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

Who is Chris Beall?

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

The Number One Objection Sellers Face:

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

What triggers this objection?

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

So, how should sellers overcome this objection?

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

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

After scrolling through LinkedIn for fifteen minutes, you finally found the perfect potential client. Now, it’s time for you to start a conversation with them. But how do you do this without them ignoring you?

You’ll discover exactly how in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly shares five tips on starting conversations with cold prospects on LinkedIn. Tune in and hear what he has to say!

1. Ask For Help

• Don’t be ashamed; everyone needs help sometimes. 

• Donald discusses how you can ask for help from others on LinkedIn.

2. Ask a Question

• When you DM a cold prospect, consider asking a question. 

• But remember to be humble!

3. Compliment Them

• Everyone loves compliments it’s no secret. Take the time to say something nice to your cold prospect. 

• They may be more willing to accept your sales pitch when you congratulate them.

4. Share Their Stuff

• People want their content to reach a wide audience, even out of their network. So, help them out and share what they post. 

• Also, it’s one of the best ways to start a conversation on the platform.

5. Send An Audio Or Video Message

• Face it, our world is obsessed with technology, and people are tired of outdated methods.

• Stand out among your competitors and send an audio or video message. 

• It will help you connect better with cold prospects because they see more than just a pretty picture on LinkedIn.

Donald Kelly always shares wonderful advice to help sales reps step their game up. Did you like these short tips on starting a conversation with cold prospects? Wouldn’t you like more advice on how to utilize LinkedIn effectively?

Subscribe to TSE Podcast to build your pipeline and sell three times more than you’re now! Also, don’t forget to connect with Donald on LinkedIn.

Resources

Donald C Kelly LinkedIn

TSE LinkedIn Prospecting Course

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

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

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

1. Be Transparent With Past Potential Customers

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

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

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

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

2. Reconnect With Customers and Connections

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

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

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

3. Focus On Lost Deals

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

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

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

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

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

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator Course

TSE LinkedIn Prospecting Course

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Here’s one thing you’re not taking the time to learn: the human mind. Understanding why people buy things allows you to have the upper hand in the sales process.

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly invites Phil Agnew, the UK's number one marketing podcast host, to share insights on psychological nudges that can benefit salespeople. 

With his background in marketing and expertise in behavior science and psychology, Phil brings to light six psychological effects that can significantly impact sales. Tune in and learn how psychology greatly influences people’s buying decisions.

Understanding the Effects

• The episode features a comprehensive discussion of six effects psychologists and behavioral scientists discovered over the years. 

• These effects are anchoring, scarcity, reciprocity, social proof, the Prattful effect, and the labor illusion.

Anchoring and Its Impact on Sales

• Phil explains the anchoring effect, which is the concept that individuals are anchored to the initial information they receive. 

• He delves into practical examples of how anchoring influences decision-making and shares insights on how salespeople can use anchoring to their advantage.

Leveraging Scarcity in Sales

• The conversation then moves on to scarcity, a psychological concept where a scarce resource is perceived as more valuable than an abundant one. 

• Phil discusses innovative ways to apply scarcity and shares compelling studies demonstrating the effectiveness of leveraging scarcity in marketing and sales strategies.

Reciprocity in Salesmanship

• Phil delves into the concept of reciprocity, focusing on the human tendency to return a favor. 

• He shares engaging stories, including the fascinating tale of the world's most successful used-car salesman, and provides practical insights on implementing reciprocity in sales strategies.

The Power of Social Proof

• Social proof is the next psychological effect examined in the episode. 

• Phil elaborates on individuals' tendency to follow others' actions and illustrates how salespeople can use social proof to influence the decision-making process of potential buyers. 

• His insights shed light on the persuasive nature of social proof in sales scenarios.

Exploring the Prattful Effect

• The conversation takes a fascinating turn as Phil discusses the Prattful effect, an intriguing psychological phenomenon that underscores how showcasing a weakness can actually enhance likability and desirability. 

• He provides valuable examples and practical applications for leveraging the Prattful effect in sales strategies.

The Labor Illusion and Its Value in Sales

• The episode culminates with exploring the labor illusion, where the perceived effort and work put into a product or service enhance its value. 

• Phil highlights studies that illustrate the influence of the labor illusion on consumer decision-making and provides actionable guidance for sales professionals.

Practical Applications and Real-World Examples

• Throughout the episode, Phil intertwines the psychological effects with practical, real-world examples, translating complex psychological concepts into actionable strategies that sales professionals can implement to enhance their sales approach.

• From leveraging scarcity in product marketing to highlighting weaknesses to build trust, Phil's insights provide a wealth of actionable ideas for sales enhancement.

In this enthralling episode, Phil Agnew provides a deep dive into the fascinating realm of psychological nudges and their impact on sales strategies. Explore these six psychology sales tricks to enhance your approach.

"The initial bit of information that we hear when we're about to enter a sales conversation can actually anchor us and change how we act." - Phil Agnew.

Resources 

Nudge Podcast by Phil Agnew

LinkedIn: Phil Agnew

Sponsorship Offers

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

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

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

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

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

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

Credits

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

How do you get people to know you before they meet you?

In this five-minute episode of “The Sales Evangelist Podcast,” host Donald Kelly will tell you exactly how. Donald emphasizes the importance of creating a point of reference and humanizing oneself in prospects' eyes before initiating sales conversations.

Discover valuable insights on building connections with potential prospects before engaging with them.

Building Relationships on LinkedIn

• Donald discusses the challenges of reaching prospects through traditional means, such as emails and phone calls, and highlights the effectiveness of creating a point of reference on LinkedIn. 
• He suggests that LinkedIn serves as a social gathering spot and provides an opportunity to bridge the gap between a sales professional and a prospective client by allowing them to see the human side of the individual.

The "Get to Know Me" Post

• One of the key strategies that Donald shares is the concept of the "Get to Know Me" post on LinkedIn. 
• He encourages listeners to utilize the featured section of their LinkedIn profiles to highlight a post that showcases their personal side instead of a sales pitch. 
• By steering prospects to this post, individuals can offer a glimpse into their personal life and interests, thereby breaking down the initial barrier and shaping a more relatable image in the eyes of potential clients.

Humanizing the Sales Approach

• Donald stresses the significance of adding personality and humor to the "Get to Know Me" post. 
• By injecting elements of fun and sharing personal quirks or preferences, individuals can attract prospects on a human level, transcending the typical sales persona. 
• He draws from a guest's advice to incorporate humor into the post, as laughter is a powerful tool to forge connections with others.

Encouraging Authentic Connections

• Donald encourages listeners to experiment with the "Get to Know Me" post on LinkedIn and invites them to share their experiences with him. 
• He emphasizes the universal need for genuine human connections and advocates for transforming LinkedIn from a professional networking platform to a human networking platform.

Donald shares powerful tips in this five-minute episode. Try implementing these strategies to help build your pipeline and close more deals. Join us in the next episode for more insightful discussions and actionable sales strategies.

“They see you as a sales professional. How can we break down that barrier so they can see you as a human being and then, from that, converse and start the conversation and talk to you? They're not just looking at a seller. They're looking at Mary, or they're looking at DJ.” - Donald Kelly.

Resources

Donald Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

No matter what you do, you never reach your monthly sales goals. You try every sales technique in the book, but your quota is nowhere near where it should be.

Maybe you’re a sales leader with one or two reps meeting their monthly quota. But, the rest is struggling to make it.

How can you quickly change this around and ensure every seller on your team meets their numbers?

Tune in and listen to this week’s episode of “The Sales Evangelist Podcast.” In this episode, we delve into the world of sales leadership with Gretchen Gordon, the president and founder of Braveheart Sales Performance, a sales consulting firm. 

Focusing on small and medium-sized businesses, Gretchen leads a team dedicated to maximizing organizational growth and developing individuals in sales roles and sales leadership positions. Grab your notebook and pen and listen to her insightful advice for sales representatives. 

The Importance of Effective Sales Leadership

• Gretchen provides insights into the crucial role of effective sales leadership in maximizing growth and individual performance within organizations. 
• She emphasizes the significance of confidence, skill sets, and mindset in creating a happy, accomplished sales team.

Challenges in Sales Leadership

• Gretchen discusses the common challenge of promoting top sales performers into leadership roles without providing the necessary training and resources, leading to ineffective leadership practices. 
• This highlights the need for a shift in mindset and skill set when transitioning from an individual contributor to a leadership position.

Adapting to Changing Work Environments

• Addressing the impact of the pandemic and hybrid work environments, Gretchen emphasizes the importance of cultivating intimate connections with team members to understand their motivations and challenges.
• She acknowledges the need for proactive engagement and coaching in remote or hybrid work settings.

Coaching for Success

• Gretchen emphasizes the significance of coaching as a fundamental aspect of effective sales leadership. 
• She distinguishes between informal and formal coaching, highlighting the need for consistent engagement and personalized development plans tailored to individual goals.

Implementing Formal Coaching

• In detailing the formal coaching structure, Gretchen emphasizes the importance of scheduled coaching sessions and real-time participation in sales activities. 
• She stresses the value of involving team members in identifying areas for improvement and providing targeted support and guidance.

The Role of Accountability in Sales Leadership

• Gretchen presents a nuanced approach to accountability, moving beyond mere quantitative metrics to qualitative assessment of behaviors and practices. 
• She emphasizes the role of a sales manager as an accountability partner focused on enabling continuous improvement.

Motivation and Personalized Accountability

• Gretchen highlights the need to understand the unique motivational drivers of team members to personalize accountability measurements. 
• She outlines a more engaging and personalized approach to driving performance by linking performance goals to individual aspirations.

Elevating Sales Leaders

• In discussing the evolution from individual contributor to sales leader, Gretchen highlights the necessity for distinct skill sets and mindsets in effective management. 
• She encourages aspiring sales leaders to focus on continuous self-improvement and development, elevating themselves to elevate their teams.

Gretchen Gordon's insights provide a comprehensive understanding of successful sales leadership principles. She offers a roadmap for organizations and aspiring sales leaders to achieve growth and success by addressing the challenges, strategies, and key elements of effective leadership.

“We have to think about the key traits that would predict success in management if you're a top salesperson, and frequently it's not being the top salesperson because they're a solo practitioner. I would say be open to the fact that you don't have to know everything, and it's okay not to know what you don't know.” - Gretchen Gordon. 

Resources

Braveheart Sales Performance

Gretchen Gordon’s book, “The Happy Sales Manager.”

Gretchen Gordon’s email: ggordon@braveheartsales.com

Braveheart Sales Performance on LinkedIn 

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Are you ready to learn top sales tricks from a seasoned professional?

Tune into this episode of The Sales Evangelist Podcast. You’ll learn sales psychology techniques to win clients over in five minutes or less. 

Host Donald Kelly sits down with Brian, an experienced entrepreneur and sales strategist. They discuss the ins and outs of masterful sales techniques and negotiation psychology. 

This compelling episode offers listeners an in-depth overview of Brian's robust background in business and sales and the wisdom he's encapsulated in his book and coaching programs. 

Brian’s Background

• Brian is a seasoned entrepreneur with a wealth of experience in business, having started and sold multiple companies across different industries. 

• His entrepreneurial journey also includes running a coaching program designed to aid other entrepreneurs in navigating the complex world of business. 

• Brian has not only applied his extensive sales knowledge practically but has also authored a book focused on sales and negotiation psychology. The book is a culmination of his years in the field, providing readers with insights into understanding clients' psychologies and the inherent mistrust they often have toward salespeople. 

• His deep understanding of the sales process is backed by his history of hands-on experience and his dedication to teaching others through various platforms, including his media presence and the courses he offers.

Educating the Customer: A Delicate Balance

• Brian draws an intriguing analogy between purchasing a car and buying a CRM system — customers don't always need to know every single detail, akin to not requiring an entire owner's manual. 

• This idea aligns with his belief that the essence of a successful sale is not about overwhelming customers with information but rather about asking appropriate questions, navigating objections, and guiding the customer toward self-realizing their needs.

Negotiation Tactics and Sales Psychology

• The conversation transitions to negotiation strategies, emphasizing making low initial offers and understanding the client's perspective. 

• Brian explains that the art of closing effectively involves leading a potential customer to conclude the deal themselves, a technique he elucidates through a compelling role-play scenario with Donald. 

• In this demonstration, Brian focuses on preemptively diffusing objections, presenting informed options, and validating the customer's authority to make decisions.

Closing Strategies and Building Rapport

• Donald and Brian discuss closing techniques, stressing the necessity of approaching the sales process thoughtfully rather than hastily.

• With a 30% closing ratio illustration, Brian illustrates the need for clarity in objection handling and more efficient movement through rejections. 

• Rapport and trust are highlighted as indispensable elements of a successful close, enhanced through humor and active listening.

For listeners looking to refine their sales approach and negotiation skills, this episode of 'The Sales Evangelist Podcast' with guest Brian provides a treasure trove of strategies grounded in psychological insight. Offering both theoretical and practical wisdom, Brian’s dialogue with Donald is an essential listen for anyone eager to up their sales game and connect with clients on a deeper level.

“All right, here's the secret sauce. Maybe nobody's ever told you this one, but here's a secret. Okay? If we know that people like to buy things from people they like and trust, sure. The fastest way to get somebody to like you is to make them laugh. See, you just laughed.” - Brian Will

Resources

Brian Will Media

The Psychology of Sales and Negotiations 

Masters of Sales and Negotiations 

Class Code: SALES

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Many sales representatives believe that doing outbound with LinkedIn takes a lot of work.

But not with these five simple techniques.

In this unique episode of “The Sales Evangelist Podcast,” host Donald Kelly shares five ways to do daily outbound prospecting on LinkedIn. Tune in and discover these short and sweet tips.

 1. Reach Out to People You’re Already Connected With

• Donald discusses this as one of the easiest ways to do outbound on LinkedIn.

 2. Utilize the “Permission To Ask a Question” Technique

• He shares the importance of reaching out to clients within your networking connection.

 3. Pay Attention to Who Engages With Your Posts

• These people can be potential clients!

 4. Celebrations

• If you see someone celebrating something, start a conversation with them. 

 5. See Who Is Following Your Company

• They’re already following your brand, so reach out to them.

There you have it! Short, sweet, and juicy LinkedIn outbound techniques. To build your pipeline and close more deals, subscribe to the TSE podcast to learn more about effective modern sales methods.

“If you’re not posting on LinkedIn, you need to post. People will engage with it, and your job is to engage with them.” - Donald Kelly.

Resources

Sponsorship Offers

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

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

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

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

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

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

Credits

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

You made five hundred cold calls in one day. In four hundred calls, no one answered, and in another fifty, the potential clients said a hard no.

In twenty-five calls, you received maybes; in the last twenty-five calls, the potential buyers said yes.

With you making so many calls in one day, you figured more people would say yes. This is why so many sales representatives believe cold calling is dead.

Bust, honestly, it’s not. It’s just the old methods of cold calling are dead. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with guest Gabe Lullo about the new cold calling techniques.

Gabe shares his expertise and insights on cold calling, sales strategies, and staying relevant in the ever-evolving sales landscape. Discover the importance of relevant messaging, personalization, human touch, and effective communication in this insightful episode.

Is Cold Calling Dead?

• Addressing the prevalent debate, Gabe firmly asserts that cold calling is far from dead.
• Supported by data and real-life experience, he emphasizes the effectiveness of cold calling in qualification, call-to-action, and appointment setting, debunking the myths surrounding its relevance in the current sales environment.

Modern Sales Approach

• Gabe stresses the importance of an omnichannel approach, integrating call, email, and social platforms to establish meaningful and relevant connections with prospects. 
• He emphasizes the need for high-volume activity paired with a relevant message, highlighting the power of personalization and the human touch in driving engagement.

Strategies for Relevant Messaging

• Gabe delves into the nuances of crafting relevant messaging, emphasizing the importance of relevance over mere personalization. 
• He shares insights on identifying and leveraging data providers to tailor messages according to the prospects’ specific verticals and ICPs, and the significance of using technology for optimizing communication channels.

The Role of Human Touch and Empathy

• The conversation explores how human touch, empathy, and personalized, relevant communication set sales professionals apart in the current market. 
• Gabe emphasizes the need to sound like a human, not an AI bot, illustrating how to engage prospects effectively and foster genuine connections.

Optimizing Sequencing

• Gabe challenges the traditional sequence approach, advocating for a burst of activities across multiple channels rather than drawn-out, segmented sequences. 
• He highlights the significance of engagement and conversation to drive effective communication, emphasizing the need to adapt and modernize sales strategies.

Mastering the Cold Call

• Gabe shares valuable insights into mastering the art of cold calling, stressing the need for extensive training and knowledge of objection handling. 
• Understanding and anticipating objections empowers sales professionals to navigate conversations effectively and win at cold calling.

In this power-packed episode, Gabe provides invaluable insights into the world of cold calling and contemporary sales strategies. Listeners gain practical strategies for staying relevant, fostering engagement, and mastering the art of cold calling in the ever-evolving sales landscape.

Remember, cold calling isn't dead, and with the right approach,  it remains a critical tool in the modern sales professional's arsenal. Discover how to use cold calling the right way in this TSE Podcast episode. 

“Well, first off, cold calling is absolutely not dead. And I don't come to these calls with opinions because I think opinions are not really valuable. I come with data and stats, right? Our reps are making tens of thousands of phone calls per day. And we have a lot of close friends who have very large organizations in which we've built their in-house teams or at least assisted. And so we know what they're doing, too. Thousands of data points and calls have shown us that the phone is still the ultimate weapon for qualification, getting a call to action, and getting an appointment on the calendar.” - Gabe Lullo. 

Resources

Gabe Lullo on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn’t the only part of the equation; you first have to get their attention! In today’s episode of The Sales Evangelist, Donald is joined by Dr. Stephen Timme and Melody Astley to discuss their recent book Insight-Led Selling, which details how to learn how buyers think.

But first, why did they write a book?

• Ultimately, Stephen and Melody wanted to create a resource their clients and community could utilize.
• It’s harder than ever to sell to enterprise sellers (yes, people say that every year. But it’s true!) And COVID-aside, the subscription-based economy is growing.
• There are more stakeholders than ever before in traditional buying processes. At the same time, implementation costs for platforms are lower, making it easier to switch between service providers.

They interviewed many executives to see how they felt about sales. 

• From AT&T, Coca-Cola, Proctor and Gamble, and even Honey-Baked Hams, Stephen and Melody interviewed executives to learn firsthand how they felt about salespeople. (If you were curious, Honey-Baked Hams didn’t even give them coupons. We’re just as disappointed as you are.)
• They asked one simple question: what could sellers do better? Below were the three overwhelming responses:
• First, tell me something I don’t know.
• Second, how does what you’re selling align with my goals and strategies.
• Third, make my life easy (and don’t give me a 30-page proposal.)

Personalization is more than inserting the name of each person in an email blast. 

• It’s developing a point of view that is interesting to the person you’re talking to.
• Hold on, let’s say that again for those who missed it: spend a moment to develop a point of view interesting to the person you’re talking to.
• As a sales leader, we expect output from our BDRs. But we can’t do this and expect results from a spray-and-pray method. The game has changed.

How can you implement these sales techniques?

• For publicly-traded companies, you have access to specific financial figures; use that to align your selling proposition with their capabilities. 
• Explain the “how” you can help them before you can get into the “how much.” 
• For sales leaders, equip your salespeople with the specialized knowledge they might need. 
• You can self-learn if you feel unsupported by your organization, or (and an even better strategy), ask your organization for support.

Their final takeaway? Understanding the language of how a customer speaks (and relating that to financial objectives) is a skill that will last the rest of your career.  Insight-Led Selling is available for purchase on Amazon or Barnes & Noble. To contact Melody and Stephen, reach out at info@finlistics.com or connect on their business’s LinkedIn page. (Or connect directly with Stephen and Melody.)

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Oh no! It’s happening again.

The biggest search engines are making changes. But, this time, it’s to protect people’s email accounts. Sellers sending out over 500 emails per day may want to stop because there will be repercussions for doing so. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly addresses the recent strict changes announced by Yahoo and Google regarding email outreach. 

How will these changes affect your sales approach? What are the limits to how many emails can you send now? 

Tune in to this week’s episode and learn how to adapt to these recent changes.

Understanding Yahoo and Google's Changes

• Donald breaks down the changes announced by Yahoo and Google, highlighting that bulk senders who dispatch more than 5000 emails per day must adapt to align with the heightened requirements. 
• These changes aim to shield end users from spam and potential security risks associated with excessive unsolicited emails.

Insights Derived from Mailgun

• Referencing insights from Mailgun, Donald delves into the implications for sales professionals and how these changes impact their outreach strategies. 
• He emphasizes that aligning with the standards enforced by Google and Yahoo is essential for safeguarding email deliverability and maintaining a positive sender reputation.

Essential Practices for Email Outreach

• Donald outlines three crucial elements that sales professionals must prioritize to navigate the evolving email outreach landscape. 
• These include authenticating emails, enabling easy unsubscribe options, and sending targeted emails that cater to recipients' interests and preferences.

Implications for Sales Professionals

• Addressing the potential impact on sales professionals, Donald discusses the nuances of these changes for individual contributors and organizations. 
• He stresses the importance of adherence to email authentication practices, particularly for organizations with multiple sales representatives engaged in outbound email activities.

Technical Requirements for Email Authentication

• Donald elucidates the technical aspects of maintaining compliance with Google and Yahoo's email-sending policies. 
• He emphasizes the need to implement SPF, DKIM, and DMARC measures to uphold authentication standards for domains exceeding the 5000-email threshold.

Adapting to Enhance Relevance and Impact

• Drawing parallels between the evolving email outreach landscape and the need for enhanced creativity and relevance, Donald underscores the importance of crafting substantive and impactful communications. 
• He stresses the need for sales professionals to establish reference points, leverage referrals, align with recipient interests, and ensure a respectful and relevant approach.

Embracing a Thought Leadership Mindset

• Encouraging sales professionals to adopt a thought leadership mindset, Donald emphasizes the importance of focusing on individual buyers' specific needs and challenges. 
• He advocates for aligning communications with potential impacts on the buyer's role or responsibilities, thus enhancing the relevance and impact of outreach efforts.

Donald urges listeners to elevate their sales game and take advantage of the resources and sponsors highlighted in the episode. He offers valuable guidance for sales professionals seeking to adapt to the changes in email outreach and elevate their approaches to securing quality sales opportunities in a shifting landscape.

Resources

TSE LinkedIn Prospecting Course

MailGun Update on Gmail and Yahoo

"Slow the game down. Don't rush, don't stress. When there's a breakaway by far, go ahead and take that breakaway. Take that shot. But right now, let's slow the game down. Let's play the field and increase the chances of us scoring" - Donald Kelly.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

In this episode of the TSE podcast, host Donald Kelly speaks with development lead Brain Liebel from Ambition. They dive deep into the rhythms of successful sales strategies and performance to redefine the sales approach. 

Donald and Brian unpack the essence of human interaction in sales, the strategic 'snowball effect' of building a robust sales pipeline, and how to turn data from sales conversations into tactical gold. Let's sift through the invaluable insights from this rich discussion.

Human Interaction: The Core of Sales

• In today's world, where automation and technology are prevalent, the importance of human connection can sometimes be underestimated. However, Brian underscores the irreplaceable value of human-to-human interaction, especially during the initial conversations in the sales pipeline. 
• Using analogies from lead utilization, he emphasizes the need for salespeople to focus on engagements ready to blossom instead of wasting potential opportunities.

Creating a Documented Sales Process

• Drawing from his expertise, Brian advises having a carefully documented process within sales teams. This cornerstone allows for iteration and implementation of tactical solutions, moving beyond the often insufficient directive of simply 'putting in more effort.' 
• The systematic approach is about leveraging every lead and conversation to build a 'snowball' that grows over time - a strategy that becomes increasingly more potent as insights and data are collected.

The Role of Ambition and Networking

• Brian shares his experience with Ambition, a sales coaching and performance management platform. This tool exemplifies the integration of data-driven strategy into everyday sales tasks. 
• Additionally, Brian extends an offer to connect on LinkedIn, allowing listeners to delve into sales discussions and gain further insights from a well-established industry leader.

Organization in Prospecting

• Brian stresses the importance of organization in prospecting. He offers actionable advice on maintaining accurate data, imperative for evaluating performance and strategizing more effectively. 
• He outlines four vital administrative tasks: transcribing notes at an account level, implementing a tagging system, devising customizable queries, and updating the conversation timeline.

Deep Dive into Tagging Systems

• A specific focus was given to the tagging system, with Brian explaining that a balance is required in the number of tags used. This balance ensures that the system aids the organization without becoming overly complicated. 
• Such a system assists in categorizing follow-ups, creating a more efficient path to revisit prospects.

The 'Snowball Effect' of Sales Conversations

• Brian breaks down the 'snowball effect,' offering concrete statistics gathered from the Bridge group detailing the monthly average quality conversations salespeople have. 
• He also illuminates the conversion rate of these interactions and the long-term value of conversations that don't immediately result in meetings. This is a testament to the importance of viewing every conversation as a stepping stone to eventual success.

Collecting Sales 'Gold Flakes'

• To harness the full potential of conversations, Brian advocates keeping logs of critical data points post-discussion. 
• He shares his tagging method for optimizing follow-up actions, such as tagging direct dials and follow-up dates. 
• Additionally, the speakers recommend creating touchpoints on LinkedIn and sending follow-up emails to help prospects remember the interaction, likening the process to collecting small gold flakes that accumulate into a valuable reserve over time.

Gratitude for Insights

• As the discussion wrapped up, both speakers exchanged gratitude, highlighting the importance of sharing knowledge and appreciation in the sales community. 
• These moments of connection nurture professional relationships and foster a supportive atmosphere where learning and development can thrive.

Donald and Brian agree that the meticulous process of cold prospecting, akin to sifting for gold, makes top-of-the-funnel activities enjoyable and fruitful. Sales professionals can elevate their pipelines by making every piece and interaction count and relish the journey toward a rewarding outcome. Join us for the next episode of “The Sales Evangelist” as we continue to uncover the art and science behind effective sales strategies.

“How do you take all of this data and turn it into a tactical way to execute and return to these prospects you spoke to? You learned something, but it wasn't the right time to meet. What do you do with that? I think with a lot of salespeople is we're always looking to be a wordsmith on the phone or have the craftiest subject line or level up our training and seek all of this external flash. Right. All these flashy sales things. Organization and efficiency are two of the very unspoken things in the world right now. The best prospectors are when it comes to documenting all of these things that we do.” - Brian Liebel. 

Resources

Ambition 

Brian Liebel on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

In this episode of the Sales Evangelist podcast, host Donald C. Kelly explores the common pitfalls of salespeople and emphasizes the importance of understanding and providing what buyers truly want. By shifting the focus from selling to educating, sales professionals can build trust, provide valuable insights, and ultimately close more deals.

Common Mistakes Made by Salespeople

• Donald highlights the tendencies of salespeople to rely on automated emails and fail to listen to buyers' needs truly. 
• He also underscores the issue of pushing products or services onto buyers without understanding their actual requirements. 
• These common missteps contribute to a lack of trust between sales professionals and their potential clients.

The Essence of Selling

• By redefining the essence of selling, Donald emphasizes the importance of persuading someone of the merit of a solution rather than simply pushing products or services. 
• He delves into the concept of buyers seeking solutions to their problems, as opposed to being pitched generic offerings.

The Desire for Education

• A key insight from Donald is the revelation that buyers crave education and seek out sales professionals who can serve as industry authorities. 
• Salespeople can capture potential clients' trust and interest by providing relevant insights and foresight.

Shifting from Selling to Educating

• Donald encourages a strategic shift from selling to educating, urging sales professionals to focus on mastering their industry and understanding the recurring problems buyers face.
• By adopting the role of an industry guide, sales professionals can effectively educate and provide solutions tailored to the specific needs of potential clients.

Practical Strategies for Success

• The episode offers actionable strategies for sales professionals, such as analyzing the commonalities and differences among their top clients to identify key drivers behind successful deals. 
• It is through these insights and foresight that sales professionals can engage buyers in meaningful conversations and educate them effectively.

Harnessing the Power of LinkedIn

• Donald shares insights into leveraging LinkedIn as a powerful tool for educating potential clients and building a robust sales pipeline. 
• He emphasizes the impact of educational content in attracting and engaging potential clients, thereby facilitating business growth.

In this insightful episode, Donald Kelly delivers valuable guidance for sales professionals seeking to enhance their approach and effectively meet the needs of potential clients. Be sure to explore the LinkedIn program and subscribe to the podcast to help enhance your sales skills more.

[Tweet "Sellers are selling, while buyers or potential buyers are looking for education. They're looking to be taught. They're craving to be taught. They're not looking to talk to another salesperson.” - Donald Kelly."]

Resources

TSE LinkedIn Prospecting

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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