple, where he encouraged potential customers to disqualify themselves from the product if it didn't meet their specific needs.

• He explains that this approach helps prospects evaluate the value and urgency of their own problems, building stronger commitment if they choose to continue in the sales cycle.

• Lawrence highlights the importance of helping prospects disqualify themselves to ensure they present a strong case to their organization.

Practice Lab's Approach to Skill Improvement

• Lawrence explains that Practice Lab focuses on practicing specific sales skills and improving broader conversational and human interaction skills.

• He uses the analogy of Kobe Bryant taking tap dancing lessons to enhance his footwork, highlighting the value of practicing skills outside the direct sales realm.

• Lawrence emphasizes the importance of simulating realistic scenarios during practice sessions and measuring progress against a standard of excellence.

Qualification plays a crucial role in the sales process, determining the quality and success of a sales pipeline. Lawrence emphasizes the need for curiosity, effective questioning techniques, and peer feedback to improve qualification skills. 

He also advocates for realistic practice sessions focusing on broader conversational and human interaction skills to improve overall sales performance. By adopting these strategies, sales professionals can increase win rates and create stronger relationships with qualified prospects.

"One of the things that I've kind of noticed, and I don't see a lot of people talking about, is that there's almost an inverse of what your sales pipeline is to win rate." -Lawrence Wayne O’Connor.

Resources

ThePracticeLab

Lawrence@thepracticelab.com 

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives deep into the number one reason why prospecting on LinkedIn may not be working for you and, most importantly, how to fix it. Kelly breaks down the common challenges sales professionals face and offers practical steps to enhance prospecting efforts on LinkedIn. 

Understanding the Problem

• Kelly opens the episode by addressing the frustration of salespeople not receiving responses or appointments through LinkedIn. 

• He attributes this challenge to the focal point of prospecting efforts - the people being targeted.

Focusing on the Right Accounts

• The podcast outlines the importance of targeting accounts more inclined to purchase, emphasizing the concept of foresight in understanding buyer behavior. 

• Kelly suggests analyzing past successful deals to identify commonalities among the organizations, individuals, or industry trends, effectively creating a target account list based on these insights.

Leveraging Relationship Explorer

• Kelly highlights the value of using LinkedIn's Relationship Explorer feature to identify shared connections with targeted individuals within an organization. 

• This approach enables sales professionals to establish more meaningful and genuine connections, increasing the likelihood of engagement.

Embracing Foresight

• The episode stresses the significance of discerning potential buying signals, such as job changes within the target organization. 

• Kelly underscores that people who have recently changed roles are more likely to be open to making purchasing decisions, making them prime prospects for outreach.

Harnessing Alerts for Actionable Insights

• Kelly advises the strategic use of LinkedIn's alerts feature, which provides timely updates on the target accounts, including job changes, content sharing, and hiring activities. 

• This empowers sales professionals with actionable insights to engage with the right prospects on time.

Personalizing Connection Requests

• Kelly emphasizes the importance of crafting personalized connection requests based on the information gathered from LinkedIn. 

• By referencing shared experiences, posts, or geographical similarities, sales professionals can significantly increase the chances of accepting their requests.

Unlocking the Power of Warm Introductions

• The podcast emphasizes the potency of leveraging warm introductions, as individuals are more receptive to engaging with connections recommended or referred by mutual contacts. 

• Kelly advocates using this approach to establish credibility and rapport with target prospects.

Donald reinforces the significance of targeting the proper accounts on LinkedIn and leveraging foresight to drive effective prospecting outcomes. The episode delivers actionable insights and practical steps for sales professionals aiming to enhance their prospecting efforts on LinkedIn. 

“Those warm introductions are just like money. It is the bread and butter for LinkedIn because people have a higher chance of doing things with people recommended or referred to them.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

"Are you tired of your sales outreach falling flat and not getting the results you want? Well, you're not alone. 

Many sales reps miss out on a crucial aspect of their customers' buying behavior. In this episode of the Sales Evangelist podcast, host Donald C. Kelly emphasizes the importance of utilizing LinkedIn as a tool for generating sales opportunities and engaging with prospects. 

He highlights recent buyer behavior trends and provides insights on overcoming common challenges faced by sales professionals on LinkedIn. Listen to this week’s episode of the TSE podcast to hear a powerful strategy to maximize its potential.

Recognizing the Potential of LinkedIn 

• Many sales representatives acknowledge being present on LinkedIn for years without seeing significant business results.
• Donald acknowledges the frustration and attributes the lack of effectiveness to a failure in properly utilizing the platform.
• He encourages listeners to acknowledge that their prospects are active on LinkedIn and proposes that engagement is key to success.

Being an Active Participant 

• Donald points out that a common mistake on LinkedIn is observing and not actively participating.
• He urges sales professionals to break free from being wallflowers and actively engage with their network.
• Donald reveals the core strategy: posting at least one piece of content on LinkedIn every week.

Overcoming Excuses and Finding Topics 

• Donald dismisses the argument of lacking time as an excuse for not posting.
• He underscores that investing 15 minutes in creating a post is manageable for those actively pursuing new leads.
• To counter the issue of not knowing what to post about, Donald suggests reflecting on objections received during prospect conversations.
• He advises addressing objections in a post, giving practical examples to illustrate how to do it effectively.

Tailoring Content to Address Objections 

• Donald emphasizes the need to provide compelling reasons in response to objections.
• He advises sales professionals to dig deeper into objections to uncover the underlying concerns.
• Using a hypothetical scenario of selling a CRM to a prospect with an existing internal solution, Donald illustrates how to approach objections effectively.
• By addressing the deeper reasons behind objections, sales professionals can debunk misconceptions and provide compelling reasons for prospects to consider their solution.

Donald highlights the significant potential of LinkedIn as a platform for sales professionals to engage with prospects and generate new business opportunities. The key to overcoming common challenges and creating meaningful connections is to participate actively and consistently post relevant content.

Addressing objections in a compelling manner allows sales professionals to build trust and convert prospects into customers. Implementing these strategies on LinkedIn can yield remarkable results in expanding the sales pipeline and increasing close rates.

“I talked about this several places, but the data is also proving it because most of the buyers are tired of searching and clicking. What they're doing, however, is that they want to find stuff where they are. And the study has shown that 44% of buyers have said they are discovering new software and products via social media.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Did you know that you can close a deal before the actual sales process?

Say what? That doesn’t make any sense.

Actually, it does. But for it to make sense, you must listen to this week’s episode of the TES podcast. In this episode, host Donald welcomes Carlos, a Dynamics and Business Application Specialist at Microsoft, to discuss the importance of internal buy-in for sales reps. 

Carlos shares his insights and experiences in navigating large organizations and building strong relationships with internal partners. He highlights the significance of trust and effective communication in securing warm leads and closing deals successfully.

Carlos' Role at Microsoft

• Carlos briefly explains his role as a dynamics and business application specialist at Microsoft, specifically focusing on the banking vertical. 

• In this position, Carlos collaborates with large banks to help solve operational and sales force issues using Microsoft's CRM tools and local platform. 

• He expresses his excitement and passion for his work at Microsoft and emphasizes the value he brings to the table through his expertise.

Understanding the Power of Internal Buy-In 

• Carlos emphasizes the significance of internal buy-in for sales reps. He highlights how sales professionals often struggle to realize the power of gaining support within the buyer's organization before closing a deal. 

• Carlos admits that he faced similar challenges when he started as a young sales rep, and he acknowledges that many others are still trying to figure out this process. 

The Significance of Internal Partnerships 

• Drawing from his 15 years of experience in various sales roles, Carlos emphasizes the importance of building alliances with internal partners. 

• As a specialist, Carlos is not the primary point of contact with customers. However, he realizes the significant impact of warm leads generated through strong relationships with internal partners in increasing the probability of closing deals successfully. 

• Carlos shares an example from his early days as a field sales rep at Bank of America, where he developed a fruitful partnership with a financial center manager. This partnership allowed Carlos to enhance his lead generation efforts and create a successful sales pipeline. 

• Trust, timeliness, and follow-through were key factors in building and sustaining such partnerships.

Success through Building Trust 

• Carlos explains how trust was pivotal in his relationship-building efforts with internal partners. By approaching his partnerships with humility and a genuine willingness to meet expectations, Carlos established a solid foundation for trust. 

• Through consistent communication, timely responses to leads, and transparent follow-ups, Carlos ensured that the internal partners were informed and involved in the entire sales process. 

• Carlos demonstrated his commitment to delivering value by prioritizing customer satisfaction, providing efficient service, and demonstrating integrity. His success in nurturing these partnerships led to multiple achievements, such as recognition in the Platinum Clubs at Bank of America.

Carlos emphasizes the significance of internal buy-in and the impact it can have on sales success. He encourages sales reps to prioritize building relationships with internal partners, being reliable, and displaying integrity throughout the sales process. Sales professionals can navigate large organizations and increase their chances of success by cultivating trust and delivering value.

"I learned quickly in my first sales role that I need to become friends with my customers. I'm sure everybody will agree a warm lead where there's a relationship with the customer is a lot better than a cold lead." - Carlos Oquendo Jr.

Resources

Carlos Oquendo Jr. on LinkedIn

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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.