Do you struggle to connect with executive decision-makers despite knowing you have the solutions they need? 

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Candace Taber, a maestro of sales enablement whose insights into the alchemy of effective selling are nothing short of transformative. Candace doesn’t just sell; she evangelizes with wisdom, empathy, and a deep understanding of the elusive art of buyer-centric selling. 

Let Candace guide you through the intricate dance of matching your pitch with the specific objectives of every stakeholder in the room. Click play now!

About Candace Taber

• Candace Taber is a devoted wife, mother, and sales enablement leader focusing on equipping sales leaders to amplify their impact. 
• With a firm belief that leadership is the cornerstone of effective sales enablement, Candace dedicates herself to preparing leaders to excel in their roles and create force multipliers within their organizations.

Foundations of Effective Sales Enablement

• Donald and Candace discuss the misconception that sellers should inherently possess the knowledge necessary for success. 
• Rejecting this idea, Candace emphasizes the employer's role in equipping and enabling employees. 
• This means providing a clear performance path, feedback mechanisms, and the resources employees need to thrive in their environment, contributing to the employer-employee value exchange.

How to Position Messaging to Executives

• Candace presents practical advice on communicating with executives without seeming presumptuous. 
• She recommends referencing industry trends and openly wondering how these may relate to the executive's focal priorities. 
• By approaching the conversation with genuine curiosity and a well-researched hypothesis, sellers can position themselves as partners, not just vendors.

Advice for Sellers: Writing Goals at Organizational Levels

• Candace shares a valuable exercise for sellers looking to improve their business acumen. 
• She advises practicing writing objectives and goals at different organizational levels—from individual contributors to executives. 
• This practice helps sellers better tailor their messaging according to the strategic and operational priorities relevant to each role they encounter.

Are you ready to fine-tune your pitch and tailor your approach with the precision of an expert strategist?

With Candace’s insider tips, any sales professional listening can step into the arena more prepared than ever before. Join us for this episode and equip yourself with the tools to meet your quota and exceed expectations by enabling your prospects' success—a true win-win in the complex dance of sales.

"Yes, you have quotas. Yes, you have numbers, but you can take a moment to be intentional about what you're doing and set yourself up for success when you do that." -Candace Taber.

Resources

Candace Taber on LinkedIn

LinkedIn Sales Navigator

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.

Every experienced sales rep knows they must use LinkedIn Sales Navigator to build an effective sales pipeline. But, do you know how to use it correctly?

In this episode of "The Sales Evangelist Podcast," host Donald is joined by sales expert and coach Phil Gerbyshak to dive deep into the practical ways sales professionals can utilize LinkedIn Navigator to build a strong sales pipeline. 

Phil shares his passion for the toolset and a refined process for leveraging the platform's capabilities. Click play to learn how to maximize LinkedIn Sales Navigator for effective sales outreach and networking.

Getting to Know Phil Gerbyshak

• Phil Gerbyshak hosts the “Sales Leadership Podcast,” offering insights to sales leaders and those aspiring to lead sales teams. 

• His expertise spans mindset, skillset, and toolset in sales, and his coaching and training methods have helped many sales reps elevate their game. 

• To connect with Phil, visit philgerby.com and drop him a line.

The Power of LinkedIn Sales Navigator

• Phil advocates for LinkedIn's Sales Navigator, touting its superiority to the free version of LinkedIn by providing a more robust set of tools tailored for sales professionals.

• He credits Sales Navigator with streamlining his outreach process and enhancing his ability to target the right connections.

Building a Winning LinkedIn Profile

• Phil reminds us of the often-overlooked aspect of having a fully updated LinkedIn profile.

• He stresses the importance of a current headshot and a headline clearly outlining who and how you help. This complete profile strategy is vital when prospects compare your profile to others.

Tips for a Stand-Out LinkedIn Profile

• Ensure your banner portrays a clear and relevant message.

• Update your featured section to break the scrolling pattern with rich media content.

• Share skills relevant to your position that your prospects and customers value.

Are you ready to unlock the secrets of LinkedIn Sales Navigator and transform your sales game? Tune in to listen to the latest episode with Phil Gerbyshak and Donald Kelly. 

Phil shares the secrets to building a winning sales pipeline. Subscribe today to learn how to leverage LinkedIn Sales Navigator for outreach!

"Be more human. If you wouldn't do it to somebody sitting right next to you, why the heck are you doing it online? By using sales navigator, using some of the tactics we discussed today, you have fewer people, so it's easier to be more human." - Phil Gerbyshak.

Resources

philgerby.com

Phil Gerbyshak on LinkedIn

LinkedIn Sales Navigator

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.

One of the most common mistakes people make when using LinkedIn is not taking the time to build authentic relationships. 

Don’t go adding hundreds of connections to your LinkedIn profile. Instead, do this!

Listen to this insightful episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with guest Sabine Gedeon on the world of LinkedIn networking. Sabine shares her extensive experience and lays down a five-step process to leverage LinkedIn for effective relationship-building and networking. 

Click play now!

Meet Sabine Gedeon 

• Sabine is the CEO of Gedeon Enterprises. She is also a coach, consultant, speaker, and author. 
• Remember to connect with her on LinkedIn to learn about her.

Evolution of LinkedIn 

• Sabine takes us through the history of LinkedIn, from its original use as a platform for recruiters to its transformation into a hub for marketing, networking, and community building. 
• She emphasizes the need for people, especially HR professionals, to engage more actively on the platform.

The Five-Step LinkedIn Strategy 

• Sabine outlines her five-step approach to using LinkedIn effectively.
• 1. Connectors Mindset: Understanding your 'why' and what you offer. 
• 2. Value Assessment: Identifying your strengths, expertise, and opportunities for growth. 
• 3. Ecosystems: Recognizing your network's broad array of ecosystems, such as friends and family, and political connections. 
• 4. Inventory List: Categorizing your contacts based on their ecosystems and closeness to you. 
• 5. Success Circles: Establish three layers of contacts—Fab Five, Core Fifty, and Essential Hundred—and regularly engage with them.

Systems and Consistency 

• Sabine uses systems like Streak to help maintain her networking strategy. 
• She also shares other methods to keep track of connections and ensure regular engagement with contacts.

Importance of Human Connection 

• Donald and Sabine agree on the importance of the human touch in networking. 
• Sabine advises treating each online interaction as personal as meeting someone at a coffee shop. 

Building genuine relationships on LinkedIn doesn't have to be as complicated as you make it. If you need help connecting with others on the platform, take the time to listen to Sabine Gedeon's strategies in this episode. Tune in now!

"People are missing out on the opportunity to build and cultivate relationships before they need things. It's almost like that whole notion around making deposits before you can withdraw. People are missing out on the opportunity to create. Make deposits before they start to need the withdrawals." -Sabine Gedeon.

Resources

Sabine Gedeon on LinkedIn

Gedeon Enterprises

Bob Berg's book, "The Go-Giver."

Streak

Boomerang for Gmail

LinkedIn Sales Navigator

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're about to send a LinkedIn connection request, and the platform allows you to create a personalized message.

Do you take the time to do it? Yes or no?

If you choose not to do it, you must tune into this episode of "The Sales Evangelist Podcast." Even if you said yes, still click play.

Host Donald Kelly delves into the ongoing debate surrounding LinkedIn connection requests. Should sales professionals personalize them or keep them generic? 

Discover the importance of personalized connection requests and learn how to create meaningful conversations that can lead to sales opportunities.

The Great LinkedIn Debate

• Donald addresses a common question among sales professionals: the importance of personalizing LinkedIn connection requests. 

• He debunks myths, points out common mistakes, and emphasizes the potential impact of a well-crafted, personalized approach.

Personalized vs. Generic Requests

• Donald discusses why generic messages are ineffective and often ignored. 

• He advocates for personalized messages, which he argues can significantly increase your chances of connecting and engaging with your targeted prospects.

The LinkedIn Monetization Insight

• An interesting point Donald raises is LinkedIn's decision to charge for personalized connection requests. 

• He interprets this as evidence of their effectiveness and a tool that LinkedIn monetizes because it works, not because it doesn't. This key insight provides a unique perspective on the platform's internal data and user behavior.

Donald's LinkedIn Connection Strategy

• Listen to Donald's own methodology for LinkedIn engagement. 

• His process involves Sales Navigator, account and lead list building, proactive engagement with recent posters, and meaningful follow-up through multiple communication channels. 

• Donald's tactic is all about grabbing attention, starting conversations, and fostering relationships that lead to sales opportunities.

Engagement Leads to Opportunity

• Donald emphasizes that engagement is the key to unlocking potential business opportunities. 

• He shares personal anecdotes and client results to support his stance on using personalized connection requests to initiate conversations.

Join Donald and his colleagues for a live discussion on LinkedIn, furthering the conversation on this topic. Connect with him on LinkedIn to learn more about it.

“Do you feel that you're so unique that you are the only one asking them to connect because you have a mutual connection? That's so preposterous!” - 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 ready to uncover the secrets of successful sales strategies in a highly competitive landscape?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with guest Claudio Meidler, an experienced sales professional working as an account executive for Google's German team in Dublin. Claudio shares his insights on navigating the competitive landscape and securing the share of the wallet when selling to enterprise or mid-level organizations.

Tune in to this enriching episode and gain a fresh perspective on navigating the modern sales landscape with confidence and finesse.

Building Credibility and Delivering Value

• Claudio emphasizes the importance of standing out in terms of service level and delivering value beyond the competition.
• He discusses the significance of conducting thorough research before approaching potential clients understanding their needs, pain points, and industry-specific knowledge.
• Claudio highlights the effectiveness of providing insights, market knowledge, predictions, case studies, and testimonials early in the conversation to build immediate credibility and trust.

Unconventional Approaches to Success

• Donald and Claudio discuss breaking away from traditional sales tactics and how being direct and tactful can yield powerful results.
• Claudio discusses the importance of addressing unspoken concerns and objections, expressing understanding and empathy, and using direct language to navigate potential hesitations or objections from the buyer's side.
• The role-play between the two demonstrates how this approach can open up dialogues and lead to deeper, more fruitful conversations.

Creating a Lasting Impact

• Claudio shares his perspective on delivering service without expecting an immediate return on investment, following up on bold questions, and continually striving to exceed the client's expectations.
• He emphasizes the value of constant learning and adaptability in the sales process, where leveraging unconventional techniques can create a lasting impact and differentiation in the market.

Claudio Meidler shares invaluable insights and strategies for success in the competitive sales landscape. Learn how to stand out in a competitive environment, build trust with your prospects, and ultimately secure that coveted share of your wallet. 

Take advantage of this opportunity to revolutionize your sales approach! Listen to the full episode now to discover how to enhance your sales strategies and achieve outstanding results.

"Do your homework beforehand, deliver information and service without expecting an immediate return on investment, ask bold questions, and deliver testimonials or case studies to build credibility straight from the start." - Claudio Meidler.

Resources

SimilarWeb

Claudio Meidler 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 unlock the secrets to successful sales strategies and go-to-market plans?

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Hannah Ajikawo, a seasoned sales professional with over 15 years of experience in the industry. Hannah shares invaluable insights into understanding the B2B buyer journey, setting up go-to-market infrastructure, and optimizing sales processes to drive higher deal value.

She also reveals the essential elements of a winning sales strategy plan and uncovers the secrets behind successful sales initiatives. Tune in now to discover proven strategies and insider tips that will propel your business to new heights!

Hannah's Professional Journey

• Hannah provides an overview of her rich professional background, emphasizing her extensive career in sales. 
• Her professional journey spans from prominent global corporations to disruptive startups. 
• Notably, she shares her experience of working with an AI company in 2011, showcasing her early engagement with groundbreaking technologies and go-to-market strategies.

The Evolution of AI Technology

• Drawing from her experience with an AI company, Hannah recounts her involvement in selling visionary AI solutions to leading B2B information providers. 
• She elaborates on the groundbreaking nature of their tool, highlighting its potential to automate data processes and generate substantial value for businesses, including a memorable interaction with Google.

Sales Strategy Planning

• Donald and Hannah discuss the importance of developing a strategic sales plan for the quarter, emphasizing the need for meticulous planning, especially for deals with substantial value. 
• Hannah provides actionable advice, stressing the significance of understanding prospects' budgeting cycles and planning interactions well in advance to align with their financial timelines.

Territory Management and Strategic Approach

• Hannah outlines the strategic approach required for sales territory management, encouraging sales professionals to adopt a CEO mindset when structuring their territories. 
• She emphasizes the importance of identifying white spaces, key customers, and optimal use cases to streamline the sales process and drive meaningful results.

Seasonal Budgeting Cycles

• Addressing the challenges of seasonal budgeting cycles, Hannah emphasizes the value of nurturing relationships and delving deeper into buyers' experiences within their organizations. 
• She shares insights into discovering discretionary budgets and leveraging CEO's wallets to drive successful deals, emphasizing the need to build rapport and acquire nuanced knowledge about buyers' capabilities.

Hannah Ajikawo shares valuable insights on developing a killer sales strategy plan to set you up for success in your sales endeavors. Her wealth of experience as a career salesperson and go-to-market consultant shines through as she shares practical tips and strategies for sales professionals and organizations alike.

If you're ready to revolutionize your sales approach and take your game to the next level, then this episode is a goldmine of actionable advice. Tune in now to gain valuable knowledge that can transform your sales approach and drive remarkable results.

“If you have a deal value of over 15 K, you must know your prospect's budgeting cycle period. No matter how strong your value proposition is, it doesn't matter how much they love you or how many of these panels and YouTube videos you watch, or whatever you watch. If they physically cannot get the budget because everything is clocked in, particularly above fifteen K and above, it will be so hard to try and sell to them in that quarter.” - Hannah Ajikawo.

Resources

Hannah Ajikawo 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 transform your cold email outreach strategy for 2024?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Vlad Oleksiienko, a growth leader with extensive experience in sales development and cold outreach at scale. Vlad shares valuable insights into the evolving landscape of cold emailing in 2024 and beyond. 

He focuses on the challenges and effective strategies for sales reps to scale their outreach efforts. Prepare to revolutionize your approach to cold emailing and propel your sales growth to new heights. Tune in to learn from the expert himself!

The Challenges of Cold Emailing at Scale

• Vlad delves into the challenges faced by sales reps in the realm of cold outreach. 
• He highlights the evolving nature of email inboxes, the impact of AI-generated emails, and the growing demand for personalized and relevant communication from buyers.

Tailoring Cold Outreach for Different Markets

• Vlad emphasizes the importance of tailoring cold outreach strategies based on the market and company. 
• He distinguishes between high-volume, low-touch cold emails at scale for SMBs and mid-market companies without SDRs and the more targeted approach taken by enterprise SDRs.

Intent-Based Cold Outreach

• Vlad introduces the concept of intent-based cold outreach, emphasizing the significance of leveraging specific signals or triggers to identify prospects likely to engage with the outreach on a deeper level. 
• He outlines various tools and methods for determining intent, including leveraging sales navigator, social listening, and technographics.

Crafting Effective Cold Email Sequences

• Donald and Vlad delve into the practical implementation of intent-based outreach, focusing on the structure of email sequences and the need for conditional personalization based on the recipient's persona and industry. 
• Vlad provides insights into creating relevant and compelling email sequences while avoiding overcomplication and balancing personalization and scalability.

Navigating Google and Yahoo Changes

• Vlad clarifies the implications of Google and Yahoo changes and offers practical tips to ensure compliance and maintain deliverability. 
• He advises against over-complicating the situation, emphasizing the need for relevancy, opt-out links, and technical considerations to address deliverability challenges.

Discover practical strategies for implementing intent-based cold outreach and navigating the evolving email marketing landscape. Vlad shares valuable insights on leveraging intent signals, crafting highly relevant emails, and staying out of Google and Yahoo's spam radar.

Tune in for actionable advice, real-world examples, and proven techniques to supercharge your cold email campaigns.

"Cold outreach and outbound marketing are still effective channels, probably still one of the most effective ways to generate new revenue and keep your company growing." - Vlad Oleksiienko.

Resources

Vlad Oleksiienko on LinkedIn

vlad@reply.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.

You have a client on the phone, and they decide not to close the deal. 

Do you?

Tell them to have a good day and hang up, or ask if they know anyone else needing your services.

In this episode of "The Sales Evangelist Podcast," host Donald C. Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation.

Tune in to elevate your sales prowess and harness the power of referrals!

Utilizing Untapped Potential

• Donald discusses the importance of recognizing the untapped potential in every interaction. 
• He encourages sales professionals to assume that everyone they speak with knows someone who could benefit from their services.

The Art of the Ask

• From his own experiences, Donald shares a simple yet powerful approach to requesting referrals. 
• He outlines the process of respectfully inquiring if the contact knows anyone who could benefit from the offered product or service. 
• Donald emphasizes delivering value and building rapport before requesting a referral.

Referral Incentives and Tools

• Donald explores the potential of incentivizing referrals by offering small gifts or incentives to contacts who provide valuable referrals.
• He suggests options such as gift cards or utilizing specialized software to facilitate the process. 
• By incorporating these incentives, sales professionals can encourage contacts to consider and actively refer potential leads.

Start embracing this proactive approach to seeking referrals and recognize every interaction's vast potential. Challenge yourself and apply these principles to elevate your sales game. Listen to the full episode now and embark on your path to monumental achievement!

“Nine out of ten customers are willing to give referrals, but only 11% of salespeople ask for referrals. So there's a big gap of people wanting to provide you with business, but you aren't taking advantage of them.” - 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 the high turnover rate in your sales team? How do you identify and retain top sales talent? 

In a world where finding the right sales professionals can be challenging, Lori Richardson, a seasoned sales strategist with over 20 years of experience, joins Donald on "The Sales Evangelist Podcast" to share her invaluable insights on bringing in the right talent and keeping them motivated for long-term success. 

In this episode, Lori offers practical advice for both sales professionals and leaders, shedding light on the qualities to look for in salespeople, the role of effective leadership, and how to identify the right company culture. If you're ready to revolutionize your sales team and boost your own sales career, you won't want to miss this episode!

Qualities of Successful Salespeople

• Lori emphasizes the importance of key qualities in successful salespeople. She highlights the significance of coachability, strong will, and the ability to accept rejection without being deterred. 
• Lori also acknowledges the role of personal attitudes and beliefs, emphasizing the need for individuals to have a positive mindset and a commitment to continuous improvement in sales.

Hiring the Right Talent

• Donald and Lori discuss the challenges of identifying the right talent for sales roles. 
• Lori stresses the necessity for individuals considering a sales career to test the waters and emphasizes the need for companies to look for coachability and sales DNA in potential hires. 
• Additionally, she provides insights into a comprehensive process that utilizes data to achieve more accurate hiring decisions, providing a proactive approach to identifying and nurturing sales talent.

Tools and Processes for Evaluating Sales Talent

• Lori outlines the use of specific tools and processes that can aid sales leaders in evaluating and identifying top sales talent. 
• She highlights the importance of pre-hire assessments to understand potential hires better. 
• Additionally, she emphasizes the availability of solutions and programs tailored to help companies make informed decisions when hiring sales professionals.

The Role of Sales Leadership

• What’s the impact of sales leadership on the success and retention of sales talent? 
• Lori underscores the pivotal role of sales managers in influencing and supporting their teams. 
• She highlights the significance of supportive beliefs and motivations, emphasizing the need for managers to treat their team members with respect and recognize individual differences.

Retaining Sales Talent and Workplace Culture

• Lori provides insights into the current dynamics of the job market, emphasizing the importance of workplace culture, strong leadership, and a clear vision to retain sales talent. 
• She discusses industry-specific challenges and the shifting dynamics in employee retention, particularly within the tech industry, where volatility and rapid job movement are common.

Strategies for Prospective Sales Professionals

• Lori advises individuals to seek referrals and gather insights from current or former employees about potential employers. 
• She underscores the value of conducting in-depth research into the company's mission, vision, and employee support initiatives to make informed career decisions.

Lori Richardson's insights and expertise in sales strategy make this episode a must-listen for anyone in the sales industry. From identifying the right talent to the crucial role of leadership in fostering a thriving sales team, these discussions offer invaluable lessons for individual contributors and sales leaders.

Tune in to the full episode to delve deeper into Lori's wealth of knowledge and gain actionable strategies for hiring the right talent!

"If you have a sense of failure and messages in your head that are not supporting you to go forward, there's a lot of things that can keep you from being successful." - Lori Richardson.

Resources

Lori Richardson on LinkedIn

Women Sales Pro

Women Sales Pro Instagram

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 revolutionize your approach to finding prospects?

Do you sit back and hope they'll come to you, or are you casting wide nets on LinkedIn, crossing your fingers for a response?

Let's face it. These tactics scream "lazy prospecting."

But fear not! In this thrilling episode of The Sales Evangelist, the charismatic Donald Kelly is here to transform your strategy.

Dive into this power-packed five-minute episode and unravel the secrets behind proactive prospecting. Say goodbye to the old ways and hello to a new era of engagement. Don't miss out!

What Is Lazy Prospecting?

• What exactly is lazy prospecting? In the episode, Donald explains it’s making a phone call without researching the prospect.

• When prospecting, you should do your prep work. This involves seeing who else works in the organization and looking at the individual’s LinkedIn profile.

• However, most sellers take this time to scroll through their phones, hoping for the best. Donald explains how most sales representatives become lazy prospectors without realizing it. 

LinkedIn Profile

• Before making a phone call, review the prospect's LinkedIn profile. Scroll through to see their achievements, recent work events, or posts they’re engaging in. 

• Donald shares how you can use this information during a phone conversation with your prospects.

• Hint: Use LinkedIn Sales Navigator during your research!

Multi-Threading in Sales

• Speaking of Sales Navigator, it’s the ideal tool for multi-threading. Use it to find someone within our prospect’s organization you can engage with and talk to on LinkedIn.

• Donald shares how to multi-thread within the episode correctly to help you connect with your prospects and close a deal.

Are you a fan of quick, impactful insights? Dive into our five-minute episodes that pack a punch!

Hit subscribe and immerse yourself in the latest trends and updates from the sales world. Our mission? To empower you to double your deal closures by enhancing your pipeline like never before.

Join us for these brief yet potent episodes and say goodbye to lackluster prospecting. Transform into the sales leader you're destined to be. Let's do this!

“The more shots you take on goal, the more chances you have of scoring.” - 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.

Wanna know the secrets to mastering the art of sales negotiation?

Once you learn them, you'll never go hungry again!

But first, you must tune in to hear this episode of "The Sales Evangelist Podcast." Host Donald Kelly chats with Patrick Tinney, author and founder of Centroid Training & Marketing.

They delve deep into the world of sales negotiation and strategic planning. Patrick also explains why these sales techniques are a lost art in the industry and the biggest mistakes most sellers make.

Listen and discover how to become a better sales negotiator in this episode. Also, don't forget to grab your copy of Patric Tinney's books down below. He shares a world of sales knowledge within this episode and his books!

Patrick Tinney’s Background

• Patrick is the author of four books. The one he shares and discusses within the episode is “Unlocking Yes: The Revised Edition.”
• He was among the first to write a sales negotiation book after Brian Tracy. Only a select few are brave enough to share their knowledge of sales negotiation. This is due to its complexity; you need the right experience to teach others. 

Common Mistakes and Challenges in Sales Negotiation

• Partick discusses how, in the Far East, people live for negotiation. However, in North America, people prefer to avoid the negotiation process and find it uncomfortable.
• He also shares how some sellers are afraid to make mistakes during negotiations. But you shouldn't let this stop you from trying to negotiate. 
• In the world of business, mistakes are bound to happen. It's also the best way to learn the sales negotiation process.
• Another mistake Partick finds is how most sellers hammer their potential buyers into decisions. They are always rushing to make deals, which is a huge mistake. It's better to wait it out, and he shares why in the episode.

Becoming a Better Strategic Planner Negotiator

• Patrick shares why more sellers need to consider SWAT analysis and business cases.
• He discusses why this is important and how it can make everything easier for professional buyers.
• Patrick debunks the myth that using the SWAT analysis is useless. He discusses how sellers can leverage their threats and weaknesses to become better negotiators.
• Patrick shares his sales philosophy of becoming a better strategic planner. It’s to remove negative risks and replace them with positive ones. 
• His last advice is to think about what a great deal looks like at the end of the sales process.

This episode is a must-listen for those struggling with sales negotiation and strategic planning. You’ll discover invaluable advice from Patrick’s knowledge within the sales world.

Tune in to hear this insightful chat with host Donald Kelly and special guest Patrick Tinney!

“If you don’t have the chomps, you just can not speak with great clarity.”  - Patrick Tinney.

Resources

Centroid Training & Marketing

Patrick Tinney on LinkedIn

Unlocking Yes - Revised Edition: Sales Negotiation Lessons & Strategy

Perpetual Hunger: Sales Prospecting Lessons & Strategy

Nothing Stops Me: Sales Success from Adversity

The Bonus Round: Corporate Sales Lessons & Strategy

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.

A potential buyer just told you no on a deal you have been trying to close for months.

Should you accept this objection or use sales techniques to help them change their minds?

In this short and sweet episode of the Sales Evangelist Podcast, host Donald Kelly shares four steps for handling objections with you. Discover these techniques and how they can help change a potential buyer from saying no to yes.

Tune in now and test these sales methods with your prospects.

1. Mindset

• Donald discusses that most sellers start thinking negatively when a prospect says they’re not interested in their products. Sometimes, it’s due to them really not being interested, and you’ll be able to tell by their actions.

• However, some prospects don’t know if they can decide on a potential deal. Donald explains how to switch negative thinking into positive thinking to help these prospects decide. 

2. Why

• Donald explains why some prospects may view a potential deal as a threat. Your job is to figure out why they have this viewpoint.

• They may have had a bad experience with a different vendor and see your product as the same as theirs. Ask deeper questions to figure out the problems.

3. Value/Risk

• Once you understand why they have negative viewpoints, Donald discusses how you can help prospects see the value in your product. 

• Help potential clients understand their unknown risks and tell them how your product can eliminate them.

4. Invitation 

• Once you provide value to your prospect, give them an invitation to set a meeting with you.

• Donald shares how to invite prospects to schedule a meeting and close a deal.

Dealing with sales objections is never easy, especially when you don’t know how to combat them correctly. However, if you listen to this episode, you’ll learn how to handle objections.

Tune in to hear this exciting five-minute episode of The Sales Evangelist Podcast.

“The idea behind an objection is that there’s a need for more clarity.” -Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

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.

Having the right mindset is crucial to being a successful salesperson. So why do we often get locked up in a mindset of fear, and how can we change that? In this episode, your host Donald Kelly and Dr. Jean Oursler (Ph.D. in Business Psychology from the Chicago School) are here to teach us about our “Caveman Brain” so that we can harness the way we are wired and make it work to our advantage. 

What is Your Caveman Brain?

• The amygdala is a part of the brain that controls our fear responses to our environment. Dr. Oursler calls this the “caveman brain”
• Our “caveman brain” exists to protect us from getting hurt or dying, so we can’t get rid of it or turn it off!
• We don’t have to run away from predators or protect our young from danger anymore, so nowadays, we fear things like rejection, losing our reputation, or being a pushy salesperson.

How Do We Work WITH the Caveman Brain?

• The amygdala only knows what it sees and hears. Pay attention to the media and information you consume!
• Identify your personal fears. Know what is holding you back and why.
• Use positive self-talk to give the caveman brain information to overcome your fears. Think of these as affirmations or talking yourself up.

[Tweet "Almost everything that’s happening in your life that isn’t happening the way you want it to comes down to your caveman brain. When you realize that and you start to fix that, everything else falls back into place.” – Dr. Jean Oursler"]

Resources

https://cavemanbrain.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.

New reps and veteran sellers alike are looking for the missing piece in their sales game – look no further. In this electrifying interview, your host Donald Kelly speaks with Amanda Holmes, CEO of Chet Holmes International, about how her finger-on-the-pulse approach connects with the foundational elements of her father’s work (The Ultimate Sales Machine) to bring us into the future of selling.

What is a Dream 100?

• There is always a smaller number of better buyers than there are buyers. Selling to your better buyers is smarter and cheaper than selling to anyone else.
• When he was a seller, Chet Holmes spent his energy focusing on his ideal clients rather than selling to 20,000 prospects.
• “In your face, in your space, in your place.” Chet Holmes used a lot of marketing tactics WITHOUT spamming. Aim to be interested instead of interesting!

Identify YOUR Dream 100

• Start by going through your contacts and identifying the people who could be in your Dream 100 – without social media.
• Don’t get overwhelmed – start with a Dream 5 or Dream 10! Place your focus there, and build on it.

3 Dream 100 DON’Ts

• It doesn’t need to be “100”. The most important thing to do is find your better buyers – the customers who are really right for you.

• It doesn’t need to be people outside of your sphere. After looking through your contacts, check your social media, your CRM (customer relationship management), and other places in your SOI (sphere of influence).

• Bigger isn’t always better. Even if big accounts bring in a lot of money, they may not be profitable, and they may not need you. You may not like working with them, which makes them NOT a dream client!

"My father was a fifth-degree blackbelt. He realized that there are only so many ways that you kick or you punch, and it’s just a matter of practicing these things over, and over, and over again. He’s famous for the saying, ‘Mastery isn’t about doing 4,000 different things, it’s about doing 12 things 4,000 times.” – Amanda Holmes

Resources

http://ultimatesalesmachine.com (Chapter 4 of the book is free!)

Reach out to Amanda directly @amanditaholmes on Instagram

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.

Nothing is more frustrating than hearing a potential customer tell you they already have a vendor and don't need your services. Having spent so much time researching them, you feel it was all for nothing.

Now you're wondering if you should try to convince them your services are better than their current vendor. But what tactic can you use to help win them over?

In this episode of the Sales Evangelist podcast, host Donald Kelly shares his best strategy for handling the common sales objection, "We already have a vendor; we're not interested."  He'll show you how to uncover the prospect's true interest, provide value, and keep the conversation toward a potential deal.

Listen to this five-minute episode to unlock the secret approach to turning these objections into opportunities.

Understanding Objections

• Donald emphasizes that objections don't always indicate disinterest but rather a lack of information. 

• It's crucial to understand the prospect's specific needs and ensure that your solution is relevant to their challenges. 

• Identifying the right fit and relevant problems is essential in addressing objections effectively.

Engaging the Prospect

• By acknowledging the prospect's statement (e.g., "We already have a vendor"), Donald suggests taking the conversation in a different direction. 

• He emphasizes the importance of catching the prospect off guard and demonstrating an understanding of their concerns and potential areas for improvement.

Uncovering Pain Points

• Through skillful questioning, sales professionals can uncover pain points or dissatisfaction with the current vendor. 

• A deeper dialogue can be initiated by asking open-ended questions and displaying genuine interest in the prospect's challenges.

Presenting a Solution

• Donald advises presenting a compelling solution that directly addresses the identified pain points. 

• By showcasing the unique value of your offering and how it can effectively resolve the prospect's challenges, you can open the door to further discussion and potential collaboration.

Effective Communication

• Utilizing effective communication techniques, such as active listening and mirroring the prospect's language, is pivotal. 

• By demonstrating genuine empathy and understanding, sales professionals can build rapport and trust, laying the groundwork for productive conversations.

Closing the Deal

• The episode highlights the significance of transitioning the conversation towards a potential next step, such as setting up a follow-up call or meeting. 

• Donald stresses the importance of articulating the value proposition clearly and effectively to drive the prospect's interest in further exploration.

Handling these types of objections doesn't have to be a dead-end but can actually be an opportunity to showcase your value. In this episode, Donald unpacked the best strategy for navigating this common objection, providing actionable tips to turn these conversations around and set the stage for successful deal closures. 

This episode is a must-listen if you're serious about enhancing your sales game. So, tune in to the Sales Evangelist podcast and equip yourself with the tools to handle objections and thrive in turning them into opportunities. Don't miss out on this invaluable insight to unleash your sales potential!

"Objections don't necessarily mean somebody's not interested. It's that they don't know enough to be able to be truly interested." - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

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.

How do you move beyond having a network of connections on LinkedIn to leveraging it to drive meaningful conversations and opportunities?

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with Brandon Lee, the founder of FistBump, on the best practices for maximizing your impact on LinkedIn. 

Discover powerful techniques for engaging with prospects, creating compelling content, and establishing genuine connections that lead to tangible results. Tune in to hear essential strategies for utilizing LinkedIn to drive sales success.

Brandon Lee’s Background

• Brandon founded Fist Bump, which offers a done-for-you and done-with-you model aimed at C-suite sales leaders looking to leverage LinkedIn more effectively. 
• The service appeals to individuals seeking guidance on improving their LinkedIn utilization and those lacking the time to do it themselves.

LinkedIn as a Sales Tool

• Donald and Brandon discuss the critical role of LinkedIn in B2B sales and business.
• They tackle the common issue of professionals failing to effectively utilize their LinkedIn connections after making them, highlighting the need for a more strategic approach to networking and relationship-building on the platform.

Best Practices for Utilizing LinkedIn

• Brandon emphasizes the importance of adopting a networking, rather than a purely sales-driven, mindset when using LinkedIn. 
• He shares the challenges of coming across as just another demanding voice in the crowd and advises on shifting from a lead generation to a demand creation mindset.

Creating Intriguing Content

• Brandon stresses the significance of sharing educational and informative content that resonates with buyers, regardless of whether they are currently in the market. 
• He delves into the strategy of transforming valuable customer insights into engaging social posts and provides examples of how to offer industry-related solutions rather than straightforward sales pitches.

Making Content Relatable

• Donald and Brandon explore the concept of relatable content and the impact of sharing experiences and insights that resonate with the audience. 
• They discuss the effectiveness of content that addresses common industry challenges and offers solutions, emphasizing its relatability and value to the target audience.

Maximizing Engagement Through Comments

• Brandon advocates for consistent and meaningful engagement by commenting on relevant posts and extending conversations by commenting on comments. 
• He emphasizes the algorithm’s positive response to active engagement and encourages leveraging it to increase post visibility and exposure to a broader audience.

Taking Advantage of Profile Views

• Brandon highlights the benefit of monitoring profile views and utilizing them as an opportunity to extend connection requests and initiate conversations. 
• He stresses the importance of personalizing connection requests and seeking common ground with potential connections, ultimately fostering a more extensive and valuable professional network.

Overcoming Impostor Syndrome

• Brandon shares advice for individuals hesitant to leverage LinkedIn, focusing on overcoming impostor syndrome. 
• He emphasizes the value of personal experiences and the significance of taking the initial step, as well as reinforcing the learning curve and the benefits of perseverance.

Brandon’s expertise provides invaluable insights into fostering meaningful connections, creating engaging content, and maximizing visibility on LinkedIn, offering actionable tactics for those seeking to elevate their sales game on the platform.

With practical tips and a focus on authentic human connection, Brandon's approach is both compelling and achievable for anyone seeking to excel on LinkedIn. Tune in to the full episode for a wealth of actionable insights and take your LinkedIn game to the next level!

“I think Sales Navigator is a great sales tool, and LinkedIn is a great networking tool. But if we confuse them and try to sell before we network, we try to sell before we build a rapport or a reputation, then we're just a cold voice demanding or asking people for their time. People have had enough of that!” - Brandon Lee.

Resources

https://getfistbumps.com/

Brandon Lee 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 elevate your sales game and close those six-figure deals?

In this episode, Dr. Darnyelle Jervey Harmon joins host Donald to share her insights on transforming sales mindset and strategy. Dr. Darnyelle has a wealth of experience and knowledge working with business leaders to achieve significant revenue growth and success. 

Her approach integrates business growth strategy, talent development, leadership development, and sales psychology. Discover how to revolutionize your sales approach and cultivate a mindset that drives unprecedented success.

Tune in to this episode with Dr. Darnyelle Jervey Harmon and ignite your journey to selling millions!

Overview of Dr. Darnyelle Jervey Harmon's Work

• Dr. Darnyelle Jervey Harmon is the founder of Incredible One Enterprises, a company that specializes in helping business leaders reach their revenue goals. The focus is on driving revenue growth and achieving millionaire status.

Transforming Sales Mindset

• Dr. Darnyelle emphasizes the importance of understanding the connection between how salespeople see themselves and how they perceive money. 
• She highlights the critical impact of early childhood beliefs about money and the need to dismantle limiting beliefs to drive sales success.

The Sell Millions Method

• Dr. Darnyelle introduces the "Sell Millions Method," which encompasses five pillars: strategy, sales, systems, support, and success mindset. Each pillar aligns sales strategies with individual mindset and money consciousness to drive improved sales outcomes.

Understanding the Problems and Solutions

• The first pillar, “Strategy,” involves understanding the client's problems that they have been unable to solve independently and presenting the solutions that appeal to the client's self-selection of the offered solution.

Sales Tools and Systems

• The "Sales" pillar leverages sales tools and key performance indicators (KPIs) to enhance conversion rates. 
• The "Systems" pillar highlights the importance of establishing standard operating procedures leveraging software and automation to make the sales process predictable and efficient.

The Power of Education-Based Marketing

• The episode underscores the power of education-based marketing in connecting with potential clients and how it helps build trust and understanding around the products or services offered. 
• Furthermore, it explores the need for education to align with different segments of potential clients based on their stage in the decision-making process.

Investing in People and Mindset

• Dr. Darnyelle emphasizes the critical role of a well-supported and trained sales team.
• She shares her experience of transforming underperforming teams into top performers through dedicated training and development programs. 
• Additionally, she highlights the essential value of equipping sales teams with financial literacy and shifting their mindset toward money to enable them to sell effectively.

Key Insights on Sales and Money Consciousness

• The conversation delves into statistics revealing the pervasive financial stress and lack of financial literacy among employees, which leads to a substantial loss for employers.
• Dr. Darnyelle highlights the significance of transforming how sales professionals view money to facilitate successful sales outcomes.

Dr. Darnyelle Jervey Harmon delivers a masterclass on selling effectively and unlocking the potential for large deals. With her Sell Millions Method framework, she illuminates the critical connection between mindset, money consciousness, and sales success. Dr. Darnyelle's insights on strategy, sales tools, systems, support, and mindset shift the paradigm around sales leadership and empower sales professionals to supersede limitations and accelerate sales conversions.

Tune in to this episode to gain invaluable wisdom on transforming your sales approach, cultivating a success mindset, and leveraging education-based marketing to drive results. Dr. Darnyelle's expertise is a game-changer for anyone seeking to elevate their sales game and achieve remarkable results. 

“60% of adults live paycheck to paycheck. So that means the people that are selling in your organization live paycheck to paycheck, which means they don't understand money. It means that they don't have a strong relationship with money. These people are responsible for getting your customers to buy more of your product and service in exchange for money. Oh, that's a bad place to be.” - Dr. Darnyelle Jervey Harmon.

Resources

Movetomillions.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.

Do you want to learn a simple strategy to improve the quality of your deals?

If so, you must tune in to this quick 5-minute episode of “The Sales Evangelist Podcast.” 

In this episode, host Donald Kelly shares a simple yet powerful strategy that served as a game-changer in significantly improving the quality of deals in his pipeline. He stresses the impact of accountability and how it transformed his sales approach, leading to a remarkable three-fold increase in revenue.

Discover the secrets to boosting your sales performance through the power of accountability. With the right mindset and strategy, you can achieve remarkable sales success.

The Power of Accountability

• Donald emphasizes the crucial role of accountability in driving sales performance, drawing from his experience as a CEO striving to maintain consistent prospecting efforts amidst a busy schedule. 

• He acknowledges the lack of individual accountability many sales professionals face and the transformative effect it can have on productivity and results.

The Mastermind Experience

• Drawing from his participation in a mastermind group of high-achieving individuals, Donald reveals how the group's collective accountability and peer pressure fueled his professional growth. 

• The environment of striving for improvement and supporting one another led to a significant spike in revenue and provided invaluable insights that could be applied to the sales team.

Implementing Accountability in Sales

• Donald shares how he translated the mastermind concept into a sales team context, creating a mutual accountability and goal-setting culture. 

• By breaking down overarching goals into manageable micro goals, the team saw a substantial elevation in their performance, ultimately resulting in increased revenue and productivity.

Unleashing the Potential for Growth

• Highlighting the transformative impact of accountability, Donald underscores that even high-performing individuals can achieve more by embracing the concept of continuous improvement. 

• He encourages representatives to seek accountability partnerships within their organizations to unlock their full potential and elevate their sales game.

The power of accountability cannot be underestimated when it comes to achieving sales success. Donald's experience demonstrates the impact of having a support system, whether through a mastermind group, a peer, or an accountability partner. 

Whether you are a sales leader, a remote worker, or an individual contributor, finding a source of accountability can be a game-changer in your sales performance. It's about continuously striving to improve, earn more, and reach the top level of performance that you are capable of.

If you want to elevate your sales results, consider taking “The Sales Evangelist Sales Mastermind” program. Embrace the power of accountability and start making remarkable strides in your sales journey today!

"But when you do have that accountability, that one ingredient, that one strategy, it changes the game." - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

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 struggling to follow up with your prospects and close more deals effectively? Imagine if you could learn a proven method to follow up with potential clients that actually works.

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly delves into the crucial aspect of follow-up in sales. He emphasizes the importance of strategic, persistent, and creative follow-up methods to nurture prospects and drive sales success.

Tune in to discover practical tips to enhance your follow-up process, supercharge your sales pipeline, and double your closed deals!

Importance of Follow-Up

• Donald begins by highlighting the common pitfall of salespeople failing to follow up with prospects effectively. He stresses that a lackluster "just following up" approach is ineffective and doesn't make a lasting impression. 
• Acknowledging the complexity of prospects' lives and competing priorities, he emphasizes the need for sales professionals to take proactive steps to stay top of mind.

Strategic Approach to Follow-Up

• Donald advocates for strategic follow-up, urging sales professionals to always book the next appointment with a prospect at the end of the initial meeting. 
• He emphasizes the importance of setting clear expectations and providing an agenda to ensure that follow-up meetings are structured and productive. This proactive approach demonstrates professionalism and keeps the sales process moving forward.

Creativity in Follow-Up

• An important aspect of Donald's advice is the need for creative follow-up methods. 
• He encourages salespeople to explore alternative channels such as LinkedIn connections, messages, or engaging with the prospect's content. 
• Using different touchpoints, sales professionals can effectively trigger prospects to reconnect and keep the conversation alive.

Overcoming Reluctance in Follow-Up

• Addressing the common reluctance to follow up, Donald dispels the notion of being a nuisance. He emphasizes that if a sales professional truly believes in the value of their offering, persistent follow-up is a service to the prospect. 
• He urges salespeople to shed their reservations and embrace the power of follow-up as a means to provide relevant solutions and drive positive outcomes for their prospects.

Sales Mastermind Opportunity

• Donald invites sales professionals to explore “The Sales Evangelist Sales Mastermind,” where individuals can engage in meaningful discussions, practice sales approaches, seek feedback, and gain valuable insights to enhance their sales strategies. 
• With a focus on quality interaction and practical skill-building, the mastermind offers a supportive environment for sales professionals to refine their follow-up techniques and overall sales performance.

Effective follow-up is the key to growing your sales pipeline and closing more deals. It's not about being a pest, but about providing value and staying top of mind with your prospects. 

If you want to learn more about mastering the art of follow-up and multiplying your sales opportunities, tune in to this engaging episode of The Sales Evangelist Podcast. Discover actionable tips that can transform your sales approach and lead to significant growth in your business. 

“We often get off of a call and feel like we don't want to pressure the prospect, or maybe they're in a rush, so we just tell them, hey, I'll call you. I'll follow up with you. It is dead on divine.” -Donald Kelly. 

Resources

Donald C. Kelly on LinkedIn

The Sales Evangelist Sales Mastermind

Sponsorship Offers

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

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

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

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

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

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

Credits

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

What’s the best way to get referrals on LinkedIn?

Find out in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly speaks with Brynne Tillman, an expert leveraging LinkedIn for sales outreach. 

Brynne provides valuable insights and practical tips on using LinkedIn to secure referrals. Her game-changing strategies will help you master the art of building valuable relationships, sparking meaningful conversations, and closing more deals. 

Ready to supercharge your sales game? Listen to this electrifying episode now!

Brynne Tillman’s Background

• Brynne is a renowned expert in LinkedIn outreach, particularly in helping sales professionals establish credibility and start conversations with potential customers. 
• She highlights the importance of leveraging social proximity and delivering value through LinkedIn outreach to facilitate genuine conversations and identify potential opportunities.

Understanding Referrals on LinkedIn

• Brynne emphasizes the significance of understanding social proximity and leveraging connections to reach targeted prospects through referrals, introductions, and permission to name-drop. 
• She breaks down the concept of referrals, introductions, and permission to name-drop, shedding light on how each approach facilitates trust-based interactions and fruitful opportunities.

The Power of Referrals

• Brynne provides statistics on the effectiveness of referrals, citing impressive connection rates, call acceptance rates, and the conversion of referrals into pipeline opportunities.
• She emphasizes the potency of referrals and introductions in establishing trust and credibility, ultimately leading to meaningful sales conversations and opportunities.

Making Referral Outreach Practical

• Brynne shares practical tips for making referral outreach easy and effective, emphasizing the importance of connecting to a vast network of professionals and past clients on LinkedIn. 
• She also encourages sales reps to start with warm connections and gradually expand their outreach to leverage their broader network effectively.

Overcoming Challenges and Embracing Relationship-Centric Outreach

• Donald and Brynne discuss the challenges of implementing relationship-centric outreach in sales environments that often prioritize volume-based activities. 
• Brynne addresses the reluctance to adopt a more personalized and relationship-focused approach, highlighting the importance of filling the comfort zone and practicing with existing relationships to overcome initial hesitation.

Advice for Sales Representatives

• Brynne offers practical advice for sales reps looking to implement referral outreach, emphasizing the significance of targeting warm connections and networking partners to initiate the referral process. 
• She encourages sales reps to seize the opportunity to leverage LinkedIn for effective and genuine outreach.

Connect with Brynne Tillman

• Gain more of Brynne's wealth of knowledge and the resources available through her podcast, "Making Sales Social," and her free library at socialsaleslink.com. 
• Connect with Brynne on LinkedIn and access her valuable resources for enhancing their LinkedIn-based outreach strategies.

Brynne Tillman shares powerful insights on leveraging LinkedIn for sales success. If you're ready to revolutionize your approach to sales and transform your LinkedIn game, this episode is a must-listen. 

Discover how this game-changing episode will redefine your approach to LinkedIn and sales!

“It's just our observation and statistics from ourselves and our clients that about 50% of the people you get referred to, 100% will connect with you. I mean, very few will not connect. 50% of them will take your call. Typically, depending on what you do, there will be about a 50% pipeline opportunity now or in the future.” - Brynne Tillman.

Resources

Brynne Tillman on LinkedIn

Making Sales Social Podcast

socialsaleslink.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.

You spent a week crafting the perfect LinkedIn post and are ready to share it. However, after five hours, you only get crickets on your post. 

Maybe if you wait a few days, someone will acknowledge it. Two days later, you receive one like on your LinkedIn post.

Frustrated, you scream, “Why is no one paying attention to my content on LinkedIn!”

In this episode of The Sales Evangelist Podcast, host Donald C. Kelly discusses the importance of generating engagement on LinkedIn. He provides valuable insights on creating compelling content to capture the attention of potential prospects. 

Donald outlines three key strategies to boost engagement: focusing on top-of-funnel discussions, addressing objections, and curating relevant content. Discover the best way to get attention on LinkedIn in this five-minute episode.

Understanding Your Audience for Effective Content Creation

• Donald emphasizes the significance of understanding the needs and interests of one's ideal customers. He recommends aligning content with top-of-funnel topics, such as common questions and initial concerns in prospect conversations.

• Using his own experience, Donald illustrates how he addresses queries about leveraging LinkedIn for sales and team performance, emphasizing the importance of tailoring content to address prospective clients' early-stage inquiries.

Overcoming Objections Through Strategic Content Creation

• Donald delves into how sales professionals can transform common objections into engaging LinkedIn posts. He introduces the "feel, felt, found" strategy, a powerful approach to constructing persuasive content by acknowledging objections, empathizing with prospects, and ultimately offering solutions.

• Through an example related to CRM adoption objections, Donald demonstrates how to craft a thought-provoking post that delineates common objections and effectively provides insights into the benefits of CRM integration.

Leveraging Curated Content for Enhanced Engagement

• Acknowledging the value of third-party insights, Donald advocates for incorporating curated content into LinkedIn posts. By sourcing relevant articles and resources addressing prevalent challenges experienced by prospects, sales professionals can position themselves as valuable sources of industry knowledge.

• Donald highlights employee retention as a critical concern for businesses and encourages leveraging curated content to offer insights and solutions, fostering engagement and demonstrating expertise.

Try these three strategies within this episode to elevate your LinkedIn presence. Implementing these strategies can help you attract more engagement and ultimately drive valuable conversations and opportunities.

Listen to the episode now and take your LinkedIn game to the next level!

“When it comes to the content you're posting on LinkedIn, the first thing I want you to understand is that if your content isn't good enough, people will not like it.” - Donald Kelly.

Resources

Donald C. Kelly on 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.

Do you take the time to follow up with potential clients?

Maybe a client told you right now is not the time they want to work with you. Just because they said no then doesn't mean you should give up.

Sales representatives need to have a follow-up process to know when it's time for them to contact old business deals. In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Jake Tacher on the importance of doing follow-ups to gain clients.

Jake shares his wealth of knowledge and experience in the sales world, shedding light on the critical role of follow-up in sales success and providing actionable insights for sales leaders and individual contributors. Discover the three follow-up strategies he shares in this episode.

Jake's Background and Expertise

• Jake is a seasoned fractional CRO professional and sales director. With a career that spans from starting as an SDR to becoming a sales manager, he now focuses on driving growth through sales coaching, consulting, and recruiting. 
• Jake also offers sales training programs and shares his extensive experience transforming underperforming SDRs into high-performing assets.

The Definition of Effective Follow-Up

• Jake defines effective follow-up as any contact attempt-based activity with a prospect that aims to push them along the buyer's journey. 
• Whether it's aiming for a meeting or a closed deal, the essence of follow-up lies in continually engaging with prospects to move them closer to the desired outcome.

Challenges and Solutions in the Follow-Up Process

• Jake addresses the common challenges faced by sales professionals regarding the follow-up method. 
• He highlights the fear of rejection and the need for preparation or confidence in approaching follow-up conversations. 
• Jake observes that these obstacles often stem from inadequate training and resource allocation within sales organizations.

Tactical Approaches to Effective Follow-Up

• Jake offers a systematic approach to enhance follow-up effectiveness. 
• He emphasizes the importance of staying organized and prepared, suggesting daily task reassignment and contextualizing follow-up tasks to provide specific details for each prospect. 
• Furthermore, he stresses the significance of offering valuable resources and customized solutions during follow-up interactions.

The Power of Data in Follow-Up

• Jake elaborates on the effectiveness of leveraging data during the follow-up process. 
• By citing averages and typical scenarios, he suggests that prospects can better relate to and trust the offered solutions. 
• Utilizing third-party sources and real-time industry developments, Jake recommends integrating data-driven insights tailored to each prospect's specific pain points and objections.

Operationalizing Follow-Up in Sales Teams

• Jake proposes a structured approach for sales leaders to operationalize effective follow-up within sales teams. 
• He recommends creating a follow-up calendar and asset vault, organizing follow-up strategies, and putting valuable resources based on various buyer avatars and potential objections into a system that is easily accessible and conducive to consistent execution.

Key Takeaways for Sales Leaders and Individual Contributors

• Jake's insights emphasize the importance of facilitating and enabling success for sales professionals. He encourages sales leaders to streamline the follow-up process and empower their teams. 
• He urges individual contributors to take ownership of their sales process and constantly seek growth and improvement.

Jake Tacher offers practical wisdom and actionable strategies to elevate the follow-up game. He empowers sales leaders and individual contributors to utilize a systematic, resource-driven approach that puts the client's needs and objections first.

Learn how sales leaders and representatives can develop follow-up processes to help bring in more clients in this episode of “The Sales Evangelist Podcast.”

“You should follow up before they tell you to follow up with no agenda. You should be doing that if you're serious about booking these meetings. Especially if you're not in a volume SDR role.” - Jake Tacher. 

Resources

Jake Tacher on Instagram

Jake Tacher on LinkedIn

Jake Tacher on TikTok

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 get responses from prospects on LinkedIn after reaching out to them? Do you wonder what's the best time and approach to email them? If so, you're not alone. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly delves into a strategy to help you navigate this challenge and increase your chances of securing appointments with your dream clients. So, grab a seat and dive into the world of effective LinkedIn outreach strategies.

Understanding the Best Timing to Email Prospects

• Reaching out to prospects on LinkedIn is just the first step. Donald stresses that the best time to email prospects is after establishing a connection. 
• He emphasizes the need to refrain from automatically pitching your services as soon as someone connects with you. Instead, he advocates for a more personalized and strategic approach.

Creating Personalized Connections

• Donald explains that the key to effectively transitioning from a LinkedIn connection to an email pitch is to identify a relevant challenge that the prospect is facing to which you have a potential solution. 
• He provides an example of leveraging a LinkedIn conversation to create a personalized email pitch, ensuring that the prospect feels valued and understood.

Bridging the Gap with Relevancy

• To increase the chances of a positive response, Donald emphasizes bridging the relevancy gap between the prospect's challenges and the solutions you can offer. 
• By waiting for the right trigger events or relevant factors, you can craft a compelling email that resonates with the prospect's current needs and priorities.

Unlocking the Power of LinkedIn for Sales

• In addition to the valuable insights shared in this episode, Donald invites you to join his master class, focusing on leveraging LinkedIn to generate three to five appointments per week without spamming. 
• With proven strategies and a deeper understanding of how to harness the potential of LinkedIn, you can enhance your sales pipeline and maximize the quality of opportunities.

This episode encourages you to elevate your thinking and take decisive action to achieve your sales objectives. By implementing the strategies discussed in this episode, you can effectively engage with prospects on LinkedIn and convert connections into meaningful business opportunities.

Join Donald in his mission to help you achieve remarkable success in your sales endeavors!

"An idea, a tip, a strategy that will help you to be able to not only know when to reach out to your ideal customers after you connect with them on LinkedIn, but also to ensure that you actually get an appointment." - Donald Kelly.

Resources

Donald C. Kelly on 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.

Filling out your LinkedIn profile is a lot more challenging than you thought it would be. However, whatever you add must make you stand out from everyone else within your industry.

One way to do this is by creating a memorable headline to grab a person's attention. But what's the trick to crafting a headline to make someone want to work with you?

In this short episode of "The Sales Evangelist Podcast," Host Donald Kelly shares tips on how to write the perfect LinkedIn headline. Get your notebooks and pens ready and learn how to do this simple SEO technique.

LinkedIn Headline: What Do You Put in It?

• The LinkedIn headline is right underneath a person’s name and is a title they created for themselves. They may have their position and the company they work for within this section—for example, Sales Representative at HubSpot.
• Donald shares that the number one reason for creating a LinkedIn headline is search engine optimization (SEO).
• Your potential clients are looking for someone to help solve their problems. The best way to help them find you on LinkedIn is by using SEO keywords in your headline.
• For example, a person may seek someone knowledgeable about marketing automation. You should write “marketing automation specialist” as an SEO keyword within your LinkedIn headline. 
• Donald also discusses it’s okay to use the company that works for the name within the headline section if it’s a big company, such as Google. However, using an SEO keyword is better if you work for an unknown company.
• Donald shares examples of crafting the perfect LinkedIn headline within the episode.

The Sales Evangelist Podcast is always here to provide you with the best tips within the sales industry. If you want to improve your sales skills, subscribe to the podcast for more episodes. 

Also, don’t forget to check out TSE’s LinkedIn Prospecting Course. Sign up today before it’s too late!

“Buyers want to learn, and sellers want to sell.” - Donald Kelly. 

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator 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.

What's the best way to offer a discount to a client?

Find out in this exciting episode of The Sales Evangelist Podcast. Host Donald Kelly speaks with sales expert Richard Harris about his new book, "The Seller's Journey," and dives into the intricacies of mastering sales strategies. 

Richard shares valuable tactics around sales, pricing, negotiation, and creating win-win scenarios with customers. He also addresses the critical role of understanding procurement and highlights the importance of qualifying for discounts and leveraging them as a sales rep.

Hear why you should pick up a copy of Richard's new book and how it can help you in your sales career.

Richard’s Background

• Richard is a sales strategist and trainer with extensive experience in go-to-market and founder-led sales strategies. 
• He is also the author of the recent book, "The Seller's Journey," which encapsulates his decade-long expertise in sales.

Earning the Right to Ask Questions

• Richard discusses his niche in sales training, where he emphasizes the importance of earning the right to ask questions, which questions to ask, and the timing of these questions in the sales process. 
• Through his extensive experience in consulting, Richard has honed his framework for enabling sales professionals to navigate the intricacies of engaging buyers effectively.

Highlights from "The Seller's Journey" Book

• Richard delves into the core concepts of his book, "The Seller's Journey." The book is divided into two parts: the mindset and framework, followed by 13 tactics that delve into critical aspects of sales strategies. 
• These tactics include addressing respect in sales, effective negotiation techniques, and the art of framing questions around needs, economic impact, access to authority, and timelines.
• Richard emphasizes that the book delves into the mindset needed for navigating the sales domain effectively. With the right mindset, sales professionals can approach their roles with confidence and strategic insight.

Roleplay and Pricing Strategies

• Richard and Donald engage in a roleplay scenario that unveils strategic pricing communication tactics. 
• Richard's approach illuminates how sales professionals can effectively address pricing discussions while adding substantial value to the offerings. 
• The roleplay also demonstrates the power of emotionally driven questions and strategic shifts to add value and establish a market-based price anchor.

Handling Discounting Requests

• Donald and Richard discuss the challenging aspect of handling client discounting requests amidst a cautious investment environment. 
• Richard provides actionable insights into handling clients' discount requests, balancing sales leaders' expectations to maximize deals, and the art of leveraging discounts for mutual gain.

Understanding Procurement Dynamics

• Richard sheds light on understanding procurement dynamics and emphasizes the need for early engagement with procurement teams. 
• He explains that procurement isn't the enemy. Taking the time to build rapport and understand client’s needs can lead to mutually beneficial outcomes.

The Role of Win-Win Scenarios

• Donald and Richard also explore the role of win-win scenarios in sales negotiations.
• Richard offers practical insights into leveraging discounts, additional value adds, and testimonials to foster positive outcomes that benefit both the sales professional and the client.

This episode provides a wealth of knowledge for new and seasoned sales professionals. However, you must grab a copy of his book to learn his best sales tactics. 

In Richard's book, you'll discover the importance of cultivating the right mindset and building client relationships. He provides comprehensive strategies to help you become a master in sales. 

Gain instant access to the first two chapters of "The Seller's Journey" below.

"They're not the enemy, and they actually do want to work with you. They actually want you to talk to them way sooner than the end of the deal." - Richard Harris. 

Resources

“The Seller’s Journey” by Richard Harris

Richard Harris on LinkedIn

The Harris Consulting Group

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.

Sometimes, stepping outside of the box works magic when traditional methods fail. Sales representatives must quickly think of unique ways to build their pipeline when nothing else works.

But what if you can't think of any new sales techniques?

Listen to this episode of "The Sales Evangelist Podcast" to discover new sales methods. In today's insightful episode, host Donald Kelly speaks with guest Monica Stewart, an expert in aiding startup founders to grow and scale their sales organizations sustainably. 

They discuss various critical points addressing the challenges and innovations within sales strategies. Monica shares valuable insights and suggestions for revolutionizing sales approaches. 

Learn non-traditional sales methods for building a pipeline in this TSE episode. 

The Paradigm Shift in Sales Training

• Monica and Donald discuss the vast differences in training among salespeople and the urgency of embracing nontraditional methods for pipeline development. 
• They acknowledge that adapting B2C selling tactics to B2B environments has multiple benefits. 
• Monica also illustrates the importance of creativity in nurturing partnerships, the strategic use of influencers, and inbound methodologies to decrease customer acquisition costs and expedite the sales process.

The Art of Building Partnerships

• Monica emphasizes the need for careful consideration while forming partnerships. She points out the necessity of assigning a dedicated person to manage these relationships, ensuring these valuable connections don't become an afterthought. Partnership nurturing is a pivotal activity to prevent the stagnation of these crucial relationships.
• Monica delved into the nuances of understanding what motivates partners beyond financial incentives. She recounted her experience with SalesLoft at Scaled, where she pioneered their unofficial partner program and spent considerable time fostering relationships, significantly impacting both businesses.

Leveraging Networks: The Nearbound Concept

• Nearbound marketing refers to the strategy of utilizing one's personal and professional networks to build pipelines and secure customers. 
• Monica shed light on how this sales approach can lead to information gathering and earning referrals within target companies. 
• When using this concept, she advised one to be deliberate and original in reaching out to the right individuals, leveraging existing customers' networks, and staying involved in the circles of the target demographic.

Startup Growth and Scaling Challenges

• Monica shares a story about a client who focused on constructing a partnership network instead of traditional outbound sales, culminating in reduced customer acquisition costs and successful sales endeavors. 
• She pointed out the difficulties in cold outbound sales, including a low success rate. 
• She attributed it to issues such as over-hiring, lack of thorough training, remote work dynamics, and scattered sales techniques.

Emphasizing Trust and Connection

• Monica and Donald also cover the significance of trust and personal connection in business dealings. 
• They explore innovative means of identifying and contacting potential clients through LinkedIn and the profound impacts of establishing relationships with industry influencers.

Building Nontraditional Sales Foundations

• Monica stresses the importance of uniting sales teams under a shared vision and a consistent methodology. 
• Furthermore, she advocates for the CEO or sales leader to initiate and drive partnerships. 
• However, the 'nearbound' concept is usable by anyone with a network to leverage for potential business prospects.

Thanks to Monica’s invaluable insights, you now have several untraditional sales methods to test out. For those interested in delving deeper into the strategies discussed, contact Monica for further conversations and strategic consultations. Also, subscribe to The Sales Evangelist Podcast for more advice in the sales industry.  

"And that doesn't necessarily mean that those techniques are even good. It also doesn't mean that those are the right techniques for your market and buyers and for the way you need to sell for your company." - Monica Stewart.

Resources

Monica Stewart 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.

Two months ago, your client said they didn't want to close the deal. So, this means that it's over and done with. You should just move on to the next one.

Or maybe you should follow up to see if they will work with you now. Why?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares why those lost deals are actually golden opportunities. So, don't cross those potential clients off your list yet, and hear why you need to contact them again.

The Number One Strategy To Close Deals

• Donald begins by breaking down the math of how many prospective clients a sales rep may lose within a given year. Most salespeople don’t take the time to return to those prospects and move on to the next one.

• However, Donald shares an excellent strategy for contacting those potential clients again to close a deal.

LinkedIn Sales Navigator List

• After you take the time to figure out how many prospects told you no, create a lost deal list in LinkedIn Sales Navigator.

• You'll receive notifications on their recent activities after you add these individuals to the list. These activities could include a change of job, recent posts, and more.

• Donald shares why contacting someone who recently changed jobs and works in another company is a great idea.

• Also, pay attention to the individual's activities within the last 30 days. If you see they posted something, take the time to comment on it. It's a great way to start a conversation and build relationships on LinkedIn.

Remember, you can use Sales Navigator for a 2-month free trial to see if you like it. The link is down below within the resource section.

Do you want more sales tactics to boost your pipeline? Subscribe to The Sales Evangelist Podcast to help close twice as many deals as you are now!

"Lost deals are never truly lost. They're opportunities in disguise." - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator 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.

You might have already realized this, but the sales world is changing. To make it, you must learn marketing skills to gain new clients.

But everyone is not meant to be a marketer. How can you adapt to these changes and become successful at relationship-based selling? 

Start by listening to this episode of “The Sales Evangelist Podcast” to learn how to adopt SaaS marketing skills. In this episode, Donald engages in a dynamic conversation with Aaron, the CEO and founder of Alysio, a people performance management platform for go-to-market teams. 

Listen for valuable insights on the changing landscape of sales, the need for creativity and personalization, and the principles that drive effective sales strategies in the modern era.

Adapting to the Changing Sales Landscape

• Aaron begins the conversation by shedding light on the evolution of sales. He emphasizes the need to adapt to the dynamic nature of sales, especially with the significant changes brought about by technology and unprecedented events like the COVID-19 pandemic. 

• Drawing from his extensive experience in B2B SaaS sales, he presents a compelling case for embracing data-driven strategies and connecting with customers in a way that resonates with the current sales landscape.

The Three Dimensions of Sales Success

• Drawing from Alysio's approach to sales, Aaron eloquently articulates the three critical dimensions of a great day in sales - customer data, revenue data, and people data. 

• He underscores the importance of leveraging data at the team and individual levels to coach and train sales representatives effectively. 

• Aaron's vision of a future where these three dimensions intertwine seamlessly reflects the innovative and strategic mindset that drives Alysio's approach to empowering sales teams.

Embracing Creativity and Personalization in Sales

• One of the core themes of the conversation is the need for creativity and personalization in sales. 

• Aaron shares impactful examples of creative approaches to outreach, such as leveraging personalized emails and running a successful podcast to connect with CROs.

• He emphasizes the shift from traditional sales tactics to engaging, entertaining, and personalized strategies that resonate with the modern buyer's mindset.

The Human Touch in a Digital World

• Aaron emphasizes the importance of injecting a human touch into sales interactions in an age characterized by high-tech automation and AI. 

• He brings forth the concept of being top of mind through creative and personalized outreach, citing instances where unconventional approaches have yielded remarkable results. 

• Aaron's insights offer a fresh perspective on how sales professionals can leverage their creativity to stand out in a crowded digital landscape.

Integration of Sales and Marketing

• Acknowledging the evolving role of sales professionals, Aaron highlights the significance of integrating marketing principles into sales strategies. 

• He discusses the concept of every salesperson being a marketer in today's ecosystem and emphasizes the need for sales professionals to build their personal brand and establish trust. 

• Aaron's approach reflects a holistic understanding of the interconnectedness of sales and marketing, emphasizing the importance of aligning these functions to drive impactful business outcomes.

Empowering Sales Teams to Embrace Change

• Aaron shares pragmatic advice for sales professionals, encouraging them to be scrappy, creative, and consistently engaging in their outreach efforts. 

• He emphasizes the value of trial and error, the power of creativity in outreach, and the need for continuous adaptation to stay ahead in a rapidly evolving sales environment.

Now is the time for sales representatives to become creative, add personalization, and adopt modern sales dynamics to be successful. Aaron's insights offer a blueprint for reimagining sales strategies, integrating marketing principles, and harnessing the power of human connection in a digitally driven sales landscape. 

Do you want more sales advice? Subscribe to the TSE podcast for more inspiring testaments to transform and grow your business.

"If I'm not great at cold calls, why spend three to 4 hours doing cold calls? It's not efficient. That's not the best use of my time." - Aaron McReynolds.

Resources

Alysio.ai

Aaron’s email: Aaron@alysio.ai 

Aaron 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’re sending LinkedIn connects one after the other. But no one responds to your messages.

It’s making you lose confidence in your professional sales skills. However, you shouldn’t give up hope just yet.

Take the time to listen to this five-minute Sales Evangelist podcast episode. Host Donald Kelly shares three actionable tips to help sales representatives always get responses from their ICPs on LinkedIn. Tune in and hear what those tips are.

Tip 1: Make Sure They're Active on LinkedIn

• Donald shares that just because you see someone on LinkedIn doesn't mean they actually get on the platform.

• To ensure they're active on the platform, take the time to see if they're posting anything and how often they do it.

• You can quickly look into this by using LinkedIn Sales Navigator. If you don't have the tool, Donald shares an actionable tip on how to do this within the episode. 

• He also suggests you listen to past TSE episode 1743 on how to find active ICPs on LinkedIn.

Tip 2: Be Patience

• One of the biggest mistakes most sales reps make on LinkedIn is connecting with people and trying to sell immediately.

• Donald discusses that connecting with them and building a relationship is better before trying to sell.

• This will help the potential buyer feel more comfortable talking with you and trust that your product is worth the money.

• You can do this by engaging with them on the platform. Start by reviewing what they share on LinkedIn and commenting on their posts.

Tip 3: See What They Like on LinkedIn

• Another way to start conversations on LinkedIn is to see what content they like. You can review their recent activities on their profiles to see if a conference is coming up or if they like posts from a specific trend.

• Donald also shares you need to connect with people within your ICP company. Doing this will make you seem less of a stranger and help your potential buyer feel more comfortable talking to you.

Bonus Tip: Write Personalized LinkedIn Messages

• Sending a personalized message doesn’t mean discussing personal matters such as children or the college they attended.

• Instead, it means you took the time to review their profile or activity and see what really matters to them on the platform.

• If they took the time to write a blog post on LinkedIn, you can send a personalized message asking a question about it.

There you have it! These are short and sweet LinkedIn tips to help you find and connect with your ICPs. For those new to the show, subscribe to the podcast to help build your pipeline and close twice as many deals as you are now.

“Focus on what matters to that individual. It’s the best way to start conversations on LinkedIn.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator 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.

Do you need help finding your ideal prospects on LinkedIn?

In this five-minute episode of the “Sales Evangelist” podcast, you’ll discover seven ways to find the perfect clients. Host Donald Kelly shares simple methods to help sales representatives find clients they really want to work with. 

Discover the seven best ways to find the right LinkedIn contacts.

1. Use LinkedIn Sales Navigator

• Donald stresses the point of finding clients who need your services. He suggests creating an Ideal Customer Profile (ICP) to help you find the right ones.
• One of the best ways to do this is using LinkedIn Sales Navigator. You can use the spotlight filter to find engaging people posting on the platform.
• You can use your ICP to target potential customers based on their industry, interests, and the companies they work for.
• Also, pay attention to how often they post on LinkedIn. Potential clients are more likely to engage with you than ignore you.

2. Look at the Engagement on LinkedIn Posts

• Consider looking for LinkedIn posts based on your industry. Then, pay attention to the individuals engaging with these posts.
• Look through their profiles and see if any of them match your ICP.

3. Industry Influencers

• No matter your industry, some individuals are prevalent within the space. These individuals are more than likely to receive the most engagement on LinkedIn.
• Find these influencers and see who is engaging with their posts. Again, check to see if they match your ICP.
• It’s a great way to send a personal connection with potential customers.

4. Contacts of Companies

• Like influencers, searching for companies within your industry allows you to find potential customers who follow them. 
• Donald provides an example of how to do this within the episode.

5. People Who Follow Your Company

• One of the best ways to find your ICPs is by seeing who follows your company.
• You can easily do this with the LinkedIn Sales Navigator tool.

6. General Filter

• If you’re not using LinkedIn Sales Navigator, you can use the general filter on the platform.
• Go to the search bar and use the filter to find people who fit your ICP.

7. Focus on People Who Engage With Your Post

• You should post on LinkedIn regularly and pay attention to those engaging with your content. 
• They’re likely potential customers who may need your products or services.

Once again, wonderful tips from Donald Kelly. If you’re ready to build your pipeline and close twice as many deals as you do now, subscribe to the TSE podcast for more sales advice.

“Engagement leads to conversations. Conversations lead to opportunities.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator 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.

Do you have a clear vision of what you want for 2024?

If not, then you are already setting yourself up for failure. This year should be about improving your income, succeeding, and thriving in the sales industry.

But the only way to do this is by establishing a clear vision for yourself. In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives into the importance of creating a vision as a salesperson. He provides practical insights and tips on how sales professionals can develop a vision, set effective standards, and achieve their goals to thrive and succeed in 2024.

Understanding Vision, Mission, and Standards

• Donald clarifies the distinction between vision and mission. He highlights that while the mission statement reflects current actions and objectives, the vision pertains to future aspirations and long-term goals.

• Drawing from an example by the Lassian blog, he illustrates how a sales professional's vision may encompass aspirational goals, such as becoming the top performer in their organization or making a meaningful impact in a specific area, while their daily mission involves tasks and responsibilities to achieve that vision.

Incorporating Standards

• Donald emphasizes the importance of setting minimally acceptable levels or benchmarks, which individuals should continually work towards. 

• He draws parallels between standards in sales and other professions, emphasizing that standards serve as critical metrics that align with an individual's mission and vision. These standards represent the key performance indicators (KPIs) necessary to achieve long-term goals.

Practical Application for Sales Professionals

• Donald provides actionable advice for sales professionals, focusing on implementing these principles in their daily routines. 

• He emphasizes identifying three critical standards directly contributing to achieving the set vision. 

• Additionally, he suggests incorporating specific daily goals or KPIs that align with these standards. 

• For instance, he recommends setting goals for prospecting time, outreach efforts, and referral requests, emphasizing their direct impact on achieving the established vision and standards.

This episode provides valuable guidance for sales professionals seeking to elevate their performance and achieve long-term success in 2024. Join Donald as he shares his insights and 

actionable strategies for sales representatives.

“The vision is very different from the mission statement. The mission statement is what you or your company is doing right now. The vision is something you’ll accomplish in the future.” - Donald Kelly.

Resources

The Sales Evangelist Master Program

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.

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it.

Who is Chris Beall?

Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend.

The Number One Objection Sellers Face:

• In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”.

What triggers this objection?

• Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly.
• One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition.
• Although this is a useful avenue for marketing, it’s TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending.
• Think about it: You’re effectively telling whoever you’re calling that THEY’RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we’re all set” objection. Why should the buyer go with your solution when they think their solution is already effective?

So, how should sellers overcome this objection?

• You have to RELIVE the fear of whoever you’re calling. Virtually ALL cold callers assume the person they’re calling is angry or annoyed with them. In reality, though, this person is scared. You’re someone they do not know, and we’re naturally afraid of the unknown.
• To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you’re calling.

If you want to learn more about Chris’s strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.com.

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 the end of the year, and you’re enjoying the good food, presents, and holiday spirits. But you still need to complete some tasks before December is over.

In this short episode of “The Sales Evangelist Podcast,” host Donald Kelly shares three things sellers must do by the last week of December. What are those three tasks?

Tune in and find out! They may set you up for bigger wins in 2024.

1. Be Transparent With Past Potential Customers

·         You want to tell your past potential buyers that you’re still trying to close the deal, but not how you think it should be done.

·         Donald shares excellent examples of how to do this correctly.

·         Remember, it’s not about you and trying to close deals. It’s about how you and the product can help solve their issues.

·         Donald discusses how you can take advantage of LinkedIn in the episode. If you need help, consider taking the LinkedIn Sales Navigator course.

2. Reconnect With Customers and Connections

·         You probably have hundreds or thousands of connections on LinkedIn. But how many of them do you actually engage with?

·         Donald discusses why this is important and provides examples of reconnecting with customers on LinkedIn.

·         Money in the bank: customers are more likely to offer referrals!

3. Focus On Lost Deals

·         Do you ever circle back to your lost deals? You may want to give this a try.

·         Donald shares why this technique works for sales representatives around this time of the year.

·         Who knows, they are more willing to work with you now than they were last time. It won’t hurt to try.

Short, sweet, and juicy sales tips! While waiting for the last week of December to be over, take the time to try these three sales techniques. They’ll have you bringing in the New Year with more clients and money!

“Start a conversation, and you’ll be amazed at how many people will reply back.” - Donald Kelly

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator Course

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.

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

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

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

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

Utilize LinkedIn Sales Navigator

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

Put Them on Blast

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

Consider Appropriate Gifts

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

Offer Referrals

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

Send Personalized Emails

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

Consider Upgrades

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

Donate to Charities

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

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

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

Resources

A Bed for Me Foundation 

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

Do you know?

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

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

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

5 Elements of Mental Toughness

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

Prioritization and Focus in Sales and Leadership

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

Emotional Control and Consistency in Sales

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

Sales Leadership, Mindset, and Consistency

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

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

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

Resources

Website: Matt Phillips Coaching

Podcast: The Matt Phillips Podcast

LinkedIn: Matt Phillips

Facebook: Matt Phillips Leadership Coaching 

Instagram: Matt Phillips Leadership Coaching

Youtube: Matt Phillips Leadership Coaching

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

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

The Club Analogy and the Importance of Qualification 

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

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

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

Inverse Relationship Between Pipeline and Win Rate

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

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

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

Leading with Curiosity and Natural Conversations 

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

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

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

Disqualification as a Sales Strategy

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

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

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

Practice Lab's Approach to Skill Improvement

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

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

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

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

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

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

Resources

ThePracticeLab

Lawrence@thepracticelab.com 

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

Understanding the Problem

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

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

Focusing on the Right Accounts

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

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

Leveraging Relationship Explorer

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

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

Embracing Foresight

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

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

Harnessing Alerts for Actionable Insights

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

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

Personalizing Connection Requests

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

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

Unlocking the Power of Warm Introductions

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

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

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

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

Resources

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

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

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

Recognizing the Potential of LinkedIn 

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

Being an Active Participant 

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

Overcoming Excuses and Finding Topics 

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

Tailoring Content to Address Objections 

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

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

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

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

Resources

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

You send hundreds of messages on LinkedIn every week, but you are still waiting for someone to get back to you. Maybe there’s one or two who have the courtesy of saying hello back to you, but it never goes any further than that.

As a sales representative, you know how important LinkedIn is to help you gain clients. However, if you’re not creating engaging conversations with prospects, it will be hard to build a pipeline.

In this episode of the TES podcast, host Donald Kelly shares five creative ways to do outbound with LinkedIn. Tune in and hear what he has to say.

Stop Sending Generic LinkedIn Requests

• You may find it easier to send basic messages stating who you are and what you can do for prospects. However, these types of LinkedIn messages often get ignored. 

• Instead, consider sending a personalized message to your prospective clients. This involves reviewing their profiles and seeing how to connect with them.

Don’t Just Care About Building Your Pipeline

• Yes, your goals are to gain clients and make money. But this shouldn’t be all you care about. People can sense this and will know if this is the only thing you’re worried about.

• Donald shares why sales reps should focus on building relationships with prospective clients. 

• Always remember that people crave connections. If your prospects have a positive relationship with you, they’re more likely to do business with you.

How to Send a Personalized Message on LinkedIn?

• Even if the person you’re speaking with turns out to be someone who you don’t work with, they may be some help later on. This is another reason why sales reps need to send personalized messages on LinkedIn.

• How can you do this?

• Ask questions: Once again, dig through their profiles and be curious about what they or their company share on LinkedIn.

• Engage on the platform: Don’t be a fly on the wall, and take the time to comment on the posts your connects share. It shows you’re genuinely interested in them and not just trying to take their money.

• Give compliments: If you see they’re doing good in something, compliment them. Donald discusses how complimenting prospects will help them engage more with you in the messages.

The goal of the TSE podcast is to help sales reps 3x their sales pipeline and close twice as many deals. Every week, we share two episodes to help sellers reach their goals. So, if you need help building your pipeline and closing deals, subscribe and listen to this episode.

“You need to make sure you strive to have some kind of genuine connection with human beings; people are craving that these days.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Do you struggle with multithreading as a seller? Would you like a secret technique to help you develop relationships with decision-makers?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Spencer Muhonen on the concept of multithreading in sales and shares strategies and tactics for effectively implementing it. They provide insights based on their experience in the industry, offering valuable tips for BDRs and sellers looking to improve their pipeline and build relationships with multiple stakeholders.

Who Is Spencer Muhonen?

• Spencer is a senior tenured SDR for Awardco, a SaaS company based in Provo, Utah, that focuses on employee recognition and incentives. 

• He shares his role and highlights the importance of targeting traditional personas in prospecting, along with key internal champions in other departments to strengthen the case for sales.

Collaborating With the Sales Department

• Donald and Spencer emphasize the significance of multithreading in modern sales, as sellers must engage with multiple stakeholders throughout the buying journey. 

• They caution against ineffective approaches, such as cheesy sales tactics or simply blasting outreach to a list of focus accounts without a thoughtful strategy.

• Spencer defines multithreading as expanding outreach beyond traditional personas and titles, reaching out to key decision-makers in various departments to build credibility and enhance the pipeline.

• He explains that sales departments can be excellent sources of internal champions, as people in sales are often looking to grow their own pipelines. 

• Spencer highlights his willingness to have meetings with other sales professionals who approach him on LinkedIn, even knowing that he is not a decision-maker. This reciprocal approach can lead to strengthened relationships and mutual support.

Engaging With the Finance Department

• Donald and Spencer further discuss other effective multithreading strategies, such as contacting the finance department. 

• Spencer emphasizes the importance of vendor managers and their oversight of profitability and contracts. 

• By connecting with finance teams during the RFIs or RFPs process, sellers can build intrigue and gain intros to C-suite members. This approach is often overlooked but can yield significant benefits.

Personalizing Your Messages

• Both speakers address the issue of using the same message for multithreading prospects. Donald refers to it as "lazy selling" and asks Spencer for his approach.

• Spencer suggests personalizing the messaging, taking into account the specific context and pain points of each stakeholder. 

• Sellers can build trust and make a stronger impact by tailoring outreach to individual needs.

Building Internal Brand Champions

• Throughout the conversation, Donald and Spencer provide actionable advice and share their experiences to guide sellers in implementing effective multithreading strategies.

• They underline the importance of building relationships beyond traditional personas, leveraging networks in sales departments and finance teams, and personalizing outreach to engage stakeholders more effectively.

This episode of "The TSE Podcast" offers valuable insights to BDRs and sellers on the art of multithreading in sales. By expanding their reach and building relationships with various stakeholders, sellers can enhance their pipeline and increase the chances of closing deals. Through personalization, collaboration, and a strategic approach, sellers can navigate the complex sales landscape successfully.

"Expanding your outreach away from your traditional personas, titles that you would target when prospecting, and normal decision makers. There is a larger scheme of decision makers, but also key internal champions you can build from other departments that can strengthen your case and strengthen your pipeline long term to build credibility when it comes time for an account executive to have, hopefully, a closed deal." -Spencer Muhoner

Resources

Spencer Muhonen 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 faced the challenge of trying to increase your outbound contact ratio? In today's highly competitive business landscape, reaching out to new clients can be challenging. 

But what if we told you there's a way to double your contact with prospects and see significant improvements in your sales results? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Richard from Durham Lane, an integrated sales and marketing outsourcing business based in the UK. 

They discuss the challenges of net new client acquisition and how Durham Lane successfully increased their outbound contact ratio by adopting a qualitative approach to prospecting. Richard shares valuable insights on intelligent prospecting, omnichannel strategies, and the importance of meaningful conversations with potential clients.

The Importance of Intelligent Prospecting

• Richard highlights the need to move away from solely focusing on effort and instead embrace intelligent prospecting and thoughtful business development activities. 
• Durham Lane believes in the power of engaging prospects in meaningful conversations to drive Net New client acquisition. 
• They have developed techniques based on selling at a high-level methodology, which they successfully implemented to improve their outbound contact ratios.

Omnichannel Approach for Effective Engagement

• Durham Lane emphasizes the importance of an omnichannel approach to maximize their outreach efforts. 
• While technology plays a crucial role in facilitating communication, it's vital to understand the customer journey and use various channels to engage with potential clients. 
• Richard explains that providing sales teams with tools like telephone, email, and LinkedIn is not enough. 
• To ensure successful engagement, businesses need to support the entire customer journey and tailor messages to the buyer's specific state – whether they are in the problem education, solution research, or solution selection phase.

The Power of Relevance and Call to Action

• Richard emphasizes the significance of relevance in messaging strategies. 
• Using the same message for prospects at different stages of the buyer's journey often results in a lack of engagement. Therefore, Durham Lane focuses on creating tailored messages that address each targeted persona's specific problems, solutions, and aspirations. 
• Alongside relevance, a clear and compelling call to action is essential to encourage prospects to take the desired next step. 
• By emphasizing business fit and value, businesses can demonstrate their understanding of the buyer's needs and establish a meaningful connection.

Swift and Strategic Follow-up

• One of the critical success factors in increasing outbound contact ratios is the speed and effectiveness of follow-up. 
• Durham Lane prioritizes timely follow-up to keep prospects engaged and convert their interest into opportunities. They ensure that their sales team is equipped to have meaningful conversations, showcasing their understanding and expertise. 
• Richard emphasizes the importance of being part of a consistent and valuable conversation thread that progresses from digital interactions to human communication.

Richard’s experience and approach to increasing outbound contact ratios provide valuable lessons for businesses looking to improve their prospecting and business development efforts. Implementing these strategies can lead to more successful engagement, ultimately contributing to business growth and success.

“Work with your colleagues in your marketing team and bring the two functions together because you should really be driving towards the same goal, which is peeking the attention of the right people in the right types of company so that your sales team can convert them into revenue and your customer success team can look after them for life. If you can achieve that, you have a winning strategy.” - Richard Lane.

Resources

Durhamlane.com

richardlane@durhamlane.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.

It's hard to keep up with the current methods of the sales industry? In this episode of "The Sales Evangelist Podcast," you will discover the sales industry's current SDR/BDR challenges and innovative strategies to combat them.

Our host, Donald Kelly, speaks with Howard Dover, a sales expert, researcher, and professor, on how staying adaptable and adjusting helps you become a better sales rep. From the psychological toll of constant rejection to the destruction of dreams and careers, it is evident that a change is needed. 

Join us as we uncover the importance of innovation and adaptability in achieving success.

The Changing Landscape of Sales

• Howard discusses research on the sales industry, sharing insights from tracking data on sales cities and the growth of Sales Development Representatives (SDRs).
• LinkedIn's 2018 report shows that the SDR function has experienced exponential growth, increasing by 580% over the past three years.
• Howard highlights the need for innovative approaches in sales outreach as the buyer's behavior evolves with each new tactic.

The Power of Unique Prospecting

• The importance of pattern interrupting and capturing attention in sales outreach efforts is emphasized.
• Howard shares a personal example to illustrate the significance of having a captivating offer and using behavioral adjustment to act differently in certain situations.
• Buyers have become overwhelmed by traditional approaches, and Howard suggests that honest and unique methods can help sales professionals stand out.

The Future of Sales and Strategies

• Reflecting on the future of the sales industry, Howard predicts a shift towards a full lifecycle approach, where salespeople will generate their own leads and build their own pipelines.
• The need to revisit older sales methodologies and find effective ways to adapt to the present market is discussed.
• He acknowledges the challenges of breaking away from conventional training and thinking but emphasizes the potential rewards of embracing a more agile and business-minded mindset.

The Dust Bowl Analogy

• Drawing inspiration from the Dust Bowl disaster, Howard highlights the parallel between the flawed plowing technique and the challenges faced in the sales industry.
• The importance of adjusting and evolving approaches in response to changing customer behaviors is emphasized, drawing from interviews with successful students during the pandemic.
• Scott Leasey's belief in avoiding overprocessing and adopting creative, business-minded approaches is mentioned as a valuable perspective.

Embracing Change and Human Behavior

• Howard encourages sales professionals to embrace change and understand human behavior, suggesting that success lies in creativity and adapting to the current market.
• The concept of standing out by grasping human behavior and exploring creativity is discussed.
• The risks of sticking to old methods are highlighted, with the speaker emphasizing the need to become adaptable and open to new approaches.

The sales industry can be unforgiving, but there are strategies and approaches that can lead to success. By embracing change, staying agile, and thinking outside the box, sales reps in can navigate the ever-changing landscape and achieve their goals. 

"Being honest and unique in our approach can capture the buyer's attention and set us apart from the years of attempts to hack the system." - Howard Dover

Resources

Howard Dover LinkedIn

The Sales Innovation Paradox by Howard Dover

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.

Everyone needs a good book to help them build essential skills for their career. If you’re in the sales industry, you must grab a copy of “Nine Secrets to Win Deals and Influence Stakeholders” to help you learn how to negotiate better.

But how is this book going to help you become a better negotiator?

In this episode of The Sales Evangelist Podcast, host Donald Kelly interviews the author and negotiation training expert, Mark Raffan. He shares his insights on why negotiation is often perceived as complex and how to navigate it effectively. Also, he discusses the key principles from his book, which aim to simplify negotiation and help readers achieve better outcomes in their deals.

Mark Raffan Background

• Mark is a negotiation trainer at Negotiations Ninja, where he helps sales leaders develop and deliver content worldwide.
• His job is to help people make more money, close more deals, and become better negotiators.
• Recently, he wrote the book, “Nine Secrets to Win Deals and Influence Stakeholders.”

Dissecting the Complexities of Negotiation

• Mark begins by addressing the misconception that negotiation is a mysterious and magical process. 
• He attributes this perception to media portrayals in movies like "Wolf of Wall Street," which depict negotiations as effortless and producing instant results. 
• However, real negotiation is far from glamorous and relies on strategic planning rather than magic or tricks.

Unlocking Success Drivers

• The book emphasizes the importance of understanding what one wants to achieve in a negotiation. 
• Mark advises readers to define their contractual terms, target upsells and cross-sells, and identify strategic areas to drive value. 
• This strategic planning is crucial in avoiding reactive behavior during negotiations, allowing negotiators to maintain control and increase their chances of achieving favorable outcomes.

The Pitfall of Customer-Centricity

• While being customer-focused is essential, Mark cautions against neglecting the objectives and interests of their own organization. 
• Many salespeople make significant concessions to meet the counterparty's demands, often at the expense of their own goals. 
• The book advises sales leaders and negotiators to balance understanding the counterparty's needs and prioritizing their aspirations.

Leadership's Role in Developing Negotiation Skills

• The book addresses sales leaders, highlighting the importance of educating and empowering sellers in effective negotiation practices. 
• By encouraging a shift from solely focusing on revenue acquisition to considering deal quality, leaders can inspire their teams to think strategically. 
• The goal is to foster a mindset that cultivates better long-term results and profitability.

Understanding Deal Quality

• In today's market, the focus on growth has often overshadowed the importance of deal quality. 
• Mark challenges this approach, emphasizing the need to evaluate the value and risks associated with each deal. 
• He provides insights on determining deal quality and outlines strategies to build value while minimizing risks consistently.

Listeners are invited to dive deeper into the subject matter by reading Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." This enlightening resource is tailored to salespeople and sales leaders seeking to empower their teams and prioritize deal quality. So, if you're ready to unlock the secrets to uncomplicated negotiation and achieve better results in your deals, pick up a copy of the book today.

"Real negotiation is significantly more boring. Real negotiation is about strategy. It's about planning." -Mark Raffan

Resources

Nine Secrets to Win Deals and Influence Stakeholders

Negotiations Ninja

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, host Donald Kelly speaks with Jack Funk from a small startup called Salesforce in the Silicon Valley area. Jack shares his experiences and strategies for closing deals in one call. With over three years of experience at Salesforce and as a certified admin, Jack has honed his skills in simplifying the sales process and bridging the gap between client problems and solutions.

Keeping it Simple

●     Jack emphasizes the importance of keeping the sales process as simple as possible to increase the chances of closing a deal in one call. He believes in the KISS principle (Keep it Simple, Stupid), which involves making it easy for prospects to buy from you.

●     Rather than scheduling multiple calls for demos and presentations, Jack believes in providing all necessary information during the initial call. This approach saves time and caters to the busy schedules of decision-makers.

Demonstrating Value

●     When speaking with potential clients, Jack typically starts the conversation by getting to know their needs and pain points. If the prospect seems like a good fit, he quickly transitions to a live demo or screen-sharing session.

●     By showing a personalized demonstration of how Salesforce can solve their specific problems, Jack creates a visual and interactive experience that engages the prospect. This approach helps build their understanding and trust in the product.

Sales Karma

●     Jack strongly believes in doing what is right for the customer. Instead of overselling or complicating the sales process, he aims to identify the core needs of the prospect and provide them with the exact solution they require.

●     This philosophy aligns with his previous VP's motto: "See a bear, shoot a bear." By offering simplicity and addressing the customer's fundamental needs, Jack ensures a seamless sales experience and builds trust.

Catering to SMBs

●     While not exclusively limited to small and medium-sized businesses (SMBs), Jack's one-call close strategy is particularly effective. In SMBs, decision-making processes are often simpler and less bureaucratic.

●     Jack points out that conversations usually involve one or a few key stakeholders who have the authority to make a purchasing decision. By focusing on these decision-makers and their needs, Jack increases the chances of closing deals in a single call.

Conversion Rate

●     With his simplified approach and focus on providing value, Jack achieved an impressive 30% conversion rate using the one-call close strategy.

●     While not every conversation resulted in a closed deal, Jack's process allowed him to quickly evaluate prospects and determine if there was a mutual fit.

●     He maintained a high closing rate and effectively grew his client base by being efficient with his time and resources.

Closing deals in one call may seem challenging, but Jack's strategies showcase the power of simplicity and personalized demonstrations. Sales professionals can improve their conversion rates by focusing on understanding customer needs, providing clear information, and selling only what is essential. Implementing Jack's one-call close strategy can save time and effort, allowing salespeople to be more productive and successful in their sales endeavors.

"Make it as simple as possible to buy from you. Give the customer every piece of information possible to make a decision, even if they never talk to you again." - Jack Funk

Resources

Jack's 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.

You try to do everything you can to keep a prospect happy. By doing so, you believe it will prevent potential buyers from saying no to your services. However, avoiding tension within the sales process is a huge mistake. 

In this episode of The Sales Evangelist Podcast, host Donald Kelly will discuss why sales reps need to create tension. He will also share different ways to create healthy tension that’ll help you close deals.

Why Do You Need Tension?

• One problem Donald is seeing is that buyers are taking more time to decide what they should spend their money on. Because of this, sales reps need to ensure their deals, products, or services are good.

• Buyers' longer decision-making process also makes sales reps more fearful of creating tension. Even when they know their deals are good, sales reps are afraid to upset buyers.

• Sales representatives must remember that tension isn’t bad.  It’s essential to have tension to help move along the sales process.

Why Do You Need Tension?

• Don’t hold on to the fear of being declined: Donald discusses that many sales reps don’t push back when a prospect says they’re working with someone else. You can ask the potential buyer who the other vendor they’re working with, so don’t be afraid to do it. If the prospect becomes uncomfortable sharing the information, then it may be a red flag.

• Go deeper into the follow-up questions: If a prospect says they’re looking for a solution to a problem, then you should ask more questions to discover on the problem is affecting them. 

• Look at tension as a good thing: Donald compares tension within the sales process to when a person starts working out more. When you first start exercising, your body hurts because you’re building muscles. Seeing it from this perspective should show you that when you create tension, it will provide benefits in the future. 

• Prospect gives an objection: Most sellers try to jump in and offer deals when a potential buyer objects to their services. Instead, dive deeper and figure out why the prospect is objecting.

Always remember that tension isn’t a bad thing. When you ask questions about a problem a prospect is having, you come across as an expert. Look for ways to have healthy tension in the sales process to help you progress the deal. 

Lastly, don’t end the conversation without having a clear next step. Be sure to set up an appointment with the prospective client to ensure they’re on board with you. 

“Sometimes sales are uncomfortable, and change is not always easy. So if a buyer is changing, there’s going to be a need for tension.” - Donald Kelly

Resource

Donald C Kelly 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.

The most powerful online tool for sales professionals is LinkedIn. You know the platform is a goldmine for finding prospects and connecting with others in the industry.

Currently, you have 400 connections on LinkedIn. But, have you even said anything to them besides Happy Birthday?

Most people don’t know how to use LinkedIn properly. You may not even know how to start a conversation to make someone say more than “thank you.”

In this week’s episode of the Sales Evangelist Podcast, host Donald Kelly shares his hidden strategy for starting conversations on LinkedIn. Listen to Donald’s advice to make prospective buyers reply to your messages.

Don’t Engage in LinkedIn Phishing

• Do you send hundreds of automated emails hoping someone will bite? You do know this is basically email spam on LinkedIn, right? Instead, pretend it’s the 1950s and start conversations like people used to do.

• Silver Bullet: LinkedIn shares other celebrations with you besides birthdays. Donald tells you why it’s vital to pay attention to these.

• Also, Donald shares a story of how he uses this LinkedIn feature uniquely. He discovered the key to making people respond to messages faster.

Consider Sending a Video

• You may be nervous about getting on camera, but it could lead to more engagement on LinkedIn. It's worth you overcoming your fears and taking this risk.

• Donald discovered by sending a personal video that his LinkedIn connection was more willing to do business.

• Pay attention to birthdays, work anniversaries, and promotions. You can use these celebrations to start great conversations on LinkedIn.

• Are you struggling to create the perfect LinkedIn profile? Check out our 6-week LinkedIn Prospecting Course and start generating 3-5 appointments per week.

Donald shares insightful advice within this week’s episode. Subscribe and listen to The Sales Evangelist Podcast for more LinkedIn strategies.

Resources

The Sales Evangelist LinkedIn Course

• 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.

Another economic crisis is happening, so what does this mean for the sales industry?

In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with Jeffrey Hayzlett about what to do during these challenging times. Discover how to increase your sales when the economy faces a crisis in this episode.

Jefferey Hayzlett Background

• Jefferey has years of experience working as a primetime TV and radio host.
• He is now the owner and chairman of the C-suite network. The network includes radio stations, television shows, and podcast shows.
• He shares his knowledge of success to help others achieve their success in life.
• After experiencing several financial crises, he learned to turn the negatives into positives during tough times. Within this episode, he will share this knowledge to help you conquer challenging situations as a sales representative.

Past Downturns

• Jefferey explains past financial crises, returning to the economic crisis of 1907. However, despite these challenging times, they still had good aspects.
• For example, during the economic crisis of 1907, the birth of General Motors happened. 
• He is trying to point out that businesses can be created or bounced back even if a financial crisis is happening.

How to Thrive During a Downturn

• Instead of focusing on the negatives, focus on the steps to make changes.
• Businesses have to adapt and be relentless during tough times. Jeffery shares a story of him working with a company during the financial crisis of 2007 and 2008. The company had to lay off 8500, and billions of dollars were affected during this time. However, the company was able to survive during this challenging period.
• There will always be bad times for a company, and there's no way to escape it. During these dire times, you must remember not to complain and take action. 
• Next, ensure every team member in your company is aligned with the mission. This means everyone knows where the company is going and how it will happen.
• Make sure you set the right mood for the company. If everyone believes their best days are behind them, then it is. 
• Lastly, remember to always communicate with your team. Let everyone know your plans and the steps or actions you need for them to take to make your goals happen. 

During a downturn, it's essential for you to stop focusing on the negatives and develop a plan to make changes. With this week's episode, Jeffrey shares that it's all about mindset and your actions on how you can keep growing your business during tough times. 

Also, host Donald and guest speaker Jeffrey share insight on what you should be doing with your LinkedIn connections. Subscribe and listen to the Sales Evangelist podcast to get real and actionable tips for the sales industry.

"For all those sitting out there saying, hey, it's not possible, Oh, it's too tough. Start selling and start making some moves; find some whitespace. You know, 53% of your customers would do more business with you right now. If you ask." - Jeffrey Hayzlett

Resources

Jeffrey Hayzlett email: jeffrey.hayzlett@csuitenetwork.com

hayzlett.com

Jeffrey Hayzlett Twitter

Jeffrey Hayzlett Instagram

C Suite Network

• 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.