The Sales Evangelist (Sales Process)

Categories

general
Being Authentic
Framing
Relationships
Risk
Business Growth
Customized Solutions
Bryan Hendrick
Objections
Account Executive
B2C
Differentiate
C-Suite
Company Culture
Give Value
Seek to Understand
Email
Conversations
Collaboration
Brian Margolis
Cold Calling
Barbara Giamanco
Account Management
Content Marketing
Jay Gibb
Business Development
Outbound
Empathy
Coaching
Fear
Jimmy Burgess
Education Based Marketing
Keywords
Prospecting
Pipeline
Dennis Brown
LinkedIn
Facebook
Clarence Butts
leads
Dale Dupree
Michael Sardina
Cadence
Jack Kosakowski
Qualifying
Social Selling
Connection
John Antonacci
Branding
Ethics
Bob Burg
John Barrows
Credibility
Audience Engagement
Ericka Eller
Confidence
Jim Jacobus
Building Rapport
Communication
Douglas Vigliotti
Entrepreneur
Humor
Champion
Jared Easley
Commission Sales
Chris Dayley
Building Value
Building Trust
Sales Team
Ask for the sale
Sales Training
Relationship Selling
Ideal Customer
Leadership
Prospecting System
Hiring
Goals
Sales Plan
Referrals
Value
Lead Generation
Asking Thought Provoking Questions
Client Management
sales Management
Success
Asking for Referrals
Sales Strategies
Sales Habits
Sales Culture
Motivation
Door to Door Sales
Sales Coaching
Group Coaching
Selling Success
Accountability
Crowdfunding
Mindset
Sales Enterprise
Sales Process
Closing
Sales Leader
Following Up
Digital Marketing
Sales Opportunities
Sales Mindset
Sales
Email Marketing
Online Marketing
Rejection
Habits
Start with Why
Profitability
Fear of Rejection
Marketing and Sales
Scarcity
Videos
Questions
Business Conversation
Value Conversation
Customer Experience
Negotiation
Demo
Customer Service
Competition
Sales Compensation Plan
Unique Way To Sell
Sales Conversations
Discovery Meeting
Reciprocity
Messaging
Sales and Marketing
Sales Tools
Buyer Persona
Pricing
Joe Carlen
GAP Method
Pre Call Planning
Warm Leads
New Hire
Time Management
Reading Prospects
Numbers Game
Goals Setting
Q and A
Rapport
Customer Evangelist
Humility
Medical Sales
Upselling
Speaking With Executives
Networking
Meeting With Executives
Scaling your sales team
Sales Growth
High Ticket Selling
ROI
Focusing
AI
Bad Customers
Creative Prospecting
Top Performer
Phone Prospecting
Presentation
Affliate Marketing
Research
Delegate
Sales Develop Representative
Theater and Sales
Additive Behaviors
Email Selling
Hard Work and Determination
Hard Work
Common Sales Challenges
First Impression
Meeting with Customers
Interview
Dedication
Administrative Tasks
Sales Enablement
Promotional Materials
Finishing
Story Selling
Revenue
Proposals
Course
Top Performance
Current Customers
Podcast
Planning
Value Driven Conversation
Processes
Twitter
Wealth
Field Sales Rep
Local Advertising
Increase Revenue
Upfront Agreement
Lead Magnet
Message
Experience
Change
Direct Response Marketing
Inbound
Sales Vs. Marketing
Phone Sales
Community
New Sales Professional
PAIN
Influence
Mastermind
Cross Selling
Sales Travel
Team Motivation
Sell Yourself
Image
Values Based Marketing
Promotional Product
Bold
Sales Metric
Sales 2.0
Timing
Sales processes
Value Pricing
Proposal
Copywriting
Network Marketing
Budget
Appointment
Sales Commitment
Building Quick Relationships
Passion
Consultative Selling
Foundation
Everyday Sales
Selling Intangibles
Work-life balance
Inside sales
Mental tougness
Fear of being salesy
Free Trial
Web Leads
Sales Leadership
Vacation
Sales Job Interview
Podcasting
Positive
Live Events
Decision Makers
Sales jobs
Public Relations
Website Sales
Newsletters
entrepreneurs
Commission
Webinar Sales
Sales Experience
Sales Proposals
New Sellers
Daily Planning
Rapid Growth
Lead with Value
Finding Your Voice
New Sales Training
Sales From The Street
The Sales Whisperer
Sales Funnels
Listening
Sales Prospecting
 Guy Kawasaki
Taking action
Positive Thinking
Increasing Sales
Winning Vendor
Being Selfless
Positive Attitude
Selling to women
Sales Stigma
Sales Slump
Persistence
Agenda
Job Interview
Sales Vision
Forecasting
Close Rate
Deeper Discussion
Linked Seller
High Performance Habits
DISCOVER Questions™
Rory Vaden
Donald Kelly
Curtis McHale
Anthony Tran
Case Study
Advanced Sellers
Contract Hell
Bob Rickert
Reluctant Buyers
Inbound Marketing
Google Alerts
Game Changer
Close.io
Honesty
Finding
Calendar Invite
Eveline Pierre
Josh turner
Joanne Black
Matt Hallisy
Mace Horoff
Amy Porterfield
Chris Rollins
Deb Calvert
Closed File
Dino Dogan
Katherine Kotaw
Bryan Daley
Dave Delany
Linda Yates
Jim Cathcart
Happy Someone
Chirag Gupta
Personalize
Jeffrey Gitomer
Cold Outreach
Growth
Sales Pitch
Carissa Hill
Account-Based Marketing
Preparation
Alice Heiman
Imposter syndrome
Buyer's Journey
Drip campaign
Outreach
Influencers
Prospect.io
Don Barden
Acquisition
Barth Getto
Joe Pardo
Data
Preconceived Notions
Sales Process, Sales Podcast
CRM
Selling Your Company
Gen Z
Mastermind, Group Learning
Chat
Partnering, New Leads
Hiring, New Hire
Instagram, New Leads
Failure
Grit
Emotional Intelligence
Client Success
Client Onboarding
Price
SDR
Small Businesses
Asking Questions
Decision Maker
Poor Sales
Account Mapping
Remote Worker
Stories
Selling
Video
Script
Money
Discovery Questions
Marketing
Solving problems
Staying Top of Mind
References
Content
Scaling
Authenticity
Incentives
Curiosity
Market
Omnichannel outreach
Building Relationship
Scale
Video Conference
Traveling Seller
SEO
Scheduling
Cause Marketing
Overcoming obstacles
personal branding
Sales Leaders
Course correction
Sales Meetings
Activities
Problem Solving
Sales Success
BDR
Inbound Leads
Business Proposals
Selling to Friends
Product Demo
Transformational Selling
Profits
Nurturing
Teamwork
Podcast changes
Sales Strategy
Contact Marketing
Firing
New Products
Social Dynamic Selling
Accidental Seller
Accidental Sellers
Repeat Business
Accidental Series
Closing deals
Increasing Sales, Technology
Sales, Effective Sales
Cold Emails
Closing revenue
LinkedIn sales
The Accidental Seller Series
Sales Hiring
Accidental Seller Series
Hiring, Successful hiring
Sales Contracts
Best Sellers In History Series 1
Best sellers in History
Sales Planning
Sales Events
sales 2020
Best Sellers in History Series
Best Seller in History Series
DISC Assessment Profile
Best Seller in History
Psychology of Sales, Sales Mindset
Sales Effectiveness
women in sales, best sellers in history
Sales Script, Target Customer, Niche
Best seller in history, Salesman
Sales Story
Sales Women, Sales Force
Reginald F Lewis
Sales Wealth, Sales Prosperity
Personal Brand, Stephen Hart
Donald Kelly, The Sales Evangelist
SaaS, Software Sales
Leads, Qualifying Leads
ROI, Leads, Inbound Leads, External and Internal Triggers
Women in Sales, Sales Success Story
Stuck sellers
Sales Value
Building trust, Entrepreneurs
Sales Automation
Government, Sales
Sales Videos, Closing Deals
Sales Process, Sales Planning
Sales restructuring, Sales Messaging
Sales Performance
Sales Performance, Sales Process
Sales Promotion
Sales, Rapport
SDR, Sales Job
SDR, BDR
SDR/BDR
BDR/SDR
Sales Rewards, Sales Incentives
Healing, Grief
Sales Profile, Ideal Sales Profile
Sales Manager, Training, Coaching
Sales approach
Sales Experience, PreSales
Sales Fears
Sales Talk
CRM, Leads, Crmble
Sales Skills
Sales, Career, Leadership
Sales Career, Sales Path
Sales success, mental toughness, sales story
TSE, Sales Podcast, Sales Principles
Sales Coaching, Improving Skills
Sales Journey, Reselling, Sales Culture
Sales Process, Networking
sales prospect, sales opportunity
Sales habits, Sales professionals
BDR, SDR, Personalization
cold-calling, prospecting
Sales Language, Authentic Identity
Demonstration, Negotiations
Lost customers, Perseverance
Social Selling, Omnichannel, Sales Leads
Prospecting, Limiting Beliefs, Fear
Cold Outreach, Sales Mindset
Linkedin, Cold Calling, Automation
LinkedIn, LinkedIn Voice Messaging, Donald Kelly
Testimonials, Referrals
Cold prospects, Reaching out
Prospecting, Mindset, Sales Goals
Lead Generation, Video, Sales Video
Successful Salesman, Great Salesman
Successful Sales, Sales Training
Sales Prospecting, Video Sales
Power Dilaer, Sales Automation
Sales Prospecting, Sales Principles
Sales productivity, Trello
Virtual Sales, Virtual Tools for Sales
Sales Success, Sales Training
Building credibility, Sales credibility
mindset training
outreach message
Productivity
unproductive
sales productivity
Sales Goals
future of selling
Favorite Sales Stack Tools
special edition

Archives

2022
May
April
March
February
January

2021
December
November
October
September
August
July
June
May
April
March
February
January

2020
December
November
October
September
August
July
June
May
April
March
February
January

2019
December
November
October
September
August
July
June
May
April
March
February
January

2018
December
November
October
September
August
July
June
May
April
March
February
January

2017
December
November
October
September
August
July
June
May
April
March
February
January

2016
December
November
October
September
August
July
June
May
April
March
February
January

2015
December
November
October
September
August
July
June
May
April
March
February
January

2014
December
November
October
September
August
July
June
May
April
March
February
January

2013
December

May 2022
S M T W T F S
     
1 2 3 4 5 6 7
8 9 10 11 12 13 14
15 16 17 18 19 20 21
22 23 24 25 26 27 28
29 30 31

Syndication

Keys to Making the Sales Process ENJOYABLE for You and the Customer

 

The sales process is a journey that can vary in the amount of time invested. Regardless of how long it takes, it’s within your control to make it enjoyable for you and the customer!  

 

Tasha Smith is with Emerge Sales Training and they help entrepreneurs become great at selling. Their goal is to make the journey enjoyable for both the sellers and their customers. Tasha’s company wants to ensure that the selling experience is in line with the sellers’ values and personalities. They offer one-on-one coaching with entrepreneurs to figure out what their best offers are, how to unlock their superpowers, and how they can communicate in an honorable way. They call it good human sales. 

 

Unfortunately, not all salespeople are selling with the buyers’ best intentions. Some are tricking them into a one-sided experience where they win and the buyers don’t. However, when you’re selling for the benefit of the consumer, then you elevate the transaction for you and them. 

 

Leveling the playing field 

As a salesperson, ask yourself this question, “What is it about the sales process that makes it unenjoyable?”  When Tasha coaches a new client, they start with the opposite of what they want to create and then reverse engineer the process backwards. There are several reasons why a sales transaction can be unenjoyable:

 

  • The customer feels like there’s going to be a bait and switch.
  • The customer feels the pressure to buy.
  • The decision to move forward feels confusing and overwhelming.
  • The process is boring.
  • The customer has to work really hard at connecting the dots.

 

Your job as the salesperson is to keep these things from happening and making it a great experience for the customer.  If it’s great for the customer, it’s great for you. 

 

When you stick with your morals and beliefs during selling, you and the buyer both win. #SalesWin

 

Tasha has some tips on how to make the sales process enjoyable. To begin, we need to make our sales process customer-centric. The goal is to have high conversion but in a way that feels more effortless because you’re both having fun. The dictionary’s definition of
“close” is “unite.” We need to start thinking about what our customers would prefer the interaction to look like. If they like how the conversation goes, then they are more likely to engage and convert higher. Customers are more responsive if they see you as a stable individual, trustworthy individual who offers hope.  

 

Set up an appointment

 

Setting up an appointment is a very common step in the sales process but the details can often be overlooked. Salespeople can get caught up in closing with speed because they don’t want to lose a sale. The downside to this is that we can overwhelm a potential customer or miss critical details. Our sales process should be more consent-based.  We need to ask our customers if they would be interested in meeting, if our product sounds helpful, and if they’d be open to moving toward a solution to their problems.  We need to go beyond just pulling out our appointment book and filling a time slot.  

 

Putting in a little extra effort is a great step in earning your customer’s trust. Your job as a salesperson is to guide them and to give them the control to purchase. Giving someone the choice to say no makes them feel better and they are more likely to stick around until the end of the sales process. This simple shift  can send a closing percentage through the roof because you’ve removed the stress from the customer. 

 

Restate the agenda

Let your customer know how much time you’re expecting to be with them and stick to it unless the customer wants to talk longer. Make sure you ask your customer if the amount of time is acceptable. Let your customer know you’ll be talking about your company and going over your most popular packages and offerings. If the customers like what you have to say, they are likely going to move forward through the sales process but assure them they get to make that decision in their time frame. . 

 

By this point, you’ve eliminated the fear of risk for your customer. Through this process you’ve offered trust, compassion, stability, and hope which are all qualities people are looking for in a transaction.  Sales reps don’t just sell products.  You’re leaders and problem solvers. 

 

Discovery process 

The discovery process can feel like an interrogation and that leads to an unenjoyable experience. Even when it’s a well-meaning person who is trying to get to know you, it feels like whatever they ask is going to be used as ammunition. Many sales trainers even call discovery questions “bullets in the gun.”  Who wants to do business on the receiving end of that?  Sales reps need to remember that the purpose of discovery questions is to personalize the experience for the customer. We need to be able to connect the dots for the customer and to make it easy for them to see how the transaction works. Make sure the questions are first and foremost clarifying for the client. 

 

Answering questions can get boring unless the right questions are being asked.  For example, if your product will help their health, ask about their health goals, their goals for their families, and discover what they’ve already done to meet those goals. Ask them what they know about your company so you’re not repeating information they already know. Then, offer a solution that will impact their quality of life. People don’t move forward because they want a better life. 

 

Personalize the features and benefits

Now that you know their goals and how your services are going to impact their overall quality of life, personalize the features and benefits. Do this by offering “have you ever” scenarios. Find that common ground that allows for an easier conversation. When it’s easy, both of you feel energized and you can respond in ways that are relevant to your customer’s needs because both of you have the ability to pay attention. The harder the conversation, the less mental bandwidth you have in listening and being present in the moment. 

 

As a salesperson, it is important to prepare your mind before you talk to people. When Tasha starts her day, she thinks, “Whose prayers can I answer today?” It feels good to be the answer to someone’s prayer. It is important to have fun, and convey that you’re enjoying what you’re doing. Your confidence, belief, and enthusiasm can be contagious so let others experience the fun too! Be a person who is enjoyable to interact with.  The more enjoyable we are, the better we are going to be in sales.  You can be a good person and be successful too. 

 

Keys to Making the Sales Process ENJOYABLE for You and the Customer” episode resources 

If you want the template, you can go to emergesalestraining.com/sep or you can email at tasha@emergesalestraining.com and she’ll respond in person. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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_1299.mp3
Category:Sales Process -- posted at: 12:00am EDT

What Is The Difference Between An SDR and BDR?

 

The next 20 episodes will focus on the conversations about BDRs and SDRs. We will be talking about tips, strategies, and ideas about how businesses can prospect better and connect with potential clients. Today’s episode will discuss the differences between a BDR and SDR in terms of what they do, how they do it, and how they earn. 

 

In the previous episode, Donald was joined by his sales coaching client, Scott Romney. They talked about how businesses can realign and adjust their message to create offers that are irresistible for the prospects, even in a time of crisis. Our level of empathy must increase as we look for ways to understand where people are coming from. Strategies are needed that will help organizations overcome the crisis that many industries are facing in this season. Scott talked about being mindful and sensitive while thinking of opportunities where salespeople can be leaders to their prospects, especially now. 

 

Set your goal. How many appointments will you make today? #SalesGoals

 

SDRs and BDRs

A BDR is a business development rep and an SDR is a sales development rep. Prior to predictable revenue, their job was to qualify and set appointments for outside sales reps; however, over the past 20 years, the definitions have evolved. Even before these BDRS and SDRs came to exist, there were only sales reps and everyone was responsible for every stage of the selling process. 

 

Being a salesman for an organization meant that you were responsible for finding your own leads and nurturing those leads. Your job included going to trade shows and cultivating accounts. Eventually, sales managers realized that if you break down these processes you get to have more functionality and you can have experts in the different parts of the sales process. 

 

The inside sales team 

As a result, the inside sales team was created  to do the research, generate lists, and find the people. Their job is to update the CRM and become an assistant to the account executives. 

 

Over the years, their job extended to setting the appointment and qualifying the leads. Aaron Ross was working with SalesForce when he realized these functions could be broken down further. There are now inbound people who are responsible for the inbound leads, the leads that are coming in via your websites or those who are calling your business phone number. The outbound team are the people who go after the potential client list and send them emails. They are the ones who are reaching out to clients. 

 

BDR and SDR can be used interchangeably but based on the definition given by Salesforce, the BDRs are focused on prospecting for outbound leads while the SDRs are focused on qualifying inbound marketing leads. 

 

The SDRs

The SDR doesn’t have to do the hard work of finding leads. Instead of looking for people, the SDRs job is to qualify the inbound leads, follow up with them, and make sure they’ve been qualified for an appointment. They may get a little less in commission than the BDRs because BDRs are tasked with looking for cold leads and turning them into warm leads. 

 

Some companies start their salespeople as an SDR because it’s easier. This role helps to train sales reps how to ask the right questions and it offers a transition to becoming a BDR and then to an account executive. 

 

The BDRs

For Donald, the business development role is one of the hardest of the sales roles. It’s their job to look for people and find new business. While they may meet many people, not all of them will convert. Only a few will decide to make a purchase because not everyone is ready. At any given time, only 3% of people are ready to make a purchasing decision. If you look at it from a business perspective, the BDRs role is to look for that 3% wherever they may be and convince them to purchase.

 

Part of the BDRs job is to educate prospects and get them interested in wanting to do business. A talented business development rep builds relationships, connects with people, and shares with enough value so when a client is ready, that prospect will come back. 

 

The tenure for a business development rep lasts around 14 months and after that, they usually transition to become an account executive, or take an entirely different route. The same is true for an SDR, who can also get a promotion. Both of these roles have about 14-18 month terms. 

 

The length of time is influenced by the depth of training. This is where The Sales Evangelist comes in.  We help sales reps ramp quicker and perform much faster. If it takes a sales rep to improve his rate in three month, the TSE training will help you do that in two months. The training will help sales reps become more effective at a much faster rate. 

 

The secret to success

Like any other sales roles, the secret to success is to think of it like it's your own business. The structure of your day is critical. You need to make sure you understand the purpose of having a plan so you know who you are going after, who your targets are, and your goals are set for the day.

 

A sales rep needs to stick to one industry in a day or per time period. If you spend your morning prospecting the financial industry, then you should stick with that industry until the afternoon. This will let you focus your messaging and help you deliver the information more consistently. If you are a BDR, this structuring is particularly important. 

 

Here are final tips: 

  • Be respectful. You are the first point of contact for the company so you represent your company to every initial contact. They will rate the whole organization depending on their interaction with you.  Make it a good one. 

 

  • Have different templates. This ties back to the idea of structure. Have templates that are geared toward specific industries.
  • Set up a follow-up appointment. 
  • Plan your day. Plan your week. Plan your month. It is imperative you know what you need to do. This will keep you in check. 
  • Know your numbers. This includes the number of people you speak to, the number of appointments you have set, the number of calls you need to make, your conversion rate, and so on. 
  • Set your goals. 

 

 

“What Is The Difference Between An SDR and BDR?” episode resources

Our goal is to help you succeed especially in this time of  crisis. Reach out to us regardless of your financial capabilities and we will give you flexible options. 

If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode 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. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

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_1271.mp3
Category:Sales Process -- posted at: 12:00am EDT

How Leaders Sabotage the Sale Process

Sales leaders sometimes make mistakes that compromise deals, so understanding how leaders sabotage the sale process can help us avoid the same mistake. 

Erin Pheil is the founder of Mind Fix Group, a company that specializes in helping entrepreneurs, high-achievers, and high-performers eliminate their biggest mental roadblocks that hold them back and keep them from achieving what they're capable of. 

Head trash

Some sales leaders have very specific definitions of what a sales leader is. For Erin, anybody who is in charge of guiding the people in making the right decisions and who is doing sales for a company is considered a sales leader

Many sellers read books and work with experts to improve their skills in sales. They keep learning, and then they show up on calls. They often show up to these calls prepared, but also with head trash. They’re showing bits and pieces of their old mental programming and outdated beliefs that aren’t helpful in closing deals. They go to the calls and they try to combine new knowledge and strategies that their coaches have taught them with their old beliefs. 

When things go wrong, they don’t blame themselves. They blame the technique and the process, or even the people they hired. They don’t look at their head trash and suspect that they might be the ones sabotaging the process. 

Blaming the process, techniques, and tactics instead of examining how they’re screwing things up sabotages the sales process. 

Accepting blame

It takes courage to accept blame because it’s human nature to blame somebody else. It takes courage to stop, pause, and hold a mirror to yourself and ask how you’re contributing to the challenges that you’re experiencing. It’s much easier to project outward and place the blame.  

Head trash commonly appears as the need for approval or the need to be liked. Sellers will show up to a sales call and, instead of focusing on guiding the prospect towards the right decision, they operate from an underlying need to be liked. This goes beyond having a bond and rapport. It's more of wanting to be approved. A person with that need often sabotages calls just to be liked. 

They get nervous, they make concessions, and they apologize, which shifts the whole frame of conversation. Being liked becomes the more important outcome. 

Self-doubt 

Self-doubt can undermine your authenticity and sabotage your sales process because it causes you to question your own effectiveness. Trust your skills and abilities. #SalesSabotage

Money block and old programming from a salesperson's childhood also have a negative impact on sales calls. 

For example, a client raised to believe that she isn’t supposed to talk about money in the household where degree and certificates are the next big things had a huge block in her sales process. Since this particular client had no degree, she ended up questioning her ability and wouldn’t bring up the pricing until the last minute, or until the prospect asked for the price. This client had old head trash on the concept of pricing and money so that often the price in her head was different from the price that came out of her mouth. 

Even with constant reminders here and there, she just couldn’t do it. It just wouldn't come out of her mouth the right way. 

This is what head trash is. You show up with a plan and all the right information, but your old pieces of programming, beliefs, and thoughts sabotage and compromise your ability to make a productive call. 

Figure your patterns 

The first thing to do is to figure your patterns. Knowing your patterns brings awareness to your calls. You must pinpoint where in the process you’re having your patterns of resistance and frustrations. 

Create a list of the areas where you keep repeating some patterns that you know do not serve you. It might be telling the same jokes, doing what you’re not supposed to do, or not talking about the money even though you have to. 

The buyer might think that you’re hiding something or you have some trick up your sleeves. Before you know it, you have already sabotaged your opportunity. The same is true if you keep talking to your client without giving him the time to speak. It scares the prospect off as well. 

Consider a salesperson who can’t even have an intro opportunity because she can’t stop talking. Her problem clearly exists at the beginning of the process. 

This is a perfect example of a pattern of people who can’t stop talking. They don’t listen because it has been ingrained in their minds that they should keep talking so that someone will buy from them. They feel the need to show off and prove their expertise in order to be respected. 

Changing patterns

After listing the patterns that you observe, ask yourself, “What would I have to believe to be true in order to keep acting this way?”

What we believe determines how we act. 

If you believe that talking about money is wrong, then you’ll probably act in ways in accordance with that belief. A lot of these beliefs are in the back of our heads and most of us might not believe them to be true. But even if a tiny part of us holds true to that belief, then we’ll act according to those beliefs. 

What you get from asking that question for each pattern is a list of old pieces of head trash,  programming, and beliefs that you’re still carrying around that are sabotaging your sales process. 

Set aside time to implement the two things mentioned here. First, identify the patterns and second, come up with a list of what you’d have to believe to be true. This will open your mind and make you see things that you didn’t realize are impacting your close rate and your success as a sales leader. 

“How Leaders Sabotage the Sale Process” episode resource

Learn more from Erin and visit her website mindfixgroup.com. Check the hour-long training video that explains how your head trash is impacting your actions and behaviors and causing you to sabotage things. There are also case studies and stories of real people who have overcome their challenges. 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a tool for salespeople and sales leaders to help them improve their skills and abilities in finding the right customers, creating strategies that work, and asking the right questions to close powerful deals. You can go to The Sales Evangelist and see the first two modules for free. 

This episode is brought to you in part by Audible, the awesome library with thousands of books. Try it now to get a 30-day free trial and a free book. Go to audibletrial.com/tse

If you find this episode helpful, give us a ravishing review and rating on Apple podcast. We are also on Google Podcast, Stitcher, Spotify

Audio provided by Free SFX and Bensound.

Direct download: TSE_1163.mp3
Category:Sales Process -- posted at: 12:00am EDT

On today's episode of The Sales Evangelist, we talk with Kris Nelson, head of sales for CoSchedule.com, about how businesses can move from "click, try, buy" to having a full-fledged sales team.

CoSchedule is a SaaS-based marketing platform that helps marketers to stay organized through a combination of content calendar, a product, project management solutions and execution via social campaigns and email campaigns.

CoSchedule took the time to focus on true growth and the company has seen tremendous results. Prior to reaching that point, however, the business, which began as a "click, try and buy," didn’t even have a sales team.

When "click, try, and buy" works

Initially, they released the product as a straightforward "click, try and buy," product because it made sense at the time. They also designed it for small teams and individuals. The level of product and the price point didn’t really dictate a need for a dedicated sales team. [01:26]

As the product progressed and became more complicated, however, it became apparent that they needed a sales team to help the clients really understand how CoSchedule could benefit them.

It was simply a natural progression to establish a sales force as the product grew and the price point increased, especially with some of the advanced plans. They moved away from the "click, try and buy," and toward a professional marketing team and into a standard sales cycle. [03:17]

Bringing whiskey to a Kool-Aid party

I’ve always thought it was a waste of time and resources to have the sales reps focus on low-end sales, think $15 a month kind of stuff because customers don’t need help making a decision at the price point.

Higher end products are different. Companies who ask customers to pay more become more concerned with the quality of the product, and that's when you need a sales team.

It is truly an overkill to engage someone in a formalized, professional sales cycle at some of the lower price points. At the higher price points, it makes total sense.

You have to be sure you are asking the right questions of the organization to make sure your product is a fit. The sale is nice but long-term happy customers are the true goal. [04:25]

Move toward a sales force

Kris credits CEO and co-founder of CoSchedule, Garrett Moon, as the person who helped take the company where it is today.

It began with a series of phone calls to prospects to see if the market was viable and to see if it made sense to move the price point. Once that was established as true, Moon hired more people, including Kris, and the sales process was on its way. [05:58]

Kris says that CoSchedule is still an extremely heavy inbound model. They still decide the best fit for each client, whether that be the "click, try and buy," model for the lower level plans, or working with a sales rep for the higher level plans.

Kris really had to learn and understand the buying process of the companies that use CoSchedule to determine how many real touch points would be needed from a sales standpoint to be effective.  

Three-call process

CoSchedule has a three-call process in place now.

The first, known as the discovery call, allows the sales team to learn more about the client’s business, teach them about CoSchedule and then try to determine at a really high level if there is a potential business fit. If everything matches from a budget standpoint and a use case standpoint, they move forward with the second call.

The second call is a full-scale demonstration of the product. It provides a great chance for the client to invite all their team members who might use the tool.

Kris and his team go through the product with a fine-toothed comb and answer any questions. During this timeframe, they give the potential clients access to a free trial of CoSchedule; a chance to kick the tires. If the team is still checking the right boxes by the end they move into the pricing discussion. [07:28]

CoSchedule provides a great tool for marketing organizations and other small organizations to all get on the same page. Their customers often refer to CoSchedule as the single source of truth for all their marketing efforts.

Whether it's a social media campaign, or a large trade show event, or a podcast, CoSchedule acts as the organization hub for everything. [08:55]

Although they designed CoSchedule with a marketing focus, Kris believes it is also beneficial from an internal project management standpoint. It puts a formal process in place.

All the checklist items and all the behind-the-scenes items that go into a large-scale effort are put into a central location with CoSchedule. It unites everyone involved with the effort on the same page.  

Everyone can see what works well, what needs more work, and where the team must focus to get the product out the door. [09:53]

Building a sales team

Growing a sales team, of course, presents a challenge because there are as many different ways that salespeople sell and lots of ways that people sell effectively.

Kris works to understand how his team sells best and to accelerate that process and help them get better every day. He scales the number of reps on his sales team based on demand.

The number of sales calls, for example, on a rep's calendar really does determine the growth of that team. Kris says they rely on the marketers to continually charge forward with fresh, hot leads so that they can then continue to add more in sales. [11:26]

Kris uses his personal experiences as a way to motivate his sales team.

In the past, he worked for a large banking finance and software company where it didn't matter so much whether he hit his sales goals. With a smaller company like CoSchedule, however, every single sale matters. Every dollar matters to everyone involved.  

As a smaller company, Kris is able to focus on the people who work for him as individuals.

Kris expects that the CoSchedule will continue to add to their sales team. He hopes to continually increase the level of sophistication used to deploy that team.

[Tweet "When moving from an inbound model to a sales-driven model, you need to jump on the phone. See if the market is there before you hire people. #salesdriven"]

Know if there is validity to your product first. You'll be surprised to learn what your product can do.

"Full-Fledged Sales Team" episode resources

If you would like to reach out with questions or comments for Kris, he can be reached via email at Kris.nelson@coschedule.com

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. Use automated outreach to schedule your contacts and keep you from getting distracted.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. You can expand your outreach and set it and forget it. Your prospecting will never ever be the same.

We'll use prospect.io in the upcoming semester of TSE Hustler's League to focus on prospecting. We'll give you insights and tools that will help you gain new customers. In addition, we'll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Direct download: TSE_989.mp3
Category:Sales Process -- posted at: 4:47pm EDT

On today’s episode of The Sales Evangelist, we discuss the value of following every step in the sales process, and how you can prevent your sales team from skipping steps in the process. Sales processes aren’t intended to add burdens to your role as a sales leader, but should actually free you and your team […]

The post TSE 972: How To Get Salespeople Not To Skip Steps In The Sales Process appeared first on The Sales Evangelist.

Direct download: TSE_972.mp3
Category:Sales Process -- posted at: 10:31pm EDT

When I worked for a corporate organization, I had to call executives and convince them to consider our product. I had no direction for the conversation. Until I got sales training, I didn’t know what to stay to get them to the next step. That map is known as a buying process or a sales process, […]

The post TSE 957: Sales Process 101 appeared first on The Sales Evangelist.

Direct download: TSE_957.mp3
Category:Sales Process -- posted at: 11:54am EDT

  If you’ve been following the show for a while, you know that The Sales Evangelist Hustler’s League is an online group coaching program designed to help sales professionals of all levels. Today we’re discussing the occasional mindset that tells us that closing is too much. On today’s episode of TSE Hustler’s League, I’m going […]

The post TSE 935: TSE Hustler’s League-“Closing Is Too Much” appeared first on The Sales Evangelist.

Direct download: TSE_935.mp3
Category:Sales Process -- posted at: 12:01am EDT

Do you know why deals are slowing down so much? That’s because there are no commitments at each level. Today, I’m sharing another snippet from one of our training sessions over at the TSE Hustler’s League. Clients Are Evaluating You At the end of the process, what can you do to get them to commit […]

The post TSE 730: TSE Hustler’s League – Make Your Prospects Commit to the Next Level appeared first on The Sales Evangelist.

Direct download: TSE_730.mp3
Category:Sales Process -- posted at: 6:18am EDT

In this episode, I was privileged to interview Chris Dials, VP of Global Operations for VMware, where he leads the company’s go-to-market operations worldwide —an 800-person global team that serves 5,000+ sales professionals, 75,000+ partners, and 1M+ customers. A senior high tech leader with a 20-year history of leading operational transformation, Chris’ mantra is as […]

The post TSE 693: VMware’s Secret to an Effective Sales Process appeared first on The Sales Evangelist.

Direct download: TSE_693.mp3
Category:Sales Process -- posted at: 6:00pm EDT

The TSE Hustler’s League is an online group coaching program designed to help sellers of all levels. Each semester, we focus on a theme. And for this semester, we have two tracks – business development and building value. Check out our first track if your goal is to increase your win rate while if you […]

The post TSE 675: TSE Hustler’s League-“Speed Up The Purchase” appeared first on The Sales Evangelist.

Direct download: TSE_675.mp3
Category:Sales Process -- posted at: 8:00pm EDT

It’s not easy to sell… but having a process to follow will help streamline things for you. Today, we talk about the idea of an assembly line for your sales process. Donald is a New York tax attorney turned entrepreneur. He sold his first company which he created with his mom and did it out […]

The post TSE 658: Step-by-Step Instructions on Implementing a Sales Assembly Line appeared first on The Sales Evangelist.

Direct download: TSE_658.mp3
Category:Sales Process -- posted at: 2:31am EDT

Sales process – this is something that new and struggling sellers have. Today’s guest is Meir Ezra and he shares with us why you too need to have an effective sales process in place and how to actually do that. Meir runs different businesses around the globe. Back in Israel, he has taught companies how to […]

The post TSE 656: You Need a Better Sales Process! appeared first on The Sales Evangelist.

Direct download: TSE_656.mp3
Category:Sales Process -- posted at: 8:39pm EDT

Today, we discuss the idea behind account-based selling. I’m bringing in Brandon Redlinger who’s giving us insights into the challenge they had with account-based selling, what they did to overcome that, and the results they’re seeing right now. Brandon is part of the team at PersistIQ, an outbound sales platform that helps salespeople become more […]

The post TSE 334: Sales From The Street-“Account Based Selling” appeared first on The Sales Evangelist.

Direct download: TSE_334.mp3
Category:Sales Process -- posted at: 5:01pm EDT

Today, you will learn about an interesting concept about eradicating commission as part of the business model. Say what? Okay, hold your horses now. Our guest today has a pretty interesting perspective on eradicating commissions that you might want to tune into, plus more! Justin Roff-Marsh is the Founder and President of Ballistix, a sales […]

The post TSE 321: Embrace The Machine! Radically Improve Your Salesforce With This New Model appeared first on The Sales Evangelist.

Direct download: TSE_321.mp3
Category:Sales Process -- posted at: 6:51pm EDT

Sometimes as sales professionals, we kind of just go off the cuff when we’re selling.  We don’t know what the next steps are. We don’t actually know what we’re doing. And that’s usually because of the lack of effective planning and having a process in place. In sales, we just want to get from point […]

The post TSE 297: Do You Know What You’re Doing? appeared first on The Sales Evangelist.

Direct download: TSE_297.mp3
Category:Sales Process -- posted at: 6:30am EDT

Today I have the opportunity of interviewing a good friend of mine, Charlie Perry. Charlie has had a very impressive career in the sales and marketing world. Spending a bulk of his time in the entertainment industry. Charlie’s biggest sales challenge.  Charlie’s biggest sales challenge was when he came into a new company as a […]

The post TSE 198: Sales From The Street- “We Doubled Revenue With A Sales Process” appeared first on The Sales Evangelist.

Direct download: TSE_198.mp3
Category:Sales Process -- posted at: 1:44pm EDT

Having an effective process is crucial in sales. Today, Greta Schulz talks about sales processes, why you need to have them, and how are you going to be able to stick with them. Greta Schulz is an entrepreneur, consultant, and a motivational sales speaker.  She is the founder and president of Schulz Business, a sales […]

The post TSE 123: Sellers with a Formal Sales Process Generate More Revenue appeared first on The Sales Evangelist.

Direct download: TSE_123.mp3
Category:Sales Process -- posted at: 12:16pm EDT

1