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Syndication

This episode is sponsored by:

  1. Skipio - Get one month free on an Individual plan with code TSE, or, 2 free seats/licenses on Teams. Try Skipio at www.Skipio.com.
  2. NetHunt - NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. 

We’ve talked about the importance of the discovery meeting in the previous episode. This time, Jeff Bounds talks about the powerful questions to ask during your discovery meeting. 

The discovery meeting conversation 

  • The drama Glengarry Glen Ross and all the other movies impressed on many the importance of closing. People are buying closing books and closing materials because that’s how we have been preconditioned. 
  • People see the close because it's part of the exchange. It’s the part that you see below the tip of the iceberg. 
  • Without discovery meetings, salespeople are just seeing the clip and not the story. 
  • Jeff talked to hundreds, if not thousands, of salespeople and he saw that the biggest ingredient that many don’t appreciate is the use of appropriate questions. Many salespeople also don’t think much of what’s in it for the buyers. These things prevent many from going to the next level. 
  • At the end of the day, it’s not about you. It’s about them. It’s not about what matters to you but on what matters to the buyers. 
  • Most salespeople often assume: we assume that we understand the product, we assume that we know what the buyers want, and more. 
  • The assumption is one of the worst things that you can do because 9 out of 10 times, you can be wrong. 
  • Without probing and without asking the right questions, you won’t be able to find out what your prospects are trying to accomplish. 
  • Salespeople continue to use the canned sales pitch even when it doesn’t often work. At the end of the day, it comes across as inauthentic and people can see through that. 
  • People process visual images at 10 million bits per second. In that sense, salespeople are artists and we all need to paint a good picture for our clients. 

Ask the right questions

  • Salespeople need to ask the right questions and often, these are difficult probing questions to ask. 
  • The hard questions allow you to anchor on the objections before they even happen. 
  • Try to get into the emotions of the prospects because people buy on emotion and then they justify it with logic. 
  • Roleplay is one of the best things you can do to prepare yourself and other salespeople in your team as well. 
  • Jeff shares this quote, ‘Prepare more and practice, then you’ll bleed less in war.’
  • It means preparing yourself well and leveraging your power of prediction in any aspect of the sales process. 
  • No matter what you’re doing, before you pick up the phone and make that call, you need to understand the space, the pain points, and what’s going on in the marketplace. When you’re calling with the clients, you’ll be able to provide valuable information, ask the right questions, and bring up ideas to get the conversation going. 

What you need in the discovery process

  • You need clarity and you need to understand from the prospects’ side, especially their gain and the things they want to accomplish. 
  • Try this little exercise: 

Get a piece of paper and write down three things. These are the reasons why people aren’t buying from you. These are the things that prevent you from getting the deal. 

 

  • Fear
  • Uncertainty
  • Doubts

 

Discovery: Powerful Questions to Ask During Your Discovery Meeting” episode resources

Follow Jeff Bounds on LinkedIn. You can also check out his website.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions.

Get one month free on an Individual plan with code TSE, or, 2 free seats/licenses on Teams. Try Skipio at www.Skipio.com.Try Skipio at www.Skipio.com.

This episode is also brought to you in part by NetHunt CRM.

NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows.

With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched.

NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. 

Try NetHunt CRM today →  https://nethunt.com/tse

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

 

Direct download: TSE_1410.mp3
Category:Sales -- posted at: 6:00am EDT

This episode is sponsored by:

  1. Skipio - Get one month free on an Individual plan with code TSE, or, 2 free seats/licenses on Teams. Try Skipio at www.Skipio.com.
  2. NetHunt - NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. 

Try NetHunt CRM today →  https://nethunt.com/tse

Diversity is a result of numerous kinds of efforts, and we’re focusing today on underrepresented sellers. As a sales leader, how can you offer a hand up to underrepresented sellers?

Marchello Arcelay is a waste stream analyst in Metro Atlanta and he works with small to medium sized companies to provide them with sustainable waste solutions. He helps small to medium sized restaurants or Fortune 500 companies who want to reduce their carbon footprint. He also has a show called Cocktails with Chello and he streams it live on Facebook, YouTube, and LinkedIn. 

Helping new and underrepresented people 

  • You have to exercise caution when helping people of color in the sales industry. Help others with willingness and an open mind. 
  • It’s important to create different milestones to ensure that the people you are helping are on track. 
  • When you help others, you just don’t help them with a certain aspect. Your goal is to help them through the entire process. 
  • You don’t just give them the tools without teaching them how to use them or without giving them a follow-up. 
  • It’s equally important that you hold them accountable for the milestones that you give them. 
  • You don’t need to go straight away to help. First, you need to build trust and rapport. Go for a casual conversation at first. 
  • You can also use social media platforms. Create groups and promote them to your network. Tell them about your goals of helping other people, especially those who are new to sales or those who are from underrepresented groups. 
  • Don’t limit your help and offer to people of color because then, you’re not promoting diversity and you won't get the momentum that you want and need. 

“Diversity: How Can I Offer a Hand Up to Underrepresented Sellers?” episode resources

Connect with Marchello Arcelay on LinkedIn today. You can also check out his YouTube channel here to see his show, Cocktails with Chello. You can also call him at +678-683-9136

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions.

Get one month free on an Individual plan with code TSE, or, 2 free seats/licenses on Teams. Try Skipio at www.Skipio.com.Try Skipio at www.Skipio.com.

This episode is also brought to you in part by NetHunt CRM.

NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows.

With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched.

NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. 

Try NetHunt CRM today →  https://nethunt.com/tse

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1408.mp3
Category:Sales -- posted at: 6:00am EDT

The conversation about building a diverse sales team is an important one, and in this episode, Donald Kelly hosts a roundtable discussion about why a diverse team should be built. 

The importance of a diverse team

  • Without a diverse team, you are missing out on the insight that you need to work with the diverse buyers out there. 
  • There’s not just one type of buyer; there are diverse types of buyers especially in the technology space. A company with just one type of person misses out on the connection with so many different people. 
  • Driving for maximum outcomes means capturing the perspective of diverse buyers and relating to them. 
  • Without diversity in your organization, you are limiting the creativity, flexibility, and performance of the team. 
  • The same is true for sports managers who aren’t open to diverse talents, backgrounds, ethnicities, and more. 
  • Diversity allows everyone to learn from each other. Women, for example, are socialized differently. 
  • It’s necessary to have an open mindset and to believe that there’s more than one way to have success. 
  • It all comes down to leadership. They must be proactive and intentional in the plans of building diversity. When you are in a leadership position, you have the power to bring someone up or bring someone in that can produce at a high level. 
  • Recruiting people is important, and the same is true for retaining them. You need to make sure that you support the new people in your team and that you provide them with a nurturing environment. 

Changing the policies

  • If you see that there’s a lack of diversity within the organization, don’t hesitate to talk about it and point it out. It’s okay to mention that there’s a person in the team who could contribute to the diversity of the organization. 
  • You need to be transparent and ask the members of your team about the things you can do to improve diversity. Even if you’re not a leader, you can still make changes. 
  • Ask insightful questions to help the customers think about their strategy and their processes. 
  • Do not be afraid of asking the hard questions of your customers. The same should hold true in not being afraid of asking the hard questions to the leaders in your organization. 
  • Change is difficult for everyone so leaders need to care.
  • Anita Nielsen advocates using high-impact questions with customers to get to their emotions quickly. 
  • People like people who are like them. Likeability is an important part of persuasion.
  • Diversity is life or death. The whole concept of diversity is very important. Diversity is more than just business. It goes beyond it, especially in this day and age.

“Diversity: ROUND TABLE - Why You Should Consider Building a Diverse Sales Team” episode resources

Follow Anita Anita Nielsen on LinkedIn. Get a copy of her book Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career here. Follow Larry Long on LinkedIn.

 Dre Smith’s LinkedIn is here. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1407.mp3
Category:Sales -- posted at: 6:00am EDT

Diversity and inclusion are important in sales but what do these things mean exactly?  In today’s episode, Stephen Hart and Sharon Manker are joining Donald in talking about what diversity and inclusion mean in sales

Diversity and inclusion in sales

  • Diversity is being invited to the table and inclusion means having a seat at the table to participate in whatever opportunity there is. 
  • It’s not just about getting the seat at the table but it’s also about having the equity component. We need to break down the unconscious biases that we have. We need to employ true diversity, equity, and inclusion not only in the sales team but also in an organization as a whole. 
  • For the black men and women, what the media portrays of us doesn’t really represent who we are. 
  • Growing up, you may have developed a certain mindset towards people of color and that translates into the workplace. Naturally, you gravitate towards the things that you know and what you’ve been taught. 
  • There are biases that we were brought up with that we need to check at  the door. 
  • Getting over the things that you’ve been taught is an uncomfortable conversation. There’s a need for willingness and openness to have these difficult conversations. 
  • There are things that you can do to change the cycle and have more diversity and inclusion in your organization even if you’re only a small group. 

Shaping the culture

  • Culture is very important. Sharon’s organization is very committed to the culture of inclusion and diversity. They recently hired a Chief Diversity Officer, an initiative that highlights the differences. There's self-reporting that employees can do. You can go and report that you’re an LGBTQ without any repercussions. 
  • You need to be comfortable in the skin that you’re in when you go to work. 
  • Organizations should encourage people to have difficult conversations to ensure that the culture is sustainable. It needs a top-down approach where people at the top invite everyone to be heard. 
  • The goal is to create an environment in the workplace where everyone can talk about the biases and differences. Every member of the organization should be able to see each other and be able to show empathy. 
  • Organizations should champion training everyone on unconscious biases, on how to talk about difficult conversations, and how to be advocates. 

Expanding the workforce for people of color

  • At the end of the day,  you're going to hire the most suitable person for the role. But it’s also important that organizations represent society and have different perspectives in the team. 
  • If everyone is looking through one lens, then you’re missing an opportunity. 
  • The more you know, the more you grow. In sales, the more you know of the things that you’re trying to achieve, the more likely you’ll get success. 
  • Unless you have a diversity of thoughts in the team, you won’t have innovation. 
  • Unless you are inclusive, you won’t know what else is out there. 

“Diversity: What Do Diversity and Inclusion Mean in Sales?” episode resources

Connect with Sharon Manker on LinkedIn. You can also connect with Stephen Hart on LinkedIn, Twitter, Instagram or visit his site here. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1405.mp3
Category:Sales -- posted at: 6:00am EDT

In matters of diversity, salespeople can’t help but sometimes ask,’Do Americans have racial bias with who they buy from?’ 

Kwame Christian has both a law and business background. He understands the issue of whether Americans have a bias from who they buy from, and he is doing bias training to help companies understand the importance of knowing humans on a deep fundamental level. 

The existence of bias

  • In truth, everybody has biases. It is a by-product of a naturally functioning brain. 
  • Bias doesn’t make you bad. 
  • It only becomes a problem if you are aware of your biases and you don’t do something about it. 
  • It’s important to raise awareness to help people make better decisions. 
  • Americans have biases with the way they buy. Salespeople need to determine what those biases are and create strategies to try to work around them. 
  • Biases cut both ways - there are positive biases and negative biases. 
  • You are more likely to know, like, and trust people who are like you and people who are represented frequently in the media.
  • The reality is that regardless of race and color, we all share the same media representations repeatedly. It’s not only the Caucasians who would favor white people, but even some people of color also favor white people too. 

Changing your perception

  • The change has to start with self-awareness because you can’t do anything about any obstacle unless you know that it exists. 
  • As a salesperson of color, you need to be aware of the bias working against you. You need to learn how to tip the scale in your favor in terms of the positive bias. 
  • Salespeople of color need to be more mindful in creating unique opportunities to make positive touchpoints with the people they want to work with. Spend a little more time building rapport and making people feel comfortable. If a white salesperson allocated three minutes for pleasantries during a call, then a black salesperson needs to allocate seven minutes for pleasantries before moving to the business side of things. 
  • You need to make more effort at the beginning of the interaction to ensure that the person you are speaking with feels comfortable with who you are as a person and what you bring to the table before you transition to the other side of the dialogue. 
  • Once they recognize that you’re legit, that you have intelligent quantities and value, then pushing through the barriers will become easier. 
  • As a white buyer, you need to recognize how your bias impacts your decisions.

“Diversity: Do Americans Have Racial Bias With Who They Buy From” episode resources

Connect with Kwame Christian on LinkedIn and check out this podcast as well. If you want more tips on how to be a genius in negotiating, check out their official website

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Skipio at www.Skipio.com.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

 

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1404.mp3
Category:Sales -- posted at: 6:00am EDT

The sales space is a huge industry but it needs more diversity. In this episode, DeJuan Brown talks about how we remove the barriers to sales for people of color. 

Studies show that 78.9% of salespeople in all industries are white, 11.2% are tan, and the remaining percentage is divided into various ethnicities. There is so much success in sales but there are barriers - both visible and not so visible to many. 

The barriers in sales

  • Job descriptions can become a barrier, especially for black people. These are individuals who do not have much experience in a specific space. Some jobs need 7-10 years of experience before one can even get a nod for an interview. 
  • There’s also the perception that sellers don’t make money and that a career in sales is just a plan B, C, or D. 
  • In some communities, there’s still a stigma on salespeople. They’re the ones you shut your door to, they are the car dealers, the door-to-door insurance man, and other undesirable roles. 

Changing the mindset

  • Sales leaders and professionals who have experienced in sales and who have seen saw how it  can could support families for generations have to be vocal. T, they need to speak up, and start talking to break the stigma. 
  • Salespeople who are achieving success in the sales world need to put their success on display to attract other people into the sales space. It’s essential to help these people to make it in sales and get themselves past the door. 
  • Some people already have the skills to get into sales and succeed in it but they lack the right mindset. As sales leaders, your goal is to put that spark in them, to bring them along for the ride, and teach them what they can do. 
  • There is a need to attract a new generation of salespeople and when you do that, you need to have a place for them to grow. They need guidance on how to navigate the sales space to avoid the pitfalls. 
  • Job description is a barrier and many companies today are eliminating cutting people off right off out the bat because of it. Organizations are looking for years and years of experience that many do not have. What they do have is the right attitude but they don’t get to show their tenacity off because they’ve been cut off by the experience requirement. 
  • Young black people who want to get into the sales space need good mentors. They need to be taught the truth that sometimes companies are looking for people who can do the job right and who have the right attitude. 
  • Aspiring salespeople need to lean into communities, gain get confidence from their mentors, and have the humility to ask for help in improving their skills. 
  • Companies right now are looking for ways to make gender-neutral job descriptions. DeJuan, however, would like to see that same effort to create job descriptions that wouldn’t box people out. 
  • DeJuan encourages sales leaders today to keep learning from the people before them, to keep learning and sharpening one another, look for ways to help others get into the sales space, and ensure that these new salespeople are properly equipped. 

“Diversity: How Do We Remove the Barriers to Sales for People of Color?” episode resources

De Juan and other great minded individuals who were also mentioned in this podcast created a community called Sales for the Culture. It’s a community to attract and empower black people in technology sales. Check out the community on LinkedIn. 

Connect with DeJuan Brown on LinkedIn, Marcus Knight, and Jacob Gebrewold. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Skipio at www.Skipio.com.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1403.mp3
Category:Sales -- posted at: 6:00am EDT

For an organization to succeed, it is important for sales leaders to see the benefits of building a diverse sales team. In this episode, Donald talks about three reasons why diversity and inclusion are important. 

The sales statistics

  • The US Bureau of Labor Statistics reported in 2019 that 86% of sales managers were white and 80% of people in the sales occupation are white as well. 
  • Sales is a great field and a huge one. There is still so much space and room for more people. 

Three reasons why diversity and inclusion are important

  • It helps you understand your clients better. 
  • A study of the Harvard Business Review in 2013 showed that organizations with sellers who share the same ethnicity as their clientele were  152% more likely to understand their clients’ needs better. 
  • Putting people of the same culture and ethnicity creates a  connection that would help the sales progress. Clients and prospects are more at ease and relaxed when they speak with sales reps who share their culture. 
  • It improves employee engagement
  • A  Gallup poll in 2018 shared that companies with engaged employees achieve 4x the growth of their competitors. This means that if the employees are engaged and they’re enjoying the atmosphere, they are bound to grow. 
  • Building connection is hard but if you have a diverse team, there is better engagement among team members and it encourages participation. Every member of the team will feel understood and will  feel like they belong, 
  • Based on the study, organizations lose about $480 billion a year in productivity because of disengaged employees.  
  • Increase in market share
  • The diverse sales team reports a 40% increase in their market share. 
  • There can be many contributing factors to this including the fact that your team can go to different communities and areas to look for people they can connect with. 
  • Have a good mix of people in your team and build it in a diverse way. 

“Diversity: 3 Benefits of Building a Diverse Sales Team” episode resources

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Skipio at www.Skipio.com.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

 

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1402.mp3
Category:Sales -- posted at: 6:00am EDT

In this day and age, how can salespeople schedule appointments when so many people are working from home? Tune in as Maddy Martin talks about prospecting in the modern sales world. 

Scheduling appointments in the remote working scene

  • The work-from-home setting has a huge impact on sales especially in website chat messages, missing calls, and others. The impact is also apparent with what your next steps will be for the leads that are coming through. 
  • Every single call and chat is precious. This truth makes you realize that how you do in that first conversation is the most critical step. 
  • It’s important to take that first incoming call or you do something about the first message. Salespeople have to be ready to respond and answer the calls at all times because your follow-up and other efforts will be in vain when you don’t take the first opportunity that prospects present to you. 
  • There is a debate between profit and productivity. There’s a question of whether you can interrupt your day for every inbound new lead. 
  • Screening and then scheduling are the most important workflows that you need to do to determine if you’ve asked the right person and identify if the prospect is right for the business. 
  • Sales is all about preparedness. It’s important to lock in the prospect by scheduling it in your calendar. You can’t be available every second of the day but you can be open to having the appointments scheduled to be able to prepare properly.
  • Create a system that allows you to do other sales activities and let other people help fill in your calendar with qualified leads. You need to focus your energy on walking people through your business to the point that they’re ready to sign an agreement with you because nobody else can do that better than you. 
  • There are several tools for scheduling available today - Calendly, Acuity, and ScheduleOnce. All these are only for a few bucks a month. With these tools, you don’t need to spend so much time hiring new people. 
  • Make sure to have a quality lead list to begin with. Know your target audience and your ideal client profile and hone that. You can give that list to Smith.ai, a superior virtual receptionist, and they will do the outbound calls for you. 
  • At the moment, Smith.ai does social via Facebook Messenger. 
  • Most times, your ideal clients are busy during the day. On these remote-working days, you need to be available at that time when your prospects and clients are available. 
  • Always be on the channel where the conversations are happening about your business. This may be Facebook groups and pages. These groups are active throughout the day so look for clients there, know what they’re talking about, their concerns, and be a part of the conversation. 
  • One effective approach is to give your prospects a video that would help them prepare as well. 
  • Businesses that charge for consultations can integrate a payment system as well or attach an invoice link that prospects or clients can click into. 
  • When scheduling an appointment, it’s best to ask a couple of questions ahead of time to establish expertise and control. Your goal is to establish your position in the relationship properly. 

“Prospecting: Scheduling Appointments When so Many People are Working from Home’” episode resources

Connect with Maddy Martin via LinkedIn. You can call 657-276-484 to start your Smith.ai experience today. Use the code sales evangelist to get $100 off for the first month. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Skipio at www.Skipio.com.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

 

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1401.mp3
Category:Sales -- posted at: 6:00am EDT

Sales reps can’t spend all their time nurturing a prospect. It is difficult, however, to just decide to stop. In that case, you may ask, “How can I tell when it’s time to consider a prospect close-lost?”  Learn more in this episode. 

A close-lost deal

  • For Guil, a deal is never lost in the sense that once you start building a relationship with someone, you should keep that relationship alive for as long as it takes. 
  • Some prospects need more work and time than others. 
  • It’s not a closed deal when the prospect has been qualified after you’ve done your discovery call and you’ve seen that there’s a huge opportunity there. It may only mean that the prospect needs more time and push to get converted. 
  • In this case, it means that as a sales leader, it’s your responsibility to take the lead. 
  • Salespeople must be clear of their next steps. It’s not enough to hop on a call with a prospect and just bid them goodbye with a promised email sent to their inbox later on. You need to be clear of what you’re going to do next whether it’s scheduling an appointment with the prospect or others.
  • Most salespeople make the mistake of not planning ahead and not putting a timeline to their plans. 
  • Instead of deciding that a deal is dead, it’s better to put the prospect in a nurturing funnel where they get a monthly email from the company. It may be valuable content relevant to them or just actionable tips they can do. 
  • It’s not advisable to put the prospect in an inbound machine when the deal is taking too long. 
  • Don’t make the mistake of deciding that a prospect is dead when you haven’t done your research. In the end, you may be ending a deal without knowing that the person you were talking to wasn’t even a decision-maker in the company. 
  • Focus on building relationships and focus on discovery. 
  • Build your personal brand on LinkedIn and let people know what you do and what value you offer. 
  • A deal can be lost for a specific moment but it might not be lost forever. 
  • The end game is always building relationships and bringing in value. 
  • When a salesperson loses faith in the relationship you’ve built with the prospect, then that can be a sign that deal is lost. 
  • Remember, you don’t need to proverbially bend your knee or do what you wouldn’t do just for a deal to happen. Don’t waste your effort and time on prospects who don’t share and appreciate the value you bring to the table. 
  • You don’t need disappointed customers. What you need are clients who are satisfied and happy with the services you offer and who would potentially refer your business to other people. 

“Prospecting: How can I Tell When It’s Time to Consider a Prospect “Close-Lost?” episode resources

Follow Guillaume Moubeche on LinkedIn. You can also check out the tool, lemlist. A tool that allows you to send effective cold emails that get attention. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Skipio at www.Skipio.com.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1400.mp3
Category:Sales -- posted at: 6:00am EDT

Not all deals come to a close, so when a deal doesn’t close, how long should you wait before re-engaging the prospect? David Perry speaks in length about closing in today’s episode. 

Re-engaging the prospects

  • David is a big fan of value selling. 
  • Value selling is part of the training that enterprise sellers can go through. It is a value-based approach which is a seemingly simple framework on the surface but with a lot of power behind it. 
  • Looking at frameworks is helpful when conversing with other salespeople or whoever is involved in the deal. 
  • The more you look at the framework, the more you are able to see the things that are taking priority in the organization at a given moment. 
  • There are top three reasons why deals don’t close: 
  • The lack of access to power
  • Timing
  • The lack of articulation of value or tying it to the key master sector business issue
  • Sales reps, however, have a whole array of reasons why deals don’t close. 
  • Value selling is very difficult since every customer has their own view and perspective of what value is. You need to be able to translate that value for it to be considered value for the overall organization. 
  • Before re-engaging the prospect, you will want to make sure that the team has a clear idea of what the gap is. Brainstorm with the team about the issues and forecast the additional risks that you will have when you re-engage with a prospect. 
  • All the issues with the deal must be discussed with the rest of the team no matter how minute those issues may be. 
  • When you are having a problem re-engaging the prospect even when the deal is almost at the end of the line, it’s good to take a step back and identify the bad signal and whether it’s the lack of access to power or something else. 
  • At the end of the day, your first step is to call or email the prospect to try and get back on their calendar. 
  • Chapter 11 of David’s book, Game of Sales: Lessons Learned Working at Adobe, Google, and IBM, lists all the value sources that you can use as hooks for re-engaging and catching the attention of your prospects. 
  • With huge deals and with so much at stake, it’s normal to feel like the deal is dead several times over. 
  • Reaching an impasse doesn’t mean that you have to let go of the deal. 
  • It’s important to always be prepared no matter who you meet, especially if you are meeting with the executives. Make sure to learn what you can before the arranged meeting. Identify their style and make sure to adapt and adjust. 
  • Make sure to highlight the risks of the deal to the executives. Transparency is important. 

“Prospecting: When a Deal Doesn’t Close, How Long Should I Wait Before Re-Engaging the Prospect?” episode resources

Follow David Perry on LinkedIn. You can also check out his book, Game of Sales: Lessons Learned Working at Adobe, Google, and IBM on Amazon or get the PDF here. You can check more resources here

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Skipio at www.Skipio.com.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1399.mp3
Category:Sales -- posted at: 6:00am EDT

It’s not uncommon to have unresponsive prospects. In situations such as that, what are the best sales strategy for engaging unresponsive prospects?

Engaging unresponsive prospects

  • Fred is a one-call closer and while he could write a book on different strategies, he thinks that unconventional closing is not for him. 
  • Fred suggests for salespeople to relax and stop stressing themselves out looking for the right strategy and method. 
  • He uses the acronym WIIFM or What’s Iin Iit Ffor Mme. This is his magic in selling anything to anybody. 
  • Nobody wants to be sold but everybody wants to buy. You need to first and foremost figure out what your prospect wants. 
  • As salespeople, we need to stop looking at prospects as prospects;, we need to start looking at them as potential friends. 
  • Most salespeople are educators because they we need to show the prospects why the service or product is to their benefit. 
  • People who want what you have won’t run from you. 
  • Every salesperson needs to have an elevator pitch. You have to say something that’s going to make you look up.  
  • Salespeople often make the mistake of not investing in prospecting. They We invest in other things such as clothes and sales but  they we forget to invest in prospecting. 
  • If you do prospecting correctly, you will close unbelievably well. 
  • Remember that a decision-maker is a person. No matter how big the company you are selling to, you will still talk to the decision-maker. 
  • Look at the gatekeeper as the decision-maker to get past the door. 
  • Closing the sale doesn’t always mean that the deal is done. It may also mean other things such as being able to cut the cycle in half. 
  • It is very important to just be yourself and to create a plan for every meeting and every phone call. 
  • Always keep your elevator pitch ready to grab people’s’ attention. 
  • Find something that you have in common with the person you’re talking to on the phone. Talk about it with them to keep them in the conversation. 
  • The more personal you can get, the deeper rapport you are able to build. 
  • Fred’s mentor, Zig Ziglar, said, ‘Forget the canned presentation, go with a planned presentation.’ 
  • In whatever sales presentation you do, always ask what’s in it for you and then put yourself in the prospects’ shoes. Think of the things that they want to hear and go from there. 

Prospecting: What’s the Best Sales Strategy for Engaging Unresponsive Prospects?” episode resources

Connect with Fred Freundlich via his website

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Skipio at www.Skipio.com.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1398.mp3
Category:Sales -- posted at: 6:00am EDT

As a salesperson in sales, have you asked other successful salespeople this question, “Is there magic involved in grabbing the attention of your prospects?” If yes, how did they respond? In this episode, Daniel and Eliott talk about how you can grab your prospects’ attention. 

Prospecting the right way

  • It’s the basics that help you win the fight and remember that you never train hard enough on the basics. 
  • People use their mailbox the least. Their email inbox, Facebook ad LinkedIn messenger, and their text threads ate all blown up with messages. It’s too crowded. 
  • Sending something to people via their mailbox is an attention-grabbing technique. 
  • Presenting things in a different way disrupts the regular pattern and prompts people to pay attention. 
  • Donald and Elliott sent Donald their book but instead of just a book, it was their book in a box. There was a jiu-jitsu white belt in it, a note, and other information related to the book. 
  • The mailbox is another perfect way to create curiosity. Sending out something unique will help you stand out and grab the attention of your prospects. 
  • It doesn't have to cost much but it should show how much care it took to prepare the package. It’s part of the reason why people are then obligated to see and talk to you because they know how much time it took for you to send the mail. 

Grab your prospect's attention 

  • If you’re trying to get attention in a crowded economy, you need to be different and you need to be doing something new. As a sales rep, you need to be bold.  
  • You need to take a bold approach, think outside the box, and to take a stance on what you want to try out. 
  • When you get a meeting with a prospect, make it your goal to geek out with them. Follow the five-point of contact rule: spend five minutes on Google, YouTube, Facebook, or LinkedIn profiles of your prospect and look for something that will allow you to genuinely geek out with them. 
  • It’s important to build that deep rapport. It means getting a clear picture of who they are, their interests, their attitude, their problems, and more. 
  • As a salesperson, try to serve the prospects and give them what they need regardless whether they know or do not know it. 
  • Another way to grab the attention of your customers is by creating events as it allows you to make set up your own stage 
  • Sales professionals don’t wait for things to come to them, they take action and make things happen. 
  • You want to become an expert in your field and you do that by putting great content out there and by establishing yourself as an authority on the industry that you’re focused on. Ask yourself, what else of you is out in the world?
  • Sales is about service; this is the number one reason why people are coming back to you and why they’ll keep buying from you. It’s because they were served, and not just sold to. 
  • Develop a powerful system by creating a post-mortem after every engagement and learn the lessons well. 

“Prospecting: Is There Magic Involved in Grabbing the Attention of Your Prospects?” episode resources

Check out their book, Sales Jiu-Jitsu: The Secret Back Belt System for Champion Leaders here. You can also visit the site for more tools. Follow Daniel Moskowitz and Elliott Bayev on LinkedIn too. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Skipio at www.Skipio.com.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1397.mp3
Category:Sales -- posted at: 6:00am EDT

We are welcoming the new year with a new podcast entitled, ‘Selling in Color. It’s a new podcast designed to help salespeople weather the challenges in the sales world. 

Looking back

  • The Sales Evangelist podcast started eight years ago and we’re now at about 1,400 episodes. TSE has also produced about 3.45 million downloads to the podcast. 
  • All these episodes have helped many people, organizations, and families to progress. The podcast is a powerful avenue to share ideas. 
  • Martin Luther King said, ‘Our lives begin to end the day we become silent about the things that matter.’
  • Sales is difficult because sometimes, people don’t accept the solutions that you offer them or they don’t realize the problem in the first place. 
  • There are so many different opportunities available to us when we come together. 
  • 2020 was a tough year: the pandemic happened, George Floyd happened, and others. After Floyd, many people have asked where the black people in sales are. 
  • There are black sales leaders and sales reps out there and there are different challenges tied to them. In truth, minorities are facing a lot of challenges when it comes to the corporate scene for selling. 
  • Major companies out there do not have diverse teams. There’s too much inclusion in most teams, including sales. 
  • Sales is a very rewarding career and you can use it to help your family. 
  • According to the Bureau of Labor Management, 79.8% of people in sales are white and 11.2% are black. The other 10% consists of other nationalities. There are many reasons for this. It might be because they don’t realize how rewarding sales is or they weren’t given the opportunity to try a career in sales.  
  • There are so many topics unique to minorities that need to be addressed. 

‘Selling in Color’ podcast

  • The podcast is launching on February 15. It’s a show dedicated to helping people of color understand more about sales, understand the opportunities, and discuss the challenges specific to the minorities of people of color. 
  • It would help minorities to reach out to the right people for mentorship and to get access to quality sales. 
  • This is a movement to more inclusiveness in sales and to get more minorities involved in sales. 

“Introducing the ‘Selling in Color’” episode resources

Help out or learn more by going to tsestudios.io/sic. You can also check out other podcasts while you’re there as well. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Skipio at www.Skipio.com.

Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.

85% of people prefer text over email and phone calls because they want to engage

in a conversation. All text messaging is not equal. Customers respond to people,

NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1396.mp3
Category:Sales -- posted at: 6:00am EDT

LinkedIn is a good place to prospect. In this episode, listen and learn as Brynne Tillman and Donald talk about how to convert your LinkedIn connections into meaningful conversations

When is LinkedIn ineffective?

  • Back in the early months of 2020, people connected with others and then threw their pitch in. This was ineffective. 
  • Today, salespeople are so desperate that they put their pitches in their connection request message. 
  • Salespeople are becoming more and more desperate that they no longer know how to get other people’s attention. 
  • Brynne calls it  pitch slapping, and it’s not a good approach because  it turns people off. 
  • LinkedIn has become a platform where people are getting all kinds of notifications left and right. 
  • This approach is not only ineffective, it’s also damaging. 
  • We all want to have as many conversations as possible on LinkedIn but what we don’t want to do is sell on LinkedIn. 
  • When connecting with people on LinkedIn, treat them and talk to them as if they’re on the other side of the table. This is what real-life networking is all about. 
  • You would never walk up to a person in real life and right then and there introduce yourself and reach out. The same is true on LinkedIn. 

Building LinkedIn connections the right way

  • As salespeople, always remember that you need to earn the right to get a conversation. You can’t assume that they want to talk to you when they’re getting several other connections in a day. 
  • Connecting with them is not an agreement that they will be having a conversation with you. You need to earn the right to keep moving forward. How? Position your profile as a resource. People will look at your profile when you connect with them. They need to see that you can provide value. 
  • Your profile’s goal is to get people to stay. It has to do five things: 
  1. It has to resonate with your buyer
  2. It has to create curiosity
  3. Make sure it teaches them something new
  4. Ensure that what they’ve learned prompts them to think differently about their current state
  5. Let your profile’s content lead to your solution
  • Social selling is about content. 
  • Salespeople often make the mistake of telling people how they can help instead of just helping them. Everybody is saying that they can help. 
  • Top-ranked keynote speaker Michael Port said that you need to give away so much value that you’re afraid you gave too much, and then give more. 
  • You need to use LinkedIn in a way that you are adding value to your prospective clients. 74% of buyers choose the sales rep who adds value and insight, not the one with the lowest bid. 
  • Build an authentic connection and let them know that you’re going to be with them. 
  • Your connections are your best referrals. You can ask them if you can use the name of the people they are connected with and whom you are about to connect to.
  • Export your connections and put them in a spreadsheet. Do an inventory of your existing connections and see who in the list you can have a conversation with. 

“Prospecting: How to Convert Your LinkedIn Connections Into Meaningful Conversations” episode resources

Connect with Brynne Tillman on LinkedIn and you can also check out the Linkedin library for various resources! 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTENDED trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1395.mp3
Category:Sales -- posted at: 6:00am EDT

Are you one of the many sales reps who suffer from imposter syndrome? If so, how can you keep imposter syndrome from destroying your cold-calling efforts? Join Donald as he talks about the subject.  

Defining imposter syndrome 

  • Imposter syndrome is a psychological pattern where an individual doubts his/her own abilities to do something. This then prevents them from acting or doing what they’re supposed to do. 
  • One would usually feel the imposter syndrome when they’re doing a task that’s new to them. For example, if you are new to a selling marketing services role but you have very little experience in sales, you may feel overwhelmed when selling your services to large companies. 
  • You may feel like a fraud when speaking with Chief Marketing Officers and others. 
  • As mentioned, it’s a psychological pattern. It’s a way of thinking that you’re not capable of doing something and that you’ll always be seen as a fraud. 

The truth about imposter syndrome

  • Imposter syndrome is a belief. 
  • With imposter syndrome, your mind creates different situations. In truth, some of these made-up scenarios will happen to you in your sales journey. Not everyone whom you’re going to speak to will buy from you. 
  • Instead of looking at the people who will not buy from you, focus on the potential customers who will buy from you. 

It’s a belief 

  • As much as you believe that you’re an imposter, it is better to believe in the opposite. Believe in yourself and believe that you have something good to offer. 
  • Look for ways to build your confidence One way to do that is to look at your past customers or the customers at your current company. Build your confidence and be excited about what you’re going to offer. 
  • You need to understand the problem or the pain of your customers to be able to articulate how you can potentially help them. 

Recognize that not everyone is going to buy from you

  • If you speak with 20 people, you can’t expect all these 20 people to buy from you. 
  • Remember that if somebody rejects you, it doesn’t mean that they’re doing so because you’re a fraud. They are rejecting the offer or the opportunity at the moment but they will likely change their mind the next time. 
  • Don’t give up just yet when you only used one approach. Don’t back out immediately. 

Know that there are people who want what you offer

  • Focus your attention on the people who want what you offer. 
  • Some people are not ready right now but there are others who are ready to take the plunge and jump with you. 
  • Pour your laser-focused attention on the people and organizations who are interested in your services. 
  • Don’t let the imposter syndrome hold you back. 
  • Here’s your assignment: Do 10 outreach activities. It may be doing calls, connecting on LinkedIn, sending outreach messages, etc. You will start seeing results from doing your outreach and this will help build your confidence. 
  • Follow this positive mantra: “This is a New Year. There are new opportunities and I’m going to get them.”
  • Change your mindset and go out every single day doing big things. 

“Prospecting: How to Keep Imposter Syndrome from Destroying your Cold-Calling Efforts” episode resources

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTENDED trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1394.mp3
Category:Sales -- posted at: 6:00am EDT

2020 has gone and now we’re making our way into yet another year. In this episode, Donald talks about the 5 trends that you should know about prospecting that we can use to improve our sales game this year. 

Know the sales stats

  • 40% of businesses did not meet their revenue targets last year. 
  • 81% of non C-suite employees have some influence in the final purchase decision. 

Important sales trends about prospecting

 

  • #1 - 40% of businesses did not meet their target revenue in 2020. 

The implication: 64% of sales leaders who doubled down on remote selling said that they met or exceeded their revenue targets in 2020. The pandemic has helped us move 30 years into the future in the way we perform and operate the business. 

  • The idea of remote working wasn’t a huge thing in the beginning of 2020. The pandemic, however, forced the global workforce to work remotely. 
  • More and more prospects are now working from their homes, and it’s your job as a sales rep to grab their attention. 
  • Showing empathy is even more important today as prospects are juggling both their home life and work life at the same time. 

 

#2 - 81% of non C-suite employees have some influence in the purchasing decision and 73% of millennials are involved in the decision-making process. 

The implication - Sales reps today need to understand how millennials operate. 

  • Millennials use social media platforms such as Twitter and LinkedIn. Your job is to find ways to connect with these young people instead of just waiting around to be introduced. 
  • Try to be more social in your efforts in reaching and connecting to these young individuals. 
  • Think of ways to connect on a human level. You need to understand what millennials care about and the causes they are drawn to. 

#3 AI Automation. Customer-based organization Forrester said that AI and automation will put sellers on a path to fulfill their consultative destiny. 

 

  • Many salespeople complain that they spend way too much time doing administrative work. This is holding them down from doing the more important things such as prospecting. 
  • Many sellers say that the administrative tasks burden them. 
  • Companies are now focusing on using CRMs with automation such as Monday.com, salesdirector.ai, PipeDrive, SalesForce,and others. 
  • These CRMs have built-in automation tools that connect email straight into the CRM database. 
  • AI adoption by sales teams is projected to increase by 139% over the next three years. 
  • Automation helps sales reps do what’s more important instead of burying themselves in menial administrative tasks. 

#4 Personalization. 

  • Due to automation, people have the desire to connect more with others. There is something about interacting with others that uplifts us. 
  • Being able to talk with others personally has its powers. 
  • While automation has its place, there are still certain times and avenues where we can add human interaction into that effect.  
  • Look for ways to add human touch when you’re reaching out to your prospects or doing phone calls. Inject a more humanistic side into your outreach activities.  
  • Tim Cook, CEO of Apple said, “For all of the beauty of technology and all the things we’ve helped facilitate over the years, nothing yet replaces human interaction.”

 

#5 B2B sellers will become experts in creating engaging videos

  • In a recent survey, 40% of B2B reps said that they plan to modify their tactics to adapt to remote selling activities. 
  • Sellers are looking for ways to become more dynamic in how to grab their prospects’ attention. 
  • 70% of sales reps say that social referrals convert faster than any other lead they’re getting. 
  • Spend more time on LinkedIn a nd build 10-15 personal connections with potential customers. 
  • Make sure that you connect with people who actually connect with you as well. Send a personal message and have a dialogue with them. 
  • Share content and think about your ideal customer and their challenges, pains, and difficulties. 
  • People are looking for ways to connect. Take full benefit of that and approach people as friends instead of sellers right away. 

“Prospecting: 5 Trends You Should Know About Prospecting Going Into 2021” episode resources

Consider the following CRMs with automation built in: monday.com, salesdirector.ai, pipedrive, Salesforce.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1393.mp3
Category:Sales -- posted at: 6:00am EDT

Salespeople don’t play it safe at all times. You need to take risks, challenge expectations, and do big things to succeed. How do you do that? Listen as Jonathan Diaz shares his thoughts. 

Increase your motivation

  • Jonathan and his siblings love Kobe shoes and back in 2010, Kobe wore bright lime green shoes called The Grinch for a big Christmas game they played. Jonathan really wanted to get a pair for himself. 
  • Nike launched their sneaker app and they “dropped” the shoes, which meant you’d need to log in at the time they drop to enter a raffle and have a chance to buy the shoes.  
  • The usual response for this app is a big sorry since somebody else has been selected. It’s really rare to win it. 
  • Even when Jonathan knew that his chances were slim, still he tried to do what he could to win it. He reached out to his friends and family to help him. He did his best to get what he wanted. 
  • His wife told him that his name wasn’t picked and that he wasn’t chosen. But he didn’t stop there. He kept on until he got the shoes he wanted! 
  • It seemed impossible for Jonathan to get the shoes but he was motivated and he persevered. He had a vision and he put his mind to it. 
  • The same is true for sales: when the odds are stacked against you, you find a way to make it happen. 
  • If you want something, you need to do everything in your power to get it. 
  • Success is a combination of hard work and luck. You need to put in the effort to be rewarded. 

Motivation: Take Risks, Challenge Expectations, and Do Big Things!” episode resources

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1392.mp3
Category:Sales -- posted at: 6:00am EDT

Salespeople often find themselves asking, “how do I increase my sales motivation?” It’s a common challenge and in today’s episode, Aaron talks about how you can further your sales journey by increasing your motivation.

Aaron Conjelado was an account executive for an advertising company in the Philippines. He spent two years in that position and had great success in it. Moving into the US, Aaron didn’t meet with a lot of salespeople, and with the pandemic, he lost touch with his sales skills and got rusty. 

Cultivating motivation 

  • Aaron doubted his skills in sales. He was anxious and worried whether people would understand him, especially with his thick accent. 
  • He started doubting himself and his abilities in sales. 
  • It’s important to face reality to be able to find a way to perform better. 
  • Find a mentor to help you overcome your doubts. Discuss your planned course of action. 
  • Listen and learn as much as you can from your coach. 
  • Another key is practicing your pitch. 
  • It’s also effective to practice your script whenever you can. Imagine different situations and practice your responses to objections. 
  • Seeing great results from your efforts to improve is also a good motivation. 
  • The important thing is to not quit because all the sacrifice you put into will eventually come back to you in multiple folds. 
  • It all circles back to having a purpose and a reason. 
  • If you put in the work, you'll start seeing magic and you'll start seeing results.
  • When you’re in doubt, always go back to what your purpose is. 

Motivation: How Do I Increase My Sales Motivation?” episode resources

Connect with Aaron Conjelado via LinkedIn. You can also email him at Aaron@thesalesevangelist.com

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1391.mp3
Category:Sales -- posted at: 6:00am EDT

Salespeople today face the same dilemma: ‘how to successfully close an impossible deal during a pandemic.’ This isn’t new to us but we still need all the help we can get. Tune in to this episode as Ariel Telli talks about how to close impossible deals. 

Switching to the sales side

  • Ariel is a co-monitor at Siemens Healthineers and he’s assigned to the different states in Argentina. 
  • Ariel is passionate about people and teaching customers. He’s switched from being a bioengineer fixing devices to being a bio-engineer who also does sales. 
  • He has been in the sales position for two and a half years now. 
  • He has built a strong relationship with prospects and prospects trust his product recommendations. 
  • He felt that he could grow in the sales area and it would give him the chance to really learn more about connecting with people. 

Facing the challenge

  • It was in the city of Ushuaia where the client, an important clinic in the area, almost closed a deal with the competitor. 
  • Their potential client, however, had a problem with their finances and the bank didn’t approve of their planned business. 
  • Ariel’s team went beyond and looked for a bank that would help their client. They built a model business for the customer and offered it to them before the pandemic. 
  • When they first met them, they didn’t have the financial tool that their prospective client needed. That did not stop them from keeping the communication lines open. They still kept reaching out to them. 
  • Once they were equipped with the right tools, Ariel presented the prospects with opportunities they could get their hands into. 
  • Ariel’s team is mindful of their client and they do what they can to make the transaction as cost-effective and as efficient for them. They sped up the documentation and the paper process. They also make sure to have it signed so that the conversion rate is favorable for the client. 
  • When the deal was about to close, another competitor appeared and they offered a  lower price. Their machine wasn’t the same as what Ariel’s team was offering. Fortunately, the client was convinced that Siemens had the best solution. 
  • Building trust and relationships are important. It’s also essential to have perseverance when looking for solutions for the clients. You can’t offer a half-baked solution. 

“Motivation: How To Successfully Close an Impossible Deal at the End of the World, During a Pandemic” episode resources 

Check out Ariel Telli’s LinkedIn here. Click Here for the video of Clínica San Jorge announcing Siemens’ new high-field MR machine.

Click here to find the story posted on Siemens’ Healthineers website: https://www.siemens-healthineers.com/ar/news/resonador-fin-del-mundo.html (there will be a notification to convert the text to English is you want to read it. It is originally in Spanish).

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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 Bright Seed and Hill.

Direct download: TSE_1390.mp3
Category:Sales -- posted at: 12:00pm EDT

Today’s guest is Nelson Leitao and he’s going to share important lessons learned about perseverance during a 10-year climb up the customer ladder. In this episode we’ll discuss what that means. 

The art of selling

  • Nelson loves his job for two particular reasons: Interacting with people and getting the chance to improve patient experience. 
  • For Nelson, being in the medical sales field, he isn’t only dealing with devices, he is helping people through his products. 
  • Their company’s vision is A day without passion in healthcare is a lost day. 
  • Nelson worked for his company for 25 years already but he’s only been working in sales for 10 of those years. 
  • One hard lesson came from offering the same solution to three different companies. He focused on the sale more than unique customer needs and it cost him two of the three prospects.
  • What Nelson didn’t acknowledge was that there were three different customers, three different processes, and three different needs. Instead of customizing the offer to each company, he mistakenly thought giving them the same solution would solve everything. 
  • Nelson is now quicker to subscribe to his company’s vision to listen more than he talks.
  • Nelson had to reframe his mindset and though it was a huge challenge, he was able to pull through.

Climbing the customer ladder 

  • It’s similar to marriage in that it has its ups and downs and there may be challenges you have to overcome everyday.
  • Climbing the customer ladder is about how you improve your relationship with your customer. It’s dynamic because your customers all have different needs. Climbing the customer ladder means climbing their trust.  
  • First, you need to be present and customers need to feel that focus everyday. They want to know they can ask for your help and you’re there even when you don’t have all the answers. 
  • Be committed to helping people and opening doors for the customers. 
  • The motivation is knowing you will win with them, you will gain more experience and learn the process, and you will understand their needs. 

Looking outside the box

  • Being in the healthcare sector, most people focus on technology and clinical solutions but there’s more to it. 
  • The technology and the devices are good but they also need to implement a good workflow. 
  • With Nelson managing accounts for financially depressed countries, he is prompted to think of the financial implications for his customers. 
  • It is important to be creative and to show something different to separate you from other companies. 
  •  Help the customers bring out the solutions the best they can.

Motivation: Important Lessons I Learned About Perseverance During My 10-Year Climb Up the Customer Ladder” episode resources 

Connect with Nelson Leitao on LinkedIn. You can also send him an email at nelson.leitao@siemenshealthineers.com.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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.

Direct download: TSE_1389.mp3
Category:Sales -- posted at: 12:00pm EDT

Ensuring sales productivity while working from home may still be a challenge for many people. How do you maintain sales productivity even with the work-from-home order? 

Getting to know Jas Takhar

Jas Takhar has been in the sales and service industry for over 25 years. Soon after deciding to try his hand in real estate, he co-founded the REC, and over the course of 15 years, has successfully propelled his team to the 1st place position in Canada under Royal LePage.

Ensuring sales productivity

  • High-level sales refers to how many people you’re speaking to and how many conversations are specifically about sales. 
  • Most people who were in sales for a long time had an advantage before COVID. Because they were able to speak with people face to face, they had a higher chance of closing a sale. 
  • Every sales person is now playing on a level field because we can’t meet people in person. Conversations are now happening virtually.
  • Sales reps now need to structure their day and prepare for the virtual meetings.
  • Jas calls his warmest prospects first thing in the morning. These are prospects who have already shown interest and are already in the last phases of getting the deal. 
  • The warmest prospect is where you are going to get the highest return. Create momentum for your day by having this conversation to launch. 
  • The best time to reach out to new prospects is right after you make a new sale. This is when you feel lighter, happier, and that elation radiates into the conversation. 
  • Jas thinks of his prospects like apples. Green apples are people who like to keep in touch with him and red apples are prospects who are ready to go. Rotten apples are cold prospects.
  • Jas calls his ready-to-go prospects first, willing-to-have-a-conversation second, and his cold prospects last. 
  • It’s all about momentum. Always do your highest producing activities first thing in the morning. 
  • Even when you're working from home, you still need to be active. Keep learning and educating yourself. Study the numbers and get as much positive information as you can. 

“S1: How to Maintain Your Sales Productivity Even While Working From Home” episode resources 

Connect and follow Jas Takhar on LinkedIn. Follow his podcast as well! Visit his website for more information about Jas. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Direct download: TSE_1378.mp3
Category:Sales -- posted at: 6:00am EDT

There’s a fine line between being persuasive and being pushy. And you don’t want to get to the latter. But how do you reach out to clients without appearing too sleazy? Today’s guest is Michelle Weinstein and she’s going to show us just that. Michelle is fellow podcaster, her show Success Unfiltered talks about how you can […]

The post TSE 689: Sales From The Street-“Don’t Be Sleazy” appeared first on The Sales Evangelist.

Direct download: TSE_689.mp3
Category:Sales -- posted at: 9:43pm EDT

What are some of the things you see as a setback? You can actually turn those disadvantages into advantages. I was on a podcast interview the other day and I was the one on the hot seat this time. The podcast is called Pioneers of Insight hosted by Jerry Gaura. In the episode, we pointed […]

The post TSE 687: Make Your Disadvantages Become Your Advantages! appeared first on The Sales Evangelist.

Direct download: TSE_687.mp3
Category:Sales -- posted at: 5:14am EDT

I watched a show on Netflix called The Magic School Bus. No, it isn’t an action film as you would imagine me watching. It’s actually an animated film but its story is worth to be told. And I want to share with you things from the show that we can tie back into sales. The […]

The post TSE 682: What the Magic School Bus Taught Me About Complex Selling appeared first on The Sales Evangelist.

Direct download: TSE_682.mp3
Category:Sales -- posted at: 12:47am EDT

Ever heard of the term Cognitive Dissonance? This is something I actually learned from Kurt Mortensen’s book, Maximum Influence, which I think is highly valuable and applicable to sales, specifically when we talk about asking for sales commitments. That’s why I’m sharing it with you. What is Cognitive Dissonance? This is a psychological discomfort that […]

The post TSE 667: Don’t Be So Pushy…Okay? appeared first on The Sales Evangelist.

Direct download: TSE_667.mp3
Category:Sales -- posted at: 6:14am EDT

As a salesperson or an entrepreneur, you have to be consistent if you want to see significant results. Today, I’m sharing with you some insights into how you can become more consistent in your efforts to finally achieve your goals, make sure each call counts, and get the close that you want.   Practice is […]

The post TSE 622: Number One Sales Tip To Performing Your Best On Every Sales Call appeared first on The Sales Evangelist.

Direct download: TSE_622.mp3
Category:Sales -- posted at: 4:22am EDT

It wasn’t a smooth path for Melissa Krivachek. Seven years back, she was broke and homeless. And she knew something had to change. Fast-forward to now, she has been nominated for Forbes 30 Under 30, on the cover of Evolution Magazine as a Top 40 Player Under 40, and she was awarded the 1% of […]

The post TSE 618: Making Millions In Your Living Room appeared first on The Sales Evangelist.

Direct download: TSE_618.mp3
Category:Sales -- posted at: 9:01am EDT

Whether you’re selling life insurance or a car or plumbing service, you’re in an area where there’s a lot of competition and you’re trying to standout. But how can you best stand out within the industry you’re in? Creativity is key. In one of the early episodes of How I Built This Podcast by NPR, […]

The post TSE 617: There’re Too MANY of Us Here! appeared first on The Sales Evangelist.

Direct download: TSE_617.mp3
Category:Sales -- posted at: 7:07am EDT

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