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Syndication

How I Creatively Booked Meetings Using Video

With people being more isolated, the trend of how to set appointments is changing. Salespeople need to be more creative about how to get a prospect’s attention, such as using videos. This episode will be about using this approach to make you stand out from the crowd and get that meeting. 

 

Frank Weshcler works for a company called Dynamic Signal. They started in San Bruno but for the last two years, the company has branched out to Chicago. It is a communications and engagement platform to help enterprises and commercial size companies. 

 

The journey toward creating videos 

When Frank was still interviewing with Dynamic Signal, he was asked how comfortable he was in front of the camera. With video creation being part of their outreach, he needed to be able to do quick 30-second dynamic video clips where he could introduce himself and create a pitch. With his theater background, he was immediately comfortable and got started making videos. 

 

Use your creativity

Frank’s company uses Vidyard, a video platform that integrates with their sales platform. It helps them find videos easily,  attaches them into emails, and sends them. Frank has been very creative in all his videos. In one of his videos he ate the restaurant's hottest wings, with triple sauce, and recorded himself pitching to the client while his mouth was on fire! Despite the fact he was coughing and choking, he pressed on.  The client loved it, sent it out to their entire team, and Frank got a meeting.  For him, it was worth it!

 

Keep in mind, the meeting took time and follow-up. After not hearing from the prospect after the initial video, he reached out again with another video, but without the wings this time, to ask if the client had seen the video.  It was then that Frank was able to solidify the meeting. Don’t be discouraged after just one touch.  Clients get busy. 

 

The formula in creating a video 

There is no one formula in creating a video but you can do the research to find the connective niche angle that will be the focus of your pitch. For a sports car company, Frank made a video of himself building one of their cars out of Legos in his workshop using his GoPro. He titled it “I Made Your Car in My Workshop” and it became click-worthy for the client. The video was tied into their brand and interest. Put yourself in your client’s shoes. What would make something click-worthy for you?

When you create a video, tie it into the prospect’s brand or the contact’s personal interests. #SalesVideos

 

How to use videos

Frank loves using videos as an ice-breaker. He often sends a video for the first or  second touch depending on who he is reaching out to. After the video, the next step is getting on the phone. If he still doesn’t get a response, he sends another follow-up video just to remind them of his first video. If he still doesn’t get a reply, he lets it go.

 

Research plays a huge part in the process of making a video. In this stage of the process, your job is to  create an idea that will be relatable to them. What are the prospect’s interests or hobbies? What are their favorite sports teams? Here is where you can use LinkedIn and other social media platforms to dig deep. Frank discovered one prospect was a slam poet so he made a slam poetry video. Use your videos to personalize your pitch in a way your competition hasn’t.  Through your efforts, you ‘re making your introductory video a cut above the rest. 

 

The bane in video  creation

Not all people are using videos for their pitch and introduction because not all salespeople are comfortable in front of the camera. The trend in sales, however, is going more toward videos as salespeople are now using Zoom in their videoconferencing. Hopefully through Zoom salespeople are getting more comfortable being in front of the camera and will take advantage of this video trend as it gains popularity. Frank had never heard utilized video prospecting before joining Dynamic Signal but he’s learned the huge advantage of personalization through this mode of communication. As the use of Zoom progresses, using video prospecting may soon become the norm. Don’t limit yourself. 

 

“How I Creatively Booked Meetings Using Video” episode resources

Connect with Frank via his LinkedIn account. You can also email him at fweschler@dynamicsignal.com or call him at 847-521-0366. 


If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Direct download: TSE_1323.mp3
Category:Sales Prospecting, Video Sales -- posted at: 12:00am EDT

10 things new sellers should avoid doing

 

We all make mistakes from time to time but you can’t avoid them if you don’t know they’re mistakes. In this episode, Donald will share 10 mistakes he’s made so you he’s made so you don’t have to. 

 

Mistake #1: Being pushy

People hate pushy sales reps. These are the ones that are often associated with being a stereotypical “used car salesperson.” This makes buyers feel like they are being tricked into making a purchase. Buyers nowadays are educated, prepared, and they are familiar with the tactics that sellers use. These days, buyers have different options and can go somewhere else if they don’t feel you have their best interest at heart. Buyers want to move toward sellers who can educate them to make the best decision, as opposed to someone who is trying to push them into an option they don’t really need.

Pushy sellers are those who are trying to hit their own deadlines and quotas without taking into account what’s best for their customer. They have abandoned the whole idea of empathy.

 

Mistake #2: Not listening

We’ve all heard that we have two ears and one mouth so that we can listen twice as much as we speak … but not everyone takes this to heart. Donald was taught early on that he should only speak about 30-40% of the time. The rest of the time should be spent listening. New sellers have the notion that the more you talk, the more convincing you get. Actually, the opposite is true. Great sellers spend their time asking effective questions. When you research and come prepared with questions buyers can  respond to, it helps them see you’re more engaged. For example, ask questions pertaining to their business or personal interests . It’s during these conversations that the prospect will tell you how to sell to them. 

 

Having two ears and one mouth should tell you to listen twice as much as you speak. #SalesListening

 

Mistake #3: Saying “Tell me more about your business” 

Don’t ask a buyer about their business when there’s so much information available over the internet. Do your research before the meeting. The buyer shouldn’t have to waste their time educating you about their business. You don’t want to be caught less informed than your competition. Instead, ask them questions that pertain to their services and about the challenges their company may be trying to overcome. 

 

 

Mistake #4: Lying 

Nobody likes a liar. As a seller, you have an idea about what numbers you want to hit. Regardless of what that might be, when the buyer asks for the price, don’t tell them you don’t know if you can give them a margin to work with. Help the buyer make a decision that’s in their best interest by offering great value first, then talk price. 

 

If you truly don’t know the answer to a critical question, let them know you’ll get back to them. Just don’t lie. The buyer will appreciate your authenticity.

 

Mistake #5: Not taking No as an answer

You want to help people but you can’t force them to get your products or services. Sales work is very much like baseball. Not every swing turns into a home run. Sometimes you’re just going to get to first base or hit a line drive. The same is true with your prospects. You want to give your best but when a buyer says no, you can ask a follow-up question to make sure it’s not a problem you can solve. If it’s just not a good time, don’t be pushy and revisit down the road. 

 

Mistake #6: Not knowing the buyer’s true needs

It’s best to meet a client with some understanding of their needs and how you can offer solutions or better alternatives. The last thing a buyer wants is to deal with a salesperson who has no idea how to help them solve their problems. Try to understand the pain points of their business. The more you understand them, the more you’ll be able to add value. 

 

Case studies and testimonials can offer great insight to how problems can be solved or what the problem is. These can be found in your own company’s files, through your competitors, or your prospect’s website. Look at some of the training and videos. Look at their case studies and read on the challenges they solve for their buyers. The last thing a buyer wants is to deal with a salesperson who has no idea how to help them solve their problems. 

 

Mistake #7: Being late for meetings

 

When you set up an appointment, make sure to show up on time and don’t miss appointments. Buyers are busy and being late is a bad first impression. Be diligent with your scheduling and don’t stack appointments if you can’t follow through. Learn how to organize your time in a way that you will have extra time to prepare for your next appointment. Calculate in your travel time, the time you need to prepare your slides, and anything else that will take up precious minutes.

 

Be careful too of being too early and creating a burden for the client. Be there early enough to set up and then be ready to go by the time the client gets there. 




Mistake #8: Not keeping your word

This mistake ties closely to the previous one. For example, if you gave your word you were  going to bring information to the meeting, then do so. You don’t want to come across as unreliable as they will wonder if this will be how you are after closing.  Embrace the idea of  under promising and over delivering. 

 

Mistake #9: Overselling

Overselling can happen with new sellers. Sometimes new sellers feel they have to tell the buyers everything about the product. Your job is to show what’s specifically important to the client. If you’re selling a house and the buyer really wants a nice garage, don’t spend most of your time showing them the bedrooms - show them the nice garage. Give them what they want.

This is how your buyers gain confidence in you and the product or service you have to offer. 

 

Mistake #10: Not willing to learn

 As a new seller, it’s part of your job to learn from everyone. Talk to your colleagues, people from different departments, and other people in the industry. Recognize your gap and seek opportunities to keep learning and growing.  Watch videos, read books, listen to podcasts, go to training seminars, and utilize other modes of education. Be an effective seller by continuously increasing your knowledge. 

 

10 things new sellers should avoid doing” episode resources

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1322.mp3
Category:Successful Sales, Sales Training -- posted at: 12:00am EDT

How to Virtually Forge Deep Connections With Prospects

 

The pandemic has changed the methods of prospecting. Sales is still about connecting with people on a personal level but with so many people doing business virtually now, sales reps have to be able to do this without getting to see people in “the real world.” 

 

Steve Herz is the president of the Montag Group, a talent agency specializing in representing sportscasters, TV newscasters, weathermen radio personalities, podcast hosts, and more. Over the last four years, however, Steve has also become a coach to executive CEOs and anyone who wants to improve their communication skills to close more deals. 

 

Don’t Take Yes for an Answer 

Steve’s book is  Don’t Take Yes for an Answer. The title might seem odd to a salesperson whose livelihood depends on a yes. In this case,  Steve means that he doesn’t want people to be surrounded by the yeses that keep them stuck in mediocrity.  It impedes your improvement.

 

For example, Steve was in his second year of law school, and he was one of the 30 kids working at a big law firm in New York City. By the end of summer, he was facing a verdict of either getting an offer or not. The first 29 people ahead of him received an offer. Steve did not. The managing partner told him that he didn’t have the right skill set for the job and it was suggested he go into sales, start his own company, and come back to the firm as a client. Steve reflected on this advice and it changed the trajectory of his life. This is the story behind the title of his book. He was given a life-changing no and it was the best thing for him! Steve quotes Barry Summers, who has had great success on Wall Street, who said, “The second best thing to a Yes in the business is a fast No.” 

 

Striving for the best version of you

It isn’t your job to say yes. Your job is to bring out the honesty from people around you. Be okay with the no that will push you to become better. Show up with a healthy vulnerability that reflects your interest in growing and learning. If you  strive to get better everyday you open the door to a better version of yourself. This positions you to connect with people who may become your mentors. 

 

Successful salesman vs a great salesman

To be great in sales, you need to believe you can be a success. This comes from genuinely serving the needs of others.  Be someone who knows that you are going to do your very best for the person who has entrusted their needs with you. For example, if you’re selling insurance in Florida and you know the property is prone to flooding, let the homeowners know about it. If something catastrophic happens, get them a stay in a hotel and get their house rebuilt. Exceed the expectations of a client and care about the outcome. 

 

Forging the connection 

Steve believes that people can still forge great connections with people, even in this virtual environment. Before the pandemic, a salesperson may have made 30 phone calls but with the pandemic, may be connecting only half as much but now, it’s on Zoom. Seeing the person face-to-face has a different effect than just speaking with them on the phone. Making eye contact, even virtually, and makes the connection much deeper, especially when you’re able to discuss their life, their interests, and their needs.

 

Stumbling blocks in using Zoom 

When you’re able to Zoom, set aside time to do what needs to be accomplished. Five minutes is not going to be enough. Instead, set aside thirty minutes per call so you have a chance to get to know what’s important to your potential client. Get to understand their reasons for being in the industry they’re in. If you spend the time getting to know people, eventually, enough of those people will have a need for what you’re offering.  Steve has been in the business for 25 years and many of his customers/clients have stayed with him for that 25-year period. He isn’t aiming for short-term business. Steve believes that the best customers are your current customers and maintaining them while getting new ones by referral is a great way to grow your business. 

 

The authentic body language

As a salesperson, you need to be confident and comfortable in your own body language. Be relaxed, have good posture, and maintain eye contact. During a sales meeting make it a habit  to be professional but authentic. You want there to be a consistency of behavior throughout your life so you can show up to prospects comfortably.  Oftentimes, we don’t even know we have bad habits. You can correct that with the help of your colleagues, friends, or family members who can be an extra set of eyes on what could be improved upon. 

 

Make it a habit to sit up straight and have good eye contact so it becomes natural when you’re in front of people. #SalesPosture

 

Be perceptive and acknowledge others

Make sure that the person you’re talking to feels welcome. Look at the conversation from the other person’s perspective and ask yourself:

 

-What do they want out of this? 

-What is their point of view?

-How can I frame my conversation in a way to make it about them?

 

Steve talked to his friend, Jeff, who ran a whole division in Citibank and built a billion-dollar business for the bank. Jeff was on the heavy side, however, and was told earlier in his career that he wouldn’t get a job in management because he doesn’t look the part. His performance was so strong, however, that he was promoted anyway to manage a whole division. Steve asked Jeff how he did it. Jeff explained that his boss noticed that in his division there was almost no turnover of people they considered integral to the business. It was because Jeff cared for his employees and whenever someone got another offer, Jeff would meet with them to ask if the offer was really the best thing for them. He would go over the pros and cons of taking the offer. Jeff supported their decisions either way, but he made it a point to create the chance to highlight that their company had already proven how much these employees were valued. Jeff was able to move through these meetings well because he’d already established trust. He genuinely cared about his people and they knew it. 

 

Eric Mark is now a senior VP for the Miami Dolphins but when he and Steve still worked together he asked Steve to have breakfast with him. Eric said that he was coming to Steve to talk as a friend and a boss. He told Steve that he loved working with him but he got a job that would move him towards his dream job working for the NBA. Steve told Eric to take the job, even though he wanted him to stay, but knowing that Eric’s heart was somewhere else, he knew in the long run, it was Eric’s best move. Eric thrived in the NBA for five years and eventually got the offer with the Miami Dolphins. A decade later and they are still close. 

 

We all need to constantly improve our mindset and the way we interact with others. No matter how successful we become, it’s mission critical to keep learning about how to show up for people and be at our best. 

 

How to Virtually Forge Deep Connections With Prospects" episode resources 

Reach out to Steve Herz via his LinkedIn Account! You can also visit his official website and look up his podcast from there. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1321.mp3
Category:Successful Salesman, Great Salesman -- posted at: 12:00am EDT

What To Do When a Customer Says “Not Yet” To Closing

 

We’ve all gotten a “not yet” from a prospect and it can be frustrating having that delay in closing. In this episode we’ll look at how to move from “not yet” to yes.

 

Jeff Shore is a salesperson at heart and has been in the industry for a number of years. He started his sales career in real estate but for the last 20 years, he’s been at Shore Consulting. Jeff works with companies large and small all around the world. He is also a published author and is getting ready to launch his 10th book. He used to look at sales from the perspective of the salesperson but now, he’s looking at how a buyer buys. Instead of reading sales books, he reads psychology books to know what’s going on in the mind during the sales process that leads to the decisions people make. 

 

Salespeople are sales counselors because they get to the root of the problem before they try to provide any kind of solution. This is the heartbeat of sales. We understand the customers’ problems and we try to offer them the best solution.

 

On writing his books 

 

As an author, Jeff understands he has to live a book before he writes it. Jeff knows it’s not just about the sale. The follow up is just as important and Jeff is passionate about learning everything he can. He wants us all to know the greatest lessons are in how to serve customers and learning how we can add value after the initial presentation. This is what Jeff’s book is about. 

 

The inability to follow-up 

Not following up comes down to two things:  I can’t do it or I won’t do it. This is both an ability and a motivation issue. If you don’t know how, find someone to help you or a resource that can teach you.  Motivation entails having the right mindset.

 

The challenges today 

The two biggest problems in doing follow-up are that salespeople are often too slow and/or too impersonal. Speed and personalization are the superpowers that salespeople have at their disposal. The faster they serve, the more that they are able to share the message that they care. These days, people equate speed with care. If you can combine speed and personalization, you’re already 98% ahead from other salespeople who just rely on their CRM to kick out a generic email 24-hours after the initial conversation. 

Getting back in touch adds value and this is the first step in building a relationship with prospects. The second step is being personal. We all get numerous emails in a week and they come in many forms. If salespeople spent any meaningful time online, they would see there is plenty of accessible information to personalize correspondence and it would make all the difference. 

 

Jeff got an email from a person who just took a photo of himself holding a piece of paper that said, “Hi, Jeff!”  He knew then that the email was for him. He got Jeff’s attention and Jeff couldn’t deny him a reply.  They didn’t close a deal but it got a response and that is a huge part of the battle. 

 

The need to follow-up

Many salespeople are doing follow-up because of the fear of getting in trouble with their bosses. If the CRM has holes in it, then the sales reps can just blame it on the system. This isn’t enough. A sales rep has to see the importance and value behind the follow-up. Your starting point should be asking yourself how you can add value to the prospect. You need a better motivation to do the follow-up than just your boss. 

 

Don’t get eliminated 

There are two types of elimination: active elimination and the passive elimination. Active elimination is when a product or service isn’t a good fit. Passive elimination happens when you fall off from the prospects’ radar and become forgettable. The longer time you wait to do a follow-up, the longer period it will be that you go without having a conversation with them. This lack of communication destroys relationships. This has something to do with a psychological phenomenon called emotional altitude. Human beings are emotional creatures. We make emotion-based decisions but we buy more with our gut. About 85% of the purchasing decisions we have are instinctive or intuitive and only 15% is based on logic and supported by data. 

 

In a sales conversation, a prospect can start hyped up and excited. That feeling of excitement doesn’t last. Time has a way of decreasing that emotional altitude. The role of the follow-up ensures that the emotional attitude stays up. It helps to maintain an emotional engagement. 

 

When to stop 

The best time to stop doing a follow-up is when the prospect no longer thinks you’re adding value. Your goal in doing follow-up is to add value and be on their radar to solve future problems. Have structure in your follow-up and you put  yourself in a position where you can give what they need  over and over again. Be the first person that comes to mind when a need arises.

 

Your mission isn’t just to follow-up but to follow-up and close. #ClosingADeal




Adding value using a video follow-up

Videos are effective and the amount of value you can build in a 30-second length of time is astounding. One of the barricades to video follow-up is discomfort because some people just don’t like the way they look on camera. If you feel that way, just know that your customers already know what you look like. This is a follow-up video so they’re not expecting to see anyone else. The good thing about this is the ability to do it again and again until you get the perfect personalized video message. 

 

During the pandemic, video conferencing is the best way to talk to other people. We are now forced to use videos and this can help accelerate the video interaction long before you\re able to meet somebody face-to-face for the first time. 

 

Remember your speed 

Speed is your sales superpower, so use it. Send a  follow-up message as soon as you’re able. You can record a 15-second video telling your prospect how much you enjoyed the conversation  and you’re willing to help answer any questions. That’s quick and already a follow-up. The video is much better than a business card that can get thrown away. Your video will be on their phone along with your number. 

 

Steven Pressfield’s book The War of Art  talks to artists and writers who are dealing with blocks. Pressfield called this resistance and it keeps them from doing things they need to do. In sales, this is comfort addiction. We like to be in a comfortable place but remember that success doesn't lie in your comfort zone. If you are uncomfortable doing follow-up, you need to deal with the discomfort and breakthrough. If you can do that, then you’ll be able to uncover incredible opportunities. 

 

What To Do When a Customer Says “Not Yet” To Closing” episode resources 

Connect with Jeff Shore via his LinkedIn account or subscribe to his podcast, The Buyer’s Mind and listen to his shows every Saturday. 

 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1320.mp3
Category:Lead Generation, Video, Sales Video -- posted at: 12:00am EDT

5 Things All Sellers Should Do Before Prospecting

Many salespeople find prospecting daunting. Prospecting is one of the most critical actions a sales rep can do to develop leads.Donald has worked with many salespeople and he still sees sales reps who don’t prepare as much as they should when prospecting. Even people who are high in the organizational chart need to prospect. 

In this episode, Donald is sharing 5 actions that all sellers should take before prospecting.

  • Set goals
  • Plan ahead of time
  • Focus on your list
  • Do your research and find the right information about your prospects
  • Have the proper mindset

 

Setting your goals 

You must have a goal whenever you prospect. Having a goal allows you to have focused action in the time you’ve set aside for prospecting. Set a goal for how many prospects you want to contact in your scheduled time frame. Evaluate what you want to achieve. For example:

 

Do you plan on getting three new prospects?

Are you setting two new appointments?

Will you be making X number of calls?

 

To stay accountable, you can share your goals with somebody on your team. By doing this, you have someone to check on whether or not you’ve achieved your goals. For additional accountability, you can also check out The Sales Evangelizers, on Facebook and LinkedIn, to talk with the other sales reps who share similar goals. 

 

Plan it 

For many sales reps, prospecting can be treated as an afterthought. The best approach to prospecting is to have an action. Block out the time on your calendar and treat it as sacred so you can focus on your prospecting efforts. 

 

Use your dedicated time for prospecting and focus your efforts on that. Don’t use this time to check company emails,  Facebook notifications,or LinkedIn. 

 

Sales reps need to prepare more than you think you should. #SalesPreparedness

Focus on your list

Before you prospect, build a list first. Regardless of the tool you use,putting together this clearly defined list should be part of the planning process. Use LinkedIn or some other software or company to make sure the information is updated so you’re not wasting time when it’s time to make contact. Clean up the data beforehand so you make the most of your time prospecting 

 

Do basic research 

Donald uses a three by three approach when doing research about a new prospect: He finds three things about the prospect within three minutes using LinkedIn or their own company site. Some of this information includes their position or roles in the company, any new acquisition, new announcements in the company, new promotions, and more.

 

You can use the information you gathered when you’re reaching out to them to personalize the correspondence. In your research, you can find out their roles and vary your approaches accordingly. Depending on the positions they have in their organization, you can adjust the value proposition. Research can take time but it’s worth it. If you need to, ask for help from the members of your sales team or marketing and sales research departments.

 

The Mindset 

Meditating is one of the best ways to prepare yourself for the day. It’s a time where you can get quiet and focus. Get into the zone and picture your success. Professional athletes spend thousands of dollars on coaches to help them get the right mindset so they can stay top of their game. 

You can join Donald’s mastermind classes as they have sales reps from a variety of fields who come together and partner with us. There, you can find accountability, support, and guidance. To join, check out the website at www.thesalesevangelist.com/mastermind to fill out an application. Getting your right mind is critical for your success. You need the mindset and belief you can get those appointments and close the deals.

5 Things All Sellers Should Do Before Prospecting” episode resources 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Direct download: TSE_1319.mp3
Category:Prospecting, Mindset, Sales Goals -- posted at: 12:00am EDT

What To Do When a Prospect "Ghosts" You

 

During these uncertain times salespeople can feel they are being “ghosted” by prospects.  Someone who once seemed like a potential client has vanished with what seems like no hope of reconnecting. When this happens, what can you do?  You’ll find answers in this episode. 

 

Rian Laniga graduated college and moved to Australia for a year. When he went back to Ireland, he started his career in sales. After working for other companies, he decided to start his agency to help B2B sales leaders get themselves in front of people more regularly. Rian is working with clients all over the globe including Singapore, Ireland, England, and the United States. 

 

Defining ghosting

Ghosting is not simply sending an email and not hearing or getting a response. Ghosting is more of already having a meeting with them, arranging for a follow-up, and then they didn’t show up. It’s when you’ve reached out to them multiple times but you didn’t hear a response. It’s not a one and done deal. 

 

Why you may have been ghosted

When you feel you’ve been ghosted the first question people ask themselves is why. One of the ways people make it easy for others to treat them this way is that sales reps aren’t deliberate about sharing next steps with prospects. Prospects need to know what to expect after having that initial contact and you need to know if you have someone who sincerely wants to continue a relationship with you. Salespeople can mistakenly believe they have a new client when all they hear is positive feedback. Rian suggests, however, that if you hear positive words, you may need to worry. Positive words don’t mean the prospect has decided to move forward with you. As the sales rep, come up with next steps that can be mutually agreed upon so you both know where you stand. 

The calendar invite

Rian’s next suggestion is to get your prospects to accept the calendar invite. You can’t expect them to turn into a call if you don’t send them an invitation first. Many salespeople tend to forget this step. People nowadays hate to go to meetings so it’s  important you get on their schedule so there’s a lesser chance of cancelation. It’s more important that you ask for time than a meeting. Always ask for more time than you need so when you finish early, you’re able to give their time back to them. You’re Hero of the Day!

To get on the calendar initially, Rian asks prospects to open up their calendar while he’s with them so they can look at availability together.   Once the prospect offers a date and time, you can push back and offer an alternative date and time to appear a busy person. The important thing is for them to confirm on their calendar. 

 

The next step is a little bolder. After confirming the schedule with them, ask if there is anything that might keep them from making it to the meeting. It lets the prospect know that you’ve scheduled meetings before and you understand things can happen. This can be an  unusual occurrence, especially for people who are high up the chain such as CEOs but don’t be afraid of challenging the status quo. 

 

Make No an acceptable answer

Receiving a no isn’t always a bad thing because it frees  you up to chase the yeses.This is one of the biggest lessons Rian has learned. There are three possible outcomes from a phone call that you have with your prospects: Yes,  No, or a Referral. Rian has learned to ask which one it will be by the end of the call.  What makes it easier is when he takes his prospect to Starbucks, Rian says if they close a deal, he’ll pay for coffee.  If they don’t, the client gets to pay.  At the end of the meeting Rian asks who’s paying for coffee. If the answer is, “The coffee is on you today,” Rian then knows that he’s just closed a deal. As a sales rep, expect to hear a no but understand, It’s typically not a “forever no” but a “no, not now.”

 

Don’t take anything personally

At the end of the day don’t take anything as personal. It’s just business. Know that there’s a difference between your identity and your role and a rejection doesn’t define who you are or your value. It’s important you know the distinction. You can lose a sale and still be an outstanding person. 

 

On the other hand, don’t be afraid of making it big. You need to be bold and do what others may think is impossible. With confidence and a great mindset, you can! Buyers are trying to gauge if the deal is worth the risk or not. You have a higher chance of closing if the rep believes you believe in yourself and in your product. 

 

Reconnecting with the prospects

One thing you can do to reconnect with a prospect, is to use a different platform. Rian will initially reapproach with a private message once he finds the prospect. Rian understands people can have a change in circumstances such as losing their jobs, moving to another company, and more. Investigate the reasons that may have nothing to do with you.

 

Another technique Rian will use is telling the prospect that if they don’t respond, he’ll go ahead and close the file.  This has gotten the greatest response.  People in general don’t want to hurt anyone’s feelings and will jump to respond to an assumption that may be incorrect. 

 

Finally, if you’ve been ghosted by someone, there may be some negative residual feelings. If that’s the case, make sure you have someone else read any emails you’re sending out. They will be able to help you gauge the content of your message and can help you correct any emotional imbalance it may contain.

 

When there’s a possibility you may write with emotion, have someone read an email before you send it.  #SalesAccountability

 

What To Do When a Prospect "Ghosts" You” episode resources 

Connect with Rian Lanigan via his LinkedIn account. If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1318.mp3
Category:Cold prospects, Reaching out -- posted at: 12:00am EDT

How a Steady Referral Rate Generated More Than 900 Authentic Testimonials

 

A great way to increase the longevity of any business or sales career is to have great referrals. In this episode, we’ll explore the evolution of referrals and the stages of you can move through to receive authentic and quality testimonials and referrals.

 

Amber Vilhauer is the owner of the company called NGNG Enterprises, which stands for No Guts, No Glory, a phrase that her mother used as she was growing up. It reminds Amber to face her fears as she navigates the online world. 

 

A large part of NGNG Enterprises’ work includes developing high-performance websites. Amber understands websites are the hub and heart of a business and her goal is for people to land on your website and to experience you. In order to do that, the video has become a big part of their marketing strategy so the connection is more personal. They also have a marketing division where they help influencers start creating videos and live streaming. Amber’s team teaches them how to optimize and repurpose their content for all major channels. Consistency is part of Amber’s approach because this greatly impacts sales. For authors, Amber’s team helps them launch their books. 

 

Defining referrals 

Referral in the traditional sense is the sharing of information from one person to another about a particular business or service. By word of mouth, people share information with colleagues, friends, and family about businesses they believe in and trust. Getting referrals is a great way to build a customer base through people who have already used your services or products so you want to make sure you ask for the referral while the memory is still fresh and they’re excited. 

 

Amber has a systematic approach she uses in asking for a testimonial. At the end of every website project, they celebrate their success with their clients. While they are celebrating and happy, Amber asks the clients if they would be willing to provide a written testimonial of their experience. The client invariably asks what she wants them to say but Amber lets them know she’d rather have them articulate their own experience with her company so the testimonials are 100% true and genuine. Over the years, she has found there are consistent keywords throughout the testimonials. 



Repurposing contents

For years, these written testimonials were the norm but now, videos have become popular. Amber started asking for video testimonials when she realized it was the best way to develop a personal connection in this digital world. Video is more authentic. With the rise of live-streaming, Amber has taught her team to invite their clients to their Zoom Room live-stream. It’s an opportunity where to celebrate a book launch and they can also interview their clients. This offers two great opportunities. On the one hand, they are giving their clients a platform to share their message and grow their business. On the other hand, part of the interview entails the client being asked to share their experience while working with Amber’s team. It’s a win-win situation. Regardless of which platform or how the information is developed, Amber then repurposes the content and optimizes it for YouTube or blog content. Working from multiple platforms is a way to show potential clients that they are active in the business and it elevates the whole experience. Most sales teams fail to take advantage of these kinds of opportunities and can miss a very effective system. Once you know how to organize the flow, the entire process becomes a little more automated. 

 

Getting a constant referral rate

Amber is writing a book with the working title Elevate Every Experience: Develop Personal Connection to Scale your Influence. Amber believes that people should be focusing on developing personal connections with each person they’re attracting into their ecosystem. As mentioned earlier, you can draw people to you using video content. As they feel they’re getting to know you, there are things you can do to nurture that relationship and move this into the beginning of a sales experience. By the time you call, they feel like they’ve known you for a long time. 

 

You need to be intentional about their sales experience. Being transparent and honest in the video stages helps set you up to be liked and trusted. When you do that, you’ll be able to build that consistent experience and further deepen the relationship. 

 

As a sales rep, you control the experience for the people you work with. Depending on what you offer, they can start as a follower, then a prospect, then as a client. You can create a website but people will stay based on the way you make them feel. You need to have the desire to build a relationship with your customer. 

 

Existing customers vs New customers

Many salespeople are focused on looking for new clients and don’t realize the satisfaction, fulfillment, and profit in extending themselves to their existing customers. While it’s good to reach out and look for new clients, it’s also equally valuable to keep existing clients happy. You can’t get consistent testimonials if they are not genuinely happy by their experience. Take the time to evaluate your system and see if you are offering a good experience for your clients. 



Improve the experience 

This can be as simple as smiling more. Being engaging and being present as yourself are inviting to people and will feel more fulfilling to you. When we connect with people on a deeper level it’s typically reciprocated over time. Make their life more fun and you’ll find people happy to provide a referral.  

 

People move from follower to a prospect to a client by how we make them feel. #Salesjourney

 

Understanding your prospects 

Instead of thinking of your prospects as a lead, think of them as people. They are living, breathing people with families, and real-life problems. They are stressed with the current situation too and they are burdened with whatever they are facing on top of it all. Many people are broken and they are doing the best they can do. We certainly know how this can feel. The next time you get onto a call, remember the person you’re talking to and act with compassion. 

 

Getting the testimonials 

When to ask for a testimonial depends on the project.  For a website client, it’s at the end of the project when they are celebrating its launch. In contrast, Amber hosted a two-day live event called Author Up Live. It was a $3,500 event and as soon as people signed up for it, Amber sent them a personal message within minutes. In her email, she asked the clients to create a one minute video telling her why they’re excited about the event. She also told them she’ll share the video in the community to promote them up and get everyone else excited. In another instance, Amber worked with author Mike Michalowicz for his book Fix This Next and asked him for a testimonial halfway through the project. 

 

You can ask for testimonials at different stages but it depends on what you’re offering, and the natural moment of excitement for your customer, so that it’s almost natural for them.

 

There is no wrong path, says Amber. It depends on your business and if there are objections, don’t think of it as going through a bad patch. Rather, think of it as a time of alignment. No testimonial is a bad testimonial if you know how to look at it from a positive point-of-view. 

 

How a Steady Referral Rate Generated More Than 900 Authentic Testimonials” episode resources 

Visit Amber’s official website, LinkedIn,  and her official YouTube videos to learn more! 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1317.mp3
Category:Testimonials, Referrals -- posted at: 12:00am EDT

5 Things To Know Before Using LinkedIn Voice Message

 

Salespeople want to know how to use new features that enable us to reach out to prospects and an example is the LinkedIn voice message. There are, however,  things you need to know before sending your first one.

 

LinkedIn Voice Messaging

LinkedIn is now expanding its reach and updating its platform with new features. One great feature you want to be aware of is the ability to send a video message. Donald Kelly has 5 tips for using LinkedIn’s voice message:

 

Tip 1: Keep your message simple 

Tip 2: You need to have a specific message

Tip 3: Offer value

Tip 4: Follow a structure

Tip 5: Have an invitation to action

 

Keep it Simple 

LinkedIn voice messages offer a 60-second to record a message. (If you don’t know how to find this tool, you can check out this episode on our YouTube channel, episode 1316.) When you only have 60 seconds you need to keep your message simple and brief. Your prospects are bombarded with activities from daily schedules and you don’t want to make their lives more difficult by giving them a voice message that takes too much time. 

 

Use a message and a value

When you reach out to your prospect, be sure of your message. What do your prospects really need from you? The prospect wants the message to be worth their time. Your job is to focus on their problems and the solutions you provide. The people  you’re contacting are likely first-degree connections so you don’t need to tell them everything your company does. These people have already connected with you. The first thing you’re going to say is your name and then you can go ahead with your message and tie it in with value. 

 

Starting a personalized message with “Out of curiosity …” allows space for a conversation to begin. #SalesPersonalization

 

Follow a structure 

Leave a message like you’re talking to a friend and make sure you include an invitation to an upcoming event or make them aware of information that brings value. Offer something that will be beneficial to them.This may be as simple as sending images or videos that may be helpful to them but it increases engagement. 

 

Keep in mind, this feature is only applicable to those who have the LinkedIn application. For those without the application, you need to download the application on your device to get the most robust features LinkedIn has to offer.  

 

Call to action 

Include an invitation or call to action.  An example message might be:

“Hey, Shannon! How are you doing? I loved your post recently about ____. You guys are doing some amazing stuff. By the way, we’re doing a webinar next week. I wanted to see if you’d be open to coming into the webinar.” 

 

 For people with whom you’re already connected, you can leave a similar message or ask them a Yes or No question to offer an opportunity to respond. Ideally, you want this to lead to a conversation.



5 Things To Know Before Using LinkedIn Voice Message” episode resources 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1316.mp3
Category:LinkedIn, LinkedIn Voice Messaging, Donald Kelly -- posted at: 12:00am EDT

Finding the Right Blend of Personalization and Automation In Outbound Sales

 

There has to be a balance between personalization and automation in outbound sales. The question is, how do you keep the right blend of the two? In this episode, we’ll discuss how to personalize the method of automation.

 

Stephen Lowisz always says that he sucks at everything except sales. He was 16 when he started selling consulting solutions. He didn’t make any money at first but even with no formal training he was able to study the process and he made his first 1.1 at 19. When Stephen started sales, it was old-school smile-and-dial. It was a time of manual effort - finding people, getting their data, putting it on SalesForce, and calling. Things are different now.

 

The lack of interest in effective outreach

Outbound sales isn’t necessarily viewed as appealing. The appeal comes later when you’re collecting the check. Outbound sales is considered spam because we often get automated messages from a variety of sources. Many sales teams don’t realize there is a right and wrong way of sending out emails. 

 

The balance between personalization and automation 

Executing Stephen’s philosophy of making outbound more personal is executed by taking a group of people that are almost identical in persona. Once they are selected he then communicates with the group as a specific persona and it helps make the message more personal even if it’s being automated to a specific group. In his company, they sell behavioral analytics to predict sales team performance within organizations and most of their products are focused on HR. They are good clients but they are not a group where persona can be defined.

 

When he talks to a small group of people who exhibit the same persona he can get very personal with them. Most salespeople approach an individual saying, “Hey I’m Stephen from Quality Agents. I run a performance solution and I have behavioral analytics …”  and on and on, making it all about them and their products.  Stephen has a different approach. He’ll say, “Look, running HR, essentially being the CEO of people in a fast-moving tech company with ever-changing needs, is really, really difficult. I get to align with HR leaders like yourself, to help them grow and scale and align their teams and I want to swap some insight and ideas.”  He’s able to make it about them and shows up to serve and partner. 

 

Automate the activity and the task

Stephen suggests that you can automate the activity and the task well. You can send a sequence of automated emails and then do the same thing with LinkedIn where you do voicemail drops.

 

Another tip to staying personal is by automating the task. In earlier years, sales had no automation. Everything was manually and there was a need for a methodology. Even with automation, however, we still need methodology in sales today. Without specific steps, you can end up working harder without working smarter. There are many tools to do this but it’s when you have a sequence and methodology that you are able to optimize your sales process. 

 

The approach 

Stephen created an e-book called Sales Code which offered a different mentality around sales. The goal of salespeople is to set up an appointment and make a deal; however, it is also equally important to pique the emotional curiosity of your prospects. This is what outbound sales is. It’s about piquing not just the product or service interest but also emotional curiosity.

 

To create a balance between automation and personalization, Stephen suggests beginning with a personal approach. Once they have an emotional investment, it is more likely appointments will be made. When that’s done you can move them through email automation and start connecting with them via LinkedIn automatically. After that, a personal conversation.

 

Cold-calling isn’t dead 

Cold-calling may not be scalable but it’s also not dead. It’s a good idea to warm-up your prospects with a few LinkedIn touches or emails. Depending on the size of your business, you can also use Facebook. Generally, it takes 7 - 12 touchpoints before someone will meet. Remember that prospects are different from each other so spend a lot of time nurturing the relationship using a lot of different avenues. Be professionally persistent without hounding your prospects.

 

Cold-calling is a catalyst to get a response via other mediums. More often than not, people won’t call you back but if you give them the right opportunity and nudge them in a professional way, they will respond. Others misconstrue formality with professionalism. Stephen uses an informal approach but he tailors his message. His goal is to talk to people on a peer-to-peer level. He is professional but for him, taking a formal approach doesn’t work as well. 

 

It’s very easy to become unoriginal in sales if you just follow the strategies of other people. It’s good to take into account what successful people have done but do it in a way that is authentic and unique to you, and to your client. 



The formal kind of market

According to Stephen, the European market can be very formal in the way that exchanges are made. He trains ways that conversations can be professional but still be conversational. If you communicate on the side of formality, you may try adjusting your approaches to best suit your client. 

 

Just remember to create a very niche and specific persona. Craft a custom message to that persona and take that same exact message and apply it to 100 people. Create a personal message and slightly back it up just enough so that you can automate it. 

 

Finding the Right Blend of Personalization and Automation In Outbound Sales” episode resources 

Connect with Stephen and know more about Qualigence via his LinkedIn account

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1315.mp3
Category:Linkedin, Cold Calling, Automation -- posted at: 12:00am EDT

Shoan's mission is to help every person on the planet that has a powerful and compelling message, to overcome their challenges with getting their material out “there” and broadcast their voice with confidence, courage, and fearless determination in order to connect with the Social Media World and impact their audience with next-level engagement.

Direct download: TSE_1314.mp3
Category:Cold Outreach, Sales Mindset -- posted at: 12:00am EDT

Direct download: TSE_1313.mp3
Category:Prospecting, Limiting Beliefs, Fear -- posted at: 12:00am EDT

Tom Abbott is the founder and Managing Director of SOCO Sales Training. He has delivered hundreds of motivational sales keynotes, kickoffs, presentations and workshops in over 20 countries and is a pioneer of optimising the sales processes of organizations worldwide. He is the author of the sales books The SOHO Solution and Social Selling, the host of the Selling in Asia podcast and is the architect of SOCO Academy an award winning e-learning platform helping thousands of small business owners and sales professionals optimise their sales performance.

And here are links to resources Tom shared in the episode:

SOCO Sales Training Website https://www.socoselling.com
Free copy of ’Social Selling’ book by Tom Abbott: https://bit.ly/SOCOevangelizers
Connect with Tom on LinkedIn: https://www.linkedin.com/in/socoselling/
Facebook Soco Selling Group: https://www.facebook.com/groups/socoselling

Direct download: TSE_1312.mp3
Category:Social Selling, Omnichannel, Sales Leads -- posted at: 12:00am EDT

Tom Whalen is a career Inside Sales professional and has been leading sales teams since 2000. As a leader, coach, and mentor, Tom has trained countless sales professionals for industry leading organizations such as: Hewlett-Packard, American Express, Key Corp and McKesson Corporation.
Tom has built successful sales teams from scratch, scaled new organizations, turned struggling departments around, and integrated several acquisitions. Tom’s passion for developing talent, winning new business and moving the inside sales profession forward has been instrumental in the growth of the companies he’s worked for as well as the clients they serve.
When Tom isn’t growing sales organizations, he loves taking wife Suzanne and two daughters Casey and Sydney to Disneyworld and is a zealous fan of all things wrestling.

Direct download: TSE_1311.mp3
Category:Lost customers, Perseverance -- posted at: 12:00am EDT

Direct download: TSE_1310.mp3
Category:Demonstration, Negotiations -- posted at: 12:00am EDT

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