Mon, 22 May 2023
By now, someone has already told you that sales is about building relationships. If you’ve ever been lured into the trap of trying to be your prospect’s best friend only to find out they weren’t interested, you’re not alone. As you’ll hear in this episode, JC Pollard isn’t afraid to ask tough questions, and that’s how he became a top seller at Gong, hitting 190% of his quota in his first year. Listen in as he and Donald Kelly discuss “soft closing” to get the facts about where your deals are at. Setting Expectations and Being Proactive
Soft Closing
Wrapping Deals Before the Trial Ends
“The best salespeople are ones that are friendly, liked, create rapport, and can really drop the hammer when they need to... That’s what I try to be. I get close with my prospects. I truly care about making friends with them – I keep in touch with people I sold Gong to a year ago. But when they say something throughout the cycle where I’m like, ‘You’re not thinking about that the right way,’ I’m not afraid to also call that out and be like, ‘Hey, can I challenge you on that?’ If you can marry the two, I think that’s where you start to see some success.” – JC Pollard Resources Reach out to JC Pollard on LinkedIn JC’s post calling out Donald Kelly on LinkedIn! Sponsorship Offers 1. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Fri, 19 May 2023
Why do all presentations look and feel the same? Why does it feel like you have to leave your true self at the door and switch into ‘pitch mode’? Why isn’t there more storytelling? These are the big questions our guest Ravi Rajani sought to answer, and he packed this episode with so much of what he has learned. In this episode, your host Donald Kelly and Ravi Rajani get pumped about the art of telling exciting stories in a sales environment – and the energy is contagious! Understanding “STORY” in a Sales Context
Write Great Sales Stories With The ACORNS Checklist
Using Stories to Incite Emotion
“What is a story? Let’s take it back to my guy Ralph Emerson. He once said, ‘The creation of a thousand forests is in one acorn.’ I actually believe that the creation of a thousand relationships is in one story.” – Ravi Rajani Resources DM Ravi Rajani on LinkedIn with the word “Donald” so he knows you heard about him here! https://www.theravirajani.com/yourelevatorstory - FREE script for your Elevator Story Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.
Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. |
Mon, 15 May 2023
Take a moment to walk in your prospect’s shoes. Imagine you’re interested in a product and you reached out for more information, only to wait weeks to hear back. Chances are you went looking elsewhere for a more responsive seller – and if you want to BECOME that second seller, listen in. In this episode, your host Donald Kelly and Aleks Gollu, founder and CEO at 11Sight, discuss the undeniable effectiveness of video calls and rapid response time. What Causes Friction?
Two Ways to Talk On the Customer’s Terms
How Can Reaching Out in Real Time Scale Globally?
“A lead is 10 times more valuable in those first five minutes than anytime thereafter. When the phone rings, answer.” – Aleks Gollu Resources https://www.11sight.com/ - Call through the website, and let them know you heard about them on The Sales Evangelist Podcast. You’ll be transferred directly to Aleks! Sponsorship Offers 1. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Fri, 5 May 2023
Creating and sharing content is the new frontier, but it can feel like a chore if you’re not sure how or why to use it. In this episode, your host Donald Kelly sits down with Zach Basner, digital sales and marketing coach extraordinaire, to show you how effective this type of content can be when used correctly. Listen in as they shed some light on the effectiveness of these strategies and how they can be used to up your game as a seller. The 80% Video
The Bio Video
Buyer’s Prep Guide
“The best time to eliminate an objection is before it has to come up. Content like this will help us eliminate those long before they need to be brought up. If we’re not hearing the same objections that we used to, we know we’re doing this right.” – Zach Basner Resources Sponsorship Offers
Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. We call this Deep Sale. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator. Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Mon, 1 May 2023
We’re all trying to find creative ways to build pipeline, but sometimes it feels like we’ve exhausted every possible avenue. In this episode, your host Donald Kelly encourages you to look for leads in places you might have missed. Donald and his team use all of these methods and have done the hard work of testing them for their effectiveness. Give them a shot! 5 Ways to Build Pipeline this Quarter
“Some of these people may be friends from college, some of these people may be past customers, some of these people could just be folks in your network that you’ve connected to, but for one reason or another, you haven’t quite navigated the path where you ask them for an opportunity. It is a loss if you’re not doing that.” – Donald Kelly Sponsorship Offers
I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |