Are you ready to transform your cold email outreach strategy for 2024?

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

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

The Challenges of Cold Emailing at Scale

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

Tailoring Cold Outreach for Different Markets

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

Intent-Based Cold Outreach

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

Crafting Effective Cold Email Sequences

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

Navigating Google and Yahoo Changes

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

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

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

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

Resources

Vlad Oleksiienko on LinkedIn

vlad@reply.io

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

Do you?

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

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

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

Utilizing Untapped Potential

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

The Art of the Ask

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

Referral Incentives and Tools

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

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

“Nine out of ten customers are willing to give referrals, but only 11% of salespeople ask for referrals. So there's a big gap of people wanting to provide you with business, but you aren't taking advantage of them.” - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Are you tired of the high turnover rate in your sales team? How do you identify and retain top sales talent? 

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

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

Qualities of Successful Salespeople

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

Hiring the Right Talent

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

Tools and Processes for Evaluating Sales Talent

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

The Role of Sales Leadership

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

Retaining Sales Talent and Workplace Culture

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

Strategies for Prospective Sales Professionals

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

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

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

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

Resources

Lori Richardson on LinkedIn

Women Sales Pro

Women Sales Pro Instagram

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Are you tired of lengthy, drawn-out discovery calls that seem to go on forever without getting to the heart of the matter? Imagine condensing those time-consuming conversations into just 15 minutes while delivering maximum impact. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Chet Lovegren to reveal the secrets behind shortening discovery calls while achieving outstanding results. Chet, a master at sales consulting, shares practical role-playing examples and outlines four key questions that can transform your discovery process.

You'll witness practical demonstrations on identifying challenges, understanding their context, gauging expertise, and establishing implications—resulting in streamlined yet effective discovery interactions. 

Tune in to revolutionize your discovery calls and enjoy results that speak for themselves!

The Essential Four Questions for a Successful Discovery

• Chet highlights the importance of the four key questions that form the foundation of a successful discovery process. 
• These questions involve identifying challenges, understanding context, gauging expertise, and establishing implications. 
• Chet emphasizes the need for sales professionals to tailor these questions to the specific needs of their prospects and their respective industries.

Simplifying Complex Sales Processes

• Donald and Chet stress the significance of simplifying the sales process and avoiding overly complex approaches. 
• Chet shares his experience of condensing discovery calls from 30 minutes to just 15 minutes, showcasing the effectiveness of streamlined conversations. This approach saves time and ensures that prospects receive immediate value and quantifiable solutions.

Expert Guidance and Effective Communication

• Chet discusses the importance of positioning oneself as an expert during sales interactions. He stresses the need for sellers to guide their prospects and provide clear, concise communication. 
• Drawing parallels to a successful car buying experience, the importance of offering a simple and easily understandable process becomes evident.

Establishing Implications and Quantifying Value

• Chet emphasizes the need for sales professionals to establish the implications of not addressing key challenges. 
• By quantifying their solutions' potential value and impact, sellers can effectively showcase their offerings' immediate and tangible benefits. This approach ensures that prospects can make informed decisions based on the real, measurable value they stand to gain.

Personalized Discovery Templates

• Chet generously offers personalized discovery templates for sales professionals looking to enhance their approach. 
• You can receive customized resources and expert guidance tailored to your needs by contacting him. This offer reflects Chet's commitment to helping sales professionals excel in their discovery processes and drive valuable results.

In this episode, you'll witness a powerful role play where Donald and Chet dive deep into the art of the discovery process. With the simplicity and value-focused approach, Chet demonstrates how an effective discovery doesn't have to be an hour-long ordeal.

Click play and listen to Chet's engaging content and insightful perspectives on sales strategy and discovery processes.

"You don't need 30 minutes for discovery, man. You need 15 minutes." - Chet Lovegren.

Resources

Chet Lovegren on LinkedIn

The Sales Doctor

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Are you ready to revolutionize your approach to finding prospects?

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

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

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

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

What Is Lazy Prospecting?

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

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

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

LinkedIn Profile

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

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

• Hint: Use LinkedIn Sales Navigator during your research!

Multi-Threading in Sales

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

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

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

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

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

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

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

It's all in the data, right?

But what's good is the data if you don't know how to utilize the information?

In this episode of "The Sales Evangelist Podcast," Host Donald Kelly chats with Derek Rahn about current sales data trends and the need for sellers to niche down within their industry.

Tune in and discover how to help you build your pipeline and close twice as many deals as you are now.

Derek Rahn’s Background

• Derek has over 15 years of experience in sales and marketing, specifically within the B2B space. He is the VP of demand generation of Lead Genius, which crafts tools to help companies find their ideal customers.
• His position allows him to see the current trends and changes within the sales industry.

Challenges in the SaaS Landscape

• One challenge Derek sees within the SaaS industry is that too many team members interact with one customer. This harms the client's relationships with the company and can easily cause misunderstandings. He suggests limiting the number of employees speaking with potential clients during the sales process.
• Derek also noticed that sales representatives have too much going on with their daily workloads. For example, IC roles are becoming more management-oriented due to the increased team size. He explains whether this has a positive or negative impact on sales companies.

Current Sales Data Trends

• One trend that Derek notes is the rise of verticalization within the industry. The old method of selling was based on geographical areas, and sales reps would know the insides and outs of the business within this region.
• However, the way sales companies niche down is different now, thanks to remote work. The focus shifts towards pain points, subject matters, and specific industries. 
• For example, there used to be only two well-known CRMs that were used for all industries. Now, there are millions of CRMs for specific industries.
• The second trend Derek observes is that sales companies must actively target SMBs. This is because there’s a need to continue growing revenue, and more data tools are needed to help sales teams reach SMBs.

Utilizing the Data as a Sales Leader

• Derek shares how sales leaders can utilize data effectively to help their teams reach goals.
• He suggests starting with the ICP and segmenting it into different, unique categories.
• He also explains how he helped a company break down its ICP categories and their benefits.

The money is in the data!

Pay attention to your data if you want your sales company to reach its fullest potential. This is where you’ll find everything you need to grow your business.

Listen to this episode to discover how to use data effectively and why you must niche down!

“If teams want to see more success, automation is the only way to achieve this.” - Derek Rahn.

Resources

Derek Rahn on LinkedIn

Lead Genius 

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

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

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

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

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

Patrick Tinney’s Background

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

Common Mistakes and Challenges in Sales Negotiation

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

Becoming a Better Strategic Planner Negotiator

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

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

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

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

Resources

Centroid Training & Marketing

Patrick Tinney on LinkedIn

Unlocking Yes - Revised Edition: Sales Negotiation Lessons & Strategy

Perpetual Hunger: Sales Prospecting Lessons & Strategy

Nothing Stops Me: Sales Success from Adversity

The Bonus Round: Corporate Sales Lessons & Strategy

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

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

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

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

1. Mindset

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

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

2. Why

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

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

3. Value/Risk

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

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

4. Invitation 

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

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

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

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

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

Resources

The Sales Evangelist Sales Mastermind

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

What is Your Caveman Brain?

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

How Do We Work WITH the Caveman Brain?

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

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

Resources

https://cavemanbrain.com/

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

What is a Dream 100?

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

Identify YOUR Dream 100

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

3 Dream 100 DON’Ts

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

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

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

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

Resources

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

Reach out to Amanda directly @amanditaholmes on Instagram

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

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

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

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

Understanding Objections

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

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

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

Engaging the Prospect

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

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

Uncovering Pain Points

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

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

Presenting a Solution

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

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

Effective Communication

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

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

Closing the Deal

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

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

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

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

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

Resources

The Sales Evangelist Sales Mastermind

Donald C. Kelly on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

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

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

Brandon Lee’s Background

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

LinkedIn as a Sales Tool

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

Best Practices for Utilizing LinkedIn

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

Creating Intriguing Content

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

Making Content Relatable

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

Maximizing Engagement Through Comments

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

Taking Advantage of Profile Views

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

Overcoming Impostor Syndrome

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

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

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

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

Resources

https://getfistbumps.com/

Brandon Lee on LinkedIn

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Are you ready to elevate your sales game and close those six-figure deals?

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

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

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

Overview of Dr. Darnyelle Jervey Harmon's Work

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

Transforming Sales Mindset

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

The Sell Millions Method

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

Understanding the Problems and Solutions

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

Sales Tools and Systems

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

The Power of Education-Based Marketing

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

Investing in People and Mindset

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

Key Insights on Sales and Money Consciousness

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

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

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

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

Resources

Movetomillions.com

Sponsorship Offers

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

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

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

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

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

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

Credits

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