The Sales Evangelist

Categories

general
Being Authentic
Framing
Relationships
Risk
Business Growth
Customized Solutions
Bryan Hendrick
Objections
Account Executive
B2C
Differentiate
C-Suite
Company Culture
Give Value
Seek to Understand
Email
Conversations
Collaboration
Brian Margolis
Cold Calling
Barbara Giamanco
Account Management
Content Marketing
Jay Gibb
Business Development
Outbound
Empathy
Coaching
Fear
Jimmy Burgess
Education Based Marketing
Keywords
Prospecting
Pipeline
Dennis Brown
LinkedIn
Facebook
Clarence Butts
leads
Dale Dupree
Michael Sardina
Cadence
Jack Kosakowski
Qualifying
Social Selling
Connection
John Antonacci
Branding
Ethics
Bob Burg
John Barrows
Credibility
Audience Engagement
Ericka Eller
Confidence
Jim Jacobus
Building Rapport
Communication
Douglas Vigliotti
Entrepreneur
Humor
Champion
Jared Easley
Commission Sales
Chris Dayley
Building Value
Building Trust
Sales Team
Ask for the sale
Sales Training
Relationship Selling
Ideal Customer
Leadership
Prospecting System
Hiring
Goals
Sales Plan
Referrals
Value
Lead Generation
Asking Thought Provoking Questions
Client Management
sales Management
Success
Asking for Referrals
Sales Strategies
Sales Habits
Sales Culture
Motivation
Door to Door Sales
Sales Coaching
Group Coaching
Selling Success
Accountability
Crowdfunding
Mindset
Sales Enterprise
Sales Process
Closing
Sales Leader
Following Up
Digital Marketing
Sales Opportunities
Sales Mindset
Sales
Email Marketing
Online Marketing
Rejection
Habits
Start with Why
Profitability
Fear of Rejection
Marketing and Sales
Scarcity
Videos
Questions
Business Conversation
Value Conversation
Customer Experience
Negotiation
Demo
Customer Service
Competition
Sales Compensation Plan
Unique Way To Sell
Sales Conversations
Discovery Meeting
Reciprocity
Messaging
Sales and Marketing
Sales Tools
Buyer Persona
Pricing
Joe Carlen
GAP Method
Pre Call Planning
Warm Leads
New Hire
Time Management
Reading Prospects
Numbers Game
Goals Setting
Q and A
Rapport
Customer Evangelist
Humility
Medical Sales
Upselling
Speaking With Executives
Networking
Meeting With Executives
Scaling your sales team
Sales Growth
High Ticket Selling
ROI
Focusing
AI
Bad Customers
Creative Prospecting
Top Performer
Phone Prospecting
Presentation
Affliate Marketing
Research
Delegate
Sales Develop Representative
Theater and Sales
Additive Behaviors
Email Selling
Hard Work and Determination
Hard Work
Common Sales Challenges
First Impression
Meeting with Customers
Interview
Dedication
Administrative Tasks
Sales Enablement
Promotional Materials
Finishing
Story Selling
Revenue
Proposals
Course
Top Performance
Current Customers
Podcast
Planning
Value Driven Conversation
Processes
Twitter
Wealth
Field Sales Rep
Local Advertising
Increase Revenue
Upfront Agreement
Lead Magnet
Message
Experience
Change
Direct Response Marketing
Inbound
Sales Vs. Marketing
Phone Sales
Community
New Sales Professional
PAIN
Influence
Mastermind
Cross Selling
Sales Travel
Team Motivation
Sell Yourself
Image
Values Based Marketing
Promotional Product
Bold
Sales Metric
Sales 2.0
Timing
Sales processes
Value Pricing
Proposal
Copywriting
Network Marketing
Budget
Appointment
Sales Commitment
Building Quick Relationships
Passion
Consultative Selling
Foundation
Everyday Sales
Selling Intangibles
Work-life balance
Inside sales
Mental tougness
Fear of being salesy
Free Trial
Web Leads
Sales Leadership
Vacation
Sales Job Interview
Podcasting
Positive
Live Events
Decision Makers
Sales jobs
Public Relations
Website Sales
Newsletters
entrepreneurs
Commission
Webinar Sales
Sales Experience
Sales Proposals
New Sellers
Daily Planning
Rapid Growth
Lead with Value
Finding Your Voice
New Sales Training
Sales From The Street
The Sales Whisperer
Sales Funnels
Listening
Sales Prospecting
 Guy Kawasaki
Taking action
Positive Thinking
Increasing Sales
Winning Vendor
Being Selfless
Positive Attitude
Selling to women
Sales Stigma
Sales Slump
Persistence
Agenda
Job Interview
Sales Vision
Forecasting
Close Rate
Deeper Discussion
Linked Seller
High Performance Habits
DISCOVER Questions™
Rory Vaden
Donald Kelly
Curtis McHale
Anthony Tran
Case Study
Advanced Sellers
Contract Hell
Bob Rickert
Reluctant Buyers
Inbound Marketing
Google Alerts
Game Changer
Close.io
Honesty
Finding
Calendar Invite
Eveline Pierre
Josh turner
Joanne Black
Matt Hallisy
Mace Horoff
Amy Porterfield
Chris Rollins
Deb Calvert
Closed File
Dino Dogan
Katherine Kotaw
Bryan Daley
Dave Delany
Linda Yates
Jim Cathcart
Happy Someone
Chirag Gupta
Personalize
Jeffrey Gitomer
Cold Outreach
Growth
Sales Pitch
Carissa Hill
Account-Based Marketing
Preparation
Alice Heiman
Imposter syndrome
Buyer's Journey
Drip campaign
Outreach
Influencers
Prospect.io
Don Barden
Acquisition
Barth Getto
Joe Pardo
Data
Preconceived Notions
Sales Process, Sales Podcast
CRM
Selling Your Company
Gen Z
Mastermind, Group Learning
Chat
Partnering, New Leads
Hiring, New Hire
Instagram, New Leads
Failure
Grit
Emotional Intelligence
Client Success
Client Onboarding
Price
SDR
Small Businesses
Asking Questions
Decision Maker
Poor Sales
Account Mapping
Remote Worker
Stories
Selling
Video
Script
Money
Discovery Questions
Marketing
Solving problems
Staying Top of Mind
References
Content
Scaling
Authenticity
Incentives
Curiosity
Market
Omnichannel outreach
Building Relationship
Scale
Video Conference
Traveling Seller
SEO
Scheduling
Cause Marketing
Overcoming obstacles
personal branding
Sales Leaders
Course correction
Sales Meetings
Activities
Problem Solving
Sales Success
BDR
Inbound Leads
Business Proposals
Selling to Friends
Product Demo
Transformational Selling
Profits
Nurturing
Teamwork
Podcast changes
Sales Strategy
Contact Marketing
Firing
New Products
Social Dynamic Selling
Accidental Seller
Accidental Sellers
Repeat Business
Accidental Series
Closing deals
Increasing Sales, Technology
Sales, Effective Sales
Cold Emails
Closing revenue
LinkedIn sales
The Accidental Seller Series
Sales Hiring
Accidental Seller Series
Hiring, Successful hiring
Sales Contracts
Best Sellers In History Series 1
Best sellers in History
Sales Planning
Sales Events
sales 2020
Best Sellers in History Series
Best Seller in History Series
DISC Assessment Profile
Best Seller in History
Psychology of Sales, Sales Mindset
Sales Effectiveness
women in sales, best sellers in history
Sales Script, Target Customer, Niche
Best seller in history, Salesman
Sales Story
Sales Women, Sales Force
Reginald F Lewis
Sales Wealth, Sales Prosperity
Personal Brand, Stephen Hart
Donald Kelly, The Sales Evangelist
SaaS, Software Sales
Leads, Qualifying Leads
ROI, Leads, Inbound Leads, External and Internal Triggers
Women in Sales, Sales Success Story
Stuck sellers
Sales Value
Building trust, Entrepreneurs
Sales Automation
Government, Sales
Sales Videos, Closing Deals
Sales Process, Sales Planning
Sales restructuring, Sales Messaging
Sales Performance
Sales Performance, Sales Process
Sales Promotion
Sales, Rapport
SDR, Sales Job
SDR, BDR
SDR/BDR
BDR/SDR
Sales Rewards, Sales Incentives
Healing, Grief
Sales Profile, Ideal Sales Profile
Sales Manager, Training, Coaching
Sales approach
Sales Experience, PreSales
Sales Fears
Sales Talk
CRM, Leads, Crmble
Sales Skills
Sales, Career, Leadership
Sales Career, Sales Path
Sales success, mental toughness, sales story
TSE, Sales Podcast, Sales Principles
Sales Coaching, Improving Skills
Sales Journey, Reselling, Sales Culture
Sales Process, Networking
sales prospect, sales opportunity
Sales habits, Sales professionals
BDR, SDR, Personalization
cold-calling, prospecting
Sales Language, Authentic Identity
Demonstration, Negotiations
Lost customers, Perseverance
Social Selling, Omnichannel, Sales Leads
Prospecting, Limiting Beliefs, Fear
Cold Outreach, Sales Mindset
Linkedin, Cold Calling, Automation
LinkedIn, LinkedIn Voice Messaging, Donald Kelly
Testimonials, Referrals
Cold prospects, Reaching out
Prospecting, Mindset, Sales Goals
Lead Generation, Video, Sales Video
Successful Salesman, Great Salesman
Successful Sales, Sales Training
Sales Prospecting, Video Sales
Power Dilaer, Sales Automation
Sales Prospecting, Sales Principles
Sales productivity, Trello
Virtual Sales, Virtual Tools for Sales
Sales Success, Sales Training
Building credibility, Sales credibility
mindset training
outreach message
Productivity
unproductive
sales productivity
Sales Goals
future of selling
Favorite Sales Stack Tools
special edition

Archives

2022
May
April
March
February
January

2021
December
November
October
September
August
July
June
May
April
March
February
January

2020
December
November
October
September
August
July
June
May
April
March
February
January

2019
December
November
October
September
August
July
June
May
April
March
February
January

2018
December
November
October
September
August
July
June
May
April
March
February
January

2017
December
November
October
September
August
July
June
May
April
March
February
January

2016
December
November
October
September
August
July
June
May
April
March
February
January

2015
December
November
October
September
August
July
June
May
April
March
February
January

2014
December
November
October
September
August
July
June
May
April
March
February
January

2013
December

July 2021
S M T W T F S
     
        1 2 3
4 5 6 7 8 9 10
11 12 13 14 15 16 17
18 19 20 21 22 23 24
25 26 27 28 29 30 31

Syndication

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. Imagine if you had five strategies (and maybe even a bonus strategy) to get past those gatekeepers and land sales. In today’s episode of The Sales Evangelist, Donald is going to do just that. 

Connect on LinkedIn 

  • LinkedIn gives you a direct line to a purchaser and an opportunity to build a relationship with that person before you ever meet them face-to-face. 
  • Don’t just spam someone with offers and messages and instead build a relationship. Congratulate the prospect on a promotion, a recent accolade, or whatever has recently happened. 

Bring Intelligence

  • Let’s say two people reach out to a prospect. One person gives a standard auto-message that could be sent to anyone, and the other person comes prepared with critical data relevant to the industry or organization. Who would you rather have a conversation with?  

Use direct mail

  • Think about ways you can stand out to a prospect. Even if it’s just a $5 gift card to Starbucks, that person will be more willing to talk with you.
  • Consider even providing a small gift for the gatekeeper to thank them for letting you through to the decision-maker; that might be all the difference between a sale and an unanswered email.

Utilize referrals

  • If you and the gatekeeper or prospect have a mutual connection, especially if that person is the one introducing you, you’ll quickly get in touch with the people you want.

Connect with other people within the company

  • More and more enterprise deals are requiring more people to be in the purchasing conversation. If that’s the case, connecting with other influencers within that team will give you a better chance for success.
  • Tools like LucidChart help diagram and build out your organizational process to make the process easier.

Bonus Strategy:  Start a podcast

  • No podcast? Write a blog. Ask gatekeepers for the prospect to share ideas and thoughts on a topic or subject for a content piece. 
  • In this case, you’re bringing something to the table and offering the prospect a chance to collaborate on a piece of content that will help them, making it easier to get through the gatekeeper.

This episode is brought to you in part by Skipio.

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

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

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1475.mp3
Category:Sales Team -- posted at: 6:00am EDT

The tactics, strategies, and practices of sales are constantly changing, and understanding how and where to adopt those changes into your sales strategy is critical to see success. So, on today’s episode of The Sales Evangelist, Donald is joined by LinkedIn Senior Content Manager Sean Callahan to go over the seven sales trends identified in the 2021 LinkedIn Sales Report.

Trend One: Virtual Selling is good for sellers and even better for buyers

  • Buyers find it easier to buy remotely because they don’t have to worry about finding meeting times or organizing physical logistics; it can all happen from the comfort of home.

Trend Two: Remote Working is now a part of everyday life.

  • While some companies are going back to the physical office, sales organizations and managers must adjust to remote working - it is now a fact of life.

Trend Three: Sales organizations prevent sellers from putting buyers first.

  • While 65% of sellers say they put their buyers first, only 23% of buyers say sellers put them first.
  • There are a certain number of things that you can do to be buyer-first, like offering free content, training, and being transparent about pricing and other product details. 
  • Only around 40% of organizations support these practices. And some of the suggested reasons organizations aren’t allowing these practices are limited budgets, not having the proper skills, and a focus on short-term results rather than long-term sustainability.

Trend Four: Six sales behaviors kill deals

  • Delivering misleading information about a product (pricing or otherwise)
  • Not understanding the company and its needs
  • Not understand their own product or service
  • Not understanding their competitor’s products and services
  • Affiliated with an untrustworthy brand 
  • Repeated cold calling or emailing

Trend Five: Sales technology is a key pathway to building trust

  • Only 40% of buyers describe sales as trustworthy, yet 89% consider their specific salespeople as a trusted advisors
  • The takeaway? The sales industry is seen as untrustworthy, but the individuals who work with buyers are seen differently.

Trend Six: Data is more crucial than ever

  • While partly because of Covid, salespeople might find it more challenging to get in front of people and ask questions. Instead, you have to use aggregated data to learn what you need.

Trend Seven: Both buyers and sellers are ramping up their use of LinkedIn

  • 74% of sellers are committed to expanding their LinkedIn network
  • 51% of sellers plan to write more articles
  • 40% share much more third-party content
  • 36% share more of their own company’s content

How can people find and download the full report? By visiting lnkd.in/stateofsales2021. To get in contact with Sean, connect with him on LinkedIn or email him at scallahan@linkedin.com.

 

This episode is brought to you in part by Skipio.

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

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

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1474.mp3
Category:Sales Team -- posted at: 6:00am EDT

At the end of the day, sales leaders should be able to do what they have their team to do. Because sometimes you’re telling them to do one thing when you do something entirely different. Today on The Sales Evangelist, Donald is joined by Ruben Alvarez to discuss why team leaders should lead by example, not just through talking.

Ruben learned to lead by example while leading a team.

  • If you want somebody to do what you want them to, you're going to see resistance unless they see you do it as well. 
  • Sales leaders might be setting unrealistic expectations for their team and not know it because they’re no longer selling.
  • Some people have been selling for 30 years, but with only one year of experience. Because they’re drawing their management from only one year of actual selling, they might not be leading as effectively as they could be if they were up-to-date on the best sales practices.
  • If you’re not willing to get on the phone with your team and teach them how to close, you’ll never see sales come in. The process isn’t always how you want it to be, but how it needs to be.

What should team leaders do to practice leading by example? 

  • Hone your skills. Just like in any other industry, you encourage and motivate through showing. If you do something effectively and can either demonstrate or communicate how you did it effectively, people will want to follow you.
  • Many sales leaders are afraid to demonstrate because it makes them seem vulnerable,  which leads to the team not viewing you as a leader.
  • But leaders inspire hope. You can be vulnerable and have people chew you out, but closing the deal is all that matters and all that the sales team wants to see.
  • Finally, don’t compromise the values you know your team has. You know what each person is capable of, and you know what’s best for them.
  • Company owners have an idea of what sales should look like. But their experiences might not align with what the sales team needs to do to be successful. If that is the case, stick up for what you know will work, or you might lose the respect of your team.

Ruben’s final takeaway:

  • If you’re afraid to pick up the phone, just admit it and pick up the phone. See what happens. Regardless of what ends up happening, you’ll feel better about it.
  • Connect with Ruben Alvarez on LinkedIn or check out his website rubenalvarez.com.

This episode is brought to you in part by Skipio.

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

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

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1473.mp3
Category:Sales Training -- posted at: 6:00am EDT

Can sales make the world a better place? The principles we learn in sales can be used almost anywhere. And yes, that includes making the world around us a better place. Today’s guest, Scott Roy, joins us in the studio to share how he uses his sales skills to do good and help those around him.

Scott has worked in the sales industry for over twenty years.

  • He and his business partner Roy Whitten created Whitten and Roy Partnership, a sales consultancy called when teams aren’t reaching their sales goals.
  • Their main selling point (pun intended)? The DQ selling methodology.
  • With the DQ methodology, Roy and Whitten can sell life-changing and life-saving goods and services to developing countries. 

How do they apply selling principles to do good?

  • About 20 years ago, there was a sudden interest in applying business principles to address areas that typically used aid and philanthropy.
  • When done well and ethically, the sales conversation convinces people unfamiliar with concepts to buy into these materials and supplies that will give them a better way of life.
  • Scott’s primary example is selling water filtration systems. In areas where people use the same water source for drinking, bathing, and using the restroom, the people there are afflicted with diarrhea and other diseases.
  • Scott’s team works to convince these people why they should use a water filtration system by explaining both the cost benefit and health benefit the people will receive.

Using DQ to make a change:

  • DQ is short for business intelligence, the fundamental component for Scott’s selling process.
  • If you’re going to change behavior, you have to penetrate deeper than simply finding a problem and then selling directly to that problem.
  • DQ selling starts with the problem and stays on the issue so the prospect can realize it is a problem worth solving.

Scott’s major takeaway: 

  • Determine your purpose as a salesperson. If it’s just to pitch, persuade, and convince, that’s not necessarily wrong. But it would be so much better if you figure out how to use your skills to serve others and find passion in the people you’re serving.
  • To get in contact with Scott and learn more about his work, visit his company website.
  • Check out Scott and Roy’s books Decision Intelligence Selling and Sell Well, Do Good.

This episode is brought to you in part by Skipio.

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

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

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1472.mp3
Category:Sales Training -- posted at: 6:00am EDT

Salespeople have heard the mantra thousands of times: talk less, listen more. But why? And more importantly, how? In today’s episode of The Sales Evangelist, Donald is joined by leadership advisor Victoria Song to learn how salespeople (and anyone else) can balance listening and talking.

Why do people talk so much?

  • While there are many reasons, Victoria suggests that people who felt unheard as a child might overshare in an attempt to bridge understanding.
  • In general, when we want things to go our way, we think that if we can get the other person to see it our way, they’ll agree. That leads to talking too much.
  • In actuality, people mirror one another. So, listening rather than talking will lead someone to reciprocate and hear you.

Victoria’s top components for a golden ratio:

  • The talking-to-listening ratio is not a one-size-fits-all. But in general, a 50/50 split is a great place to start.
  • However, the more escalated a conversation is, the more Victoria recommends you back off and give the other person more time to speak.
  • It also comes down to personality - if you tend to speak first and jump into conversations, listen 70-80% of the time and vice versa.

What to do in a disagreement:

  • Rather than sit on opposite sides of a board room table, sit on the same side. Look at the problem from the same perspective, and by working on the same side, you’ll feel more like a team.
  • Think about the story attached to identity. When in disagreement, we sometimes realize we aren't talking about the topic anymore. We're making up a story around our identity, making it personal.
  • The more we can be transparent with ourselves and the other party, the more likely we are to get to a place where we can hear each other better.

Contraction vs. Expansion

  • Victoria’s new book Bending Reality defines two clear states a person can be in: contraction or expansion.
  • Contraction is the state where your nervous system is activated (think fight-or-flight response.) On the other hand, expansion is a relaxed state conducive to creativity and problem-solving. 
  • When in a work environment, putting yourself in an environment that encourages expansion will lead to success.

How to be in a state of expansion:

  • One way to improve our access to expansion is to notice when our nervous system is activated. 
  • Notice your fuel for motivation, and use that to keep yourself in the proper headspace (both mentally and physically.)
  • Part of accessing expansion is to start to get clear on what are your clean, sustainable fuels.
  • Discover your purpose, uncover your values, and figure out what brings you joy.
  • The more we can cultivate doing things we enjoy, the more we train our nervous system to be conditioned to a state of expansion.

Applying this framework to sales:

  • Ask yourself if you are in a state of contracting or expanding, especially when talking to prospects. Are you confident enough to ask effective questions?
  • You want to get out of your head. It's not just about mental preparation; it’s cultivating the physical state.
  • If you felt unprepared for a meeting, one way to cultivate the state of expansion would be to establish a sense of trust. This can come from practice and repetition. 

Victoria’s parting advice:

  • Listening happens with your whole body. 
  • When we tune in and listen to our entire body, we understand insights and cues that we wouldn't be picking up otherwise.
  • To get in contact with Victoria, check out her website, www.victoriasong.me
  • Victoria’s book Bending Reality is available for preorder! Preorder now to get free bonus access to powerful coaching techniques Victoria uses for her clients.

This episode is brought to you in part by Skipio.

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

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

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1471.mp3
Category:Sales Training -- posted at: 6:00am EDT

Sales is all about solving problems. But are you going about solving problems the right way? In today’s episode of The Sales Evangelist, Donald is joined by guest Bryan Kelly to discuss how we can ask more beautiful questions, using the book A More Beautiful Question by Warren Berger as a framework.

 

Phase One: Why?

  • When we ask ‘why,’ it requires you to adjust the way you look at the world. There are three different ways to get into this mentality.
  • First, step back and disengage. Taking a break will break up your routine and help inspiration strike.
  • Next, challenge your assumptions. Whether they’re your assumptions or the assumptions of others, asking questions about your current process will help you find new avenues to explore.
  • Finally, question the questions. Reframe a question to challenge the expected answer. 
  • Remember the five why’s. (Literally ask the question “why” five times in a row to get to the root understanding of the situation.)

 

Phase Two: Wondering “What If?”

  • Get everybody (including yourself) to avoid thinking about specifics. Similar to phase one, there are a few practices you can implement:
  • Combinatorial thinking is one method where you look at combining existing practices and how that combination can lead to new possibilities.
  • Next, you can live with the question. We often try to answer questions in the moment, but that’s not usually necessary. Instead, take time to relax and distance yourself from a problem to view the situation with a fresh perspective. 
  • Finally, think of wrong ideas. It might seem counterproductive, but this process can help lead to the concept you need.

 

Phase Three: Determining How

  • We want to jump to the “how” of a solution, but there’s a reason it’s the last stage. If you start there, you’re missing the critical time to go deeper into the question itself.
  • Converge the ideas you’ve explored into one idea worth pursuing and share it for feedback.
  • Give form to the ideas you’ve worked through. Before you go and ask others for feedback, bring the idea to life. 
  • In other industries, it might look like a prototype. In the sales space, write a summary, proposal, chart, or whatever would help people give the best feedback.
  • Rapidly test and learn. If you have several potential solutions, run a quick test to see how the change affects your problem. 

 

Bryan’s final takeaway:

  • Instead of jumping to the “how,” first think about the “why.”
  • To get in touch with Bryan, visit his website getstrokeofgenius.com or connect with him on LinkedIn.

 

This episode is brought to you in part by Skipio.

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

 

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

 

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1470.mp3
Category:Sales Training -- posted at: 6:00am EDT

On today’s episode of The Sales Evangelist, Donald is joined by founder and CEO of Whale Boss, Ryan Staley. As a sales consultant who helps sales executives double their income, he’s learned from and watched many different organizations, thus knowing how you can hire top sellers with little experience at your company. 

Why did Ryan start a consultancy firm?

  • Ryan noticed there are many things he took for granted working for a large organization that small business owners, startups, and SaaS companies weren’t doing. That was part of the reason he founded his consultancy firm, because he wanted to coach CEOs on those things.
  • Small businesses, startups, and SaaS companies do an amazing job building products or services, but they don’t talk to thier customers after they sell them the deal.
  • Maintaining a structured value process will exponentially increase referrals and revenue.

Ryan’s corporate job showed him the power of a good team:

  • Working over sixty hours a week got Ryan to a point where all his relationships started to melt down. The constant travel and excessive hours meant he didn’t have time for family, friends, or himself.
  • What did he do about it? He rebuilt himself and his mentality about work, and his job performance soared to new heights.
  • He was given the opportunity to build a team to support his work. However, that meant he had to figure out what looked for in a new person. He determined 5 components he looked for in a new hire:

Did they have a hunger to be a top performer?

  • What was the biggest takeaway from that job and why did they leave?
  • He would ask for people to articulate their contributions and results - if they couldn’t, their claims are BS

What do they do to develop outside of work? What’s the most important thing they spend time on outside of work?

  • People might default to family, but finding people with a passion and interest and what lights them up shows how coachable they are.

This episode is brought to you in part by Skipio.

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

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

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1469.mp3
Category:Sales Training -- posted at: 6:00am EDT

The life of a sales manager is tough, and juggling your own obligations often means you don’t have time to coach your team as often as you’d like. Microcoaching might just be the solution for you. In today’s episode of The Sales Evangelist, Donald is joined by President and CEO of Salesfuel C. Lee Smith to explain his process and platform for microcoaching to improve his salespeople.

Three problems with coaching today: 

  • Coaches aren’t being held accountable. Sales managers get busy meeting a short-term quota and don’t have time for long-term staff development.
  • Some sales managers are uncomfortable coaching. They think they don’t know how to do it or get pushback from team members.
  • Finally, there are managers who want to put time into coaching, but there are only so many hours in the day and find it challenging to maintain momentum.

Microcoaching is the solution.

  • Short, frequent bursts of 2-6 minute coaching give sales managers the flexibility to maintain coaching momentum between one-on-one meetings through tweeting, text, or slack. 
  • The same principles of coaching apply. Ask questions, don’t just give advice, and supply encouragement and motivation. 
  • But instead of focusing on one big issue, focus on small tactics to provide clear questions for the team member. These “reflect and respond” questions are a significant part of microcoaching. 

How do you know if your microcoaching is effective?

  • There will still be the same issues in regular coaching: both parties must have a positive attitude about the coaching process for it to be successful.
  • However, microcoaching through a platform like Coachfeed removes some awkward conversations that arise throughout the process.
  • Lead by example and show them how coaching is supposed to be done.

AI drives effective microcoaching

  • With Coachfeed’s microcoaching platform, they offer different assessments to help shape the team member’s best results through microcoaching.
  • These assessments reveal infromation about the salesperson, help dictate the coaching structure, and drive the AI engine to identify who needs coaching, what they need coaching on, and how they respond to different communication tactics.
  • Using these creates a personalized coaching playbook for managers to use for follow-up conversations. 
  • Everybody's journey is different because every salesperson is different. And that's a defining part of the Coachfeed mentality. 
  1. Lee’s final piece of advice? Coaching is a long-term play. You might not see the benefits initially, but you’ll be improving your salespeople and your sales process. To get in contact with C.Lee, visit his company website salesfuel.com, coaching platform coachfeed.com, or his personal website cleesmith.com

This episode is brought to you in part by Skipio.

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

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

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1468.mp3
Category:Sales Training -- posted at: 6:00am EDT

Donald is remote on today’s episode of The Sales Evangelist, as he’s speaking at the sales conference Outbound. Be on the lookout for next year’s conference! Today’s episode of TSE is simple: we’re going retro.

A brief TSE history.

  • Donald quit his job in July of 2015, and The Sales Evangelist became his full-time gig.
  • Originally the show was only two episodes per week, but it soon expanded to three per week. (because we just love delivering sales content to all of our amazing listeners.)
  • After participating in Podcast Movement for a couple of years, TSE started to create episodes five days a week.
  • But we realized our listeners are busy, and five episodes a week might be too much content, so we doubled back to three episodes per week.

TSE is going retro.

  • Donald thought our downloads would go down when the episode frequency dropped. But surprisingly, it didn’t. In fact, it did better in some instances. 
  • We want to deliver better content. More research. More awesome guests. And that takes time.
  • To create the best content possible, The Sales Evangelist is dropping back to two episodes per week.
  • You’ll see the same length of content but with more storytelling. We’re going back to our roots, so we’re delivering two high-quality episodes per week.
  • Our YouTube videos are also going to be more condensed than ever. If you’re anything like us, the thought of a YouTube video longer than five minutes is a bit daunting. So we’re going to trim our videos to give you the highlights of the episode.

Do you want more TSE content?

Join our Sales Evangelizers groups on LinkedIn and Facebook.

This episode is brought to you in part by Skipio.

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

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

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1467.mp3
Category:Sales Training -- posted at: 6:00am EDT

1