What are the key traits to becoming a successful sales representative?

Discover them in this episode of “The Sales Evangelist Podcast.” In this enlightening episode, host Donald Kelly sits down with Peter Smith, a seasoned sales leader and the author of the intriguing book "Hiring Squirrels." 

Peter shares invaluable insights on identifying and nurturing the right talent in the sales industry. Click play to learn the critical traits of successful sales professionals and a roadmap for leaders striving to enhance their teams' performance. 

Peter Smith's Background

• Over the years, Peter Smith has carved a niche in the luxury jewelry sales market, building and developing highly effective sales teams. 
• He is not just a consultant but also an esteemed author and a columnist for industry magazines. 
• His approach to sales training is sculpted around his published works, which focus on hiring strategies, the psychology of storytelling, and key sales techniques.

The Squirrel Hiring Philosophy

• Peter explains the unique, attention-grabbing title of his book "Hiring Squirrels," inspired by the concept introduced in Mac Anderson's book "You Can't Send a Duck to Eagle School." 
• The idea emphasizes hiring individuals who innately possess the necessary skills for a specific role rather than attempting to train those who do not. 
• Peter highlights the importance of identifying salespeople who are naturally equipped for their roles, as approximately 58% of individuals in sales positions lack the essential traits necessary for success.

Identifying Key Traits in Sales Candidates

• Peter and Donald discuss the three non-trainable traits crucial for sales success: drive, empathy, and resilience. 
• Peter provides specific interview questions and strategies to uncover these traits in potential candidates, emphasizing the importance of honest and revealing responses to these targeted questions. 
• He advises leaders to discern genuine talent through subtle cues and honest interactions during hiring.

The Challenge of Rejection in Sales

• Rejection is an integral part of the sales process, and dealing with it effectively is a hallmark of a competent salesperson. 
• Peter stresses resilience as a critical trait, as it determines how a salesperson handles rejection—whether they see it as a personal failure or a professional challenge. 
• He underscores the need for sales professionals to embrace rejection as a stepping stone rather than a setback.

Peter's insights provide a clear guide to enhancing sales team dynamics by focusing on intrinsic qualities that predict success. His approach challenges conventional hiring practices and encourages a more nuanced understanding of what makes a salesperson effective.

This episode is a must-listen for anyone involved in sales or team management, offering a profound look at how to approach hiring and team building with a strategic and empathetic mindset. Tune in to rethink how you assess and nurture talent within your sales.

“If you don't care about what people think, you're not going to be very good in sales.” - Peter Smith.

Resources

Peter Smith on LinkedIn

The Retail Smiths

Peter Smith’s books

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.

What's the secret to improving your sales team's performance? 

How can leaders create high-converting sales representatives?

You want the answer to these questions, don't you? To find out, tune in to this episode of "The Sales Evangelist Podcast."

Host Donald Kelly chats with special guest Dayna Williams about the secret tactics for developing highly converting sales reps. With over two decades of experience in sales training and enablement, Dayna shares valuable insights and unpacks how to steer your sales team toward success. 

You know what to do now. Click play!

Meet Our Guest: Dayna Williams

• Dayna brings 20 years of experience as a white-label consultant for top provider firms in the sales training and enablement sector. 

• Her vast exposure to heads of sales, sales managers, co-founders, and CEOs has given her a unique perspective on widespread issues in the industry. 

• Through her book, "The Diligence Fix," Dayna encapsulates the universal pain points of sales organizations and offers a top-down solution regardless of industry or organization size.

Key Strategies for Sales Development

• 1. Simplify and Visualize the Go-to-Market Strategy

• The clarity of a sales team’s go-to-market strategy is crucial. Dayna discusses the importance of simplifying this strategy so that everyone from C-suite to front-line sales reps can express the company's approach articulately. A harmonious understanding of the go-to-market strategy across the board is the starting point for cultivating high-converting reps.

• 2. Create a Senior Leadership Communication Campaign

• Dayna proposes a regular, intentional communication campaign led by senior leadership to combat the natural loss of information over time. She suggests distilling the critical points from large-scale presentations and consistently reinforcing them throughout the year. This focus ensures key strategic messages are not lost after kick-off events but instead embedded into the organization's culture.

• 3. Adopt an Integrated Approach to Training

• Dayna challenges the traditional linear, role-based training method using an integrated approach. This method incorporates skills and knowledge across different levels, preparing sales reps for their current roles and future positions. For example, combining consultative selling training with leadership skills like giving and receiving feedback nurtures a rep's ability to grow within the company.

Concluding Takeaways

• Dayna emphasizes looking beyond traditional training programs to develop sales reps effectively. 

• Leaders must utilize various touchpoints for conveying information and changing behaviors, aligning them closer to how humans naturally develop habits and retain knowledge.

Sales leaders struggling to help their team meet their goals will love Dayna's wisdom in this episode. Equip yourself with the secrets Dayna Williams has spent 20 years perfecting, condensed into one powerful episode.

Listen now to transform your sales force into the high-converting powerhouse you know it can be. Your journey to sales excellence is just a play button away!

"Unless you're really intentional, at the event of calling out the three to four things you want people to walk away with, the only thing they remember when they get home is what type of drink they had at the bar." - Dayna Williams. 

Resources

“The Diligence Fix” by Dayna Williams

The Diligence Fix

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.

Do you struggle to connect with executive decision-makers despite knowing you have the solutions they need? 

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Candace Taber, a maestro of sales enablement whose insights into the alchemy of effective selling are nothing short of transformative. Candace doesn’t just sell; she evangelizes with wisdom, empathy, and a deep understanding of the elusive art of buyer-centric selling. 

Let Candace guide you through the intricate dance of matching your pitch with the specific objectives of every stakeholder in the room. Click play now!

About Candace Taber

• Candace Taber is a devoted wife, mother, and sales enablement leader focusing on equipping sales leaders to amplify their impact. 
• With a firm belief that leadership is the cornerstone of effective sales enablement, Candace dedicates herself to preparing leaders to excel in their roles and create force multipliers within their organizations.

Foundations of Effective Sales Enablement

• Donald and Candace discuss the misconception that sellers should inherently possess the knowledge necessary for success. 
• Rejecting this idea, Candace emphasizes the employer's role in equipping and enabling employees. 
• This means providing a clear performance path, feedback mechanisms, and the resources employees need to thrive in their environment, contributing to the employer-employee value exchange.

How to Position Messaging to Executives

• Candace presents practical advice on communicating with executives without seeming presumptuous. 
• She recommends referencing industry trends and openly wondering how these may relate to the executive's focal priorities. 
• By approaching the conversation with genuine curiosity and a well-researched hypothesis, sellers can position themselves as partners, not just vendors.

Advice for Sellers: Writing Goals at Organizational Levels

• Candace shares a valuable exercise for sellers looking to improve their business acumen. 
• She advises practicing writing objectives and goals at different organizational levels—from individual contributors to executives. 
• This practice helps sellers better tailor their messaging according to the strategic and operational priorities relevant to each role they encounter.

Are you ready to fine-tune your pitch and tailor your approach with the precision of an expert strategist?

With Candace’s insider tips, any sales professional listening can step into the arena more prepared than ever before. Join us for this episode and equip yourself with the tools to meet your quota and exceed expectations by enabling your prospects' success—a true win-win in the complex dance of sales.

"Yes, you have quotas. Yes, you have numbers, but you can take a moment to be intentional about what you're doing and set yourself up for success when you do that." -Candace Taber.

Resources

Candace Taber on LinkedIn

LinkedIn Sales Navigator

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.

Every experienced sales rep knows they must use LinkedIn Sales Navigator to build an effective sales pipeline. But, do you know how to use it correctly?

In this episode of "The Sales Evangelist Podcast," host Donald is joined by sales expert and coach Phil Gerbyshak to dive deep into the practical ways sales professionals can utilize LinkedIn Navigator to build a strong sales pipeline. 

Phil shares his passion for the toolset and a refined process for leveraging the platform's capabilities. Click play to learn how to maximize LinkedIn Sales Navigator for effective sales outreach and networking.

Getting to Know Phil Gerbyshak

• Phil Gerbyshak hosts the “Sales Leadership Podcast,” offering insights to sales leaders and those aspiring to lead sales teams. 

• His expertise spans mindset, skillset, and toolset in sales, and his coaching and training methods have helped many sales reps elevate their game. 

• To connect with Phil, visit philgerby.com and drop him a line.

The Power of LinkedIn Sales Navigator

• Phil advocates for LinkedIn's Sales Navigator, touting its superiority to the free version of LinkedIn by providing a more robust set of tools tailored for sales professionals.

• He credits Sales Navigator with streamlining his outreach process and enhancing his ability to target the right connections.

Building a Winning LinkedIn Profile

• Phil reminds us of the often-overlooked aspect of having a fully updated LinkedIn profile.

• He stresses the importance of a current headshot and a headline clearly outlining who and how you help. This complete profile strategy is vital when prospects compare your profile to others.

Tips for a Stand-Out LinkedIn Profile

• Ensure your banner portrays a clear and relevant message.

• Update your featured section to break the scrolling pattern with rich media content.

• Share skills relevant to your position that your prospects and customers value.

Are you ready to unlock the secrets of LinkedIn Sales Navigator and transform your sales game? Tune in to listen to the latest episode with Phil Gerbyshak and Donald Kelly. 

Phil shares the secrets to building a winning sales pipeline. Subscribe today to learn how to leverage LinkedIn Sales Navigator for outreach!

"Be more human. If you wouldn't do it to somebody sitting right next to you, why the heck are you doing it online? By using sales navigator, using some of the tactics we discussed today, you have fewer people, so it's easier to be more human." - Phil Gerbyshak.

Resources

philgerby.com

Phil Gerbyshak on LinkedIn

LinkedIn Sales Navigator

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 pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp. 

But what if you could pinpoint why your deals are stalling and prevent it before it happens? 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes!

The Stall Deal Dilemma

• Donald shares his insight into a common pitfall where sales professionals are left in the dark, wondering what went wrong. 

• He unveils that critical question you might not be asking—one that can make the difference between a deal stalling or sailing smoothly through your pipeline.

Mastering Communication: Asking the Right Question

• Donald emphasizes the importance of this essential yet often overlooked question: "What do you see that could prevent us from partnering together?" 

• Multiple variations of this question can be useful, but the core idea remains the same—identifying potential roadblocks early in the sales process. 

• By tackling these issues upfront, you can avoid stalled deals and foster better communication with your prospects.

Why Don't Sellers Ask the Hard Questions?

• Many sellers hold back on asking probing questions due to a lack of confidence or fear of jeopardizing the deal. 

• Donald dispels these concerns, advocating for professionalism and assertiveness in sales interactions. 

• By asking tough questions, you become a knowledgeable advisor and not a pushy salesman. 

Benefits of Uncovering Objections Early

• Donald discusses the advantages of early objection handling, which include:

•  Building trust and authenticity with your prospect.

• Demonstrating your experience and foresight as a sales professional.

• Enabling a clear path to address and mitigate potential obstacles.

Suppose you've found yourself staring at your phone, wondering why a once-promising prospect has ghosted you or why a deal isn't advancing as planned. In that case, this episode of The Sales Evangelist podcast is a must-listen!

Remember, this podcast is dedicated to guiding you toward dominating your deals. It's not about quick fixes but about sharpening your sales skills. Apply the insights from this episode to your sales strategies and watch your pipeline thrive!

"The question is simply asking the prospect early on in the sales process, perhaps in your discovery, after they've explained their challenges and you talk to them about your solution, and they see that this could work." - 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.

One of the most common mistakes people make when using LinkedIn is not taking the time to build authentic relationships. 

Don’t go adding hundreds of connections to your LinkedIn profile. Instead, do this!

Listen to this insightful episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with guest Sabine Gedeon on the world of LinkedIn networking. Sabine shares her extensive experience and lays down a five-step process to leverage LinkedIn for effective relationship-building and networking. 

Click play now!

Meet Sabine Gedeon 

• Sabine is the CEO of Gedeon Enterprises. She is also a coach, consultant, speaker, and author. 
• Remember to connect with her on LinkedIn to learn about her.

Evolution of LinkedIn 

• Sabine takes us through the history of LinkedIn, from its original use as a platform for recruiters to its transformation into a hub for marketing, networking, and community building. 
• She emphasizes the need for people, especially HR professionals, to engage more actively on the platform.

The Five-Step LinkedIn Strategy 

• Sabine outlines her five-step approach to using LinkedIn effectively.
• 1. Connectors Mindset: Understanding your 'why' and what you offer. 
• 2. Value Assessment: Identifying your strengths, expertise, and opportunities for growth. 
• 3. Ecosystems: Recognizing your network's broad array of ecosystems, such as friends and family, and political connections. 
• 4. Inventory List: Categorizing your contacts based on their ecosystems and closeness to you. 
• 5. Success Circles: Establish three layers of contacts—Fab Five, Core Fifty, and Essential Hundred—and regularly engage with them.

Systems and Consistency 

• Sabine uses systems like Streak to help maintain her networking strategy. 
• She also shares other methods to keep track of connections and ensure regular engagement with contacts.

Importance of Human Connection 

• Donald and Sabine agree on the importance of the human touch in networking. 
• Sabine advises treating each online interaction as personal as meeting someone at a coffee shop. 

Building genuine relationships on LinkedIn doesn't have to be as complicated as you make it. If you need help connecting with others on the platform, take the time to listen to Sabine Gedeon's strategies in this episode. Tune in now!

"People are missing out on the opportunity to build and cultivate relationships before they need things. It's almost like that whole notion around making deposits before you can withdraw. People are missing out on the opportunity to create. Make deposits before they start to need the withdrawals." -Sabine Gedeon.

Resources

Sabine Gedeon on LinkedIn

Gedeon Enterprises

Bob Berg's book, "The Go-Giver."

Streak

Boomerang for Gmail

LinkedIn Sales Navigator

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're about to send a LinkedIn connection request, and the platform allows you to create a personalized message.

Do you take the time to do it? Yes or no?

If you choose not to do it, you must tune into this episode of "The Sales Evangelist Podcast." Even if you said yes, still click play.

Host Donald Kelly delves into the ongoing debate surrounding LinkedIn connection requests. Should sales professionals personalize them or keep them generic? 

Discover the importance of personalized connection requests and learn how to create meaningful conversations that can lead to sales opportunities.

The Great LinkedIn Debate

• Donald addresses a common question among sales professionals: the importance of personalizing LinkedIn connection requests. 

• He debunks myths, points out common mistakes, and emphasizes the potential impact of a well-crafted, personalized approach.

Personalized vs. Generic Requests

• Donald discusses why generic messages are ineffective and often ignored. 

• He advocates for personalized messages, which he argues can significantly increase your chances of connecting and engaging with your targeted prospects.

The LinkedIn Monetization Insight

• An interesting point Donald raises is LinkedIn's decision to charge for personalized connection requests. 

• He interprets this as evidence of their effectiveness and a tool that LinkedIn monetizes because it works, not because it doesn't. This key insight provides a unique perspective on the platform's internal data and user behavior.

Donald's LinkedIn Connection Strategy

• Listen to Donald's own methodology for LinkedIn engagement. 

• His process involves Sales Navigator, account and lead list building, proactive engagement with recent posters, and meaningful follow-up through multiple communication channels. 

• Donald's tactic is all about grabbing attention, starting conversations, and fostering relationships that lead to sales opportunities.

Engagement Leads to Opportunity

• Donald emphasizes that engagement is the key to unlocking potential business opportunities. 

• He shares personal anecdotes and client results to support his stance on using personalized connection requests to initiate conversations.

Join Donald and his colleagues for a live discussion on LinkedIn, furthering the conversation on this topic. Connect with him on LinkedIn to learn more about it.

“Do you feel that you're so unique that you are the only one asking them to connect because you have a mutual connection? That's so preposterous!” - 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.

Do you have full control over your sales meeting?

Is it difficult getting your prospects to go in the direction you want them to go?

You answer "no" to the first question and "yes" to the second question. Right? Well, you know what to do now!

Tune into this episode of "The Sales Evangelist Podcast," where host Donald Kelly dives deep into mastering client interactions. Within this five-minute episode, you'll be ready to take control, establish authority, and confidently guide your prospects.

Take advantage of these critical strategies that can accelerate your sales success!

Taking Control of Your Sales Meetings

• The key to having a successful sales meeting is being in control of its direction. 

• Donald emphasizes that while catering to the prospect's requests is essential, offering them a meeting roadmap ensures they recognize you as an expert in your field. 

The Agenda of A Guided Sales Session

• To lead your sales meeting, set a clear agenda. Address the prospect's hopes and set the stage for the main goal. It's to guide them through informed choices. 

• Donald suggests asking prospects what they want to learn. This is to consider the meeting effective. 

• Then, build the conversation around those objectives. Also, share your expertise and insights.

Expert Advice on Pricing Queries

• One common challenge salespeople face is when a prospect jumps straight to pricing. Donald advises against catering to this demand blindly. 

• Instead, offer transparency about your pricing range while steering the conversation back to understanding their specific challenges and whether your service is a good fit.

Maintaining Control with A Robust Conclusion

• Donald stresses that you should reserve the last five minutes to review the main points and schedule the next meeting. 

• This strategy helps maintain the sales process's momentum and positions you as a prepared and experienced professional.

Join “The Sales Mastermind” for hands-on guidance and an interactive learning environment. It's an opportunity for you to practice, role-play, and get actionable tips to enhance your sales performance.

Lastly, subscribe to keep up with the newest content to improve your sales game! 

“The key is to get them to feel they're giving you all the stuff they need and want to give.” - 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.

Today, we're going into the archive and bringing out an episode from the best sellers in history series. Let’s talk about Mary Kay Ash and how she built her empire from the strong skill sets she developed as a salesperson.

Sales Spotlight - Mary Kay Ash

Mary Kay Ash is world-renowned for being the makeup and skincare queen.  Her pink Cadillac has become iconic. How did this come from someone who kept getting passed over for promotion?  Because she is considered to be one of the best sellers in history. Here are five reasons why: 

• Had a purpose and a why
• Created a vision or a common cause
• Had a strong and impressive work ethic
• Had the desire to create and give rewards
• Willing to take action

Mary Kay Ash was born on May 12, 1918, in Hotwells, Texas. For most of her childhood, she took care of her sick dad while her mother made the family's earnings. At 17 years old, Mary Kay married Ben Rogers and had three children with him before Ben went to war in WWII. Their marriage eventually ended, and Mary Kay was left with three children to care for. 

She needed to make money to feed her children, so she started working for Stanley Home Products in 1939. She’d go into someone’s home and host parties to encourage people to buy household items. Mary Kay was great at her job, and she became a top seller. By 1952, Mary Kay was hired by World Gifts. After 10 years, however, she quit her job. At that time, the sales force was mostly made up of men, and no matter how hard she tried, she couldn’t get ahead because she was a woman. She saw the men she was training were getting promoted, going onto better jobs, and they were getting a much higher wage. 

Had a purpose and a why

With $5000, Mary Kay used the money to build her empire. Mary Kay had a purpose.  She was a mother who needed to take care of her kids and a woman who wanted to see other women succeed. Mary Kay also had a vision that helped her achieve her dreams. She had a why.

As a salesperson, a vision and purpose can propel you beyond a bad sales day. For many people, a paycheck isn’t enough.  There has to be a deeper connection, something bigger. Having a purpose is the motivation that moves you to show up even when things get hard. 

Have a purpose that pushes you to create an opportunity for the people you care about the most. 

Mary Kay had a purpose that was even bigger than herself. While she wanted to care for her family, she also wanted to create something to help other women. 

Created a vision and a common cause

Every great salesperson in this series had a vision and created a common cause. Mary Kay recognized that women were undervalued in the sales industry and other workplaces. Women were not considered as capable as men.  This misconception prompted Mary Kay to build an empire that would give women the opportunity to succeed and do more. Her business opened doors for women to become six-figure earners and, as a result, became the breadwinners for their families, giving them a community where they were valued. The company grew, and by the end of its second year, it had made $1 million in product sales. 

Salespeople can also achieve greater success if they communicate a common cause to their clients. Creating a brand message that solves problems and identifying a common struggle can create a unifying purpose.  

Had a strong and impressive work ethic

Mary Kay had an impressive work ethic and worked hard. She got up every day at 5:00 AM. She said, “If you get up at 5 o’clock three times a week, you’ll gain an extra day. You need to try it a few times because you realize a great feeling of satisfaction at 8:00 in the morning when you’ve already finished what would have taken you six hours to do after 8 o’clock because of the interruptions.” 

Make it your goal to wake up early, put in the time, start working, and be productive without distractions. Allow yourself to practice and challenge yourself as Mary Kay did. 

Had the desire to create and give rewards

The Harvard Business Review laid out three reasons why people leave their jobs: 

• because they don’t like their boss
• they don’t see an opportunity for promotion
• or they were offered a better job.

Mary Kay understood this and set up a system with four levels of promotion:

• Independent beauty consultant
• Red jacket beauty consultant
• Independent sales director
• National sales director 

As salespeople hit their numbers, they were promoted to the next level and received different rewards. This motivated people and gave them room to grow. The system made them very successful. The ultimate success for any employee in Mary Kay is winning the pink Cadillac. 

As a sales rep or sales leader with a small business, give your team a path and an opportunity to grow. Give them a goal, and offer a reward when they hit that mark. They will see that as an opportunity to earn and achieve. It helps your company because you’ll have an employee who works hard to earn the reward. 

Willing to take action

Mary Kay left her full-time job and decided to create her own company, but she didn’t have the capital. She borrowed $5,000 from her son and bought the rights for the makeup and skincare brand from a previous client. Mary Kay could have used the money to save up and pay the bills, but she didn’t. Instead, she saw an opportunity, and she grabbed it. She struck while the iron was hot. 

Don’t talk yourself out of opportunities. Be brave and take calculated risks. Reach out and make something happen. Don’t miss an opportunity because you’re afraid. Notice when you’re in the right place at the right time and position yourself around people who can help you make things happen. 

"Mary Kay knew how to create a vision and a common cause. #SalesWoman"

Mary Kay Ash did five things right, making her a great businesswoman. She had a reason which enabled her to create a vision. Mary Kay adopted a strong work ethic and used the power of rewards to motivate people. Lastly, Mary Kay was willing to take advantage of the opportunities and struck while the iron was hot.

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 is 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 uncover the secrets of successful sales strategies in a highly competitive landscape?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with guest Claudio Meidler, an experienced sales professional working as an account executive for Google's German team in Dublin. Claudio shares his insights on navigating the competitive landscape and securing the share of the wallet when selling to enterprise or mid-level organizations.

Tune in to this enriching episode and gain a fresh perspective on navigating the modern sales landscape with confidence and finesse.

Building Credibility and Delivering Value

• Claudio emphasizes the importance of standing out in terms of service level and delivering value beyond the competition.
• He discusses the significance of conducting thorough research before approaching potential clients understanding their needs, pain points, and industry-specific knowledge.
• Claudio highlights the effectiveness of providing insights, market knowledge, predictions, case studies, and testimonials early in the conversation to build immediate credibility and trust.

Unconventional Approaches to Success

• Donald and Claudio discuss breaking away from traditional sales tactics and how being direct and tactful can yield powerful results.
• Claudio discusses the importance of addressing unspoken concerns and objections, expressing understanding and empathy, and using direct language to navigate potential hesitations or objections from the buyer's side.
• The role-play between the two demonstrates how this approach can open up dialogues and lead to deeper, more fruitful conversations.

Creating a Lasting Impact

• Claudio shares his perspective on delivering service without expecting an immediate return on investment, following up on bold questions, and continually striving to exceed the client's expectations.
• He emphasizes the value of constant learning and adaptability in the sales process, where leveraging unconventional techniques can create a lasting impact and differentiation in the market.

Claudio Meidler shares invaluable insights and strategies for success in the competitive sales landscape. Learn how to stand out in a competitive environment, build trust with your prospects, and ultimately secure that coveted share of your wallet. 

Take advantage of this opportunity to revolutionize your sales approach! Listen to the full episode now to discover how to enhance your sales strategies and achieve outstanding results.

"Do your homework beforehand, deliver information and service without expecting an immediate return on investment, ask bold questions, and deliver testimonials or case studies to build credibility straight from the start." - Claudio Meidler.

Resources

SimilarWeb

Claudio Meidler 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 properly preparing for first-time meetings? Failing to do so can lead to missed opportunities and lost sales. 

But don't worry—in this episode of "The Sales Evangelist Podcast," host Donald Kelly will share valuable tips on effectively preparing prospects and ensuring a smoother, more productive interaction.

Click play to hear what one of the industry's top sales leaders says about this essential step in the sales process.

The Importance of Preparing Prospects

• Donald emphasizes the significance of prepping prospects before meeting with them. 
• In a world with automated scheduling tools, it's essential to go the extra mile to personalize and optimize the prospect's meeting experience.

The Strategy

• Donald suggests a simple yet powerful strategy to prepare prospects effectively. 
• He recommends sending a quick video introduction to the prospect, providing a warm welcome, and addressing potential questions or concerns they might have. 
• Additionally, including specific details about the upcoming meeting and offering personal contact information can further enhance the prospect's preparedness and engagement.

Enhancing Engagement and Courtesy

• By implementing this strategy, sales professionals can significantly enhance engagement and courtesy from prospects. 
• Providing personal contact information encourages prospects to connect and communicate, establishing a more respectful and engaged relationship from the outset.

Overcoming Concerns

• Donald addresses common concerns associated with this strategy, such as the fear of potential cancellations. 
• He explains that having prospects inform you of a cancellation is more beneficial, demonstrating their courtesy and genuine interest, rather than dealing with unexplained no-shows.

Recommended Tools

• Donald recommends executing this strategy using video platforms like Loom, Vidyard, or BombBomb. 
• Even for those uncomfortable with video, he encourages leveraging these tools to convey the preparatory message effectively.

Ultimately, sales professionals gain a competitive edge by effectively preparing prospects and increasing their chances of closing deals. Join Donald Kelly as he continues to empower sales professionals to thrive and succeed in their endeavors.

"I want you to thrive, succeed, and raise your level of thinking." 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 ready to unlock the secrets to successful sales strategies and go-to-market plans?

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Hannah Ajikawo, a seasoned sales professional with over 15 years of experience in the industry. Hannah shares invaluable insights into understanding the B2B buyer journey, setting up go-to-market infrastructure, and optimizing sales processes to drive higher deal value.

She also reveals the essential elements of a winning sales strategy plan and uncovers the secrets behind successful sales initiatives. Tune in now to discover proven strategies and insider tips that will propel your business to new heights!

Hannah's Professional Journey

• Hannah provides an overview of her rich professional background, emphasizing her extensive career in sales. 
• Her professional journey spans from prominent global corporations to disruptive startups. 
• Notably, she shares her experience of working with an AI company in 2011, showcasing her early engagement with groundbreaking technologies and go-to-market strategies.

The Evolution of AI Technology

• Drawing from her experience with an AI company, Hannah recounts her involvement in selling visionary AI solutions to leading B2B information providers. 
• She elaborates on the groundbreaking nature of their tool, highlighting its potential to automate data processes and generate substantial value for businesses, including a memorable interaction with Google.

Sales Strategy Planning

• Donald and Hannah discuss the importance of developing a strategic sales plan for the quarter, emphasizing the need for meticulous planning, especially for deals with substantial value. 
• Hannah provides actionable advice, stressing the significance of understanding prospects' budgeting cycles and planning interactions well in advance to align with their financial timelines.

Territory Management and Strategic Approach

• Hannah outlines the strategic approach required for sales territory management, encouraging sales professionals to adopt a CEO mindset when structuring their territories. 
• She emphasizes the importance of identifying white spaces, key customers, and optimal use cases to streamline the sales process and drive meaningful results.

Seasonal Budgeting Cycles

• Addressing the challenges of seasonal budgeting cycles, Hannah emphasizes the value of nurturing relationships and delving deeper into buyers' experiences within their organizations. 
• She shares insights into discovering discretionary budgets and leveraging CEO's wallets to drive successful deals, emphasizing the need to build rapport and acquire nuanced knowledge about buyers' capabilities.

Hannah Ajikawo shares valuable insights on developing a killer sales strategy plan to set you up for success in your sales endeavors. Her wealth of experience as a career salesperson and go-to-market consultant shines through as she shares practical tips and strategies for sales professionals and organizations alike.

If you're ready to revolutionize your sales approach and take your game to the next level, then this episode is a goldmine of actionable advice. Tune in now to gain valuable knowledge that can transform your sales approach and drive remarkable results.

“If you have a deal value of over 15 K, you must know your prospect's budgeting cycle period. No matter how strong your value proposition is, it doesn't matter how much they love you or how many of these panels and YouTube videos you watch, or whatever you watch. If they physically cannot get the budget because everything is clocked in, particularly above fifteen K and above, it will be so hard to try and sell to them in that quarter.” - Hannah Ajikawo.

Resources

Hannah Ajikawo 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.