What's the secret to improving your sales team's performance? 

How can leaders create high-converting sales representatives?

You want the answer to these questions, don't you? To find out, tune in to this episode of "The Sales Evangelist Podcast."

Host Donald Kelly chats with special guest Dayna Williams about the secret tactics for developing highly converting sales reps. With over two decades of experience in sales training and enablement, Dayna shares valuable insights and unpacks how to steer your sales team toward success. 

You know what to do now. Click play!

Meet Our Guest: Dayna Williams

• Dayna brings 20 years of experience as a white-label consultant for top provider firms in the sales training and enablement sector. 

• Her vast exposure to heads of sales, sales managers, co-founders, and CEOs has given her a unique perspective on widespread issues in the industry. 

• Through her book, "The Diligence Fix," Dayna encapsulates the universal pain points of sales organizations and offers a top-down solution regardless of industry or organization size.

Key Strategies for Sales Development

• 1. Simplify and Visualize the Go-to-Market Strategy

• The clarity of a sales team’s go-to-market strategy is crucial. Dayna discusses the importance of simplifying this strategy so that everyone from C-suite to front-line sales reps can express the company's approach articulately. A harmonious understanding of the go-to-market strategy across the board is the starting point for cultivating high-converting reps.

• 2. Create a Senior Leadership Communication Campaign

• Dayna proposes a regular, intentional communication campaign led by senior leadership to combat the natural loss of information over time. She suggests distilling the critical points from large-scale presentations and consistently reinforcing them throughout the year. This focus ensures key strategic messages are not lost after kick-off events but instead embedded into the organization's culture.

• 3. Adopt an Integrated Approach to Training

• Dayna challenges the traditional linear, role-based training method using an integrated approach. This method incorporates skills and knowledge across different levels, preparing sales reps for their current roles and future positions. For example, combining consultative selling training with leadership skills like giving and receiving feedback nurtures a rep's ability to grow within the company.

Concluding Takeaways

• Dayna emphasizes looking beyond traditional training programs to develop sales reps effectively. 

• Leaders must utilize various touchpoints for conveying information and changing behaviors, aligning them closer to how humans naturally develop habits and retain knowledge.

Sales leaders struggling to help their team meet their goals will love Dayna's wisdom in this episode. Equip yourself with the secrets Dayna Williams has spent 20 years perfecting, condensed into one powerful episode.

Listen now to transform your sales force into the high-converting powerhouse you know it can be. Your journey to sales excellence is just a play button away!

"Unless you're really intentional, at the event of calling out the three to four things you want people to walk away with, the only thing they remember when they get home is what type of drink they had at the bar." - Dayna Williams. 

Resources

“The Diligence Fix” by Dayna Williams

The Diligence Fix

Sponsorship Offers

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 pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp. 

But what if you could pinpoint why your deals are stalling and prevent it before it happens? 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes!

The Stall Deal Dilemma

• Donald shares his insight into a common pitfall where sales professionals are left in the dark, wondering what went wrong. 

• He unveils that critical question you might not be asking—one that can make the difference between a deal stalling or sailing smoothly through your pipeline.

Mastering Communication: Asking the Right Question

• Donald emphasizes the importance of this essential yet often overlooked question: "What do you see that could prevent us from partnering together?" 

• Multiple variations of this question can be useful, but the core idea remains the same—identifying potential roadblocks early in the sales process. 

• By tackling these issues upfront, you can avoid stalled deals and foster better communication with your prospects.

Why Don't Sellers Ask the Hard Questions?

• Many sellers hold back on asking probing questions due to a lack of confidence or fear of jeopardizing the deal. 

• Donald dispels these concerns, advocating for professionalism and assertiveness in sales interactions. 

• By asking tough questions, you become a knowledgeable advisor and not a pushy salesman. 

Benefits of Uncovering Objections Early

• Donald discusses the advantages of early objection handling, which include:

•  Building trust and authenticity with your prospect.

• Demonstrating your experience and foresight as a sales professional.

• Enabling a clear path to address and mitigate potential obstacles.

Suppose you've found yourself staring at your phone, wondering why a once-promising prospect has ghosted you or why a deal isn't advancing as planned. In that case, this episode of The Sales Evangelist podcast is a must-listen!

Remember, this podcast is dedicated to guiding you toward dominating your deals. It's not about quick fixes but about sharpening your sales skills. Apply the insights from this episode to your sales strategies and watch your pipeline thrive!

"The question is simply asking the prospect early on in the sales process, perhaps in your discovery, after they've explained their challenges and you talk to them about your solution, and they see that this could work." - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly on LinkedIn

Sponsorship Offers

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.

Do you have full control over your sales meeting?

Is it difficult getting your prospects to go in the direction you want them to go?

You answer "no" to the first question and "yes" to the second question. Right? Well, you know what to do now!

Tune into this episode of "The Sales Evangelist Podcast," where host Donald Kelly dives deep into mastering client interactions. Within this five-minute episode, you'll be ready to take control, establish authority, and confidently guide your prospects.

Take advantage of these critical strategies that can accelerate your sales success!

Taking Control of Your Sales Meetings

• The key to having a successful sales meeting is being in control of its direction. 

• Donald emphasizes that while catering to the prospect's requests is essential, offering them a meeting roadmap ensures they recognize you as an expert in your field. 

The Agenda of A Guided Sales Session

• To lead your sales meeting, set a clear agenda. Address the prospect's hopes and set the stage for the main goal. It's to guide them through informed choices. 

• Donald suggests asking prospects what they want to learn. This is to consider the meeting effective. 

• Then, build the conversation around those objectives. Also, share your expertise and insights.

Expert Advice on Pricing Queries

• One common challenge salespeople face is when a prospect jumps straight to pricing. Donald advises against catering to this demand blindly. 

• Instead, offer transparency about your pricing range while steering the conversation back to understanding their specific challenges and whether your service is a good fit.

Maintaining Control with A Robust Conclusion

• Donald stresses that you should reserve the last five minutes to review the main points and schedule the next meeting. 

• This strategy helps maintain the sales process's momentum and positions you as a prepared and experienced professional.

Join “The Sales Mastermind” for hands-on guidance and an interactive learning environment. It's an opportunity for you to practice, role-play, and get actionable tips to enhance your sales performance.

Lastly, subscribe to keep up with the newest content to improve your sales game! 

“The key is to get them to feel they're giving you all the stuff they need and want to give.” - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly on LinkedIn

Sponsorship Offers

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.

Today, we're going into the archive and bringing out an episode from the best sellers in history series. Let’s talk about Mary Kay Ash and how she built her empire from the strong skill sets she developed as a salesperson.

Sales Spotlight - Mary Kay Ash

Mary Kay Ash is world-renowned for being the makeup and skincare queen.  Her pink Cadillac has become iconic. How did this come from someone who kept getting passed over for promotion?  Because she is considered to be one of the best sellers in history. Here are five reasons why: 

• Had a purpose and a why
• Created a vision or a common cause
• Had a strong and impressive work ethic
• Had the desire to create and give rewards
• Willing to take action

Mary Kay Ash was born on May 12, 1918, in Hotwells, Texas. For most of her childhood, she took care of her sick dad while her mother made the family's earnings. At 17 years old, Mary Kay married Ben Rogers and had three children with him before Ben went to war in WWII. Their marriage eventually ended, and Mary Kay was left with three children to care for. 

She needed to make money to feed her children, so she started working for Stanley Home Products in 1939. She’d go into someone’s home and host parties to encourage people to buy household items. Mary Kay was great at her job, and she became a top seller. By 1952, Mary Kay was hired by World Gifts. After 10 years, however, she quit her job. At that time, the sales force was mostly made up of men, and no matter how hard she tried, she couldn’t get ahead because she was a woman. She saw the men she was training were getting promoted, going onto better jobs, and they were getting a much higher wage. 

Had a purpose and a why

With $5000, Mary Kay used the money to build her empire. Mary Kay had a purpose.  She was a mother who needed to take care of her kids and a woman who wanted to see other women succeed. Mary Kay also had a vision that helped her achieve her dreams. She had a why.

As a salesperson, a vision and purpose can propel you beyond a bad sales day. For many people, a paycheck isn’t enough.  There has to be a deeper connection, something bigger. Having a purpose is the motivation that moves you to show up even when things get hard. 

Have a purpose that pushes you to create an opportunity for the people you care about the most. 

Mary Kay had a purpose that was even bigger than herself. While she wanted to care for her family, she also wanted to create something to help other women. 

Created a vision and a common cause

Every great salesperson in this series had a vision and created a common cause. Mary Kay recognized that women were undervalued in the sales industry and other workplaces. Women were not considered as capable as men.  This misconception prompted Mary Kay to build an empire that would give women the opportunity to succeed and do more. Her business opened doors for women to become six-figure earners and, as a result, became the breadwinners for their families, giving them a community where they were valued. The company grew, and by the end of its second year, it had made $1 million in product sales. 

Salespeople can also achieve greater success if they communicate a common cause to their clients. Creating a brand message that solves problems and identifying a common struggle can create a unifying purpose.  

Had a strong and impressive work ethic

Mary Kay had an impressive work ethic and worked hard. She got up every day at 5:00 AM. She said, “If you get up at 5 o’clock three times a week, you’ll gain an extra day. You need to try it a few times because you realize a great feeling of satisfaction at 8:00 in the morning when you’ve already finished what would have taken you six hours to do after 8 o’clock because of the interruptions.” 

Make it your goal to wake up early, put in the time, start working, and be productive without distractions. Allow yourself to practice and challenge yourself as Mary Kay did. 

Had the desire to create and give rewards

The Harvard Business Review laid out three reasons why people leave their jobs: 

• because they don’t like their boss
• they don’t see an opportunity for promotion
• or they were offered a better job.

Mary Kay understood this and set up a system with four levels of promotion:

• Independent beauty consultant
• Red jacket beauty consultant
• Independent sales director
• National sales director 

As salespeople hit their numbers, they were promoted to the next level and received different rewards. This motivated people and gave them room to grow. The system made them very successful. The ultimate success for any employee in Mary Kay is winning the pink Cadillac. 

As a sales rep or sales leader with a small business, give your team a path and an opportunity to grow. Give them a goal, and offer a reward when they hit that mark. They will see that as an opportunity to earn and achieve. It helps your company because you’ll have an employee who works hard to earn the reward. 

Willing to take action

Mary Kay left her full-time job and decided to create her own company, but she didn’t have the capital. She borrowed $5,000 from her son and bought the rights for the makeup and skincare brand from a previous client. Mary Kay could have used the money to save up and pay the bills, but she didn’t. Instead, she saw an opportunity, and she grabbed it. She struck while the iron was hot. 

Don’t talk yourself out of opportunities. Be brave and take calculated risks. Reach out and make something happen. Don’t miss an opportunity because you’re afraid. Notice when you’re in the right place at the right time and position yourself around people who can help you make things happen. 

"Mary Kay knew how to create a vision and a common cause. #SalesWoman"

Mary Kay Ash did five things right, making her a great businesswoman. She had a reason which enabled her to create a vision. Mary Kay adopted a strong work ethic and used the power of rewards to motivate people. Lastly, Mary Kay was willing to take advantage of the opportunities and struck while the iron was hot.

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 is 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 properly preparing for first-time meetings? Failing to do so can lead to missed opportunities and lost sales. 

But don't worry—in this episode of "The Sales Evangelist Podcast," host Donald Kelly will share valuable tips on effectively preparing prospects and ensuring a smoother, more productive interaction.

Click play to hear what one of the industry's top sales leaders says about this essential step in the sales process.

The Importance of Preparing Prospects

• Donald emphasizes the significance of prepping prospects before meeting with them. 
• In a world with automated scheduling tools, it's essential to go the extra mile to personalize and optimize the prospect's meeting experience.

The Strategy

• Donald suggests a simple yet powerful strategy to prepare prospects effectively. 
• He recommends sending a quick video introduction to the prospect, providing a warm welcome, and addressing potential questions or concerns they might have. 
• Additionally, including specific details about the upcoming meeting and offering personal contact information can further enhance the prospect's preparedness and engagement.

Enhancing Engagement and Courtesy

• By implementing this strategy, sales professionals can significantly enhance engagement and courtesy from prospects. 
• Providing personal contact information encourages prospects to connect and communicate, establishing a more respectful and engaged relationship from the outset.

Overcoming Concerns

• Donald addresses common concerns associated with this strategy, such as the fear of potential cancellations. 
• He explains that having prospects inform you of a cancellation is more beneficial, demonstrating their courtesy and genuine interest, rather than dealing with unexplained no-shows.

Recommended Tools

• Donald recommends executing this strategy using video platforms like Loom, Vidyard, or BombBomb. 
• Even for those uncomfortable with video, he encourages leveraging these tools to convey the preparatory message effectively.

Ultimately, sales professionals gain a competitive edge by effectively preparing prospects and increasing their chances of closing deals. Join Donald Kelly as he continues to empower sales professionals to thrive and succeed in their endeavors.

"I want you to thrive, succeed, and raise your level of thinking." Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly on LinkedIn

Sponsorship Offers

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 lengthy, drawn-out discovery calls that seem to go on forever without getting to the heart of the matter? Imagine condensing those time-consuming conversations into just 15 minutes while delivering maximum impact. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Chet Lovegren to reveal the secrets behind shortening discovery calls while achieving outstanding results. Chet, a master at sales consulting, shares practical role-playing examples and outlines four key questions that can transform your discovery process.

You'll witness practical demonstrations on identifying challenges, understanding their context, gauging expertise, and establishing implications—resulting in streamlined yet effective discovery interactions. 

Tune in to revolutionize your discovery calls and enjoy results that speak for themselves!

The Essential Four Questions for a Successful Discovery

• Chet highlights the importance of the four key questions that form the foundation of a successful discovery process. 
• These questions involve identifying challenges, understanding context, gauging expertise, and establishing implications. 
• Chet emphasizes the need for sales professionals to tailor these questions to the specific needs of their prospects and their respective industries.

Simplifying Complex Sales Processes

• Donald and Chet stress the significance of simplifying the sales process and avoiding overly complex approaches. 
• Chet shares his experience of condensing discovery calls from 30 minutes to just 15 minutes, showcasing the effectiveness of streamlined conversations. This approach saves time and ensures that prospects receive immediate value and quantifiable solutions.

Expert Guidance and Effective Communication

• Chet discusses the importance of positioning oneself as an expert during sales interactions. He stresses the need for sellers to guide their prospects and provide clear, concise communication. 
• Drawing parallels to a successful car buying experience, the importance of offering a simple and easily understandable process becomes evident.

Establishing Implications and Quantifying Value

• Chet emphasizes the need for sales professionals to establish the implications of not addressing key challenges. 
• By quantifying their solutions' potential value and impact, sellers can effectively showcase their offerings' immediate and tangible benefits. This approach ensures that prospects can make informed decisions based on the real, measurable value they stand to gain.

Personalized Discovery Templates

• Chet generously offers personalized discovery templates for sales professionals looking to enhance their approach. 
• You can receive customized resources and expert guidance tailored to your needs by contacting him. This offer reflects Chet's commitment to helping sales professionals excel in their discovery processes and drive valuable results.

In this episode, you'll witness a powerful role play where Donald and Chet dive deep into the art of the discovery process. With the simplicity and value-focused approach, Chet demonstrates how an effective discovery doesn't have to be an hour-long ordeal.

Click play and listen to Chet's engaging content and insightful perspectives on sales strategy and discovery processes.

"You don't need 30 minutes for discovery, man. You need 15 minutes." - Chet Lovegren.

Resources

Chet Lovegren on LinkedIn

The Sales Doctor

Sponsorship Offers

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.

It's all in the data, right?

But what's good is the data if you don't know how to utilize the information?

In this episode of "The Sales Evangelist Podcast," Host Donald Kelly chats with Derek Rahn about current sales data trends and the need for sellers to niche down within their industry.

Tune in and discover how to help you build your pipeline and close twice as many deals as you are now.

Derek Rahn’s Background

• Derek has over 15 years of experience in sales and marketing, specifically within the B2B space. He is the VP of demand generation of Lead Genius, which crafts tools to help companies find their ideal customers.
• His position allows him to see the current trends and changes within the sales industry.

Challenges in the SaaS Landscape

• One challenge Derek sees within the SaaS industry is that too many team members interact with one customer. This harms the client's relationships with the company and can easily cause misunderstandings. He suggests limiting the number of employees speaking with potential clients during the sales process.
• Derek also noticed that sales representatives have too much going on with their daily workloads. For example, IC roles are becoming more management-oriented due to the increased team size. He explains whether this has a positive or negative impact on sales companies.

Current Sales Data Trends

• One trend that Derek notes is the rise of verticalization within the industry. The old method of selling was based on geographical areas, and sales reps would know the insides and outs of the business within this region.
• However, the way sales companies niche down is different now, thanks to remote work. The focus shifts towards pain points, subject matters, and specific industries. 
• For example, there used to be only two well-known CRMs that were used for all industries. Now, there are millions of CRMs for specific industries.
• The second trend Derek observes is that sales companies must actively target SMBs. This is because there’s a need to continue growing revenue, and more data tools are needed to help sales teams reach SMBs.

Utilizing the Data as a Sales Leader

• Derek shares how sales leaders can utilize data effectively to help their teams reach goals.
• He suggests starting with the ICP and segmenting it into different, unique categories.
• He also explains how he helped a company break down its ICP categories and their benefits.

The money is in the data!

Pay attention to your data if you want your sales company to reach its fullest potential. This is where you’ll find everything you need to grow your business.

Listen to this episode to discover how to use data effectively and why you must niche down!

“If teams want to see more success, automation is the only way to achieve this.” - Derek Rahn.

Resources

Derek Rahn on LinkedIn

Lead Genius 

Sponsorship Offers

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.

How do sleep and sales relate?

You’ll have to listen to this exciting Sales Evangelist Podcast episode to find out. Host Donald Kelly delves into the crucial topic of sleep and its impact on sales performance with guest expert Tanessa Shears. 

Tanessa, a specialist in wearable tech and health hacks, discusses how improving sleep quality can lead to increased energy, clarity, and better problem-solving skills, making it a foundational element for a successful sales career.

Tune in now to gain access to Tanessa's wealth of knowledge and uncover actionable strategies to optimize your sleep quality, enhance your energy levels, and revolutionize your sales performance.

Impact of Sleep on Sales Professionals

• Tanessa highlights the common tendency among sales professionals to neglect quality sleep to pursue productivity and achieve sales targets. 
• The "hustle and grind" culture often leads to sacrificing sleep and neglecting personal health while striving for professional success. 
• She emphasizes the detrimental effects of insufficient sleep, including brain fog, stress, and compromised cognitive function, that can significantly hinder sales professionals' performance.

Addressing Sleep Challenges in Sales

• Tanessa shares her experiences working with entrepreneurs, a group often caught up in the fast-paced business world, where neglecting sleep and health has become normative. 
• She emphasizes the need to recognize the actual sleep time versus the time spent in bed, the importance of consistent sleep schedules, and the significant impact of sleep quality on overall performance.

Practical Tips for Improving Sleep

• Highlighting the significance of sleep duration and consistency, Tanessa provides actionable ways to improve sleep quality. 
• She advises sales professionals to allocate enough time for sleep, maintain consistent sleep schedules, and focus on the quality of sleep, particularly emphasizing the benefits of deep and REM sleep. 
• In addition, she emphasizes the need for a wind-down time before sleep, minimizing external input, and avoiding screen time to enhance sleep quality.

Understanding Sleep Quality and Resilience

• Tanessa unravels the connection between sleep quality and resilience, shedding light on how sleep impacts the ability to handle stress, cognitive function, emotional stability, and energy levels. 
• She emphasizes the crucial role of deep and REM sleep in enhancing problem-solving abilities, memory retention, and emotional stability, all of which are essential for sales professionals.

Behavioral Changes for Enhanced Sleep

• Tanessa presents practical changes individuals can make to enhance their sleep quality, such as minimizing screen time before bed, fostering a wind-down routine, and prioritizing activities that facilitate relaxation and unwinding. 
• She also discusses the impact of reading before bed, offering insights into the types of reading that can either hinder or enhance sleep quality.

Balancing Sleep Practices

• Discussing the balance between embracing leisurely sleep-ins and maintaining consistent sleep schedules, Tanessa addresses the importance of managing sleep debt and maintaining a balanced approach to sleep practice. 
• She offers guidance on allowing a degree of flexibility while also ensuring that oversleeping does not compensate for insufficient sleep during the week.

Benefits of Enhanced Sleep for Sales Professionals

• Tanessa elaborates on the benefits of improved sleep for sales professionals, including increased energy, enhanced problem-solving skills, improved memory retention, and the ability to build strong rapport with clients. 
• She stresses the importance of showing up with energy and clarity to attract and retain clients.

Resource for Further Learning

• Tanessa provides a free downloadable resource, the "12 Ways to Biohack Your Energy" playbook, which offers actionable hacks to boost energy levels and create productive mornings. 
• The playbook, containing practical tips and insights, aims to empower individuals to apply simple yet powerful strategies to enhance their energy and overall performance.

Tanessa Shears shares invaluable insights about sleep's crucial role in our productivity, resilience, and overall well-being as sales professionals. From uncovering the hidden truths about our actual sleep hours to delving into the impact of social jet lag, Tanessa's expertise sheds a powerful light on the often overlooked aspects of our sleep habits.

Don't miss out on this opportunity to gain invaluable techniques to optimize your sleep and become a high-energy, top-performing sales leader. Listen to the full episode now and take the first step towards unlocking your true potential.

"It's not only just the time that you're spending sleeping, but how you're cueing your brain during the day and during the night to have a really good sleep." - Tanessa Shears.

Resources

Becoming Limitless Podcast

Tanessa Shears on Instagram

Sleep Biohacking Toolkit 

Becoming Limitless Course  

Sponsorship Offers

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

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

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

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

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

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

Credits

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

When looking for potential clients, do you actually take the time to do proper research?

Or do you quickly scan their website and pitch to them, hoping they'll reply? 

If you do not research properly, you'll never join the top 10% sales representatives club. In today's fast-paced sales environment, it's becoming increasingly essential for sellers to ensure they're selling the right products to the right people.

Discover why value selling is vital in this episode of "The Sales Evangelist Podcast." Host Donald Kelly speaks with Julie Thomas, the CEO of Value Selling Associates, about the challenges facing sales teams and the power of value selling. 

Julie shares insights into the changing dynamics of sales, the key to grabbing the attention of potential buyers, and the importance of being authentic and customer-centric in sales. Click the link to listen now and discover strategies to propel your sales success to new heights.

Value Selling and Julie's Background

• Donald congratulates Julie on her book and delves into her background at Value Selling Associates. 
• Julie explains the company's role as a world-class sales methodology used by B2B sales teams globally. 
• She shares her journey of writing the book to highlight what has changed and what has remained constant in the sales landscape.

Challenges in Grabbing Attention

• Julie discusses the challenges sales teams face in today's marketplace, emphasizing that getting the attention of potential buyers for initial conversations is harder than ever.
• She describes how the inundation of outreach and the presence of bots and AI have increased the difficulty of differentiating oneself and engaging with potential prospects.

Differentiating in Outreach

• Julie offers insights into how sales representatives can differentiate themselves from the competition. 
• She emphasizes the importance of demonstrating an understanding of the prospect, sharing valuable insights, and refraining from leading with product demonstrations. 
• Also, she stresses the need to focus on being relevant, providing value, and understanding the prospect's challenges before proposing a solution.

The Art of Communication and Engagement

• Donald and Julie discuss the significance of omnichannel communication, emphasizing the need to engage authentically and personally. 
• Julie shares her thoughts on using LinkedIn for outreach, one-on-one communication (such as direct email and phone calls), and one-on-many approaches through networking events and webinars.

Building Authentic Connections

• Julie highlights the importance of authenticity and engagement in social media, emphasizing the need for genuine, humble, and insightful content. 
• She stresses that engagement and dialogue are crucial on platforms like LinkedIn and that the goal is to move conversations from online interactions to meaningful, real-world connections.

The Concept of Interest and Value Selling

• Julie explains the fundamental principle of value selling, emphasizing the need to understand the customer and position one's solution as the best alternative for the buyer's problem. 
• She stresses that the key to value selling is ensuring that the problem being addressed is genuinely worth solving.

Julie shares invaluable insights into sales professionals' challenges and how to overcome them. Through her expertise in value selling, Julie emphasizes the significance of understanding your customer and positioning your solution as the best alternative for a problem worth solving. Her emphasis on authentic, engaging communication and creating genuine value for potential buyers is a game-changer for any sales professional.

Listen to the full episode to better understand how to differentiate yourself in a crowded market, engage with potential customers, and leave a lasting impression. This episode is a must-listen if you're ready to transform your sales approach and drive meaningful results. So, grab your headphones and prepare to learn from one of the best in the sales industry!

“If you want me to be interested in you, you must demonstrate your interest in me. Think of the social examples of the people you know, that it's all about them. Let me tell you about how great my job is. Let me tell you how cool my new car is. Let me tell you how great of a cook I am. Let me tell you how great this is. And after about 30 seconds. You just want to get away from those people. Yeah, but the people that come up and say, hey, how's your podcast going? What's new in your world and are interested in you, you tend to lean in and share a little bit more.” - Julie Thomas.

Resources

Value Selling Associates 

Julie Thomas on LinkedIn

The Power of Value Selling

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.

How do you approach your prospects as a sales rep?

Do you send them hundreds of emails when you connect with them, or do you take the time to build a relationship with them?

In this episode of "The Sales Evangelist Podcast," you'll find the best way to approach prospects. Host Donald Kelly speaks with guest Jim Vaselopulos, a CEO consultant and leadership expert, on selling and building long-term relationships in business-to-business (B2B) sales. 

Jim shares the keys to building long-term client relationships, behaving as a peer, and delving into consultation-oriented sales. You'll also witness a role-play scenario showing how to engage with potential clients at a peer level and focus on solving their real business challenges.

Click play now and prepare to gain a wealth of wisdom that will transform your sales game forever!

Embracing the Role of Salesperson

• Jim candidly shares his initial reservations about the sales profession, describing his reluctance and skepticism due to preconceived notions about salespeople being perceived as "slimy." 
• However, through his journey, he discovered a new perspective under the mentorship of Ford Harding, a renowned figure in the realm of sales. 
• Harding's insight that "sales is the highest form of consulting" profoundly impacted Jim's perception and approach, leading him to embrace the role of a salesperson with pride.

Challenges in Building Peer Relationships

• Donald and Jim delve into the concept of establishing peer relationships in sales, highlighting the significance of approaching clients as equals from the outset. 
• They discuss the pitfalls of appearing desperate or subservient, emphasizing the detrimental impact on sales dynamics and the importance of target audience selection.

The Power of Understanding Problems

• An essential facet that surfaces in the conversation is the emphasis on understanding the client's problems. Jim stresses the power of active listening and asking pertinent questions to grasp the client's challenges. 
• Sales professionals can establish trust and foster valuable long-term relationships by aligning with clients and demonstrating a deep understanding of their predicaments.

Curiosity is a Key Trait for Sales Professionals

• Drawing from his extensive experience, Jim underscores the pivotal role of curiosity in sales professionals. He shares a notable interview tactic for identifying individuals with inherent curiosity, a trait essential for successful sales endeavors. 
• The conversation highlights the benefits of fostering an environment where curiosity thrives, equipping sales teams with the ability to ask relevant questions and engage in meaningful dialogues with clients.

Role Play: Demonstrating Peer Engagement

• The episode culminates with a role-play exercise, portraying a sales scenario where Jim, as the seller, engages Donald, the executive buyer. 
• Through this simulated interaction, Jim exemplifies the art of engaging as a peer, strategies for eliciting pertinent information, and navigating the client's concerns with empathy and understanding, ultimately fostering a collaborative relationship.

The episode offers a wealth of knowledge and actionable insights for sales professionals at all levels. Jim Vaselopulos' expertise shines through, providing a roadmap for fostering peer relationships, understanding client needs, and driving successful sales engagements.

Listen to the full episode for never-before-heard strategies to revolutionize your approach to sales and transform client relationships forever!

"But when it's a business discussion, and you talk to someone as a business peer, talking about the real problems they're having, not what they asked you for, not what they want, but what they need. And that is really when you can make great strides." - Jim Vaselopulos.

Resources

Businesswisdom.com 

Jim Vaselopulos on LinkedIn

“Clarity: Business Wisdom to Work Less and Achieve More,” by Jim Vaselopulos

The Leadership Podcast

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 the same old tactics falling flat in your sales discovery calls? 

Everyone wants to make a sale, but too often, the approach is to pitch the product or service right out of the gate. Is there a better way to connect with your prospects and truly understand their needs before you dive into your sales pitch? 

Host Donald Kelly speaks with guest Paul Butterfield on having a solid strategy for sales discovery in this episode of "The Sales Evangelist Podcast." Paul dives deep into the importance of understanding the customer's journey and shares insights on creating a unified, customer-focused experience across various teams. 

He emphasizes the need for a robust discovery process and how it can significantly impact the quality of the buyer's experience. Tune in to hear how effective discovery calls can revolutionize your sales approach and elevate your success in closing deals.

Paul's Experience and Expertise

• Paul is the founder of the Revenue Flywheel Group, focusing on enabling B2B companies to create a unified customer journey. 
• With extensive experience in the field, Paul brings real-world examples to support his insights, making this episode a valuable resource for sales leaders and individual contributors.

The Flawed Approach to Discovery Calls

• Paul highlights the all-too-common practice of immediately jumping into a demo without fully understanding the customer's needs. 
• He acknowledges the prevalence of pitch decks laden with bragging rights and emphasizes the need for a shift in mindset regarding the purpose of a sales interaction.

The Power of Effective Discovery

• Paul passionately advocates for a more in-depth approach to discovery calls, stressing the importance of preparing for a business-level conversation. 
• He believes that a successful discovery call can create a vision in the prospect's mind and help them understand how to achieve their future state. 
• Moreover, Paul emphasizes how this approach enhances the customer experience and filters out deals that may not be a good fit early in the process.

Elevating the Role of BDRs

• Paul shares valuable insights on the role of Business Development Representatives (BDRs) in preparing for successful discovery calls. 
• He underlines the significance of equipping BDRs with business acumen, allowing them to elevate their conversations beyond the traditional script and initiating a more meaningful interaction with prospects.

Key Strategies for Sales Success

• Paul expands on the significance of maintaining finesse when handling buyers fixated on immediate demos. 
• He advocates for an approach that understands the underlying business challenges and provides insights tailored to the prospect's specific needs.

Overcoming Inferiority Complex in Sales

• Acknowledging the common struggle of feeling inferior in front of high-profile prospects, Paul shares personal experiences and insights on how sales professionals can overcome this mindset. 
• He emphasizes the importance of being seen as an industry authority, fostering a mutual learning environment between the seller and the buyer.

In this enriching TSE episode, Paul has shed light on the transformative potential of effective discovery calls in sales. Paul's practical tips and real-world examples are a game-changer for sales professionals and leaders striving to differentiate themselves and enhance the buyer experience. 

This episode is a must-listen if you're seeking ways to boost conversion rates, negotiation effectiveness, and overall sales performance. Take advantage of this opportunity to refine your sales strategy and drive exceptional results. Tune in to the full episode now and take your sales game to the next level!

“The opportunity to differentiate through the sales experience and the quality of that buyer experience. That opportunity is huge. The bar is very low in the way that outbound, even inbound prospecting, qualifying, and discovery are being done. And you will set yourself up for better conversion rates and better negotiating if you come in strong with a higher-quality discovery process. I cannot overestimate that.” - Paul Butterfield. 

Resources

Paul Butterfield 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.

You rely heavily on your sales script to win over prospects. Right?

If you do, there's no need to feel ashamed about using them. The company created them to help you know what to say. 

However, a creative approach in your sales pitch is a better way to gain clients. This is especially true when trying to build authentic relationships. 

In this episode, host Donald Kelly engages in an insightful conversation with Grant Lira, the co-founder of the Empathy Firm, discussing the art of creatively connecting with prospects in sales. Through Grant's valuable insights, you'll learn practical strategies for establishing genuine connections with potential clients. 

Tune into this episode of "The Sales Evangelist Podcast" to help you become more authentic and productive in sales interactions.

Embracing Authenticity in Sales Conversations

• Grant emphasizes the importance of embracing authenticity in sales conversations, encouraging sales professionals to engage in genuine dialogue rather than adopting a scripted or robotic approach. 
• He highlights the significance of establishing a human connection, as it fosters an environment conducive to open communication and mutual understanding. 
• By approaching potential prospects with authenticity and sincerity, sales professionals can build trust and rapport from the outset.

Preparing for Meaningful Interactions

• Grant shares proactive strategies for preparing meaningful interactions with prospects before the actual sales call. 
• He recommends sending a pre-call email with relevant resources, such as articles, case studies, and a personal video message. 
• This approach demonstrates the seller's genuine interest in the prospect's needs and equips the prospect with valuable information to enhance the upcoming conversation.
• Grant believes sending personalized video messages offers a glimpse of the seller's personality, fostering a more personable connection before the call.

The Power of Humanizing Interactions

• Donald and Grant discuss the importance of humanizing interactions with prospects.
• Grant shares his approach of envisioning sales calls as conversations with a friend, advising sales professionals to engage with prospects in a manner that reflects genuine human interaction. 
• Avoiding the pitfall of pigeonholing prospects based on their titles, Grant emphasizes the significance of acknowledging the human experiences and challenges individuals face daily. 
• By humanizing interactions, sales professionals can bridge the gap between traditional sales tactics and authentic engagement.

Creating Lasting Impressions

• Grant sheds light on the impact of thoughtful gestures in creating lasting impressions.
• Sales professionals can demonstrate a genuine commitment to prospects using personalized elements, such as a follow-up email with valuable resources. The approach shows you understand potential clients' needs and care about solving their issues.
• Grant's emphasis on creating a memorable pre-call experience aligns with the overarching theme of genuine, human-centric engagement in sales interactions.

Implementing Creative Approaches

• Grant provides actionable insights for implementing creative approaches to foster meaningful connections with prospects. 
• His approaches reflect a shift towards humanizing and enriching the pre-call experience for both the seller and the prospect. 
• Using these creative strategies, sales professionals can establish genuine connections with prospects and differentiate themselves from conventional sales approaches.

Despite how useful your sale script may be, consider improvising sometimes. Humanizing the sales process and engaging in meaningful ways cultivates genuine connections with prospects.

Thanks to Grant's insights in this episode, you'll discover the transformative power of authenticity and creativity in sales interactions. Through his expertise, Grant redefines the art of connecting with prospects, illuminating the path toward more impactful and successful sales engagements.

As a token of gratitude, Grant extends a special offer to listeners. Send an email to Grant with the subject line "The Sales Evangelist" for the exclusive gift. He'll improve your outreach efforts on three online platforms and boost your social media presence.

“But what you should really be focusing on is, can I help these people? What does their current system look like? Can we work with it? Do we actually think we could get results? And then, if yes, you should have a pretty good explanation of what you do and how it helps them.” - Grant Lira.

Resources

Grant Lira

Grant Lira on LinkedIn

The Empathy Firm

Email: grant@empathyfirm.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.

Are you ready to boost your sales performance to the next level?

You can start by taking ownership of your professional development. Stop waiting for the company to provide the necessary training and build your sales skills yourself. 

How can you do this?

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Matt Doyon, a seasoned sales leader, on the game-changing concept of the 3x3 coaching methodology.

Matt shares his experiences and insights to show how this coaching framework can revolutionize sales training and improve performance. Hear why sales representatives must take ownership of their skill development for tangible results.

Matt Doyon's Background

• During his tenure at Rock Content, Matt Doyon pioneered the "three by three coaching" method. 
• With a focus on empowering individual sellers, Matt's approach emphasizes skill development, accountability, and personal ownership of the coaching process.

The Three-by-Three Coaching Method Explained

• At the core of the three-by-three coaching method lies the belief that individual sellers are the owners of their coaching process. 
• This framework provides guardrails to enhance accountability and drive skill development. 
• The first "three" refers to the skill category - technical, professional, and personal skills.
• These categories encompass core sales skills, professional skills like time management, and personal skills such as emotional intelligence and growth mindset.
• The "par" methodology governs the second "three" by outlining the point of focus, action plan, and results. This empowers sellers to identify specific areas for improvement, create actionable strategies, and measure the tangible impact of their efforts.

Real-life Success Stories

• Matt shares a compelling success story where a struggling sales rep was able to identify and improve their process using the "three by three" framework. 
• By isolating the point of focus and enabling the agent to craft their own action plan, the coach guided the seller to internalize and adapt the necessary changes. This hands-on approach leads to sustainable and meaningful skill development, ultimately driving improved performance.

Empowering Sellers through Self-Directed Coaching

• Emphasizing the importance of allowing sellers to find their own path to success, the "three by three" method challenges traditional coaching approaches. 
• Rather than providing all the answers, managers act as guides, empowering sellers to take ownership of their growth. This approach fosters independence and ensures sellers fully invest in their personal development.

The Tangible Impact

• Matt further asserts sellers need to move out of their comfort zones and embrace discomfort as a catalyst for change. 
• With insightful economic perspectives, he highlights the evolving market dynamics and the need for sellers to take their profession more seriously. This strategic focus on skill development and continuous improvement is the key to thriving in the competitive sales landscape.

The 3x3 coaching method empowers individual sellers to take control of their professional growth. As the sales landscape evolves, salespeople must embrace self-directing coaching and skill-building for success.

Discover how this coaching method sets the stage for sustainable growth and impactful performance improvement.

"It really comes down to empowering every individual to own their own business and really create the wins as much as they can without the help of a manager or a VP or a director." - Matt Doyon. 

Resources

Matt Doyon on LinkedIn 

Triple Session 

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.

The world is changing, and sales representatives must adapt. This is especially true when it comes to content creation.

Do you know what the top-performing social media content is nowadays? 

It's video creation! If you're not taking the time to create and promote videos, it may keep you from building your pipeline.

In this thought-provoking TSE episode, host Donald Kelly speaks with Adam Robinson, founder and CEO of Retention, about his approach to content creation. Adam discusses the significance of establishing content pillars and sub-pillars to maintain coherence and deliver a unified message. This technique has been instrumental in Adam's success, solidifying the foundation for his content strategy.

Discover Adam's methods to improve your sales techniques.

The Chris Walker Method

• Adam credits Chris Walker for the impact his approach has had on Adam's own content creation journey. 

• By consistently reinforcing a central message, Adam emphasizes the role of repetition in strengthening the audience's understanding and recall. 

• He also touches upon the growing propensity for video content, hinting at the potential crossover for YouTubers into corporate positions, as video prowess becomes increasingly valuable in business.

Building Trust with Organic Content

• Both Adam and Donald concur on the superior efficacy of organic social content compared to traditional ads when building trust. 

• Donald personally reflects on his inclination towards products discovered on social media, favoring YouTube for its less intrusive nature over website videos. This preference underscores the shift towards content platforms that offer a more genuine connection with audiences.

Adam's Philosophy on Social Media and Connection

• Adam elucidates the pivotal role of social media in forming relationships and amplifying one's presence. 

• He shares his own narrative of venturing into content creation, underlining the initial uncertainties and the growth that followed. 

• His experiences testify to the value of perseverance and authenticity in the content creation landscape.

Establishing a Unique Voice

• The conversation delves into Adam's early challenges in content creation within an unfamiliar niche, his strategic moves to raise brand awareness, and the evolution that led him to discover his unique voice. 

• Adam parallels Chris Walker's style, acknowledging the influence and adaptation of Chris's methods in his video production process.

Behind-the-Scenes and List-Style Content

• Adam and Donald discuss the fascinating effect of behind-the-scenes style videos and their ability to captivate audiences with a sneak peek into the creative process. 

• Adam also extols the unexpected success of unconventional formats like lengthy list-style LinkedIn posts and sideways 'fake podcast' videos, which resonate more with audiences than high-budget docuseries.

Content Creation: A Blend of Art and Inspiration

• Adam underscores that while there is no foolproof blueprint for success in content creation, a wealth of inspiration can be harnessed. 

• He advises taking cues from flourishing creators and incorporating their ideas with a personal flare. 

• Adam encourages starting modestly on one platform and prioritizing iterative improvement.

In this illuminating TSE podcast episode, sales representatives can reflect on the insightful journey through the art of content creation, the trust-building power of organic social content, and the pivotal role of video in today's business landscape. Discover the importance of authenticity, perseverance, and the strategic use of social platforms to amplify one's voice and brand. 

Lastly, don't forget to join Adam's waiting list for his pioneering software, Retention.

“There is no more effective way and efficient way to build trust to an audience than organic social.” - Adam Robinson. 

Resources

Adam Robinson on LinkedIn

Billion Dollar Challenge 

Retention 

Chris Walker

Sponsorship Offers

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.

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

1. 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. 
2. They are indecisive about changing the status quo. They don’t know what to pick, they feel a lack of information, or they feel like they won’t get what they are paying for. 

How do you overcome customer indecisiveness? The JOLT effect

• During Matt's study, he found that there are four behaviors that high performers use to get customers unstuck. The acronym JOLT. 
• Judging the level of indecision. The best salespeople use a technique of pings and echoes. 
• Offering a recommendation. If everything looks good, then doing nothing seems like the best option. The best salespeople narrow the options and then recommend to the customer what they believe would be best. 
• Limiting the exploration. When the customer asks for more information it may feel like the customer is making progress. Beyond a certain point, the customer is engaging in analysis paralysis. To limit their exploration you need them to trust you and consider you the expert. 
• Taking risks off the table. Manage expectations early on and then give them a safety net. 

Resources

• To learn more about Matt’s company visit dcminsights.com
• To learn more about the Jolt effect visit the Jolteffect.com

Sponsorship Offers

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 makes the top ten percent of sellers different from the other ninety percent?

Listen to this episode of the Sales Evangelist podcast to find out. Donald sits down with Kristie Jones in this riveting episode to discuss strategies for excelling in the sales industry. 

Kristie, an expert working with early-stage startups, shares her extensive experience in formalizing sales processes and managing hiring practices. This episode delves into the intricacies of selecting the correct sales role, leveraging one's strengths, and the importance of personal development for career success.

Tune in and gain insightful advice on helping young sales professionals reach their full potential.

Choosing the Right Sales Role

• Kristie explains the motivation behind her book, addressing the common pitfall of entering unsuitable sales positions. 
• She stresses the vital role of self-awareness in sales success, advocating for individuals to understand themselves before attempting to comprehend the prospect. 
• Drawing parallels with sports, she discusses the significance of finding a perfect match in one's sales career to reach their full potential.

Taking Ownership and Embracing Opportunities

• Amid the exploration of various sales approaches, Kristie emphasizes the necessity to take initiative and seek one's own opportunities. 
• Referencing sports icons like LeBron James and Novak Djokovic, she underscores the dedication and sacrifice required to achieve greatness, a principle applicable in both sports and sales.

The Path to Personal Growth and Career Advancement

• Kristie dives into the importance of evaluating whether a job shift aligns with one's personal growth objectives.
•  Her interview process focuses on qualifying candidates thoroughly to ensure job alignment with long-term career goals.
• Donald and Kristie share insights about the significance of career clarity and making intentional job transitions.

The Importance of Self-Care and Personal Development

• A key theme of the conversation is the prioritization of self-care and personal development by top performers. 
• Kristie and Donald highlight how exercising, reading, and nurturing family relationships contribute to success. 
• They contend that personal growth and understanding human psychology are critical in sales.

Identifying and Nurturing Your Sales Superpower

• Kristie talks about discovering one's 'sales superpower'—a unique ability that makes individuals stand out in their field. 
• She shares her personal superpower and advises on identifying and refining these innate skills to thrive in sales. 
• Donald and Kristie also analyze the traits that mark high-performing B2B sellers in enterprise environments.

Visualizing Success: Lessons from Athlete to Sales Expert

• As a former competitive racquetball player and current tennis enthusiast, Kristie expounds on the mental side of competitive sports. 
• She discusses the role of visualization and positive affirmations in achieving excellence, drawing analogies with successful CEOs and athletes. This mental fortitude, she implies, is directly translatable to the discipline needed in the sales domain.

Kristie further discusses the importance of sales representatives building their foundational skills and sales leaders providing comprehensive training. Donald echoes this sentiment, encouraging listeners to seek continuous personal and professional growth.

For those wanting to dive deeper into Kristie’s sales philosophies, be on the lookout for her newest book. Sign up for the newsletter here, “Selling Your Way In: The Playbook for Setting Your Income and Owning Your Life.” 

“When you're a top ten percenter, you have a lot of choices, and you get to select the position, that role, the company, the industry that will fit your long-term career goals best.” - Kristie Jones.

Resources

Kristie Jones on LinkedIn

Sales Acceleration Group 

Selling Your Way In Newsletter

Sponsorship Offers

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

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

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

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

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

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

Credits

As one of our podcast listeners, we value 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.

An article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness. 

Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians. 

The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success: 

• Win the morning
• Do hard things
• Embrace feedback
• Learn from failure
• Choose your attitude
• Do one more
• Have a purpose
• Recommit every single day
• Be patient
• Fear no one

Win the morning

Winning the morning is all about starting strong. People complain they don’t have enough time in the day but the truth is, there’s not enough time because they’re not using the time they have. Instead, they’re wasting it.  All you need to do is to start the morning strong by getting up with purpose. Successful people and high-performers are able to do hard things. Sometimes one of these is to wake up early when nobody else does. 

Move towards your goal by telling your body to get up, even when it wants to sleep. This is you practicing to dominate your body. If you do that over and over again, you are going to be able to train yourself to do difficult things. When you don’t want to pick up the phone to make a sales call, train yourself by telling yourself to pick up the phone anyway. Make that first decision ad it will get easier. Winning the morning is important because it starts your day off with taking control. Tell yourself to do one thing and attack it. 

Regardless of whether you’re a night person or a morning person, your morning begins when you wake up. Wake up strong by doing it on purpose and with passion. Set up a routine, workout, eat right, fill your mind, and fill your heart. 

There are two things that people often underestimate when trying to achieve greatness: How long it’s going to take and how hard it’s going to be. Whether you set a personal goal or a professional goal, don’t underestimate how difficult it’s going to be or how long it’s going to take for you to achieve the goals. The danger in doing so is that you’re mentally unprepared when adversity comes. When problems strike, many would-be performers pull the plug and give up. High-performers, on the other hand, have the ability to do hard things because they have acknowledged beforehand that achieving their goals may be hard. They’ve prepared themselves mentally and physically for the hard things. 

Successful people didn’t realize their achievements overnight. Many hours, days, months, and sometimes years are spent working towards their goals. They win the morning and keep going.

Little things matter

People tend to seek out the hard actions and don’t realize the tedious detail-oriented things matter just as much. Examples are reading for on-going education and taking notes during training.  Great performers don’t take these details for granted. The details that need to be executed will be different from one person to the next. The key is to find the details that apply to your success and whatever they are, do them. 

Learn from failures

The inability to learn from failure is the number one factor that destroys would-be performers. Many professionals from various careers and industries are afraid of failure.  It’s not necessarily even the failure in itself, but their interpretation of failure. They perceive that failure means they’re not good enough. These negative phrases that play over and over in someone’s mind lead to feelings of failure but you can train yourself to understand these feelings don’t reflect the truth of the situation. Instead of viewing failure negatively, It can be looked at as an opportunity to learn. Every successful entrepreneur has seen failure and fought against it. They overcome these adversities by using failures as a means to learn from their mistakes and get better. 

Sarah Blakely, the CEO of Spanx, was asked why she’s so good at her job. She attributed her success to the training that got from her father. Sarah’s father would ask her, “How did you fail today and what did you learn from it?”  She grew up learning from failure. Those who are willing to learn from failure will fear it less and those who fear it less are more dangerous because they know how to use it.

When you can wake up every morning, not being afraid of failure, you take the pressure off yourself.  You’re able to go after your goals and take chances you might not have otherwise. You will experience failure but when you do, you’ll know how to face it, learn from it, and overcome. 

A laundry list of failures 

Prepare yourself mentally for failure by listing all the ways you could fail. List them all no matter how simple, unlikely, or outrageous these failures could be. Once you have identified them, think of ways to respond to each of these scenarios and have a plan of action. Having a bounce-back plan gives you the confidence to take care of these potential adversities because now you know you have a course of action. This will save you from reacting emotionally and negatively when failure strikes and you will be less likely to give up. 

Keeping the momentum

We can start a new venture well but it takes the right traits and qualities to keep the momentum going. Typically, the problem isn’t about the lack of motivation or the lack of competence.  Oftentimes, the problem lies in the size of the list. 

Sometimes we have too many actions on the list and we become overwhelmed. It’s important to start small. Start with one high-performance habit and when you achieve it, motivation will naturally fall into place.

There are many elements to having mental toughness. The most important thing is to identify the one thing that keeps you from excelling right now and take on a new habit to defeat that mindset or situation. Hone in and develop the behaviors around that. Once you’ve automated that one habit, go onto the next one. It’s a continuous learning process. It’s continual growth and development until you become the successful person you want to become. 

Do one more

You can also develop mental toughness by doing something even if it’s difficult to do. Your body will go where your mind takes you. The ‘do one more’ principle means telling your body what you want it to do. This is one of the important habits that lead to success If a typical salesperson has a goal of talking to 10 prospects in one day, then don’t be typical. Do one more. By making this decision, you’ve taken control.  Doing this over and over again will increase your motivation as you achieve your goals. This is one of the most powerful principles that you can develop.  

High performers don’t settle for average. They go up and beyond. They hit one more call, they read one more book, and they write one more email. That is the separating factor. 

Fear no one

Fear no one but be respectful to everyone. Treat everyone the same regardless of their social status and carry this mindset everywhere you go, regardless of who you’re talking to.  Everyone is important.  

Stop trying to read other people’s minds because that will plant seeds of doubts in your own brain and you defeat yourself.  You’re allowing other people to intimidate you because of the script you’ve created in your own mind. You may have a little trepidation but that’s normal. Everyone feels some fear but you still have the opportunity to be courageous by acting despite the fear. Remember, anyone can be beaten. 

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.

Have you ever wondered how the sales process is in Europe?

One of the key differences between American and European outreach methods is phone usage. European sales representatives rely less on phone calls than in America when contacting potential customers.

But why is this, and could it be a better outreach strategy?

In this exciting episode of the Sales Evangelist podcast, host Donald Kelly speaks with guest Kiran Ramaiah, a sales expert, on European outreach strategies. Sales representatives across the globe rely less on spamming their prospects and instead focus on building authentic relationships when selling. Tune in and discover why it’s better to follow this method.

Understanding GDPR and Sales Outreach in Europe

• The General Data Protection Regulation (GDPR) has significantly shifted the landscape of sales outreach in Europe. 

• Consent is paramount, with emails and LinkedIn messages being the go-to methods, while phone calls require prior consent. 

• Kiran and Donald discuss how prospecting in Europe demands a nuanced approach—longer cadences, compelling subject lines, and concise messaging—to navigate this regulated environment successfully.

Prospecting with Precision

• Kiran outlines the cornerstone of European prospecting: tailored messaging and meticulous research on buyer personas. 

• He emphasizes the effectiveness of LinkedIn for uncovering trigger events and crafting relevant connections. 

• Donald concurs, stressing the importance of simple yet impactful messages resonating with the prospect's interests and needs.

Sales Sequences in the European Market

• Challenges in Europe include the difficulty in cold calling and the necessity to refine sales tactics based on contacts' roles and industries. 

• Kiran shares why grasping buyer personas and industry-specific peculiarities is key to developing effective sales sequences.

Sales Cadences and Cultural Considerations

• Recognizing cultural differences in outreach is crucial. 

• European cadences stand in stark contrast to their American counterparts, requiring thoughtful spacing of communication to respect the recipient's time and avoid being marked as spam. 

• Kiran advises against requesting calls in the first email, promoting respect for the prospect's decision-making process.

Closing Deals with Relevance and Value

• Both Donald and Kiran concur on the significance of communicating value. 

• Kiran shares methodologies that accentuate relevance to prospects, boosting the chances of successful deal closing. 

• The expert duo caution against repetitive 'bumping up' of emails, advocating for personalization and aligning with the prospect's priorities.

Leveraging LinkedIn and Crafting Subject Lines

• Kiran's strategy of leveraging LinkedIn to engage prospects illustrates the power of platform research and personalized subject lines. 

• Donald emphasizes using LinkedIn to stay informed on current events and fostering genuine connections.

Timing and Follow-Up Communication

• An essential strategy that Kiran highlights is the timing of follow-ups. 

• He suggests allowing at least five days for recipients to respond, advocating for patience, and respecting the prospect's process.

Before you try selling to a client in Europe, learn some of the techniques sales representatives use to help win them over. European sales representatives rely on social media and email before calling a potential customer. 

Building a relationship with a prospect before selling to them is important. If you do it the American way, you’re more than likely going to get ignored. 

“But the moment you ask them for a call on the very first email, they will not even reply to you at some time. They will say, okay, not interested.” - Kiran Ramaiah.

Resources

Kiran Ramaiah on LinkedIn

Sponsorship Offers

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.

Have you ever noticed how hostile the world is today?

You go to turn on the news, and the reporter is discussing the latest shootings or the war in Russia. When you scroll through social media, you notice the many arguments people are having over the slightest disagreement.

What about your inner self? Do you find your mental health in a primarily negative state? When one bad thing happens to you, do you fixate on it all day?

With so much negativity around, how can you change it to thrive in a more positive environment?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Anthony Iannarino, the author of the book "The Negativity Fast." Tune in to discover the health risks of negativity, the benefits of gratitude, and why you need to grab a copy of this book.

Negativity Fast Background

• After the shutdown and people returning to their regular routines, Anthony noticed how everyone around had a negative aurora around them. Everybody complained about everything, no matter how minor the issue was.
• Due to this, he conducted research on why humans are more pessimistic and struggle with staying positive. In his book, you’ll discover the scientific reasons for negativity and how people can switch to becoming more positive.
• One thing he noticed while researching and writing the book was that he was writing it for the wrong group of people. He believes mindfulness and knowing the importance of mental health should be taught to children in elementary schools. Doing so will help them remain optimistic as they become adults, and they can struggle less when it comes to their mental health.

Why Are People So Negative?

• Anthony discusses how many people operate on negativity bias in his book. This prevents them from seeing the positives in their lives.
• He also shares the four elements of negativity bias:
• Negative potency: Negative things register more emotionally than positive things.
• Steeper negative gradients: The closer you get to an adverse event, the more damaging it feels to you.
• Negative dominance: You focus more on something negative, even though something positive just happened to you.
• Negative differentiation: It’s harder for your brain to process negative experiences.

• He also shares that people are more negative due to being in an ACDC environment. ACDC stands for Accelerated Constant Disruptive Change. Anthony provides an example of AI technology and how everyone saw it as unfavorable based on the ACDC environment analogy.

How Do You Stop Complaining? 

• Anthony shares that life expectancy is going down due to fentanyl and suicide. People turn to drugs and believe they need to escape due to not seeing the positives in life and not having anything good to look forward to.
• His secret to stop complaining is to remember it’s bad for his physical and mental health. From his research, he discovered that when someone is a chronic complainer, the hippocampus gland in the brain begins to shrink. As it shrinks, it’s harder for you to figure out how to fix your problem. 
• He also discusses how those who complain all of the time ruin their relationships as it pushes people away. Nobody wants to listen to somebody be negative all of the time.
• Anthony shares that the best thing to do about your problem is to correct it. 

Importance of Gratitude

• When you buy his book, you'll notice two pages of citations on the benefits of gratitude. He included the sources because he wanted people to know the scientific research behind gratefulness. Some benefits include better cognitive thinking, reduced chances of heart attack, a stronger immune system, closer relationships, and reduced inflammation within the body.
• Suppose you want to help others or yourself to practice more gratitude. Anthony says it's best to follow Martin Seligman's advice. At the end of your day, write down three things that went well for you and why they did. After doing it for a month, you'll notice that more good things happen to you than bad things. This will help you shift your focus on the negatives and realize the good within your life.

Why You Should Help Others?

• Anthony shares a story of him buying dogs from the humane society. The workers posted a picture of him on Facebook, calling him an angel. After that, more people came to the organization to buy animals. 
• He also shares a story of why he gave a homeless man $80.00, and his daughter thought he was crazy for doing so. However, it was a wonderful thing that he helped the man.
• The moral of the stories is that taking the time to help others makes you forget about what you’re complaining about.

The last piece of advice from Anthony is to remember your time here is short, and you should spend it in a positive state as much as you can. You're the source of your negativity and can shift it to positive.

If you are in a negative state of mind most of the time, you must listen to this TSE podcast episode. It's an insightful episode that'll show you how important it is to care for your mental well-being.

Also, don't forget to grab your copy of Anthony Iannarino's newest book, "Do A Negativity Fast This Year."

“Nobody objected you. They objected to the sales proposition. They don’t know you well enough to object you. You’re a salesperson and not family.” - Anthony Iannarino

Resources

“The Negativity Fast,” by Anthony Iannarino

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.

After scrolling through LinkedIn for fifteen minutes, you finally found the perfect potential client. Now, it’s time for you to start a conversation with them. But how do you do this without them ignoring you?

You’ll discover exactly how in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly shares five tips on starting conversations with cold prospects on LinkedIn. Tune in and hear what he has to say!

1. Ask For Help

• Don’t be ashamed; everyone needs help sometimes. 

• Donald discusses how you can ask for help from others on LinkedIn.

2. Ask a Question

• When you DM a cold prospect, consider asking a question. 

• But remember to be humble!

3. Compliment Them

• Everyone loves compliments it’s no secret. Take the time to say something nice to your cold prospect. 

• They may be more willing to accept your sales pitch when you congratulate them.

4. Share Their Stuff

• People want their content to reach a wide audience, even out of their network. So, help them out and share what they post. 

• Also, it’s one of the best ways to start a conversation on the platform.

5. Send An Audio Or Video Message

• Face it, our world is obsessed with technology, and people are tired of outdated methods.

• Stand out among your competitors and send an audio or video message. 

• It will help you connect better with cold prospects because they see more than just a pretty picture on LinkedIn.

Donald Kelly always shares wonderful advice to help sales reps step their game up. Did you like these short tips on starting a conversation with cold prospects? Wouldn’t you like more advice on how to utilize LinkedIn effectively?

Subscribe to TSE Podcast to build your pipeline and sell three times more than you’re now! Also, don’t forget to connect with Donald on LinkedIn.

Resources

Donald C Kelly LinkedIn

TSE LinkedIn Prospecting Course

Sponsorship Offers

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.

Here’s one thing you’re not taking the time to learn: the human mind. Understanding why people buy things allows you to have the upper hand in the sales process.

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly invites Phil Agnew, the UK's number one marketing podcast host, to share insights on psychological nudges that can benefit salespeople. 

With his background in marketing and expertise in behavior science and psychology, Phil brings to light six psychological effects that can significantly impact sales. Tune in and learn how psychology greatly influences people’s buying decisions.

Understanding the Effects

• The episode features a comprehensive discussion of six effects psychologists and behavioral scientists discovered over the years. 

• These effects are anchoring, scarcity, reciprocity, social proof, the Prattful effect, and the labor illusion.

Anchoring and Its Impact on Sales

• Phil explains the anchoring effect, which is the concept that individuals are anchored to the initial information they receive. 

• He delves into practical examples of how anchoring influences decision-making and shares insights on how salespeople can use anchoring to their advantage.

Leveraging Scarcity in Sales

• The conversation then moves on to scarcity, a psychological concept where a scarce resource is perceived as more valuable than an abundant one. 

• Phil discusses innovative ways to apply scarcity and shares compelling studies demonstrating the effectiveness of leveraging scarcity in marketing and sales strategies.

Reciprocity in Salesmanship

• Phil delves into the concept of reciprocity, focusing on the human tendency to return a favor. 

• He shares engaging stories, including the fascinating tale of the world's most successful used-car salesman, and provides practical insights on implementing reciprocity in sales strategies.

The Power of Social Proof

• Social proof is the next psychological effect examined in the episode. 

• Phil elaborates on individuals' tendency to follow others' actions and illustrates how salespeople can use social proof to influence the decision-making process of potential buyers. 

• His insights shed light on the persuasive nature of social proof in sales scenarios.

Exploring the Prattful Effect

• The conversation takes a fascinating turn as Phil discusses the Prattful effect, an intriguing psychological phenomenon that underscores how showcasing a weakness can actually enhance likability and desirability. 

• He provides valuable examples and practical applications for leveraging the Prattful effect in sales strategies.

The Labor Illusion and Its Value in Sales

• The episode culminates with exploring the labor illusion, where the perceived effort and work put into a product or service enhance its value. 

• Phil highlights studies that illustrate the influence of the labor illusion on consumer decision-making and provides actionable guidance for sales professionals.

Practical Applications and Real-World Examples

• Throughout the episode, Phil intertwines the psychological effects with practical, real-world examples, translating complex psychological concepts into actionable strategies that sales professionals can implement to enhance their sales approach.

• From leveraging scarcity in product marketing to highlighting weaknesses to build trust, Phil's insights provide a wealth of actionable ideas for sales enhancement.

In this enthralling episode, Phil Agnew provides a deep dive into the fascinating realm of psychological nudges and their impact on sales strategies. Explore these six psychology sales tricks to enhance your approach.

"The initial bit of information that we hear when we're about to enter a sales conversation can actually anchor us and change how we act." - Phil Agnew.

Resources 

Nudge Podcast by Phil Agnew

LinkedIn: Phil Agnew

Sponsorship Offers

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.

How do you get people to know you before they meet you?

In this five-minute episode of “The Sales Evangelist Podcast,” host Donald Kelly will tell you exactly how. Donald emphasizes the importance of creating a point of reference and humanizing oneself in prospects' eyes before initiating sales conversations.

Discover valuable insights on building connections with potential prospects before engaging with them.

Building Relationships on LinkedIn

• Donald discusses the challenges of reaching prospects through traditional means, such as emails and phone calls, and highlights the effectiveness of creating a point of reference on LinkedIn. 
• He suggests that LinkedIn serves as a social gathering spot and provides an opportunity to bridge the gap between a sales professional and a prospective client by allowing them to see the human side of the individual.

The "Get to Know Me" Post

• One of the key strategies that Donald shares is the concept of the "Get to Know Me" post on LinkedIn. 
• He encourages listeners to utilize the featured section of their LinkedIn profiles to highlight a post that showcases their personal side instead of a sales pitch. 
• By steering prospects to this post, individuals can offer a glimpse into their personal life and interests, thereby breaking down the initial barrier and shaping a more relatable image in the eyes of potential clients.

Humanizing the Sales Approach

• Donald stresses the significance of adding personality and humor to the "Get to Know Me" post. 
• By injecting elements of fun and sharing personal quirks or preferences, individuals can attract prospects on a human level, transcending the typical sales persona. 
• He draws from a guest's advice to incorporate humor into the post, as laughter is a powerful tool to forge connections with others.

Encouraging Authentic Connections

• Donald encourages listeners to experiment with the "Get to Know Me" post on LinkedIn and invites them to share their experiences with him. 
• He emphasizes the universal need for genuine human connections and advocates for transforming LinkedIn from a professional networking platform to a human networking platform.

Donald shares powerful tips in this five-minute episode. Try implementing these strategies to help build your pipeline and close more deals. Join us in the next episode for more insightful discussions and actionable sales strategies.

“They see you as a sales professional. How can we break down that barrier so they can see you as a human being and then, from that, converse and start the conversation and talk to you? They're not just looking at a seller. They're looking at Mary, or they're looking at DJ.” - Donald Kelly.

Resources

Donald Kelly on LinkedIn

Sponsorship Offers

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.

No matter what you do, you never reach your monthly sales goals. You try every sales technique in the book, but your quota is nowhere near where it should be.

Maybe you’re a sales leader with one or two reps meeting their monthly quota. But, the rest is struggling to make it.

How can you quickly change this around and ensure every seller on your team meets their numbers?

Tune in and listen to this week’s episode of “The Sales Evangelist Podcast.” In this episode, we delve into the world of sales leadership with Gretchen Gordon, the president and founder of Braveheart Sales Performance, a sales consulting firm. 

Focusing on small and medium-sized businesses, Gretchen leads a team dedicated to maximizing organizational growth and developing individuals in sales roles and sales leadership positions. Grab your notebook and pen and listen to her insightful advice for sales representatives. 

The Importance of Effective Sales Leadership

• Gretchen provides insights into the crucial role of effective sales leadership in maximizing growth and individual performance within organizations. 
• She emphasizes the significance of confidence, skill sets, and mindset in creating a happy, accomplished sales team.

Challenges in Sales Leadership

• Gretchen discusses the common challenge of promoting top sales performers into leadership roles without providing the necessary training and resources, leading to ineffective leadership practices. 
• This highlights the need for a shift in mindset and skill set when transitioning from an individual contributor to a leadership position.

Adapting to Changing Work Environments

• Addressing the impact of the pandemic and hybrid work environments, Gretchen emphasizes the importance of cultivating intimate connections with team members to understand their motivations and challenges.
• She acknowledges the need for proactive engagement and coaching in remote or hybrid work settings.

Coaching for Success

• Gretchen emphasizes the significance of coaching as a fundamental aspect of effective sales leadership. 
• She distinguishes between informal and formal coaching, highlighting the need for consistent engagement and personalized development plans tailored to individual goals.

Implementing Formal Coaching

• In detailing the formal coaching structure, Gretchen emphasizes the importance of scheduled coaching sessions and real-time participation in sales activities. 
• She stresses the value of involving team members in identifying areas for improvement and providing targeted support and guidance.

The Role of Accountability in Sales Leadership

• Gretchen presents a nuanced approach to accountability, moving beyond mere quantitative metrics to qualitative assessment of behaviors and practices. 
• She emphasizes the role of a sales manager as an accountability partner focused on enabling continuous improvement.

Motivation and Personalized Accountability

• Gretchen highlights the need to understand the unique motivational drivers of team members to personalize accountability measurements. 
• She outlines a more engaging and personalized approach to driving performance by linking performance goals to individual aspirations.

Elevating Sales Leaders

• In discussing the evolution from individual contributor to sales leader, Gretchen highlights the necessity for distinct skill sets and mindsets in effective management. 
• She encourages aspiring sales leaders to focus on continuous self-improvement and development, elevating themselves to elevate their teams.

Gretchen Gordon's insights provide a comprehensive understanding of successful sales leadership principles. She offers a roadmap for organizations and aspiring sales leaders to achieve growth and success by addressing the challenges, strategies, and key elements of effective leadership.

“We have to think about the key traits that would predict success in management if you're a top salesperson, and frequently it's not being the top salesperson because they're a solo practitioner. I would say be open to the fact that you don't have to know everything, and it's okay not to know what you don't know.” - Gretchen Gordon. 

Resources

Braveheart Sales Performance

Gretchen Gordon’s book, “The Happy Sales Manager.”

Gretchen Gordon’s email: ggordon@braveheartsales.com

Braveheart Sales Performance 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 ready to learn top sales tricks from a seasoned professional?

Tune into this episode of The Sales Evangelist Podcast. You’ll learn sales psychology techniques to win clients over in five minutes or less. 

Host Donald Kelly sits down with Brian, an experienced entrepreneur and sales strategist. They discuss the ins and outs of masterful sales techniques and negotiation psychology. 

This compelling episode offers listeners an in-depth overview of Brian's robust background in business and sales and the wisdom he's encapsulated in his book and coaching programs. 

Brian’s Background

• Brian is a seasoned entrepreneur with a wealth of experience in business, having started and sold multiple companies across different industries. 

• His entrepreneurial journey also includes running a coaching program designed to aid other entrepreneurs in navigating the complex world of business. 

• Brian has not only applied his extensive sales knowledge practically but has also authored a book focused on sales and negotiation psychology. The book is a culmination of his years in the field, providing readers with insights into understanding clients' psychologies and the inherent mistrust they often have toward salespeople. 

• His deep understanding of the sales process is backed by his history of hands-on experience and his dedication to teaching others through various platforms, including his media presence and the courses he offers.

Educating the Customer: A Delicate Balance

• Brian draws an intriguing analogy between purchasing a car and buying a CRM system — customers don't always need to know every single detail, akin to not requiring an entire owner's manual. 

• This idea aligns with his belief that the essence of a successful sale is not about overwhelming customers with information but rather about asking appropriate questions, navigating objections, and guiding the customer toward self-realizing their needs.

Negotiation Tactics and Sales Psychology

• The conversation transitions to negotiation strategies, emphasizing making low initial offers and understanding the client's perspective. 

• Brian explains that the art of closing effectively involves leading a potential customer to conclude the deal themselves, a technique he elucidates through a compelling role-play scenario with Donald. 

• In this demonstration, Brian focuses on preemptively diffusing objections, presenting informed options, and validating the customer's authority to make decisions.

Closing Strategies and Building Rapport

• Donald and Brian discuss closing techniques, stressing the necessity of approaching the sales process thoughtfully rather than hastily.

• With a 30% closing ratio illustration, Brian illustrates the need for clarity in objection handling and more efficient movement through rejections. 

• Rapport and trust are highlighted as indispensable elements of a successful close, enhanced through humor and active listening.

For listeners looking to refine their sales approach and negotiation skills, this episode of 'The Sales Evangelist Podcast' with guest Brian provides a treasure trove of strategies grounded in psychological insight. Offering both theoretical and practical wisdom, Brian’s dialogue with Donald is an essential listen for anyone eager to up their sales game and connect with clients on a deeper level.

“All right, here's the secret sauce. Maybe nobody's ever told you this one, but here's a secret. Okay? If we know that people like to buy things from people they like and trust, sure. The fastest way to get somebody to like you is to make them laugh. See, you just laughed.” - Brian Will

Resources

Brian Will Media

The Psychology of Sales and Negotiations 

Masters of Sales and Negotiations 

Class Code: SALES

Sponsorship Offers

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.

Many sales representatives believe that doing outbound with LinkedIn takes a lot of work.

But not with these five simple techniques.

In this unique episode of “The Sales Evangelist Podcast,” host Donald Kelly shares five ways to do daily outbound prospecting on LinkedIn. Tune in and discover these short and sweet tips.

 1. Reach Out to People You’re Already Connected With

• Donald discusses this as one of the easiest ways to do outbound on LinkedIn.

 2. Utilize the “Permission To Ask a Question” Technique

• He shares the importance of reaching out to clients within your networking connection.

 3. Pay Attention to Who Engages With Your Posts

• These people can be potential clients!

 4. Celebrations

• If you see someone celebrating something, start a conversation with them. 

 5. See Who Is Following Your Company

• They’re already following your brand, so reach out to them.

There you have it! Short, sweet, and juicy LinkedIn outbound techniques. To build your pipeline and close more deals, subscribe to the TSE podcast to learn more about effective modern sales methods.

“If you’re not posting on LinkedIn, you need to post. People will engage with it, and your job is to engage with them.” - Donald Kelly.

Resources

Sponsorship Offers

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.

You made five hundred cold calls in one day. In four hundred calls, no one answered, and in another fifty, the potential clients said a hard no.

In twenty-five calls, you received maybes; in the last twenty-five calls, the potential buyers said yes.

With you making so many calls in one day, you figured more people would say yes. This is why so many sales representatives believe cold calling is dead.

Bust, honestly, it’s not. It’s just the old methods of cold calling are dead. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with guest Gabe Lullo about the new cold calling techniques.

Gabe shares his expertise and insights on cold calling, sales strategies, and staying relevant in the ever-evolving sales landscape. Discover the importance of relevant messaging, personalization, human touch, and effective communication in this insightful episode.

Is Cold Calling Dead?

• Addressing the prevalent debate, Gabe firmly asserts that cold calling is far from dead.
• Supported by data and real-life experience, he emphasizes the effectiveness of cold calling in qualification, call-to-action, and appointment setting, debunking the myths surrounding its relevance in the current sales environment.

Modern Sales Approach

• Gabe stresses the importance of an omnichannel approach, integrating call, email, and social platforms to establish meaningful and relevant connections with prospects. 
• He emphasizes the need for high-volume activity paired with a relevant message, highlighting the power of personalization and the human touch in driving engagement.

Strategies for Relevant Messaging

• Gabe delves into the nuances of crafting relevant messaging, emphasizing the importance of relevance over mere personalization. 
• He shares insights on identifying and leveraging data providers to tailor messages according to the prospects’ specific verticals and ICPs, and the significance of using technology for optimizing communication channels.

The Role of Human Touch and Empathy

• The conversation explores how human touch, empathy, and personalized, relevant communication set sales professionals apart in the current market. 
• Gabe emphasizes the need to sound like a human, not an AI bot, illustrating how to engage prospects effectively and foster genuine connections.

Optimizing Sequencing

• Gabe challenges the traditional sequence approach, advocating for a burst of activities across multiple channels rather than drawn-out, segmented sequences. 
• He highlights the significance of engagement and conversation to drive effective communication, emphasizing the need to adapt and modernize sales strategies.

Mastering the Cold Call

• Gabe shares valuable insights into mastering the art of cold calling, stressing the need for extensive training and knowledge of objection handling. 
• Understanding and anticipating objections empowers sales professionals to navigate conversations effectively and win at cold calling.

In this power-packed episode, Gabe provides invaluable insights into the world of cold calling and contemporary sales strategies. Listeners gain practical strategies for staying relevant, fostering engagement, and mastering the art of cold calling in the ever-evolving sales landscape.

Remember, cold calling isn't dead, and with the right approach,  it remains a critical tool in the modern sales professional's arsenal. Discover how to use cold calling the right way in this TSE Podcast episode. 

“Well, first off, cold calling is absolutely not dead. And I don't come to these calls with opinions because I think opinions are not really valuable. I come with data and stats, right? Our reps are making tens of thousands of phone calls per day. And we have a lot of close friends who have very large organizations in which we've built their in-house teams or at least assisted. And so we know what they're doing, too. Thousands of data points and calls have shown us that the phone is still the ultimate weapon for qualification, getting a call to action, and getting an appointment on the calendar.” - Gabe Lullo. 

Resources

Gabe Lullo on LinkedIn

Sponsorship Offers

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.

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn’t the only part of the equation; you first have to get their attention! In today’s episode of The Sales Evangelist, Donald is joined by Dr. Stephen Timme and Melody Astley to discuss their recent book Insight-Led Selling, which details how to learn how buyers think.

But first, why did they write a book?

• Ultimately, Stephen and Melody wanted to create a resource their clients and community could utilize.
• It’s harder than ever to sell to enterprise sellers (yes, people say that every year. But it’s true!) And COVID-aside, the subscription-based economy is growing.
• There are more stakeholders than ever before in traditional buying processes. At the same time, implementation costs for platforms are lower, making it easier to switch between service providers.

They interviewed many executives to see how they felt about sales. 

• From AT&T, Coca-Cola, Proctor and Gamble, and even Honey-Baked Hams, Stephen and Melody interviewed executives to learn firsthand how they felt about salespeople. (If you were curious, Honey-Baked Hams didn’t even give them coupons. We’re just as disappointed as you are.)
• They asked one simple question: what could sellers do better? Below were the three overwhelming responses:
• First, tell me something I don’t know.
• Second, how does what you’re selling align with my goals and strategies.
• Third, make my life easy (and don’t give me a 30-page proposal.)

Personalization is more than inserting the name of each person in an email blast. 

• It’s developing a point of view that is interesting to the person you’re talking to.
• Hold on, let’s say that again for those who missed it: spend a moment to develop a point of view interesting to the person you’re talking to.
• As a sales leader, we expect output from our BDRs. But we can’t do this and expect results from a spray-and-pray method. The game has changed.

How can you implement these sales techniques?

• For publicly-traded companies, you have access to specific financial figures; use that to align your selling proposition with their capabilities. 
• Explain the “how” you can help them before you can get into the “how much.” 
• For sales leaders, equip your salespeople with the specialized knowledge they might need. 
• You can self-learn if you feel unsupported by your organization, or (and an even better strategy), ask your organization for support.

Their final takeaway? Understanding the language of how a customer speaks (and relating that to financial objectives) is a skill that will last the rest of your career.  Insight-Led Selling is available for purchase on Amazon or Barnes & Noble. To contact Melody and Stephen, reach out at info@finlistics.com or connect on their business’s LinkedIn page. (Or connect directly with Stephen and Melody.)

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.

Oh no! It’s happening again.

The biggest search engines are making changes. But, this time, it’s to protect people’s email accounts. Sellers sending out over 500 emails per day may want to stop because there will be repercussions for doing so. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly addresses the recent strict changes announced by Yahoo and Google regarding email outreach. 

How will these changes affect your sales approach? What are the limits to how many emails can you send now? 

Tune in to this week’s episode and learn how to adapt to these recent changes.

Understanding Yahoo and Google's Changes

• Donald breaks down the changes announced by Yahoo and Google, highlighting that bulk senders who dispatch more than 5000 emails per day must adapt to align with the heightened requirements. 
• These changes aim to shield end users from spam and potential security risks associated with excessive unsolicited emails.

Insights Derived from Mailgun

• Referencing insights from Mailgun, Donald delves into the implications for sales professionals and how these changes impact their outreach strategies. 
• He emphasizes that aligning with the standards enforced by Google and Yahoo is essential for safeguarding email deliverability and maintaining a positive sender reputation.

Essential Practices for Email Outreach

• Donald outlines three crucial elements that sales professionals must prioritize to navigate the evolving email outreach landscape. 
• These include authenticating emails, enabling easy unsubscribe options, and sending targeted emails that cater to recipients' interests and preferences.

Implications for Sales Professionals

• Addressing the potential impact on sales professionals, Donald discusses the nuances of these changes for individual contributors and organizations. 
• He stresses the importance of adherence to email authentication practices, particularly for organizations with multiple sales representatives engaged in outbound email activities.

Technical Requirements for Email Authentication

• Donald elucidates the technical aspects of maintaining compliance with Google and Yahoo's email-sending policies. 
• He emphasizes the need to implement SPF, DKIM, and DMARC measures to uphold authentication standards for domains exceeding the 5000-email threshold.

Adapting to Enhance Relevance and Impact

• Drawing parallels between the evolving email outreach landscape and the need for enhanced creativity and relevance, Donald underscores the importance of crafting substantive and impactful communications. 
• He stresses the need for sales professionals to establish reference points, leverage referrals, align with recipient interests, and ensure a respectful and relevant approach.

Embracing a Thought Leadership Mindset

• Encouraging sales professionals to adopt a thought leadership mindset, Donald emphasizes the importance of focusing on individual buyers' specific needs and challenges. 
• He advocates for aligning communications with potential impacts on the buyer's role or responsibilities, thus enhancing the relevance and impact of outreach efforts.

Donald urges listeners to elevate their sales game and take advantage of the resources and sponsors highlighted in the episode. He offers valuable guidance for sales professionals seeking to adapt to the changes in email outreach and elevate their approaches to securing quality sales opportunities in a shifting landscape.

Resources

TSE LinkedIn Prospecting Course

MailGun Update on Gmail and Yahoo

"Slow the game down. Don't rush, don't stress. When there's a breakaway by far, go ahead and take that breakaway. Take that shot. But right now, let's slow the game down. Let's play the field and increase the chances of us scoring" - Donald Kelly.

Sponsorship Offers

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, host Donald Kelly speaks with development lead Brain Liebel from Ambition. They dive deep into the rhythms of successful sales strategies and performance to redefine the sales approach. 

Donald and Brian unpack the essence of human interaction in sales, the strategic 'snowball effect' of building a robust sales pipeline, and how to turn data from sales conversations into tactical gold. Let's sift through the invaluable insights from this rich discussion.

Human Interaction: The Core of Sales

• In today's world, where automation and technology are prevalent, the importance of human connection can sometimes be underestimated. However, Brian underscores the irreplaceable value of human-to-human interaction, especially during the initial conversations in the sales pipeline. 
• Using analogies from lead utilization, he emphasizes the need for salespeople to focus on engagements ready to blossom instead of wasting potential opportunities.

Creating a Documented Sales Process

• Drawing from his expertise, Brian advises having a carefully documented process within sales teams. This cornerstone allows for iteration and implementation of tactical solutions, moving beyond the often insufficient directive of simply 'putting in more effort.' 
• The systematic approach is about leveraging every lead and conversation to build a 'snowball' that grows over time - a strategy that becomes increasingly more potent as insights and data are collected.

The Role of Ambition and Networking

• Brian shares his experience with Ambition, a sales coaching and performance management platform. This tool exemplifies the integration of data-driven strategy into everyday sales tasks. 
• Additionally, Brian extends an offer to connect on LinkedIn, allowing listeners to delve into sales discussions and gain further insights from a well-established industry leader.

Organization in Prospecting

• Brian stresses the importance of organization in prospecting. He offers actionable advice on maintaining accurate data, imperative for evaluating performance and strategizing more effectively. 
• He outlines four vital administrative tasks: transcribing notes at an account level, implementing a tagging system, devising customizable queries, and updating the conversation timeline.

Deep Dive into Tagging Systems

• A specific focus was given to the tagging system, with Brian explaining that a balance is required in the number of tags used. This balance ensures that the system aids the organization without becoming overly complicated. 
• Such a system assists in categorizing follow-ups, creating a more efficient path to revisit prospects.

The 'Snowball Effect' of Sales Conversations

• Brian breaks down the 'snowball effect,' offering concrete statistics gathered from the Bridge group detailing the monthly average quality conversations salespeople have. 
• He also illuminates the conversion rate of these interactions and the long-term value of conversations that don't immediately result in meetings. This is a testament to the importance of viewing every conversation as a stepping stone to eventual success.

Collecting Sales 'Gold Flakes'

• To harness the full potential of conversations, Brian advocates keeping logs of critical data points post-discussion. 
• He shares his tagging method for optimizing follow-up actions, such as tagging direct dials and follow-up dates. 
• Additionally, the speakers recommend creating touchpoints on LinkedIn and sending follow-up emails to help prospects remember the interaction, likening the process to collecting small gold flakes that accumulate into a valuable reserve over time.

Gratitude for Insights

• As the discussion wrapped up, both speakers exchanged gratitude, highlighting the importance of sharing knowledge and appreciation in the sales community. 
• These moments of connection nurture professional relationships and foster a supportive atmosphere where learning and development can thrive.

Donald and Brian agree that the meticulous process of cold prospecting, akin to sifting for gold, makes top-of-the-funnel activities enjoyable and fruitful. Sales professionals can elevate their pipelines by making every piece and interaction count and relish the journey toward a rewarding outcome. Join us for the next episode of “The Sales Evangelist” as we continue to uncover the art and science behind effective sales strategies.

“How do you take all of this data and turn it into a tactical way to execute and return to these prospects you spoke to? You learned something, but it wasn't the right time to meet. What do you do with that? I think with a lot of salespeople is we're always looking to be a wordsmith on the phone or have the craftiest subject line or level up our training and seek all of this external flash. Right. All these flashy sales things. Organization and efficiency are two of the very unspoken things in the world right now. The best prospectors are when it comes to documenting all of these things that we do.” - Brian Liebel. 

Resources

Ambition 

Brian Liebel 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 Sales Evangelist podcast, host Donald C. Kelly explores the common pitfalls of salespeople and emphasizes the importance of understanding and providing what buyers truly want. By shifting the focus from selling to educating, sales professionals can build trust, provide valuable insights, and ultimately close more deals.

Common Mistakes Made by Salespeople

• Donald highlights the tendencies of salespeople to rely on automated emails and fail to listen to buyers' needs truly. 
• He also underscores the issue of pushing products or services onto buyers without understanding their actual requirements. 
• These common missteps contribute to a lack of trust between sales professionals and their potential clients.

The Essence of Selling

• By redefining the essence of selling, Donald emphasizes the importance of persuading someone of the merit of a solution rather than simply pushing products or services. 
• He delves into the concept of buyers seeking solutions to their problems, as opposed to being pitched generic offerings.

The Desire for Education

• A key insight from Donald is the revelation that buyers crave education and seek out sales professionals who can serve as industry authorities. 
• Salespeople can capture potential clients' trust and interest by providing relevant insights and foresight.

Shifting from Selling to Educating

• Donald encourages a strategic shift from selling to educating, urging sales professionals to focus on mastering their industry and understanding the recurring problems buyers face.
• By adopting the role of an industry guide, sales professionals can effectively educate and provide solutions tailored to the specific needs of potential clients.

Practical Strategies for Success

• The episode offers actionable strategies for sales professionals, such as analyzing the commonalities and differences among their top clients to identify key drivers behind successful deals. 
• It is through these insights and foresight that sales professionals can engage buyers in meaningful conversations and educate them effectively.

Harnessing the Power of LinkedIn

• Donald shares insights into leveraging LinkedIn as a powerful tool for educating potential clients and building a robust sales pipeline. 
• He emphasizes the impact of educational content in attracting and engaging potential clients, thereby facilitating business growth.

In this insightful episode, Donald Kelly delivers valuable guidance for sales professionals seeking to enhance their approach and effectively meet the needs of potential clients. Be sure to explore the LinkedIn program and subscribe to the podcast to help enhance your sales skills more.

[Tweet "Sellers are selling, while buyers or potential buyers are looking for education. They're looking to be taught. They're craving to be taught. They're not looking to talk to another salesperson.” - Donald Kelly."]

Resources

TSE LinkedIn Prospecting

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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.

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.

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

Say what? That doesn’t make any sense.

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

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

Carlos' Role at Microsoft

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

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

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

Understanding the Power of Internal Buy-In 

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

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

The Significance of Internal Partnerships 

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

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

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

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

Success through Building Trust 

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

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

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

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

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

Resources

Carlos Oquendo Jr. on LinkedIn

Sponsorship Offers

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 struggling to make meaningful connections with prospects in today's cluttered and noisy marketplace? If so, you're not alone.

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with guest Matt Reuter, a senior director of Sales Development for RealPage. Matt shares valuable insights and strategies for increasing connection rates with prospects in today's competitive market. 

He highlights the challenges sellers face, particularly in terms of breaking through the clutter and noise, and offers practical tips to overcome these obstacles. Matt emphasizes the importance of smart and strategic activities, focusing on outcomes rather than sheer volume, and understanding the nuances of prospect behavior to maximize connection rates.

Craving Results

• Drawing inspiration from Tim Grover's book, Relentless, Matt emphasizes the significance of craving results and focusing on the right activities. 
• By understanding the desired outcomes and having a relentless drive to achieve them, sellers can channel their energy and efforts into activities that are more likely to yield positive results.

Understanding Your Prospect

• Matt emphasizes the need for sellers to take a step back and truly understand their prospects. This includes considering factors such as their industry, location, and daily routines. 
• Drawing from his experience working with diverse teams across different cities, Matt recognizes that work-life and business practices vary across regions. 
• Sellers can align their outreach efforts with prospects' preferences and schedules by understanding these nuances.

Optimizing Activity Timing

• To boost connection rates, Matt advises sellers to identify specific time slots when prospects are more likely to engage. 
• He suggests looking for gaps in the prospect's schedule, rather than bombarding them during peak meeting hours. 
• Choosing the right time to reach out, send an email, or connect on LinkedIn increases the chances of catching the prospect's attention and avoiding crowded inboxes and voicemails.

Working Smarter, Not Harder

• Matt encourages sellers to work smarter by focusing on the quality rather than the quantity of their activities. This means prioritizing meaningful interactions that are more likely to yield positive outcomes. 
• He cautions against wasting time on aimless calls and emails that do not result in connections. 
• Instead, sellers should invest their energy in activities that have a higher probability of success, based on their understanding of the prospect's preferences and behavior patterns.

Shifting the Metric

• Matt challenges the conventional emphasis on the number of calls or emails made and urges sellers to focus on the outcomes they desire. 
• Rather than simply counting the volume of activities, sellers should prioritize the desired results, be it setting up a meeting or securing a connection. This shift in mindset helps sellers prioritize their efforts and places the emphasis on achieving meaningful outcomes that drive success.

Autonomy and Empowerment

• Matt explains how he empowers his team to structure their day based on their understanding of the prospects they are targeting. 
• Rather than micromanaging their schedules, he encourages his team members to evaluate the buyer's behavior and align their activities accordingly. This autonomy allows sellers to make informed decisions on when and how to engage with prospects, thereby increasing their chances of establishing connections.

In this episode, Matt highlights the challenges faced by sellers in establishing connections with prospects. Through his insights and experiences, he discusses the importance of understanding the prospect's behavior, optimizing activity timing, and working smarter rather than harder. 

When sellers focus on results rather than sheer volume, they can increase their chances of success. Implementing these strategies can help sellers cut through the noise, break through the clutter, and ultimately build stronger connections with their prospects.

"Helping one seller fine-tune and improve their approach by even a quarter of a percent could result in millions of dollars for them and their company in the long run." -Matt Reuter

Resources

Matt Reuter on LinkedIn

Relentless by Tim Grover

Sponsorship Offers

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 the dynamic world of sales, the game has evolved. Gone are the days of relying on a single decision-maker to push a deal forward. Today, successful sales professionals understand the importance of engaging with multiple organizational stakeholders to secure the coveted win.

In this episode of “The Sales Evangelist Podcast,” host Donald speaks with sales expert Nick Reed Smith. They discuss the increasingly complex world of sales and how to manage multiple stakeholders in the buying process effectively. 

Nick shares his experience and strategies for multithreading deals, emphasizing the importance of building relationships with various decision-makers and influencers within an organization to increase the chances of closing a deal successfully. Join Donald and Nick as they dive into the art of multithreading and uncover helpful tips for sales professionals seeking to improve their techniques.

The Changing Dynamics of Sales Processes

• Nick highlights the evolving nature of the sales landscape, where deals are becoming more complex and multiple stakeholders are involved. 
• He emphasizes the need for sales reps to adapt and find new ways to interact with buyers effectively.

Becoming a Trusted Consultant

• One of the key shifts in buyer expectations is the desire for sales professionals to act as consultants rather than mere order-takers. 
• Buyers want a partner who understands their needs, manages multiple stakeholders, and provides valuable insights throughout the sales process.

Understanding Multithreading

• Nick introduces the concept of multithreading, which involves building relationships with multiple individuals within the buying organization. 
• Rather than relying solely on one point of contact, sales reps should engage with decision-makers, economic champions, technical champions, and coaches to comprehensively understand the deal's dynamics.

Mapping the Organizational Landscape

• To effectively multithread, sales professionals need to identify the key personas and individuals they should engage with within the buying organization. 
• Nick advises sales reps to map out the various stakeholders they must interact with, ensuring they cover all necessary roles, such as CRO, CFO, Rev Ops, head of alliances, and VP of sales.

Taking Control and Providing Updates

• Nick emphasizes the need for sales reps to maintain control of the multithreading process. 
• Instead of asking permission to interact with other stakeholders, he suggests clearly communicating to the initial point of contact that multiple team members have been reaching out to their counterparts. 
• This approach keeps everyone informed and engaged while setting the foundation for a collaborative relationship.

Balancing Pushiness and Transparency

• Some may perceive constant engagement with multiple stakeholders as pushy, but Nick argues that it is necessary in today's sales environment. 
• By framing the multithreading approach as a shared effort involving various team members, sales reps assert their expertise and demonstrate their commitment to understanding the organization as a whole.

Managing multiple stakeholders in complex sales deals is a growing challenge for sales professionals. Through the art of multithreading, sales reps can build stronger relationships and easily navigate the buying process's complexities. The key takeaway from this discussion is that multithreading is not only a sales strategy but also a mindset shift toward becoming a trusted advisor and consultant to buyers.

"Oftentimes, what I found the reason for me that it does slip is because, okay, I was spending too much time with the person I thought was the decision-maker. And maybe I didn't have enough knowledge of what was going on in other departments, or maybe there was someone else higher up that I needed more buy-in from them." -Nick Reed Smith

Resources

Nick Reed Smith on LinkedIn

Sponsorship Offers

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.

If you don't understand why people buy, you may want to kiss your career as a sales rep goodbye. Also, if you're having difficulty connecting with your prospects, you may not be able to reach your monthly goals either.

Luckily, your host, Donald Kelly, spoke with the perfect guest to help you understand your prospects better. In this episode, Donald interviews Eric, a business strategist and coach, about understanding the reasons behind customer buying decisions and how to improve sales conversion rates. 

Eric introduces the BANK framework, an innovative tool that helps salespeople connect with customers more deeply by understanding their personality types and values. This episode explores the importance of understanding customer buying behavior and provides practical strategies for sales success.

Understanding Customer Buying Behavior

• Eric highlights the need to go beyond traditional sales techniques and understand customers' underlying motivations.
• Salespeople often deliver the same pitch; some customers say yes, while others say no. Understanding why people buy is crucial to improving sales conversion rates.
• Eric emphasizes the significance of recognizing that individuals have different personality types, values, and decision-making processes.

Introducing the BANK Framework

• Eric introduces the BANK framework, which stands for Blueprint, Action, Nurture, and Knowledge.
• The framework helps salespeople identify and adapt to each customer's personality type, enabling effective communication and building customer trust.
• The BANK framework goes beyond gender-specific differences and provides insights into the underlying values that drive customer decisions.

Overcoming the Language Barrier

• Eric compares the struggle of ineffective communication in sales to speaking different languages.
• Salespeople often present their products or services in ways that resonate with them but may not connect with the customer.
• By understanding and adapting to the customer's preferred language, salespeople can bridge the communication gap and tailor their presentations to meet specific needs.

The Four Elements of the BANK Framework

• Blueprint (B): Represents individuals who value stability, accuracy, and organization. They prefer logical and detailed information that helps them make informed decisions.
• Action (A): Represents individuals who value excitement, speed, and results. They seek quick solutions and appreciate presentations that offer immediate benefits.
• Nurture (N): Represents individuals who value relationships, collaboration, and trust. They respond to personal connections and appreciate salespeople who take the time to understand their needs.
• Knowledge (K): Represents individuals who value expertise, data, and evidence. They appreciate presentations that provide in-depth knowledge and demonstrate credibility.

Implementing the BANK Framework

• Eric discusses how the BANK framework can be applied in sales scenarios.
• Salespeople are encouraged to assess the customer's dominant BANK code based on their preferences, communication style, and decision-making processes.
• Salespeople can tailor their presentations to meet each customer's needs and values by leveraging insights from the framework.

Understanding customer buying behavior is crucial for sales success. The BANK framework emphasizes individual personality types and values, and provides salespeople with a powerful tool to connect with customers authentically. 

You can increase the conversion rate and build stronger client relationships by adapting your presentations and communication styles to the customer's preferred language. Using the BANK framework will improve your sales performance and enhance customer satisfaction with ease.

"Because for many of us, we must understand why people spend money with us. Like, why is someone going to buy from us? And I'm hoping today that you can help us to grasp that better and grow in that understanding." - Eric Goodman

Resources

To get your complimentary personality report ($99 value) that will provide valuable insights and communication tips that you can apply right away please take 90 seconds and visit https://crackmycode.com/communicate

Eric Goodman LinkedIn

 Sponsorship Offers

This episode is brought to you in part by Hubspot.

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

This episode is brought to you in part by LinkedIn.

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

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

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 Kelly discusses the importance of utilizing LinkedIn effectively as a sales professional. Those working as business development representatives or trying to build a sales pipeline should tune in to this week’s episode.

Donald shares three key focus areas for optimizing your LinkedIn profile to grab attention, generate more appointments, and ultimately drive sales.

Utilize Your Banner

●     Donald emphasizes the often overlooked real estate of the banner on your LinkedIn profile. This space provides an opportunity to showcase your value proposition and target audience.

●     Potential prospects can quickly understand how you can help them if you clearly state who you serve and the industries you specialize in.

●     Additionally, if your company has noteworthy brand recognition, include it in the banner to further establish credibility.

●     Donald suggests using Canva to create a professional and eye-catching banner that aligns with your company's branding. You can begin selling to prospects even before you engage in a conversation by maximizing the potential of your banner.

Take Advantage of the Name Pronunciation Feature

●     LinkedIn offers a feature that allows users to record a 10-second audio clip pronouncing their names.

●     While this feature is crucial for individuals with complex names, Donald recommends utilizing it regardless of the simplicity of your name.

●     The audio introduction serves as an additional engagement tool and helps prospects connect with you on a deeper level.

Optimize Your Headline

●     The headline section is often filled with generic information such as job titles and company names automatically generated by LinkedIn.

●     Donald suggests utilizing this space strategically.

●     Consider using keywords your target audience is likely searching for, such as specific industry terms or pain points.

●     Craft a headline that attracts potential prospects to learn more about you and your expertise.

●     It's essential to align your headline with your specific goals and expertise, ensuring it accurately represents your value proposition.

Be Proactive and Engage

●     Donald advises being proactive and engaging with your LinkedIn network regularly.

●     Interact with posts, share valuable content, and participate in industry discussions.

●     Building a strong presence on LinkedIn will strengthen your personal brand, enhance credibility, and attract potential leads.

Maximizing your LinkedIn profile as a sales professional can significantly impact your ability to grab attention, generate appointments, and close deals. These four tips will help you make a lasting impression on potential prospects and increase your chances of success.

"Your profile needs to sell before you even have a conversation with someone." -Donald Kelly.

Resources

Donald C. Kelly LinkedIn

Sponsorship Offers

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

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

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

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

3.    This episode is brought to you in part by Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

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

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

Credits

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

Are you holding yourself accountable?

If not, then it’s keeping you from success within the sales industry. In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with Jessica Schultz about the importance of holding yourself accountable as a sales representative. Discover what accountability means and how it can improve your sales performance.

The Power of Leading by Example

• Jessica highlights the significance of leaders displaying the behaviors they expect from their team members. 
• Leading by example sets the tone for the entire organization, as it helps build trust and respect among team members. 
• Clear expectations should be set, and any issues that arise should be addressed through reporting and conversations with the team members involved. 
• She also stresses that if team members consistently fail to meet expectations despite efforts to support and guide them, leaders should be willing to cut ties and send a clear message to others.

Importance of Accountability and Feedback

• One-on-one meetings allow one to discuss concerns, ideas, and goals. 
• However, Jessica acknowledges that one-on-one meetings can often be neglected due to other priorities. 
• To ensure accountability, metrics should be defined, and transparent reporting should be implemented. 
• The CEO's voice is vital in addressing underperforming team members, as a clear directive from the top can greatly impact the team's performance.

Educating Leaders on Effective Sales Management

• Jessica discusses the need for educating founders and sales leaders on what good sales management looks like. 
• Defining expectations with metrics and implementing transparent reporting are key to holding sales leaders accountable. 
• She encourages sales managers to stay on top of expectations to ensure reps hit their goals.

The Role of Sales Leaders in Deal Management

• Jessica emphasizes the importance of being prepared for calls, promptly following up with reps and customers, and staying engaged and available to support the sales team.
• The use of technology tools like Gong can help identify challenges and keywords in conversations but should not be relied upon solely. 
• Managers must still actively listen to the entire conversation and analyze it further. 

Breaking Down Sales Metrics for Success

• Many companies struggle to determine which metrics to manage their sales representatives to.
• Jessica highlights the importance of breaking down revenue goals into actionable tasks for reps. 
• Educating clients on critical sales metrics like average contract value (ACV) and conversion rates is also crucial. Founders may struggle to provide effective coaching, even if they listen to sales calls. 
• She shares their approach to determining the number of weekly meetings with qualified customers to close deals and setting goals accordingly.

Setting clear expectations for sales leaders and team members is crucial for a thriving sales organization. Jessica shares her insights on accountability for sales leaders and founders in optimizing their sales processes. 

"Clear expectations should be set, and any issues should be resolved through reporting and conversations." - Jessica Schultz

Resources

Jessica Schultz LinkedIn

Amplify

Sponsorship Offers

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

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

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

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

3.            This episode is brought to you in part by Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

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

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

Credits

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

In this episode, Donald speaks with Kevin, the Chief Technology Officer of the Americas at Ciena. They discuss the complexities and challenges of B2B enterprise selling. 

Kevin shares insights into the evolving landscape of enterprise deals, emphasizing the importance of understanding the "why" behind a product or service offering. The conversation highlights the need for effective communication and providing memorable examples to decision-making committees, ultimately leading to successful outcomes.

The Increasing Complexity of B2B Enterprise Selling

• As technology advances, B2B enterprise selling has become more complex and confusing.
• The integration of tools like AI adds layers of complexity to the selling process.
• It is crucial to adhere to the basics and understand the fundamentals of enterprise selling.

The Role of Kevin as the Chief Technology Officer of the Americas

• Kevin leads a technical team of sales engineers and sales specialists at Ciena.
• The team's primary objective is to assist business customers in making the right purchasing decisions.

Challenges in Enterprise-level and Complex Deals

• In the past, individual decision-makers played a key role in the purchasing process.
• However, in today's enterprise deals, decision-making power rests with a complex council of decision-makers.
• Sales professionals must equip their customers with the necessary skills and tools to present the value proposition to the entire decision-making council effectively.

Shifting Focus from the "What" to the "Why"

• Previously, the sales pitch predominantly focused on describing the technical aspects of the product (the "what").
• With the involvement of decision-making committees, it has become crucial to emphasize the "why" behind the product/service offering.
• Sales teams need to explain the importance of the proposed solution, and its impact on the customer's business, and provide real-life examples to support their claims.
• This shift towards the "why" ensures a comprehensive understanding of the value proposition and makes it more memorable.

Enhancing Memorability and Communication

• It is insufficient to rely solely on PowerPoint presentations or technical demonstrations to convey the value proposition.
• The sales team should strive to provide the customer with simple, memorable, and repeatable examples.
• These examples enable the customer to share their enthusiasm and effectively communicate the value proposition to their peers within the decision-making committee.

B2B enterprise selling has become increasingly complex, necessitating a shift in sales strategies. Understanding the "why" behind a product or service offering and effectively communicating this value proposition to decision-making committees is crucial for success. 

Kevin emphasizes the importance of providing memorable examples and enabling customers to become effective ambassadors for the proposed solution. By focusing on the "why," sales teams can establish a deeper connection with customers and increase the chances of winning complex enterprise deals.

"When you go to these decision-making committees, there's always others on the committee, but not necessarily in the room with you that are very interested in the why." - Kevin Sheehan

Resources

Ciena

Sponsorship Offers

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

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

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

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

3.            This episode is brought to you in part by Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

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

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

Credits

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

Are you sending hundreds of emails, and no one is responding? You must listen to this week’s episode of The Sales Evangelist Podcast to help you discover new outreach methods. 

Your host, Donald Kelly, speaks with Tom Slocum on the state of sales outreach. Listen to their advice on emailing, so potential customers will be more willing to work with you.

Trends in Email Outreach

• During a conference, Tom discovered that many sales reps don’t follow up on emails. If you notice potential customers haven’t replied, try doing a follow-up email.
• When writing emails, it’s best to be creative to help make the message more personalized. You can do this by adding visualizations to bring a human effort into play.
• Consider including a video or voice memos to help make emails more engaging and personal.
• When sales reps take the extra step within their emails, it creates personalization. By taking the extra step, you make potential clients feel as though you care about their problems. 
• You don’t have to be super personal in every email you send. Tom discusses the importance of bucketing and prioritizing when sending emails.

Personalization Is Not Personalization

• Personalization is not bringing up random topics and hoping a prospective client will start conversing with you. 
• You need to really pay attention to how they’re a good fit for the product you’re selling. Once you discover this, you can send an email discussing your services and how you can potentially help them.
• Remember clients want to feel as though you actually care about them and their problems.

Advice For Management 

• It can be hard to test new methods when you’re leading a team that’s sending 5,000 emails every day. Tom discusses why sales managers should create microenvironments, where certain teams test new methods.
• When the whole team tests a new method it can become scary. Either you or a specific group of people should test new methods to prevent everyone from worrying if it will work or not.
• Microenvironments also allow managers to evaluate theories effectively. After testing your methods on 100 accounts, ask for feedback to see if there was an improvement in the email outreach strategy.

Using AI Tools for Email Outreach

• Tom shares how to use AI tools for creativity when sending emails to potential clients. 
• He provides an example of how to research clients with AI tools and make personalized emails.
• The key is to use AI to help you work smarter, not harder.

After listening to this episode, take some time to reflect on these methods and apply them to your outreach strategy. Don’t forget to find Donald on LinkedIn and let him know if these methods worked for you. 

“Everybody is going left, then you should go right. Try to be different to strike something within the person you’re emailing to help you stand out.” - Tom Slocum

Resources

Donald Kelly LinkedIn

Tom Slocum LinkedIn

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

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

• This episode is brought to you in part by Calendly.

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

What can you expect regarding AI technology and the sales industry? Is it going to replace sales representatives? How can you coach your sales reps with the use of AI?

In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with John Barrow on the future of AI and the sales industry. Discover how leaders can leverage AI tools within the sales profession.

John Barrows Background

• John Barrow owns the JB sales company, offering sales training to tech companies.
• He started his career when the internet was still in its fancy and saw the changes it made within the sales industry during this time.
• Now, he is seeing the industry change once again due to the development of artificial intelligence tools, such as Chat GPT.
• John knows with the changes made by AI technology, the sales industry will have to evolve with the tools to be successful.

Teaching People to Be Robots

• Learning the sales process is becoming more difficult because leaders teach representatives how to use AI tools rather than the fundamentals. The sales reps have nothing to fall back on and are getting replaced by robots.
• Currently, he is working with AI tools for learning language models. It’s helping him gather a large pool of data and use only the information he approves in the LLM system. The AI tools help cut back research time for him and his team.
• John believes using AI technology will help coach sales reps more effectively. If a person cannot receive coaching from their boss, they can rely on the coaching from an AI tool.

The Problem With Coaching in the Sales Industry

• While listening to a 45-minute sales call with a representative, it can be challenging for a coach to pull out every context of the call during a conversation. AI can transcribe the call and allow a coach to pinpoint a specific point where a sales rep needs improvement.
• Another area for improvement with LLM is teaching the sales reps how to sell a product correctly. Using an AI bot can help coach sales reps to sell products. John provides an example of using Salesforce and coaching sales reps.

Do You Want to Be a Part of the Solution?

• AI is an evolution, like the Industrial Revolution, where companies need to think about how to use humans to operate AI. Learn how to leverage AI tools to stay afloat within the industry.
• Sales reps need to meet the customers where they are in support needs and educate them on how to use products. It will require sales reps to go further than full-cycle sales and know the product well.

What Should Sales Leaders Do Right Now?

• John recommends that sales leaders turn their sales order into a sales lab, identify a component of the sales process, and do a sales hackathon. Listen to the podcast on how a sales leader can do this with the help of AI technology. 
• Understand the importance of using AI within the sales industry. It increases employee satisfaction and engagement and reduces tech stack and spending. There will be a rebirth of everything in two to five years, and it could go really good or bad.

John provides insight into using AI technology within the sales industry. Subscribe to the Sales Evangelist podcast and listen to how to use AI tools to help coach your team of sales representatives. 

“And I think what happened with Chad GPT and those tools that came out earlier this year is a fundamental shift. We are at Pandora's box right now. And it got opened, and we're not going back.” - John Barrows

Resources

www.jbarrows.com

John Barrows LinkedIn

John Barrows Instagram

JB Make It Happen Mondays Podcast

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

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

• This episode is brought to you in part by Calendly.

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

What makes some individuals outshine others in the sales profession?

In this episode, our host, Donald Kelly, shares valuable insights on how sales professionals can thrive by mastering communication skills and taking imperfect action. As a seasoned sales expert, Kelly has built a successful empire, starting from a $39 microphone, and now running the Sales Evangelist and TSE Studios. 

Join us as we delve into the key skills to help you succeed in the competitive sales world!

 The Journey of Donald Kelly

• Kelly shares his journey in building the Sales Evangelist podcasting empire. 
• The skills and experience he gained as a sales professional contributed to his success.
• Currently, at Podcast Movement, Kelly teaches podcasters how to sell their podcasts effectively and imparts valuable sales principles.

 The Key Skills for Effective Sales Communication

• Within the ten years of Kelly building his podcast empire and being a sales professional, he learned five effective skills that helped him succeed.
• These skills he shares can help sales professionals to thrive in any environment and adjust their strategies accordingly.

 1. Finding People with Problems and Offering Solutions

• Finding potential clients who have problems is the main role of a sales professional.
• Using tools like Chat GPT, Apollo IO, and LinkedIn Sales Navigator, sales reps can identify individuals using competitor software. 
• By reaching out to these prospects, sales professionals can offer solutions to their problems, such as difficulty generating reports using their current CRM software.

 2. Mastering Communication Skills for Success

• Effective communication is the key to conveying the value of what sales professionals have to offer. 
• By practicing active listening, reflecting on past calls, and analyzing areas for improvement, such as asking more questions, using storytelling, or employing analogies, sales professionals can become exceptional communicators. 
• Kelly highly recommends that sales reps enhance their communication skills with the Toastmasters program.

 3. Adaptability and Creativity

• You must be able to adapt to the changes within the sales world. This is the best way for you to thrive within different environments.
• Be creative in your sales approach when reaching out to prospective clients. Consider using Chat GPT to create successful sales strategies in emails. You can also brainstorm with others to learn their secret tactics. 
• Kelly suggests looking into Dale Dupree on how sales representatives can stand out among their prospective clients.

 4. Design a Clear Plan 

• You can’t just wing it as a salesperson; you must go into every approach with a clear plan.
• Donald shares his book, “Sale it Like a Mango,” to help sales representatives create a daily plan.
• Remember, you must think like an entrepreneur to thrive as a sales representative!

 5. Taking Imperfect Action and A Positive Attitude

• Taking action is often more critical than perfect planning. Imperfect action allows for learning, iterating, and improving along the way. 
• While setbacks and rejection are common in sales, maintaining a positive attitude is crucial. Believing in the value of one's product or service and confidently promoting it sets the foundation for success. 
• Receiving a "no" should not discourage sales professionals from pursuing future opportunities.

Donald provided actionable insights for sales professionals looking to thrive in their careers. Remember, success in sales is not just about planning but also about taking action and learning from it!

“My philosophy is to be successful you must do the opposite of what everyone else is doing. If you can do that, money in the bank all day long.” - Donald Kelly

Ready to take your sales skills to the next level? Don't miss out on valuable insights and strategies from industry experts. Subscribe to The Sales Evangelist podcast today and gain exclusive access to episodes that will transform your sales techniques.

Many sellers struggle with pushing clients to close a deal because they don't want to appear too strong. In this episode of the Sales Evangelist podcast, host Donald Kelly speaks with L'areal Lipkins, a B2B sales team consultant. L'areal shares insightful questions to drive urgency and motivate prospects to act more quickly.

Who Is L’areal Lipkins?

• L'areal owns Lipkins Consulting Group and works with B2B sales teams to sell value.

• She helps teams optimize their sales processes by applying guided strategies and psychology. 

• Through her teachings, sales teams can understand why they're doing things and not only focus on selling tactics. 

• She helps people make more money!

The Problem With Urgency

• There are two types of salespeople: those who are too pushy and those who wait to close a deal. 

• Don’t make the mistake of conversing too long or coming off too strong. It can cost you money!

• Use the Whole Pie framework to create value and urgency with enriching questions.

What Is the Whole Pie Framework?

• The Whole Pie framework uncovers the real problem prospects are having and helps sellers to dive deeper into discovering it.

• Sellers ask three types of questions: problem, impactful, and emotional.

• With the framework, sellers can show prospects that their situation is important to them and they want to fix the problem.

Problem Questions