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May 2022
S M T W T F S
     
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29 30 31

Syndication

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. Imagine if you had five strategies (and maybe even a bonus strategy) to get past those gatekeepers and land sales. In today’s episode of The Sales Evangelist, Donald is going to do just that. 

Connect on LinkedIn 

  • LinkedIn gives you a direct line to a purchaser and an opportunity to build a relationship with that person before you ever meet them face-to-face. 
  • Don’t just spam someone with offers and messages and instead build a relationship. Congratulate the prospect on a promotion, a recent accolade, or whatever has recently happened. 

Bring Intelligence

  • Let’s say two people reach out to a prospect. One person gives a standard auto-message that could be sent to anyone, and the other person comes prepared with critical data relevant to the industry or organization. Who would you rather have a conversation with?  

Use direct mail

  • Think about ways you can stand out to a prospect. Even if it’s just a $5 gift card to Starbucks, that person will be more willing to talk with you.
  • Consider even providing a small gift for the gatekeeper to thank them for letting you through to the decision-maker; that might be all the difference between a sale and an unanswered email.

Utilize referrals

  • If you and the gatekeeper or prospect have a mutual connection, especially if that person is the one introducing you, you’ll quickly get in touch with the people you want.

Connect with other people within the company

  • More and more enterprise deals are requiring more people to be in the purchasing conversation. If that’s the case, connecting with other influencers within that team will give you a better chance for success.
  • Tools like LucidChart help diagram and build out your organizational process to make the process easier.

Bonus Strategy:  Start a podcast

  • No podcast? Write a blog. Ask gatekeepers for the prospect to share ideas and thoughts on a topic or subject for a content piece. 
  • In this case, you’re bringing something to the table and offering the prospect a chance to collaborate on a piece of content that will help them, making it easier to get through the gatekeeper.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1475.mp3
Category:Sales Team -- posted at: 6:00am EDT

The tactics, strategies, and practices of sales are constantly changing, and understanding how and where to adopt those changes into your sales strategy is critical to see success. So, on today’s episode of The Sales Evangelist, Donald is joined by LinkedIn Senior Content Manager Sean Callahan to go over the seven sales trends identified in the 2021 LinkedIn Sales Report.

Trend One: Virtual Selling is good for sellers and even better for buyers

  • Buyers find it easier to buy remotely because they don’t have to worry about finding meeting times or organizing physical logistics; it can all happen from the comfort of home.

Trend Two: Remote Working is now a part of everyday life.

  • While some companies are going back to the physical office, sales organizations and managers must adjust to remote working - it is now a fact of life.

Trend Three: Sales organizations prevent sellers from putting buyers first.

  • While 65% of sellers say they put their buyers first, only 23% of buyers say sellers put them first.
  • There are a certain number of things that you can do to be buyer-first, like offering free content, training, and being transparent about pricing and other product details. 
  • Only around 40% of organizations support these practices. And some of the suggested reasons organizations aren’t allowing these practices are limited budgets, not having the proper skills, and a focus on short-term results rather than long-term sustainability.

Trend Four: Six sales behaviors kill deals

  • Delivering misleading information about a product (pricing or otherwise)
  • Not understanding the company and its needs
  • Not understand their own product or service
  • Not understanding their competitor’s products and services
  • Affiliated with an untrustworthy brand 
  • Repeated cold calling or emailing

Trend Five: Sales technology is a key pathway to building trust

  • Only 40% of buyers describe sales as trustworthy, yet 89% consider their specific salespeople as a trusted advisors
  • The takeaway? The sales industry is seen as untrustworthy, but the individuals who work with buyers are seen differently.

Trend Six: Data is more crucial than ever

  • While partly because of Covid, salespeople might find it more challenging to get in front of people and ask questions. Instead, you have to use aggregated data to learn what you need.

Trend Seven: Both buyers and sellers are ramping up their use of LinkedIn

  • 74% of sellers are committed to expanding their LinkedIn network
  • 51% of sellers plan to write more articles
  • 40% share much more third-party content
  • 36% share more of their own company’s content

How can people find and download the full report? By visiting lnkd.in/stateofsales2021. To get in contact with Sean, connect with him on LinkedIn or email him at scallahan@linkedin.com.

 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day 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_1474.mp3
Category:Sales Team -- posted at: 6:00am EDT

Your job is hard enough without an annoying coworker distracting you from your work. In today’s episode of The Sales Evangelist, we discuss how to handle an annoying coworker when you’re simply trying to find new prospects, close more deals, and build more value. Every sales team, no matter what you sell, has dealt with […]

The post TSE 792: How To Deal With That Annoying Co-Worker On Your Team appeared first on The Sales Evangelist.

Direct download: TSE_792.mp3
Category:Sales Team -- posted at: 12:32pm EDT

How do you move your team from being good to great? Rebecca Teasdale is the co-author of The Loyalist Team. Learn how you can  apply some tips and strategies from this book into your own sale process. The other co-authors of the book are Linda Adams, Audrey Epstein, and Abby Curnow-Chavez. Whether you’re the team […]

The post TSE 706: How to Go From a Good Team to an Exceptional Team appeared first on The Sales Evangelist.

Direct download: TSE_706.mp3
Category:Sales Team -- posted at: 5:38am EDT

Noah Kagan is the founder of AppSumo and today, he’s sharing with us what they did internally to grow AppSumo to an 8-figure business though inbound and outbound strategies. The number one challenge many sellers face is getting more customers. Noah describes AppSumo as a “groupon for geeks” where they offer daily and weekly deals […]

The post TSE 701: How Noah Kagan and Team Used Inbound and Outbound To Reach 8 Figure Sales appeared first on The Sales Evangelist.

Direct download: TSE_701.mp3
Category:Sales Team -- posted at: 12:21am EDT

As with many other sales people, our goal is to perform well. Today, I’m bringing on George Santino so he can teach us how we can be better working on a team whether you’re the leader of the team or part of a team. He gladly shares with us his stories and experiences he has […]

The post TSE 393: Tips for Building a High Performing Team and Steps to Build a Career from the Ground Up appeared first on The Sales Evangelist.

Direct download: TSE_393.mp3
Category:Sales Team -- posted at: 9:25pm EDT

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