Why having a sales trainer is a good idea?

In this episode of the Sales Evangelist podcast, host Donald Kelly will provide four benefits to having one. If you’re ready to save time and elevate your game, listen to why you need a sales trainer to help you achieve greatness!

Why Listen to Donald on Sales Training?

• He has years of experience as a sales representative, sales leader, and individual contributor.

• Based on his three levels of experience within the sales industry, he will share the difference between those who do and don’t receive sales training. 

• Donald shares his experience working with two companies that didn’t provide sales training. He had to figure out how to make sales independently and often struggled to close deals.

• When he started working with a company that provided sales training, he received a $30,000 deal within his first three months of working with them.

• Thanks to the third company investing in a sales training program, they were able to help their representatives improve their process.

Sales Training Brings New Ideas

• A great sales trainer will bring fresh concepts to improve sales. Donald noticed after receiving sales training, he started to come up with different ideas on how he could improve his techniques.

• Companies can work with other organizations to understand what works and is not working within the industry. The ideas they receive help them create a sales process to win over potential customers.

• However, you must work with a sales trainer who is up-to-date with today’s methods and can provide fresh ideas. The new ideas give sales representatives the confidence to apply different techniques. 

A Sales Trainer Helps Improve Your Process

• Remember, sales fundamentals don’t change, but the process will! 

• Don’t make the mistake of working with someone using an outdated sales process. Once again, you need someone skilled in using today's digital methods.

• 50% of potential customers are millennials, so it’s essential to have a sales process that will connect with them.

Sales Trainers Can Help You Save Time

• As a leader, you can’t do everything on your own. You want your sales team to have the proper training, but you can’t provide one-on-one care to them. 

• A sales trainer will help you save time and provide the proper training to your representatives. Listen to Donald explain how a sales trainer can effectively organize and guide your team.

Generate ROI With Sales Training

• A good sales trainer will be able to provide examples of how they have helped other companies.

• Look at their case studies to see how they improved the sales process for others.

• Find a sales trainer that is actually selling!

• A proven track record will let you know the effectiveness of their work.

These are the four benefits of working with a sales trainer. Donald Kelly still provides sales training and has a proven track record; visit the Sales Evangelist website to learn more.

Also, don’t forget to subscribe to the Sales Evangelist Podcast!

Resources

The Sales Evangelist

Donald C Kelly LinkedIn

Donald C Kelly Instagram

Donald C kelly TikTok

Sponsorship Offer

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

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

For the last few years, you have relied heavily on SEO strategies to attract customers to your business. Of course, there's nothing wrong with this. But as your business grows, you may want to hire a seller to attract more leads and improve sales.

But how do you know you have found the right person to improve your sales strategies?

In this unique episode of the Sales Evangelist Podcast, host Donald Kelly does a live coaching session with Cat Hutchings to help her find the perfect seller for her new business. Whether you're a business owner, sales professional, or simply interested in improving your sales approach, this episode offers actionable tips and advice.

Cat Hutchings Background

• Cat Hutchings is a successful entrepreneur and Etsy owner of Spotlight Jewelry.
• She also coaches other Etsy owners to become successful on the e-commerce website.
• Cat is in the works of launching another business, so she came to Donald asking questions on how to find the ideal salesperson to join her team. 

Live Coaching Session: Hiring the Right Salespeople

• Many business owners ask themselves whether they should hire an individual or an agency when trying to get leads.
• Donald suggests using tools such as Apollo IO to attract leads. These tools allow you to view names, email addresses, and other contact information.
• If you decide to hire an individual, ensure they know how to handle the entire sales process and not just the end.

Effective Outreach Strategies

• As a salesperson, you must research to target the right customers. Cat shares an example of a sales representative who researched her before reaching out.
• However, the sales representative did make a minor mistake, and Donald shared feedback on what he could’ve done better.
• Deep research and tools like CrunchBase can help identify relevant individuals. One can craft personalized and impactful outreach messages that resonate with potential customers by leveraging visible triggers or signals.

B2B vs. B2C Companies and Marketing Collaboration

• Donald highlights the importance of collaboration between marketing and sales in B2B sales. While marketing lays the groundwork by running ads, email campaigns, blogs, and LinkedIn ads to attract the right audience, sales professionals take over to engage in one-on-one conversations and drive potential customers toward making a purchase.
• B2C sales typically have shorter cycles, often requiring a more transactional approach. However, certain products and services can be sold remotely and automatically through websites, reducing the need for active outbound efforts. 
• Donald also shares the difference between working with a startup and a well-established company. 
• Startups can attract individuals hungry for new challenges, those looking to add startup experience to their resumes, and professionals seeking to make a noticeable impact within smaller organizations. 
• While there is an inherent level of risk, social proof and a proven track record can significantly attract the right individuals.

 Are Sales and Marketing the Same?

• You may think that marketing and sales are the same thing, but it’s not. 
• Marketing is attracting leads to your business and getting them to the checkout point.
• Sales is the process of payment transactions within the business. 

 Importance of Systems and Processes

• Donald emphasizes creating reliable systems and processes, particularly in sales. 
• Documenting procedures and creating playbooks can make transferring roles within a team easier and more efficient. 
• Strong systems and processes are vital in facilitating business growth and scalability.

Host Donald Kelly shares insightful strategies for hiring the right people for your sales teams. He also advises attracting ideal customers, navigating B2B and B2C sales, and optimizing outreach efforts. Whether you're a business owner, sales professional, or aspiring entrepreneur, this episode offers a wealth of knowledge to help you succeed in the competitive sales world.

"Finding the right people shouldn't be a challenge as individuals are willing to take the leap and join a startup." - Donald Kelly.

Resources

Cat Hutchings LinkedIn

Cat Hutchings Instagram

www.cathutchings.com

SpotLightJewelry

Apollo IO

Crunchbase

Sponsorship Offers

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

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

1.  Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.
2. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.
3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

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

What makes some individuals outshine others in the sales profession?

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

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

 The Journey of Donald Kelly

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

 The Key Skills for Effective Sales Communication

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

 1. Finding People with Problems and Offering Solutions

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

 2. Mastering Communication Skills for Success

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

 3. Adaptability and Creativity

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

 4. Design a Clear Plan 

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

 5. Taking Imperfect Action and A Positive Attitude

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

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

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

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

Everyone fears AI tools will steal jobs, especially in sales.

However, this is far from the truth! These advanced chatbots are here to make our work easier and get things done more efficiently. You just have to learn to use the AI tools and ChatGPT to your advantage. 

The host, Donald Kelly, and special guest, David Kreiger, founder of SalesRoads, explain how in this episode. They emphasize the importance of using AI to enhance the understanding of customers and prospects rather than merely automating processes. So, let's dive in and discover the power of composed audio and AI in sales.

Utilizing Chat GPT for Role Playing and Coaching

●       Most people find it challenging to use Chat GPT and feel the tool doesn't create exactly what they want.

●       Kriger shares why you should give Chat GPT a persona when interacting with the tool and creating content.

●       He also provides an example of how sales representatives can role-play with the tool to create buyer personas.

●       You shouldn't rely solely on it to build customer profiles and buyer personas. Instead, view AI and Chat GPT as helpful tools within the sales process.

Unveiling the Potential of AI in Marketing

●       Donald discusses the introduction of Facebook ads and discovering the impact of incorporating complexity and more details in their ad content.

●       They admit their early struggles with Facebook ads but highlight the pivotal role played by grasping the significance of feeding in detail.

●       They express gratitude for the eye-opening insights shared by their conversation partner, acknowledging the transformative power of AI tools in generating different iterations of an ideal customer profile.

The Benefits of AI in Crafting Ideal Customer Profiles and Buyer Personas

●       The conversation delves into building ideal customer profiles and buyer personas using AI and chat GPT.

●       Kriger emphasizes the value of engaging in conversations with the target market to create accurate profiles.

●       He also highlights how AI tools can facilitate information generation and effortlessly interact with personas, providing insights that would be otherwise unattainable daily.

 The Three Tactical Ways to Use Chat GPT

●       Tell Chat GPT who it is: It is still in its early stage, and you have to be as detailed as possible to get the desired results when using the tool.

●       Take advantage of Chat GPT: Remember, it's not here to take our jobs! People who know how to use AI tools effectively will be the ones to excel in the sales profession. So, take advantage of this accessible technology and learn how to use it properly.

●       Start using AI tools: If you want to create ICP, give it your marketing and buyer's persona information. You can only get good at using the tools by interacting with them and testing what does and doesn't work.

"AI doesn't replace people; it gives you additional capabilities and superpowers." -David Kreiger

Do you want to revolutionize sales performance and succeed in sales strategies? We know you do! So, be sure to follow the Sales Evangelist podcast to hear more from our wonderful guests!

Resources

David LinkedIn

Sales Road website

 Sponsorship Offers

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

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

2. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.
3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

 Credits

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

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

Who Is L’areal Lipkins?

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

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

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

• She helps people make more money!

The Problem With Urgency

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

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

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

What Is the Whole Pie Framework?

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

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

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

Problem Questions

• These questions involve what prospects are comfortable discussing. 

• Sellers don't have to dive too deep into finding the problem.

• Problem questions include, "Tell me about that" or "When did you first notice this?"

• 80% of sellers make the mistake of selling the problem!

Impact Questions

• These create a ripple effect of discovering actions prospects actions in making sales. 

• How is it impacting the team, company, and association?

• Only 10% of sellers ask impact questions!

• Why don't sellers ask more impactful questions? The two reasons are the need for more training and learning to use their words.

Emotion Questions

• Most salespeople don't ask these questions because they don't want to get too personal. Only the elite sellers dive this deep!

• Emotion questions are "I'm so tired of this not working" or "I feel overwhelmed."

• Sellers discover the personal impact that's keeping prospects from closing a deal.

“But we all have problems; we're not going to pay enough, we're not going to pay because they're not big enough to solve.” - L’areal Lipkins

Do you want to make more money? Of course, you do! Connect with L’areal Lipkins and follow the Sales Evangelist podcast to become a better seller.

Resources

L’areal Lipkins LinkedIn

Lipkins Consulting Group

What Top Performing Sales People Do Different?

PIE magnet

Sponsorship Offer

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing, and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

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

In today’s episode, our host, Donald Kelly, speaks with guest Tim Rohrer. Rohrer has years of experience in radio advertisement and is the author of “Sales Lessons From the World’s Greatest Mentor.” Discover how he learned the hard way that time kills sales.

Time can kill sales: How is this possible?

• Tim shares his first loss while working as a radio advertisement before the days of social media. During that time, it was essential for a salesperson to have personal conversations with prospective clients. Tim found the perfect client and connected with him. He returned to his office to create a proposal and place it in a file until the meeting day.

• However, Tim saw him two days later, and the client asked him a question in an odd way. Tim didn’t think much about it, but his gut told him he should. When the meeting day came, he soon discovered why closing a deal is crucial when you have prospective customers where you want them.

• Always close a deal quickly and use tools to help you do so. For example, consider creating sales templates to give potential clients an idea of what they’re getting into. Then have them come in the very next day to have them sign the contract.

 Strike while the iron is hot!

• Those within real estate know, more than likely, there will always be two decision-makers when closing a deal. You show them everything they need to know to help them decide immediately.

• However, one potential client says we must consider it, and the other agrees. Do you let them leave so they think about it? 

• The short answer to this is no! Tim shares why you must keep questioning them when they tell you we’ll think about it.

 What if the decision-makers are away?

• Tim shares why salespeople need to improve their communication and presentation skills. You won’t always be selling directly to the decision-makers. Sometimes you have to deal with the influencers. 

• Influencers are your future salespeople. However, they’re not as good as you!

• Tim shares how you can help them remember key points of your presentation, so they’ll do an excellent resale to the decision makers.

“Be ready to do business today with people who say yes” - Tim Rohrer

 Resources

Tim Rohrer’s Book: Sales Lessons From The World’s Greatest Mentor 

Tom Freeze’s Book: question-based selling

 Website: TimJMRohrer.com

 Sponsorship Offers

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

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time
   insights.

2.            These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.

3.            We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

 Credits

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

You find the perfect client and start proposing a deal with them. When you are about to close the sale, the potential client says, “I have to think about it.”

What are you going to do now? 

In this episode, host Donald Kelly talks with Marcus Chan, the founder of Henley Consulting Group. Chan shares the Heart Framework to help sales reps overcome objections.

HEART Framework

• H - Heard. Use this framework for any objection thrown your way. For example, if the objection is, let me think about it, start with the letter H for heard. You show them a little empathy and make them feel heard.

• E - Elaborate. Next, have them discuss what is on their mind with the letter E and elaborate on the objection. Ask, "Can you tell me more about that?" Marcus provides an excellent example of how digging deeper can help sales reps find the root objection.

• A - Aside from that objection. After you have them elaborate more, move on to A, aside from that objection. Do they have any other questions or comments that may make them object to the deal?

• R - Rectify Value -  Make them tell you why they should take the deal. While they are talking about it, ask them what they like most about it or how they think it can improve their business.

• T - Transition to Close. After this, you may notice that they no longer have the same objection, move on to the letter T. The T stands for transition to a close.

• Show your potential clients how you can help them overcome their objections. For example, you can include a happiness guarantee within your contract.

Tonality: does it make a difference?

• The way you deliver your message will relay differently to your clients. Your tone can show them that you care about their problem or it can make them feel like you’re just trying to close the deal.

• If your delivery isn’t making them feel at ease, their brain goes into fight or flight mode. By making them comfortable with your tone, they’re less likely to do this and more likely to listen to what you say.

Why don't most sellers ask more questions?

• Often it's due to fear of not knowing what to say in case of an objection. However, some sellers are more worried about getting the sales as quickly as possible.

• Don't make the mistake of offering discounts and using closing tactics immediately. You're causing more problems and avoiding finding the real objection.

• Instead of rushing, take your time and converse with the potential buyer. Eventually, they'll open up and tell you everything you need.

Do you want to start practicing the HEART framework?

• If you listen to the end, Marcus shares a detailed step-by-step for BDRs. It’s pretty simple, and you’ll probably have tons of fun while practicing the framework. Doing it daily will help you become great at using the HEART framework.

Resources

LinkedIn

6-Figure Sales Secret Book

Sponsorship Offer

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing, and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

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

Quality beats quantity when it comes to lead generation, prospecting, and moving customers through your sales funnel. Knowing who to talk to and how to reach them can save you from getting caught up in drawn-out back and forths with the wrong people. In today’s episode, our host Donald Kelly meets with Dave Fink, the CEO and Co-founder of Postie. They talk about boosting efficiency and effectiveness in the sales process through focusing on ideal buyers.

A Clear ICP Leads to Efficiency

• Casting a wide net and gathering as many leads as possible may sound like a great sales strategy, but it isn’t the most efficient.

• Developing specific Ideal Customer Profiles (ICPs) can help sellers identify customers that are a perfect fit.

• Weeding out clients won’t be a perfect fit may seem time-consuming, but in the long run, you avoid wasting time with prospects who can’t, or won’t, become customers.

Engage the Right People

• Not everyone in the company is a decision-maker or influencer. The people who stand to benefit from your product may not have the power to buy, so figure out who does.

• With recent layoffs all over the tech industry, there are fewer people in companies so it may be easier to reach decision-makers.

• Not all decision-makers think or act the same way. Things change. Consider how macro trends may be impacting them and treat them with empathy.

Handling Discovery Properly

• Do research about the person you’re going to be talking to and the company they’re a part of. Knowing their position in the company can help you understand their point of view.

• Just like doctors can have a great bedside manner that makes you feel safe and comfortable, sellers who treat discovery like a conversation rather than an interrogation will have more success.

“I very much believe that information is power. Quite frankly, if you’re an inquisitive person, whether you’re successful in a specific prospecting initiative or sales cycle, you’re going to learn something from it.” – Dave Fink

Resources

Check out the website: http://postie.com for great content!

Connect with Dave Fink on LinkedIn

Sponsorship Offers

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

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

2. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.

3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

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