When it comes to improving sales, all it might take to reach your goals is a shift in mindset. In today’s episode of The Sales Evangelist, Donald is joined by Justin Cunningham to learn how any sales professional can stand out, transform, and optimize their mindset for better performance. 

You won’t be able to sell until you believe you can sell. Adjust your beliefs.

• Try integrating a value-based reframe - People will form their beliefs after an experience.
• During your next relationship or interaction, you’ll subconsciously look for those same affirming beliefs to support your existing notion. 
• Decide that you want something better and find evidence to support that new belief.

Set yourself apart to win larger-scale accounts:

• Learn what they’re passionate about and what drives their bottom line to integrate a plan framed directly to them.
• A gatekeeper will pass individualized materials and information to a decision-maker rather than a mass-sent supply of information.

Don’t act like an employee; act like a business partner.

• When you focus on creating unique connections, relationships, and moments with others, you’ll realize you’re far more critical than a cog in the business machine.
• If you try something new, what’s the worst that can happen? Propose new growth ideas and ways to improve your organization; if that is considered negative, it likely isn’t the best environment for you.

How leadership empowers their teams:

• Most people are completely underutilized. People are motivated by many different things, and determining your team’s perspectives and mindset can be a powerful way to unify positions toward a common goal.
• Ask yourself and your team if your current actions are contributing to the company goal. If not, change your behavior.

Justin’s final takeaway?  Believe that your radical insights are worth sharing. Don’t be afraid to tell your ideas to those around you. Read Clicking by Faith Popcorn for more ideas about this topic, and visit ishiftresults.com to connect and interact with Justin.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

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

It’s an all-too-common sales tactic to reduce your price to drive more sales. However, it can be easy to reduce our worth far below the time, energy, and thought it takes to provide the service we have. In today’s episode of The Sales Evangelist, Donald is joined by professional sales coach Steve Brossman to uncover his secrets to creating sales without lowering your worth.

The three levels of influence:

• Imposed: Present and pitch information to the client to make an informed buying decision
• Collaborative - When the client is involved, they invest to co-create a solution.
• Self-influence - With the right connections and collaboration, the buyer knows you’ll deliver more than whatever money you charge.

Shift your sales mentality:

• Instead of portraying selling as taking from buyers; shift your perspective. Instead, think of it as giving greater value than what they’re willing to invest.
• Create information and relationships through your videos, content, and messages to potential buyers. 
• Come with high energy. Build the buying energy, not just the sharing of information.

Steve’s four-letter framework to sell anything:

• D - Data, demonstrate, and deliver information. 
• N - Narrative. Use a narrative to frame the solution, whether it’s a quick story about how you’ve used it or a case study.
• Q - Quantifiable results. Those results are significantly greater than the investment to deliver
• C - Confirm and continue with the sale. 

Steve’s major takeaway? Collaborate, don’t convince. You’ll never win the sale with just a pitch and close; it takes collaboration, research, and work to make the close. For more information and content from Steve, email him at steve@stevebrossman.com. For TSE listeners, Steve is also offering a free back pocket guide (How to Sell Yourself Without Selling Your Soul), available at stevebrossman.com/bpg. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

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

Working in sales becomes drastically easier when we have a mindset and behavior that encourages our best work. But how can we curb limiting beliefs to develop a consistent and positive change in behavior? In today’s episode of The Sales Evangelist, Donald is joined by speaker, author, and podcast host Heather O’Neill to discuss how sales leaders can inspire change in their mindset for performance growth. 

Our existing beliefs can hold us back: 

• Our perceptions about the profession, money, or industry can all hold us back from our full potential. 
• More importantly, our beliefs about ourselves can have the same impact - the idea that we don’t have enough experience, work, or ability to get the job done.
• These limiting beliefs often aren’t true and are inspired by what others tell us, not necessarily what we believe.

Your brain doesn’t know what’s true and what isn’t - it’ll believe whatever is easier.

• If you tell yourself you’re a confident speaker, you’ll be more confident with it. (And yes, the reverse is also true.) 
• It comes down to where you choose to direct your energy. Both bad and good things happen every day - choose where you focus.

Shaping positive beliefs:

• When we become aware of our negative beliefs (and choose to let go of them), we generate the space for more positivity to ward off those prior beliefs. 
• Shift to the opposite (and then dive deeper) to uncover a more nuanced perception.
• Surround yourself with successful people further in their careers. We inadvertently hold ourselves back when those around us want the people around us to stay the same.

Removing negative ideals:

• Negative generational beliefs are often passed down, whether through family, friends, and coworkers.
• Generational beliefs are often negative and are based on prior misconceptions that lead to biases.
• We get beliefs from everyone around us and any external situation. But if we’re on guard for it, we can stop ourselves from prescribing.

Heather’s final takeaway? You have more power over this than you might believe. When you control your beliefs, you’ll experience more freedom and joy. For more information and content from Heather, connect with her on LinkedIn or visit her website at heatherhansenoneill.com. Tune into her podcast, From Fear to Fire, available on Apple Podcasts, Spotify, and wherever podcasts can be found.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

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

Even the best sellers must overcome the feeling of burnout at one point or another. But how can we maintain performance while finding time for our physical and mental health? In today’s episode of The Sales Evangelist, Donald is joined by Chris Prangley to discuss his own experience with burnout and how any seller can maintain success and momentum in their careers.

Making good money can also come with stress: 

• Review your ‘why’ to maintain motivation toward your financial goals or realign with your company mission and personal goals. 
• If you don’t maintain your health and well-being, you’ll eventually burn out.

How do you determine why you do what you do?

• Making a certain amount of money is a great goal, but it is not a ‘why.’ Instead, it should be more profound and connected to who you are.
• You'll find the most success at the intersection of your why and the company’s mission.
• Try journaling about your traits and values to determine what you care about and continue to explore that.
• Look for the niche that excites you. What about the company or industry intrigues, inspires, and motivates you to sell it?

Five things sellers can do to get recharged and handle burnout:

• Get out of the country at least once per year. Depart your normal and discover new cultures.
• The power of massage is incredible. Sitting at a desk all day can lead to tension and stress you don’t realize is present.
• Work out or exercise early in the morning; you’ll have more energy and be more productive.
• End your day with journaling, praying, or just expressing gratitude for what’s happening in your life. 
• When you have an exhausting day, turn on your favorite song and spend a few minutes dancing.
• Find the things that work for you because we’re all different, and different things will recharge us.

Chris’s major takeaway? Know that it’s okay to feel overwhelmed. But there are amazing tools you can use to continue reaching your goals. Check out Chris’s book, Tech Sales Warrior, available on Amazon and connect with him on LinkedIn or his company website at techsaleswarrior.com/.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

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

Sales isn’t rocket science. However, we want to cover our bases just in case. In today’s episode of The Sales Evangelist, Donald is joined by former NASA flight control engineer and CEO of ElevenPoint2, Kristin Taraszewski, to learn how sales organizations can adequately train their employees with technical knowledge to close more sales. 

Many sellers require technical training to sell their products, and that training has become more scarce.

• In 2021 alone, 39% of all salespeople switched jobs. Unfortunately, that shift led to a huge need for training that hasn’t been fulfilled.
• It’s difficult to keep up with the rapid changes of the world as quickly as the solution is needed.
• Many companies don’t have a definitive onboarding and training program beyond a few online courses.
• It’s expensive to pull salespeople out of the field to train, and lecture-based training historically has a 10% retention rate, making it challenging to implement successfully.

Give sellers a clear map.

• When training sellers, a clear pathway with clear direction is necessary to help people succeed and thrive.
• You can’t shortcut the learning map. Ask your technical team, sales team, and other necessary departments to determine what information is critical for the seller to know. Then, devise and implement a plan that teaches those elements.

Think in the context of the customer.

• Teaching and training should be integrated. Learning one segment of the process at a time, like tech or applications, is not as helpful as full exposure.
• To get your foot in the door, a seller needs to prove they have something the buyer requires that solves a problem they experience.

Utilize gamification to build successful programs:

• Training should be individualized as much as possible to help the people retain the information in the best way for them.
• To implement gamification, replicate the scenario a salesperson might experience while training.
• Get the trainee to explain the technical aspects, starting from the macro level and refining into finer details.

Without a way for sellers to get better at their jobs, a company will begin to stagnate. Implementing strategies and tools to increase learning knowledge is synergistic for all levels of an organization. For more content and information from Christina and her company, visit their website at elevenpoint2.com.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

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

Your personal brand and image impact everything about your sales process. Creating and maintaining a professional self-care routine is necessary to put your best foot forward to make the most money and foster the most connections. In today’s episode of the Sales Evangelist, Donald shares some quick tips for any seller to improve their confidence and build a personal brand that reflects the hard work you do each day.

Sometimes, we neglect the emotional for the physical:

• Sure, scoring that meeting or closing the deal can be nice. However, it’s not as nice when it comes at a cost for our own physical and emotional needs as human beings.
• The Sales Evangelist is launching a course to build your professional self-care routine; check out the information here: thesalesevangelist.com/free-sales-training

Build a positive attitude and confidence:

• One of the biggest things to help you be more effective is confidence. 
• Even if you don’t know a lot about the industry or individual, learn the company basics.
• Research the company to have more poignant discussions about the material to drive confidence. 
• If you are genuinely interested in the conversation with the potential buyer, you’ll inherently come across as more confident and competent in the conversation.

Dress to the customer’s needs:

• If you’re meeting with an executive or higher-level individual, dress to their level. Leave the hoodie at home and wear what instills confidence in yourself and the buyer. 
• Especially if you work from home, dressing professionally will make an impact where lower dress scales are more common.

Your personal brand is critical:

• Pay attention to how you project yourself online and on social media. 
• Amid a potential recession and the Great Resignation, ensure your content, language, and tone are transferable wherever you want to go. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

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