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Syndication

On today’s episode, we welcomed Michael Reddington, a certified forensic interviewer and President of InQuasive, Inc. His company integrates components of effective interview techniques with current business research to show others how to use the truth to their advantage. The topic for today? Why listening is critical to sales.

Why is listening important?

  • Humans aren’t meant to be good listeners. It’s difficult for us to sideline our egos and focus on the goal instead of the people while in conversation.
  • Because it can be a rarity, actively listening while in the sales environment (or any environment) can be the differentiator between you and your competitors.

Key steps to listening:

  • Limit variables during an interaction. There can be distractions in your mind and environment that prevent you from listening.
  • Have a good plan going into the conversation. This can limit distractions and result in more efficient and positive discussions.

Michael’s three points to enhance listening:

  • Have a plan - Focus on what you have instead of what you don’t. Limit your own internal monologue to focus on the conversation at hand.
  • Be patient and let the conversation come to you - When people are stressed, they tend to fall back on what they know. For sales situations, this is likely your product or service. Dominating the conversation in this manner can result in turning a prospect off the sale.
  • Listen for intelligence, not information - The traditional sales methodology was to listen for specific pain points and use those points to place a prospect in a particular box. However, this method ignores the nuances of the sales situation. The reasoning behind a motivation is just as, if not more, important than the motivation itself.

How can you use listening to differentiate yourself in the market?

  • Research shows that only about 14% of the factors we believe to be differentiated are actually different in the market. So, how can you stand out?
  • Prospects often expect a salesperson to sell their product, not provide value.
  • When interacting with a prospect, think about how you can provide a clear value to them. Not only will this surprise them, but the unsolicited nature of the value opens the door for more robust communication.
  • Teaching is the most essential part of selling. 

Michael’s main takeaway? Let the conversation come to you.

Learn more about the programs and services Micahel offers at InQuasive, or find him on LinkedIn.

Direct download: TSE_1437.mp3
Category:general -- posted at: 6:00am EDT

In this episode, Donald Kelly shares ten questions to ask the prospects when you are meeting them for the first time. 

What problems are you trying to solve today?

  • Your goal is to get deeper and to figure out the problem the prospect is trying to solve. 

Why is that a particular problem right now?

  • This allows the prospects to vocalize what they think the problem is. 

What’s the source of that problem?

  • This will help the prospects think of the source of their problem if there is any. 

What would happen if you don’t do anything today?

  • Ask them this question to put the decision back. Don’t use this question right off the bat. Only use it when you’ve already established some rapport.

Why is it a priority today?

  • It allows you to figure out why there’s an urge to solve the problem. 

Why hasn’t it been addressed before?

  • This question allows you to probe deeper into the problem of the prospects. 

What would a successful outcome look like in, say, for example, six months from now if we work together?

  • It paints the bigger picture that you are both on the same page and that you’re already visualizing the partnership. 

If you don’t choose our services today, do you have another plan in place? 

What have you done in the past, and what were your primary roadblocks from that?

Have you purchased a product/service similar to what we’re offering before?

This gives you an insight into the solutions that they’ve entertained and used before.

What are the potential challenges you can foresee when it comes to getting a solution like this?

Allow them to visualize the potential roadblocks along the way. Some prospects are scared of roadblocks, but when they can visualize it, they can see where the error lies and what actions they can take to address the error. 

These are all simple and great discovery questions. They might be basic questions, but these will allow you to dig deeper into the root cause to address the real problem. 

“10 Powerful Sales Questions BDRs Can Use in a Discovery Meeting” episode resources

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. Try Skipio at www.Skipio.com.

This episode is 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_1436.mp3
Category:general -- posted at: 6:00am EDT

In this episode, Jose Quiroz joins Donald Kelly to talk about the easy ways to make new LinkedIn connections without sounding spammy. 

  • Jose Quiroz is an immigrant, an entrepreneur, and a business guy. His mentality is always veered into finding opportunities and creating opportunities. For Jose, it’s more about creation than consumption. 
  • He has a lot of experience with the family business and regional operations as his dad started a janitorial company. 
  • After college, he got into the corporate world and fell under the Director of Digital Marketing sphere. 
  • Jose’s unique selling proposition is adapting the digital strategy and the digital language to the overall brand strategy. He helps business owners understand how they can leverage digital strategies to scale up their operations. 

Building connections

  • Businesses can find a third party who can do their massive lead generation for them. At that point, connecting isn’t about building relationships. Connecting then becomes a numbers game. 
  • This means that you’re not creating rapport, and you probably won’t see the long same long-term benefits as well, and you’d probably tend to see the quality drop and diminish a little. 
  • This approach is effective if there’s a need for an immediate lead in the business. 
  • The first mistake that salespeople make on LinkedIn is that they try to figuratively get to the wedding chapel right away without doing the first dates and the video calls. 
  • Salespeople cannot pull the trigger way too soon without building the needed rapport first. 

Avoid the spammy approach

  • For Jose, it may not be a matter of time but rather a matter of communication. 
  • Based on a stat that Jose read in the past, there’s an average of 10 exchanged messages for most Tinder matches. The messages may have been sent within a day period, a week period, or within an ‘X’ amount of period. The same philosophy can be applied on LinkedIn. 
  • It’s not about waiting for a time frame before you feel the need to nurture the prospects. It’s more of the need to engage the prospects and connect with them as individuals. 
  • You need to build that qualitative feeling and see the communication build-up. 
  • If you sense that the prospect is starting to get a little cold, then back off a little bit. Use the time to research materials and sources that are beneficial for the prospects. 
  • Your goal is to build rapport so that the prospects would trust you, buy into your confidence, your expertise, and eventually do business with you. 
  • LinkedIn today isn’t just about hearing new job openings and other career moves. LinkedIn is now a platform for personal development, identifying concepts, taking in the best practices, and others. 
  • People are now on LinkedIn to consume information that is valuable to them. Salespeople can use this to their advantage so that they can use that intent and give the prospects what they’re looking for. 

Determine your goals 

  • People go into LinkedIn to generate sales but aside from that, you need to be specific with your goals - is it to increase connections or is it to move on to direct messaging. 
  • It’s also important to determine the value of direct messaging because that’s what everything is leading towards. If you can get people engaged in your LinkedIn messages then you can bypass the different funnels and you’re able to get them where you need them. 
  • Salespeople are missing the direct message feature because of the shiny syndrome object. Everyone wants to find that funnel that they can automatically turn on and will already do the heavy lifting for them. 
  • They are focused on finding solutions that they miss the opportunity, that is the direct messaging. 



  • Another effective approach is by engaging with prospects first. 
  • Identify your prospects and see what their activities are on LinkedIn. Figure out if they’re posting original content, curate content, and other habits they have on the platform. 
  • Use the available information you gathered in starting a conversation with them and building rapport with them. Send a connection request once you’ve engaged with them. 
  • There’s a lot of targeting that you can do but to reach out individually is another story.
  • The rule of the thumb is: engage before sending a connection, send a connection, keep the engagement going, and carry on the conversation. 
  • A video attached in the conversation is effective but in a certain timing of the conversation. Get to a comfortable level with the person you’re speaking with first before you send an audio or video. 

 

“Easy Ways to Make New LinkedIn Connections Without Sounding Spammy” episode resources

Follow Jose Quiroz on LinkedIn. You can also check out his podcast 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 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. Try Skipio at www.Skipio.com.

This episode is 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_1435.mp3
Category:general -- posted at: 6:00am EDT

Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn.

What are salespeople doing wrong on LinkedIn?

  • Doug Brown often sees a lot of people on LinkedIn who are making prospecting a complex process. 
  • The other mistake is that they’re not clear on their target audience. 
  • Sometimes, it’s not the sales reps fault because they’re trained to prospect in a certain way. On LinkedIn, however, one has to think differently. Instead of targeting many people at once, it’s better to start narrowing at the top of the funnel and getting more focused going down. 
  • Narrowing down prospects means that you’re able to pick 25-30 ideal target customers from your list of 100 people to prospect. 
  • Think of the ultra-high quality prospects that you would love to do business with because the challenge on LinkedIn and other prospecting methods is the follow-up. 
  • The power of follow-up is huge and impactful and this process has to start from the first conversation or from the first connection. 

Prospecting today

  • The prospecting game has changed because of the birth of the Internet but the basics of prospecting is no different then as it is now. 
  • The basic concept of prospecting is still building relationships. 
  • The difference in today’s sellers and buyers is the information. Sellers then had all the information. Today, buyers can access the information with a few clicks of their mouse or scrolls of their phones. Sometimes, they even have more knowledge than the sellers. 
  • In terms of selling and prospecting, the buyers don’t care about what the sellers know. Rather, the buyers care about what they need, what they want, and what they have to have. 
  • Sellers need to build the relationship and we need to make the prospects feel valued in the relationship. If you don’t build the relationship then you won’t get as high a conversion rate or a closing rate. 
  • The goal is to sell based on value, and by value, it means what your prospects value. 

Building the right way

  • Sales is very much like wooing a person you like. You give them flowers, you do your best to impress them, and more. 
  • The same is true for your prospects. You want to build a business relationship with them so you also need to let them know that you care about them and you want to help them solve their problems. 
  • Asking permission will get you a long way. Before you start asking questions and digging information on LinkedIn, try to ask permission first. You will have higher chances of getting answered and replied to if you get their permission first. 
  • Join the groups where the people you’ve reached out to are frequenting. Start answering questions in the group and position yourself as an expert. 
  • You also have to use offline methods as well when following up and engaging with your prospects. 

“LinkedIn: Best Practices for Finding Hot B2B Prospects on LinkedIn” episode resources

Follow Doug C. Brown on LinkedIn. 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. Try Skipio at www.Skipio.com.

This episode is 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_1434.mp3
Category:general -- posted at: 6:00am EDT

Join Donald Kelly and Jon James in this episode as they talk about how to use the ‘Ask me Anything’ strategy to land more LinkedIn appointments. 

  • Jon James is the CEO of Ignited Results, a digital agency specializing in leveraging LinkedIn to get more sales opportunities. They work with their clients and help them with their LinkedIn marketing to get more meetings with prospects. 

The challenges on LinkedIn

  • Part of the challenge is the failure of not identifying who they’re connecting to, which is the driver in terms of who you end up on a call with or having the opportunity to ask someone for a call. 
  • Salespeople need to start with good targeting. 
  • Jon James recommends having a Sales Navigator to target the types of people who can be your ideal prospects. With Sales Navigator, you can target teams or companies with a certain employee count of revenue mark. 

The LinkedIn outreach process

  • Before you begin the outreach, you first need to look at your profile and make sure that it’s good to go. Check out the significant areas you need to focus on - the headline message, your headshot, and your background image. 
  • A great headline is critical since it’s one of the top reasons that help people decide whether they’d accept your connecting request, and if they’re already connected, it will help them decide if they turn into a meeting. 
  • Include in your headline your professional credentials/job title, put a client-facing solution statement. A one-liner that would explain how you help clients. Then, follow it up with something personal. Your statement in your headline is your way of building rapport with the prospects before you even met them for a meeting. Structure your LinkedIn messages
  • There are four things to remember when it comes to LinkedIn messaging - hook, relate, bridge, and call to action. 
  • Hook - mention their name and their industry.
  • Relate - mention the issues they’re possibly dealing with. Don’t throw your pitch. Just relate to their problem. 
  • Bridge - mention your solution to them. 
  • The number one metric you want to judge on LinkedIn is conversation, and the conversation comes from engagement. The Ask Me Anything videos are a great way to start a conversation. 

“How to use the ‘Ask Me Anything’ Strategy to Laned More LinkedIn Appointments” episode resources

Check out Jon James and follow him on LinkedIn

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. Try Skipio at www.Skipio.com.

This episode is 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_1433.mp3
Category:general -- posted at: 6:00am EDT

LinkedIn is a platform that opens many opportunities. In this episode, Daniel Disney joins Donald Kelly as they talk about how you can use social selling to turn LinkedIn into a lead, sales, and revenue-generating machine. 

Generating leads on LinkedIn

  • Everyone can play the social selling game on LinkedIn. You can create viral content, grow your audience, grow your brand, and you can end up with a ton of leads. 
  • The downside is that not all of these leads are good leads, they’re not your target customers, and they’re not likely going to convert. 

Common mistakes salespeople make on LinkedIn

  • #1: Keeping a weak profile. At least 80% of teams that Daniel has trained with have profiles that aren’t optimized. Their profiles are not customer-focused and are just poorly written CVs. 
  • #2: Not sharing good content. Instead of sharing valuable content, they reshare company blogs that don’t add a contribution. They are sharing weak content with their audiences. 
  • #3: Sending bad messages. Salespeople make the mistake of sending out terribly written sales pitches and spam messages en masse, in high quantities, in hopes that something comes back. 

Common mistakes: 

 

  • Bad profile
  • Bad content
  • Bad messaging

 

  • Today, the way buyers now buy has changed and the information they now have before making a purchase has changed significantly. 
  • Rewind 15 years ago and decision-makers didn’t have access to the internet and didn’t have access to all the information that we now have. There were no media reviews, no Google, and all these other things. 
  • Buyers were then at the mercy of their salesperson to provide them with the necessary information. 
  • Buyers today have standards and what they need from salespeople has changed significantly as well. 
  • Salespeople have to step up their game if they want to stay above the prospect or their customers. 

Generating leads on LinkedIn

  • Make your profile more customer-focused. The customers and prospects don’t want to hear about your accolades and other achievements. What they want to hear is how you’re going to help them and how you can be an agent to help them get to their goals. Make your profile fully-focused on your target audience. 
  • There are two kinds of leads: the outbound and the inbound leads. There are things that you can do that will have people come to you and there are things you can do that will create opportunities for you to go to them. 
  • Start by connecting with relevant decision-makers in the industry on a regular basis, ideally about 10-20 connections everyday.
  • You also need to begin sharing relevant value-giving content to your audience to grow your network. Share some thought leadership pieces, share the stories of your journey, share your knowledge and experiences, and more. 
  • You don’t need to be an expert to be successful on Linkedin. What you need to do is be authentic and share your journey with your audience.
  • Your goal is to give as much value to your content as much as possible. 

The Key to LinkedIn Messaging

  • The key to LinkedIn messaging is hyper-personalization. It’s not enough that their names are there nor is it enough to mention their company. If you want to get more responses on LinkedIn, you need to make the message about them. 
  • Do your research, read through their profile, look for their pain points, find something relevant to include in your message. 
  • Use video messaging to show that you really want to speak to them as well. 

“LinkedIn: How to Use Social Selling to Turn your LinkedIn into a Lead, Sale, and Revenue Generating Machine!” episode resources

Follow Daniel Disney on LinkedIn. 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. Try Skipio at www.Skipio.com.

This episode is 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_1432.mp3
Category:general -- posted at: 6:00am EDT

LinkedIn is a powerful platform and you can use its features to your advantage. In this episode, Ollie Whitfield talks about how to use LinkedIn voice messages and videos to schedule more appointments. 

Using LinkedIn voice message for effective appointments

  • The LinkedIn voice message is something new and not many people have seen it before. That’s why many are prompted to open it and listen to it. 
  • LinkedIn voice messages show that you’re giving effort; it’s a slightly elevated way of showing your desire to build a connection with others. 
  • Showing your face or letting other people hear your voice improves your outreach.
  • A mere text cannot convey your body language or your tone. 
  • A video message allows the prospects to see your mannerisms and that helps in building trust between people and implores them to do business with you. 

Improving your video messages or voice messages on LinkedIn

  • Think of it as a very targeted approach. You can’t send video messages or voice messages to everyone. Pick the right people to send the messages to. 
  • Instead of going through all the other channels, take it directly to the decision-makers and have a great chat with them. 
  • Make it a seamless conversation. Make sure not to send a voice message right off the bat. Set the expectation first. You can send a written message first, a heads up that you’re sending a voice note on a certain subject. 
  • Lay the foundation first before sending the voice or video message so that they know what’s coming their way. 
  • Ollie also curates content and posts it on LinkedIn. He takes note of the people who engage with his posts, lists the name of the people who engaged that fall under this ideal client profile, and then connects with them. Following up these people with a video makes the outreach personalized. 
  • Research the people you’re going to send videos to. Don’t jump into doing videos right away. Do your research and think of what you’re going to say before you make the video. 

“LinkedIn: How to Use LinkedIn Voice Message and Videos to Schedule More Appointments” episode resources

Follow Ollie Whitfield on LinkedIn. 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. Try Skipio at www.Skipio.com.

This episode is 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_1431.mp3
Category:general -- posted at: 6:00am EDT

LinkedIn is a huge platform that’s great for prospecting. The question is, once you’ve connected with a prospect, what should you do next? Join Donald Kelly and Ahmad Munawar as they talk about what you should do next once you’ve connected with the prospects. 

What to do next after connecting?

  • Keep pitching until they say yes. 
  • Even if the prospects don’t say yes, send them a contract or a payment link. 
  • The challenge in LinkedIn or in any other platform is to game the system. This means wanting to get everything from the platform by doing the least amount of work possible. This method, however, rarely results in any positive outcome. 
  • This is true for email outreach, for LinkedIn, and for advertising. 
  • Many salespeople and entrepreneurs see LinkedIn as an automated lead generation tool but this isn’t how LinkedIn works. 
  • What works in any business and in sales is relationship building. It’s not even about getting the prospects to like you, rather, it’s about getting the prospects to trust you. 

Building Relationships 

  • Relationship building is about conveying to the marketplace your expertise and why you’re worthy of the conversation. 
  • In Ahmad’s coaching program, they call it the Medicaid Pipeline. It means that clients don’t talk to strangers unless there’s a good reason to do so. That LinkedIn connection request does not qualify as a good enough reason to guarantee a conversation. 
  • Our job as sellers and salespeople is to make the prospects believe that there’s something here for them to look at. 
  • Follow the 80-20 rule. Talk about the script, the closing pattern, and the strategies 20% of the time and spend the rest talking about the prospects’ beliefs and how they feel about the offer. 
  • In Ahmad’s team, they talk about the client during their sales meeting. They don’t talk about the tactics, they talk about client success. It helps their sales reps to have bulletproof confidence when they talk to prospects the next time around. 

Believe in what you’re selling

  • Sales reps need to believe in what they’re selling. You need to be the vehicle in which that belief can be communicated to the marketplace. 
  • Gone were the days where you can just be good at sales and building relationships. Today, you also need to be very strong in product knowledge. 
  • If you want to make money in today’s economy, you need to become the expert that your clients want to engage with. 
  • If the customer has a leg up on you in terms of their knowledge and understanding of the problem then they don’t need you for anything. Be the expert in the conversation. 
  • As a sales rep, your goal is to publish. You have a treasure trove of knowledge from all that outreach and prospecting. Use that knowledge as lead indicators. Publish your expertise and evangelize your offering into the marketplace. 

“LinkedIn: Once You've Connected With a Prospect, Here's What You Should Do Next” episode resources

Connect with Ahmad Munawar via LinkedIn

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. Try Skipio at www.Skipio.com.

This episode is 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_1430.mp3
Category:general -- posted at: 6:00am EDT

How does being human on LinkedIn help you improve your sales game and increase revenue? In today’s episode, Ellis Stone joins Donald Kelly for a great conversation about being human on LinkedIn and what it means. 

  • LinkedIn is such a powerful platform for professionals, but everyone in the space is using it effectively. 
  • One of the issues that many are facing is that they’re not human enough on LinkedIn. 

Making human connections on LinkedIn

  • People on LinkedIn aren’t being authentic and instead of being themselves, they try to emulate others. 
  • Sales reps are too used to utilizing scripts and sending them out to hundreds of prospects. We don’t have much success with scripts because buyers know that it’s not coming from you. The truth is, people buy from people. 
  • It’s difficult for companies to scale and track custom messages for every prospect. That is why companies opt for scripts or automated messages. 
  • There is nothing wrong with using scripts, especially if you’re new to the sales game, but if you’re already a few years into sales and you’re still using scripts then you’re lazy selling. You’re not researching the prospects, you’re not trying to get to know the person, and you’re looking at them like they’re just numbers. 
  • Ellis tells his team to use their personality when they sell, talk, and write, because sales reps have a better chance of building connections when they’re authentic. 

Be successful on LinkedIn

  • LinkedIn now has a video messaging feature that everyone can use. It makes connecting much easier because they can see your face, your gestures, and they can hear the sincerity in your voice. A video can go a long way. 
  • It’s not all about the prospect on LinkedIn. You must build your brand on the platform. 
  • Make your profile page genuine. Make sure that when people are checking you out, they’re able to gauge you and relate to you. Don’t be afraid to put yourself on LinkedIn. Don’t be too professional in a way that everything needs to be perfect. Post some videos that show a relatable human side.  
  • Be interactive on LinkedIn. Join group talks, comment on people’s posts, like others’ posts, ask questions, and more. People in the same industry will eventually see your comments and questions and will check out your page.
  • Be vulnerable. Connect with people and be honest in your approach. If you want to learn, then put that in your message. People want to help others learn things about their space so ask questions. 
  • No matter how or how big the opportunity is, aim to always say yes. 
  • Enjoy your job. People don’t buy products; they buy energy. So have that energy whenever you make the call and give your pitch. 

“LinkedIn: Being Human on LinkedIn” episode resources

Connect and follow Ellis Stone of LinkedIn. You can also check out Sales for the Culture, an organization that aims to help black people into tech sales and help the ones already in there to go to the next level. 

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. Try Skipio at www.Skipio.com.

This episode is 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_1429.mp3
Category:general -- posted at: 6:00am EDT

LinkedIn is a platform that allows professionals to network and connect with others in their industry. In this episode, Donal Kelly talks about the three LinkedIn strategies that provide results. 

  • The issue here is that there are too many people on LinkedIn, and when we find people, we start pitching right away without adding value to them. 
  • Ensure that you are engaging and not just going to the platform pitching and pitching. 

Three LinkedIn strategies you need

 

  • Make sure that you are sharing content. ,
  • Create videos that you can share.,
  • Utilize the LinkedIn polls.,

 

Share your ideas/contents

  • You know a lot of information about your industry that you need to share with other people. 
  • The goal is to become a thought leader and an expert in your own space. 
  • Tribal Impact saw that 55% of decision-makers use LinkedIn content to evaluate potential partners. 
  • Important people are looking at your content and the value that you add to every post you share. So make sure that you’re sharing content relevant to your ideal customers.
  • Think of what your prospects are thinking but would never say to anyone and write a post about it. This content is relatable to many customers in your sphere. 

Create videos to share on social platforms, especially LinkedIn

  • Videos are five times more likely to increase your engagement on LinkedIn than any other type of content. 
  • Recreate your content and make it into videos. Use hashtags when sharing your video content for more visibility. 
  • You can also use videos and send them via private messages. It makes your messages more personalized and increases your chances of engagement. 

Utilize LinkedIn polls

  • Polls are like sharing a little message and then asking people for their opinion on the matter. 
  • Tribal Impact said that they saw 115% higher engagements in their polls for the last six months compared to other content they posted. 
  • Don’t just ask any questions. Make sure that your questions add value. 
  • Try to engage everyone who answers the poll and use hashtags in your post. 

“LinkedIn: Three LinkedIn Strategies Providing Results” episode resources

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. Try Skipio at www.Skipio.com.

This episode is 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_1428.mp3
Category:general -- posted at: 6:00am EDT

Sales objections happen all the time but with the health crisis today, it’s a standing question of how the pandemic may impact your customer’s sales objections or how it has already impacted them. Join Donald Kelly and Chris Mele as they talk about the pandemic, customers, and sales objections. 

  • Being in a software company means that the people you’re working with are former executives from other software companies as well. 
  • It’s a very complex environment and so people are critical of the academic principles and the things they adopt because there are real things that work for a software company and there are those that don’t. 
  • For Chris Mele’s experience, how they price, package, and license their technology has a direct connection to the sales force. 

The impact of the pandemic on sales objections

  • One of the biggest changes is the aversion to risks and this comes in many different forms. Buyers today are more risk-averse, especially when it comes to new relationships. 
  • Salespeople and companies start seeing the transaction size compress. People are no longer very keen on allocating cash.
  • With the pandemic, people are more stressed and thus more uncertain. It’s a tough selling environment. Unless you’re in the industry where you’re selling tools such as Zoom and other related tools. 

Why are there objections?

  • Price isn’t the only reason people aren’t buying. 
  • There are many companies today that offer premium prices that are doing well. There are a few companies that raised their prices and while they have fewer customers coming in, they’ve been able to isolate who they’re serving and they’re able to substantiate that premium value. 
  • Salespeople can destabilize the deal when you use word nuggets around the pricing, implying flexibility, at the early stages of the sales dialogue. 

Handling objections

  • In the B2B perspective, there are many things that you can do outside of the price that you are charging. 
  • If people aren’t buying because of the price then you need to start evaluating your offer. Ask yourself what it is you’re offering and if you need to offer all of that. If you can offer just half of it then do so. 
  • Never look at your cost, instead, look at the value that you’re offering.
  • Figure out what it is that you’re offering and the people to whom you’re offering. Make sure that you can name them. 
  • You may have a mix of customers you’re selling to pre-COVID and this group may include big and small enterprises. With the pandemic, you are losing some of these customers so it’s critical that you become very specific to the people you’re offering your products to. 
  • Even if the company falls down, you as the salesperson can still adopt. You may see the need to change the pricing a little bit or create your own little rules. The challenge here is to make sure that each salesperson isn’t changing the landscape entirely. Even when a customer meets two sales reps from the same company, their core offer and pricing should be the same. 
  • Pricing is an important part of the dialogue because it represents money that’s being invested. Sales reps have to be transparent and be upfront about the pricing early on the sales dialogue. 

“Objections: How the Pandemic May Impact Your Customer’s Sales Objections” episode resources

Follow Chris Mele on LinkedIn. You can also check more of his books and activities on 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. Try Skipio at www.Skipio.com.

This episode is 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_1427.mp3
Category:general -- posted at: 6:00am EDT

As part of the sales process, you can expect objections from everyone you’re speaking with, including your prospects. Join us in this episode as Donald Kelly and Matthew Pollard answer the question, how can you prepare for your prospect’s most likely objections?

What is networking? 

  • Networking is about fostering long-term relationships with champions and momentum partners. They are the people who sing your praises and have high-level credibility. They are the people who share your work beyond the networks you currently have. 

Preparing for objections

  • A system is an external process and if something goes wrong, it’s not a personal attack on you. It’s just that there’s a part of the system that broke and you need to fix it. 
  • Introverts need to realize that externalizing and having a structured system in networking sales allows them to treat each objection, not as a personal attack. 
  • Introverts also need to have a plan and a structure of what they want to say instead of getting stuck in their heads for thinking of what to say and ending up not articulating the best version of themselves. 
  • Focus on receiving objections. Introverts often get stuck in their heads when they get an objection and then they end up not knowing what to say.  
  • Objection handling cushion is a way for extroverts to emotionally regulate and for introverts to work out what they say. 
  • Select a story to tell. It’s critical that you know the three major problems of your prospects and to have one story for each of these major objections. So, think of the three major objections and the three major stories. 
  • You can embellish your story to make it more interesting. Try to improve it everytime you retell it. 
  • People remember 22x more information when embedded into a story. 
  • For introverts, it activates the reticular activating system of their brain and creates an artificial rapport with the customers. 
  • Tell a story that is well-rehearsed and well-practiced. Introverts don’t believe that they can do it so they don’t gravitate toward it right away. 
  • The people who make plans and make the right preparations are the ones who succeed. It’s not about being introverted or extroverted. It’s about doing the right preparation. 

“Objections: How Can You Prepare for Your Prospect’s Most Likely Objections?” episode resources

Follow Matthew Pollard on LinkedIn. You can also check more of his books and activities on 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. Try Skipio at www.Skipio.com.

This episode is 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_1426.mp3
Category:general -- posted at: 6:00am EDT

Women are doing great things in the sales industry. In this episode, Donald Kelly is joined by an amazing woman, Nadia Rashid. Listen as Nadia shares how to overcome the most common objections in B2B sales. 

Nadia Rashid is the SVP of Sales for Seismic on the East Coast. She manages all the teams from the commercial mid-market all the way through enterprise and global. 

Defining Objections

  • For Nadia, objections are obstacles. These are the concerns that prospective buyers convey. Objections are buyers’ concerns that salespeople need to overcome. 
  • The objection is almost needed in sales because it allows the buyers to do a clear assessment of what’s in the market. 
  • It’s also a good indicator between a good salesperson and a great salesperson. How you react to objection when it’s thrown at you shows how much experience you have. 

Overcoming objections

  • Nadia teaches sales reps to ask difficult questions in every call - are there any concerns? Is there any reason we shouldn’t move forward to the next step? These questions help sales reps ensure that there is a sales relationship built and that there are no surprises. 
  • Nadia categorizes objections in several areas, an example of which is the top of the funnel objections. These are objections during the actual sales cycle such as the lack of budget, the lack of resources, cost justification, and competing priorities. 
  • When there’s an objection, it’s important to take a pause. While others feel that it’s uncomfortable, this pause allows the buyers to gather their thoughts. 
  • Do the five-second rule for assessment. 
  • Nadia also asks sales reps to listen to other top sales representatives and learn from them. Oftentimes, they learn two things from these great sales reps: to actively listen and to ask a lot of open-ended questions to understand and validate the good stuff. 
  • Think of objections as a four-step process. 
  • Ensure that you’re listening.
  • Always validate and ensure that your buyer/the person you’re talking to understands what you’re saying.
  • Respond accurately. There’s no need to lie; if you don’t know the answer tell them honestly. 
  • Confirm that you’ve resolved the objection. 
  • An open dialogue is much more collaborative and better received. 
  • Come from a place of concern. You need to care about what it is that you’re solving for the prospect and how your solution is going to impact them. 
  • As sales reps, it’s critical to listen well and ask open-ended questions to trigger the buyers to think. 
  • Open-ended questions allow you to see if there is an opportunity there and see how engaged the prospects are. 

“Objections: How to Overcome the Most Common Objections in B2B Sales” episode resources

Follow Nadia Rashid on LinkedIn. 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. Try Skipio at www.Skipio.com.

This episode is 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_1425.mp3
Category:general -- posted at: 6:00am EDT

How do you get past objections? To make it more specific, what can you do if you can’t address your prospect’s objections during a call? Natasha Davis joins Donald Kelly in this next episode on objections. 

  • Natasha Davis is a brand strategist, and she recently released her second book entitled, Unleash Your Millionaire Mindset and Build Your Brand. The book talks about the business from top to bottom and all the in-betweens. It’s about the things we’re afraid of and the things we don’t usually talk about. 
  • As a brand strategist, it’s her brand to look at a company from the top to the bottom and all the in-betweens. 
  • Natasha wasn’t always the entrepreneur. She started her working career as a nurse doing emergency and trauma, and she loved her job. She got bit by the entrepreneurship bug, and when she realized she couldn’t shake it off, she dipped her toes in it. 
  • After a while, she realized that she likes being an entrepreneur, so she made the shift and went from being a nurse into what she is now. 
  • Sometimes, salespeople are so passionate about what they could give that they forget that objections are part of the business. 
  • In this era, businesses need to scale and keep scaling. Companies need to think big, build momentum, and scale fast. 

Addressing Objections with Prospects

  • Not being prepared for the objection is painful for a business. 
  • Document the objections. Whenever you get an objection, don’t just leave it in your head. Document what the objection or rejection was, create a document, and build responses to the objection/rejection. 
  • Most times, the reason for the rejection is because we failed to give them enough information for them to make the decision. Without ample information, people just eventually end up saying no.  
  • Many sales reps get too excited about what they offer. We forget that it’s not about us - it’s about them. It’s always about what the prospects need, about the solutions that work for them, and it’s about their pain points. 
  • Your goal is to tone down the pressure of selling to have that natural conversation where you’re giving out information to help your prospects. 
  • A lot of times, businesses struggle around process and performance. 
  • People are core to a business, but the process or the system is also as critical. Without a process/system in place, your people would be working in chaos. 

Use the right approach

  • Keep learning and keep putting things together. That allows you to take a step back and start identifying the needs of the prospects from the point of hello, from the point of the first contact, whether it’s an email, on social media, or other platforms. 
  • Know the pain points before entering into a conversation instead of offering everything you have like a buffet. People don’t want that many options. 
  • Start the conversation by asking the why by determining their reasons for reaching out and knowing their trigger points. 
  • Know your products like the back of your eyelids. You need to break down your products and services into bits that prospects can understand and appreciate. 
  • Establish a transactional relationship at the beginning of the conversation. Still, you can’t enter into the price conversation before you’ve established an agreement that the solution you offer is what they’re looking for. 
  • It will help you set up that transactional relationship if you have the basic information pinned down. So, put up basic preliminary questions in your online appointment. 
  • While it is not wrong to have a red carpet concept for your business, you need to remember that you’re not meant to service every person in every industry. There’s only a certain subset of people you’re meant to service. 

“What to do If You Can’t Address Your Prospect’s Objections During a Call” episode resources

Follow Natasha Davis on LinkedIn. You can also check out her 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. Try Skipio at www.Skipio.com.

This episode is 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_1424.mp3
Category:general -- posted at: 6:00am EDT

The idea of objections is always common in sales. You can’t get away from it but how do you handle objections? How can you handle price objections in this new COVID world

What’s your view on objections?

  • Objections have always been in sales; these objections are not going anywhere. 
  • The real point, however, is the why. Why are you getting these objections? What are you trying to achieve? 
  • Sales reps need to figure out the why of the objections to be able to move around them. 
  • The sales process isn't only about getting your goal which is closing the deal. It’s about slowing down and understanding the journey. It’s about determining the reason why the prospect is talking to you and why they took the initial call. 
  • We should remember to ask the why for every part of the sales cycle. 

Overcoming objections

  • It comes down to having confidence in yourself as a seller and this comes from experience in getting knocked down several times and the experience of getting those wins. 
  • Sales reps need to ask the difficult questions but you also need to have the knowledge behind it so that you can answer any questions that may be thrown at you. 
  • Aside from the confidence in yourself as a seller, you also need to have confidence in whatever you’re selling. You need to do due diligence on your part to understand the products available. 
  • Prospects today respect you more if you ask questions and don’t stop at the surface level. They respect you when you do all the steps in the process. 
  • Buyers only buy from people who are checking all the boxes and asking the right questions. 

Building confidence

  • The first step to building confidence is by giving yourself grace and it comes with time. 
  • Believe in yourself that this is a journey and you’re not supposed to be good at day one. 
  •  It’s critical to take the time to invest in various self-promotions. Kristi was able to be a part of an organization that has its own sales methodologies. 
  • Take different pieces along the way with your own experience to build your own way of selling. 
  • It also helps to be part of an organization where you really believe in your products or services. 

Overcoming objections in this age

  • Aside from knowing the why, it's also good to have that gut instinct. 
  • Use your gut instinct to judge people’s character to understand what it is they’re really saying. 
  • Do your research. There are a lot of companies that are doing their studies and publishing articles on how COVID has affected them. Find the things you need that will start the conversation. 
  • Sales is a matter of being there for your prospects and clients. 
  • We live in a world where there is so much content out there, we have all the advantages compared to the sellers years back. 
  • Do your part, sift the information available and share the ones that you know can add value to your prospects. At the end of the day, people like to be told what to do when it’s done the right way. 

“Objections: How Can I Handle Price Objections In This New COVID World?” episode resources

Check out Kristi Strickland and follow her on LinkedIn. 

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. Try Skipio at www.Skipio.com.

This episode is 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_1423.mp3
Category:general -- posted at: 6:00am EDT

Sales isn’t sales without objections. As a sales rep, how will you overcome objections? In this episode, Donald Kelly talks about the basics of sales objections. 

The basics in sales objections

  • An objection is defined as an expression or feeling of disapproval, an opposition or reason of disagreeing. 
  • From the buyer's perspective, objections are when the buyer has disapproval or maybe they don’t agree with something. 
  • Common disapproval in sales training is when the potential clients say that they don’t believe that the training can help their team. 
  • There’s truth in that objection but sometimes, the reason may just be because you have interjected yourself into the buyer’s situation or they may be uncomfortable with the situation moving forward. 
  • One of the things that most people don’t like about salespeople is that they can come off as being pushy sometimes. 
  • When we’re being pushy, the buyers or prospects won’t be in a state where they’d be ready to listen and be interested in the products or services offered. 
  • Even if that product can solve their problem, at that moment, it’s not something they value. 
  • Salespeople need to understand that objection and why they’re getting it in the first place. 
  • You can’t take the objection at face value because the buyers don’t necessarily understand the value of what’s being shared with them. 
  • Salespeople should back down in the first objection. Instead, learn to take a step back. 
  • Give them a menu or options. Reach out to them and try to determine the reason for their objection. 
  • An objection doesn’t mean that they won’t do business with you.
  • Don’t make it a lost deal right away. Find more ways to build value and show them that value. Approach all the other decision-makers in that organization too. 
  • The goal is to go past the objection and let them see the value of your product or service. 
  • Stand out from the competition by being creative and by being persistent. 
  • A No now doesn’t mean that it’s a No forever. 
  • You can check out Ciara. It’s a company that helps you figure out effective ways that your team has been using to move past objections. 

“Sales Objections 101” episode resources

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. Try Skipio at www.Skipio.com.

This episode is 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_1422.mp3
Category:general -- posted at: 6:00am EDT

For many, 2020 has not been a good year. If 2020 left you feeling defeated then do the work to overcome it. In this episode, Chris Williams talks about how you can do that. 

Moving forward in 2021

  • 2020 was hard for everybody regardless of social status. It was a hard heart and mind-bending process. 
  • For Chris, there are three things that matter:
  • You need to be yourself. In this time when money and the market are getting pushed, it’s difficult for people to figure out who you are. Eventually, you start to become someone else. You start to see other people on social media and you aim to become more like that person. You need to stop that and anchor down to who you are and what your core values are. 
  • Whatever your metrics are, whatever your numbers are, it’s not about the money. It’s about what you know that you’re good at and being able to anchor to that. A good handle on that will give you assurance and confidence. 
  • Have an actionable plan. You need to put up an actionable plan that leans on your strength. 
    • This may mean that you need to read a book, listen to a podcast, or other amazing resources you can get your hands on. Pick up resources that will give you actionable stuff that you can do. 
    • This is about clearly defining the list of things that you can do every single day. 
  • You need to have a community that supports you. You need to be with people with hearts, souls, and minds. 
  • People are inherently social beings. We have cultures, religious affiliations, political parties, and more. We need to anchor to a group of people who share the same beliefs and interests that we have. 
  • Don’t consume just any information available out there. Instead, lean in on the experts that provide the information that you like to consume. 

“If 2020 Left You Feeling Defeated, Do the Work to Overcome It'' episode resources 

Follow Chris Williams on Facebook and Instagram. 

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. Try Skipio at www.Skipio.com.

This episode is 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 Bright seed and Hill.

Direct download: TSE_1421.mp3
Category:general -- posted at: 6:00am EDT

What does being one of the best sellers in history entail? In today’s episode, Donald Kelly focuses on Oprah Winfrey as one of the world’s best sellers in history. 

Getting to Know Oprah Winfrey

  • Oprah Winfrey was born on January 29th, 1954 and her parents are Vernita Lee and Vernon Winfrey. 
  • She had her first speaking gig in front of the congregation at church, where she spoke about Jesus and how he rose from the dead on Easter Sunday. It was the beginning of her knowledge that this was something she could do. 
  • Oprah began writing and selling her speeches when she was 12. At one point, she earned $500 from selling her speeches. 

Structure and Expectation

  • Oprah’s father gave her structure and expectation that allowed her to excel. She got a scholarship to Tennessee State University and was invited to the White House as well. 
  • Oprah’s success stems from five elements:
  1. She is relatable and she knows how to build relationships
  2. Her creativity and willingness helped her act even in difficult circumstances
  3. She’s a hard worker
  4. She thinks big and she continues to push herself
  5. Oprah is selfless

On being relatable and building relationships

  • Oprah allows herself to be vulnerable and she values her authenticity regardless of whether there’s a camera or not. 
  • She shows empathy to everyone she interviews. Instead of just asking the questions point-blank, she sees the humanity of every person and asks them like a fellow human being instead of a reporter. 
  • Oprah isn’t afraid of making mistakes and owning them. 
  • The same is true for sales: it is impossible for salespeople to be perfect in everything we do. Making mistakes is part of the process and being honest about your mistakes makes you a relatable salesperson. That’s the kind of salesperson people often gravitate to. 

On being creative and having the willingness to act

  • Oprah doesn’t just sit and wait for things to happen. She takes action and turns things around. 
  • In sales, you may find yourself in a difficult situation sometimes. Instead of groveling about it, you need to act and make the best out of the situation. 

On thinking big and pushing yourself forward

  • Oprah wanted to become an actress but wound up in the journalism industry. She did not, however, stop aiming for her dream until she became the lead in the film, The Color Purple. 
  • Sales reps can learn from Oprah Winfrey and her elements to success.
  • Sales representatives may sometimes feel the need to offer things with strings attached in order to get ahead but that’s not always the best option. 
  • The door will still open if you are generous and give more to other people. The goal in sales is to help others and to give them solutions. 

“The Best Sellers in History Series - Oprah Winfrey'' episode resources

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. Try Skipio at www.Skipio.com.

This episode is 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_1420.mp3
Category:general -- posted at: 6:00am EDT

Some people perceive that there is a power struggle between the men and women in the sales industry. In this episode, Lorraine Ferguson talks about leveling the playing field for women in sales. 

Getting to know Lorraine Ferguson

  • Lorraine Ferguson started her career in sales back in the 80s with a startup technology company. She never thought that she’d see herself in sales. 
  • Back then, there were still no women in sales. She was young and inexperienced then. So, she followed what the other salesmen did. 
  • As a woman in a male-dominated career, she often felt intimidated by the men she met. She felt like she wasn’t taken seriously and there were times when she was only asked to take notes or to go and bring the boss. 
  • As a young girl, she was taught that being good meant accommodating others and knowing her place. She didn’t realize that the principle stayed with her. She found herself buying into the buyer system. 

Women not Glamorizing Sales 

  • There is a negative stigma in sales. Many women don’t see sales as an effective career. 
  • Another challenge is that we weren’t told about sales as a potential career. It’s not something that your guidance counselor talks about. 
  • Most times, men are hired because the people in the leadership roles are also men. Sometimes, they don’t even think about women as a good fit for sales. 
  • It’s a combination of mindset, what we think, and what those who are hiring think when they are looking for a good candidate. 
  • Many are also looking at sales as a stepping stone or a last recourse. This isn’t a good thing for women since women have so many natural strengths that are needed in the sales profession today. 

Womens’ natural talents in sales

  • To be successful in sales today is much more than just knowing your own products and services. It’s about your ability to connect and understand other people. Buyers today are expecting salespeople to know about their own business as much as they know their own products and services. 
  • Women have the ability to connect the dots and figure what the problem is. Women are good listeners and are able to come up with empathic solutions. 
  • When it comes to selling, it’s critical to be quiet, to listen, and to ask the right questions. 
  • Women tend to be more concerned about others. They have the natural ability to put themselves in the background.

Women in sales

  • Women need to work a little bit harder to prove themselves. Sometimes, they need to prove themselves to the person they’re working for. 
  • The organization is a huge help for women. It’s critical for the organization to have a selling process that fits women like a glove. 
  • Women like roadmaps, they like to have direction. When they follow a process, they are able to have personal presence and they’re more likely going to win a deal. 
  • Often, the right system for women is when there’s no pressure. 
  • Women need to work on their personal presence. They need to put a system in place. Change the things that prevent them from achieving more. Learn to take control of the conversation. 
  • Lorraine’s Sandler Training helps salespeople develop a mutual agreement between your objective and what the customer/client wants to cover. 
  • Having the upper hand in the conversation allows you to have more confidence. 
  • Even with the slow progression in sales in terms of perceiving women, still, women have come a long way. Many women are becoming more successful in sales.

“Leveling the Playing Field for Women in Sales” episode resources

Follow Lorraine Ferguson on LinkedIn.  

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. Try Skipio at www.Skipio.com.

This episode is 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_1419.mp3
Category:general -- posted at: 6:00am EDT

Women are strong willed individuals who can thrive in the male-dominated sales industry. Today’s guest will help us understand how women can thrive in the male-dominated sales industry. 

Thriving in the male-dominated industry

  • Cherilynn Castleman released a book entitled, What’s in the C.A.R.D.S: Five Post-Pandemic Sales Strategies. 
  • She’s been in sales for over 25 years and was able to experience the global financial crisis in 2008 first-hand. 
  • When she first started selling, salespeople used to spend 20% of their time building relationships and 80% on sales. This book talks about doing the opposite. 80% of the time should be spent building relationships while the other 20% should be focused on sales. 
  • The book is about how to connect and build relationships with other people. It’s about collaborating with clients and becoming more emphatic. 

The Perfect Time to be a Woman

  • Harvard Business Review released a study in May 2020 that women outsell men after a crisis. Women, by nature, are emphatic, collaborative, and open-minded creatures. 
  • The best time for women to go into sales is right now.
  • For Cherilynn, there are three levels of listening:
  1. Restaurant listening - it’s when your brain thinks a 100 miles a minute. You think of what food to eat or what food you had last week. 

A lot of salespeople sell this way. They’re very knowledgeable, so when their client starts talking, the sales reps are already answering every question in their heads. 

  1. Reflective listening - We’re taught this in school. 

It’s when sales reps reflect what it said back to the clients. They’d reflect the conversation and then they present their pitch. 

  1. Empathic listening - this is listening between the lines and listening to the words that weren’t spoken. 

You do this by muting your brain and taking deep breaths. This will allow you to focus on what’s being said and what’s not being said. It allows you to connect to the people talking on a deeper level. 

The 4 Fs

  • Ask people about the four Fs:
  1. Ask them what it was like for their first day of the pandemic. Were they worried about their job? About their production? Ask them what it was like the first time they were doing what they’re doing now. Then, listen carefully.
  2. Ask them about their failure. 
  3. Ask them about their future. 
  4. Ask them about their finest moments. 
  • Any sentence that starts with an ‘I’ is not being empathetic. 
  • When you talk to clients, always be present and be where they are. 
  • Be with their frustration and then allow them to formulate a solution with you. 
  • It’s not that people hate Zoom calls; it’s more like they hate the way you run Zoom calls. 
  • You have to be authentic. Women are okay with being a little bit vulnerable as opposed to men. Make yourself relatable. 
  • You don’t necessarily have to be formal and take on that sales voice every time you jump on Zoom. 
  • Pause, figure out your superpowers, and leverage them. 
  • Right now, sales is about being open-minded, about being strategic, and about helping the clients come up with a vision. 

“How Women Can Thrive in the Male-Dominated Sales Industry'' episode resources

Connect with Cherilynn Castleman via LinkedIn. You can also check out her 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. Try Skipio at www.Skipio.com.

This episode is 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_1418.mp3
Category:general -- posted at: 6:00am EDT

It’s a common problem among workers in many industries. The question remains, why are women sellers paid less than their male counterparts? Let’s talk about this subject in today’s episode. 

Being in a woman in sales

  • Jaunai Walker has been in the sales field for almost 20 years. It was her first job after she finished grad school. 
  • By 2007, an opportunity opened up and she landed a role in medical sales. 
  • Women being paid less isn’t only because of other factors but also because of ourselves. 
  • Jaunai suggests that it’s critical to learn to look at ourselves as women and see what we put out there. 
  • For most women, the stigma about what salespeople are remains in the back of their heads. 
  • Another factor is that at the interview part, women sell and promote themselves less than men do. Women don’t want to be seen as boastful, so they present themselves as heart-centered as they often do themselves a disservice. 
  • Women are seen as less confident compared to their male counterparts and because of that, they are often seen as less competent. 
  • Women also don’t ask or negotiate as much because women don’t want to be seen as pushy. Jaunai feels like that’s because of the fear of not being enough. 

Bridging the gap

  • Women have these different personalities. They take on different faces when they’re at home or when they’re selling. 
  • There is a need to bridge the gap between the two. Bridge the gap between who women are out there and who they are in every aspect of their lives. 
  • It’s a proven fact that women are better closers than men so women have to channel that confidence. 
  • Don’t be afraid of a sales career. Everything you have right now from every industry wouldn’t happen without being sold. Even those things that aren’t seen, like ideas. 
  • Women have to be bold so it’s time to claim it. It’s critical to stand out and step up. 

“Why are Women Sellers Paid Less Than Their Male Counterparts?'' episode resources

Follow Jaunai Walker on Linkedin. Check out her sales program, Perfect Your Pitch: Irresistible Sales Conversations that Convert for Heart-Centered People Who Have Heart Centered Businesses. Just give her a beep on LinkedIn! 

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. Try Skipio at www.Skipio.com.

This episode is 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_1417.mp3
Category:general -- posted at: 6:00am EDT

Imposter syndrome is common among salespeople, and it chooses no gender. In this episode, however, let’s learn how imposter syndrome affects women in sales. 

Melissa Oakes truly believes that she changes people’s lives. Although many don’t share the same thought, being able to bring people back to a time in their lives where they were happiest is a huge accomplishment. In the Hair Club, her team gets to help people feel good about themselves every day. It’s not just about the hair; it’s about what people can do for themselves to make their lives better. From having a better hair day to having a better life.

Starting Hair Club

  • It started out as a Hair Club for Men where almost all the salespeople were men. Melissa was one of the first female consultants. She also shared the negative stigma of salespeople then. 
  • Personally, she didn’t want to become a salesperson due to that stigma. 
  • When she did get into sales, into a male-oriented industry, she felt like she always had to overcompensate. She felt like she needed to do things right because she had something to prove. 

The Imposter Syndrome

  • Imposter syndrome leaves you feeling doubtful and dealing with other negative emotions. Doubting whether what  you do is enough; whether you are good enough. 
  • It was a challenging time for Melissa because it prompted her to take things personally. 
  • When she faces objections, she takes it as an attack. For men, they can just move on. The same isn’t true for women. 
  • Melissa always got into her own self-talks and eventually she realized that her doubts were making the sales process more about her and less about the person sitting in front of her. 
  • She realized that she couldn’t help other people if she remained in that state. The rejection she experienced didn’t motivate her. Instead, it piled up a lot of doubts in her head. 
  • Going over that state not only helps you as a salesperson, but also the people you’re trying to make an impact for. 
  • Melissa learned to turn that No into a Not Yet. It helped her follow up with someone and make sure that she is in contact with them, building relationships and connections with them. She learned to focus her attention on the people she’s helping and on what she could do for them. 
  •  It’s important for new salespeople to be genuine and be authentic to themselves. Sales is about making connections so be genuine in your own way, and build connections in a way that works for you. 
  • Giving quality service is about finding out what the person needs from you or how your business/service/products help them. 
  • We need to care more and show that personal connection. We also need to celebrate the little wins because that will get you out from whatever feeling you’re in. 

“How Imposter Syndrome Affects Women in Sales” episode resources

Follow Melissa Oakes on LinkedIn. 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. Try Skipio at www.Skipio.com.

This episode is 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_1416.mp3
Category:general -- posted at: 6:00am EDT

Sales is a huge industry and it’s big enough for both men and women. However, the number shows that there are few women in this career. In this episode, we will talk about the reasons why we need more women in sales. 

Women in Sales

  • Women are the best in sales. 
  • There are very few women in sales then and the number hasn’t improved much over the years. 
  • As a woman or a salesperson in general, you need to think of what you’re selling and how your buyers are. 
  • There are many categories where women are the primary decision-maker and buyers. 
  • Companies should see the need to have a salesforce to represent who the buyers are and 50% of the buyers are women. 
  • This is especially true for categories where products are more female-oriented. 
  • Having more women in sales also promotes diversity of thoughts, thinking styles, and perspectives. 
  • For the last 25 years, there have been more women in sales. There are also industries where women are the dominant sellers. 
  • In most times, it’s up to the manager if they give women the opportunities to be out there and represent the product. 
  • The truth is, it’s not just about having more women in sales. It’s more about the broad scope of diversity. That includes gender and race. 

What you need to be in sales

  • Sales is not just about having graduated college. Sales is about understanding relationships. You don’t need to graduate with triple masters to be equipped with soft skills. 
  • You can be a great salesperson even when you didn’t have an MBA. 
  • Tiffanni stumbled into selling by accident. Her mother didn’t have the most positive response the first time she told her that she wanted to get into sales. It was later on that her mother realized that everything worked out for her in the end. 
  • There is a gap between men’s and women’s pay. There’s also a gap of pay between language and race. If you are a manager, you need to line up your team and see if there is a gap and how much the gap is. It’s time to shore it up and decrease if not totally eradicate the gap. 
  • Tiffanni was courageous and she followed what she believed in even when she had to give up a current position to be able to move further in her career. 
  • She kept stretching herself and kept learning more. Most importantly, she took the responsibility for her decisions. 
  • She’s now in a different part of her career. Instead of keeping moving forward, she’s now in the contribution mode. She helps others by sharing her journey. 
  • For beginners, it’s imperative that you understand the process, know yourself and the things you’re good at and use these things to your advantage. 

“Why We Need More Women in Sales” episode resources

Connect with Tiffanni Bova via LinkedIn, Facebook, and Twitter. You can also read her book, Growth IQ, and follow her podcast called, What’s Next with Tiffanni Bova. 

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. Try Skipio at www.Skipio.com.

This episode is 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_1415.mp3
Category:general -- posted at: 6:00am EDT

Working in the sales space, Donald Kelly has met a lot of people who impacted his journey one way or another. In this episode, he talks about how women leaders have impacted his sales career. 

Women in Donald’s life who made an impact

  • Throughout Donald’s career, he has met several women sales leaders who guided him and helped him persevere. 
  • While he was doing the Accidental Seller Series in 2019, one of his first guests was his mom. While she didn’t have experience in a traditional sales role, she ran her own shop in Jamaica and that taught her valuable sales skills. Donald’s mom was a dedicated person and today, she still has that passion and drive. This mental attitude taught Donald to work hard and take advantage of the tough times. It also taught him not to give up too easily. 
  • Donald’s Aunt Ivy also helped him. She raised him for a while when his Mom came to the United States. He saw how hardworking and creative she was. She bought things in America and sold them back in Jamaica with a margin. She was one of the successful entrepreneurs in the community. 
  • The next person who helped and pushed Donald is his wife, his better half. Donald’s wife taught him to be better. She taught him to do his best and to walk the extra mile. 

Women Leaders in Sales who influenced Donald 

  • Laurie was one of the women sales leaders who impacted Donald’s career as well. She was in a software company where most of the employees were men. Laurie, however, was able to stand on her own. She was one of those individuals who could find the problem, identify the problem, and solve it. 
  • Donald also worked with Lisette. She’s now with the upper management of a large tech company in South Florida. She’s able to use her problem-solving skills and ask effective questions. She’s also a great student who easily understands the clients’ needs and their pain points, and she has a great way of helping them solve their problems. She understands their business and she sounds like an insider. 

Women in sales

  • The Harvard Business Review reported in 2019 that the B2B sales landscape has been shifting in ways that favor women in sales. It said that 86% of women achieved quota compared to 78% of men. 
  • Both women and men choose the same seven capabilities but they differ in the ones they emphasize. Women emphasize connecting, shaping solutions, and collaborating with others. Men, on the other hand, relied more on improving and driving outcomes. 

“How Women Leaders Have Impacted My Sales Career” episode resources

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 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

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 or 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_1414.mp3
Category:general -- posted at: 6:00am EDT

Salespeople know that objections are a big part of sales. In this episode, Brandon Bornancin talks about how to effectively handle objections during discovery. 

Objections in the discovery phase

  • There are two things you need to become a millionaire: one, a massive list of everyone you need to sell to, and two: the ability to master and anticipate sales objections. 
  • Brandon became obsessed with sales objections and sales objection scripts. People don’t talk much about it because they’re somehow showing their weakness. 
  • Some salespeople believe that they shouldn’t overcome objections. Salespeople shouldn’t battle it out with prospects. 
  • The truth is if you have a product that would help the clients’ lives for the better, you need to learn to overcome their objections. 
  • Overcoming objections is very much like playing a Super Bowl championship game: you need to be prepared. You need to have all the plays, the strategies to address their objections, and you need to learn most of the possible situations. 

Overcome the objections

  • Brandon makes his team write objections in a Google doc because it automatically creates outlines.
  • There are only fifteen typical objections and we usually just face five of these every single time. 
  • Write down every sales objection and write out the script to overcome every single one of them. 
  • The scripts can play differently every single time. All the different scripts are different plays that you can customize. 
  • Write the scripts for every single objection. Have them handy, memorize them, study them, rewrite them, and practice them every single day. 
  • Use them as much or as little as you need. Customize them in a way that would best fit a certain situation. This isn’t a one-size-fits-all kind of thing. You don’t have to use it exactly as it is; use parts of it. Slice and dice your scripts depending on the kind of objection you get. 
  • Your script is your roadmap. You can use it to overcome the objections and build up your value to the end of the sales journey which is the closing. 
  • The number one objection is: I’m not interested. This is the most common objection that you hear. If you don’t learn how to do that, then you’re failing the number one objection in all of sales calls and every sales pitch. 
  • When prospects say that they’re not interested, it simply means that they’re not seeing interest enough to commit their time and energy.
  • When a prospect says that he/she is not interested, you need to dig in and figure out why he/she isn’t interested. It’s always important to dig in a little deeper. 
  • Brandon and his team created Seamless.ai for account-based selling. 
  • The best way to email a list is to pick a niche to reach. You can pick a persona in an industry with one pain point then write a personalized pitch to that person. You can send this pitch to the niche and when they get that email, they’d feel that it is personalized and relevant. People from the same niche typically have similar pain points. You need to address that pain point. 

“Discovery: How to Effectively Handle Objections During Discovery” episode resources

Follow Brandon Bornancin on LinkedIn. You can check out Seamless.ai as well, the world’s first and only real-time search engine for B2B contact information. Read one of his books, Seven Figure Social Selling: Over 400 Pages of Proven Social Selling Scripts, Strategies, and Secrets to Increase Sales and Make More Money Today! 

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 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

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 or 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_1413.mp3
Category:general -- posted at: 6:00am EDT

We are still in the discovery stage and in this episode, let’s talk about the importance of leave-behinds after remote discovery meetings. Join Donald and David Keesee as they discuss more about leave-behinds. 

The beliefs in Sales

  • Salespeople don’t come from a place of selling. Rather, we come from a place of serving. 
  • The leave-behind frames the clients so that they would feel like they are being served, they have a good understanding, and that there is clarity and simplicity to your offer. 
  • The frame is a context. It’s a way of looking at something. In whatever conversation you’re having, it’s always important to set a frame. In sales, you need to set a frame in a way that clients see a positive context on things so that it becomes easier for them to say yes. 
  • The use of questions is critical in sales. The way you ask questions builds up authority and credibility. 

Before the leave-behinds

  • You can visit Beautiful.ai. It’s a site where you can create amazing pamphlets and slides to give to people before you start your presentation. 
  • It’s like pre-framing people by giving them something beforehand. It may be case studies, social proof, or other credibility building support. 

The importance of leave-behinds

  • The higher the value of what you’re selling is, the more customized your leave-behind should be. 
  • It can be an actual presentation, or anything that would provide added value. 
  • You need to ask yourself what your client would need to believe to move forward and how you can demonstrate that kind of belief they have to adapt. 
  • It matters what you leave behind. 
  • How you handle the objections on the spot is a measure of how good of a salesperson you are. 
  • Think about the top four objections why people don’t say yes and prepare for them. 
  • To be a great salesperson, you need to understand human beings. 
  • It is important to be more conscious in considering what it is like to be the client, understand where they are coming from, and what beliefs they need to have. 
  • Being a great salesperson means selling a great product to people who need your product. It is your duty to convert their mindset so that they take action on something that is good for them. 

“Discovery: How Important are Leave-Behinds After Remote Discovery Meetings” episode resources

Connect and follow David Keesee on LinkedIn. You can also visit his website, David Keesee. 

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 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

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. 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_1412.mp3
Category:general -- posted at: 6:00am EDT

We already know that the discovery meeting is an important part of the sales process. In this episode, we’ll talk about the best ways to structure your discovery calls and improve outcomes. 

Structuring your Discovery Calls

  • Salespeople accomplish more selling by how they structure and conduct the discovery meetings. You accomplish more by how you ask and how you pitch. 
  • Discovery precedes presentation. We first need to understand why we’re doing this. 
  • You need to get the customers comfortable with you. You have to build credibility so that the customers and potential clients are willing to talk to us. 
  • Salespeople are not “Yes-man” people. We need to level the playing field. We can’t go thinking that we’re winning the deals by scoring obedience points. 
  • It’s critical to understand the purpose of discovery. 
  • Salespeople have two missions: 

 

  • To produce the most value and the best outcome for the customers
  • To give ourselves the best chance of winning the deal

 

  • There’s this obedient salesperson in us that tends to break the rules if an interested client comes in. We skip the discovery meeting phase and go directly into the sales journey. But this sends out a message that you don’t care much about the discovery phase. 
  • It is important to own the process. Let the customers jump through some hoops. Let them know that they also need to do their part if they want to partner with you. 
  • Without the discovery process, you won’t know what they need and you won’t be able to tailor your presentations when you’re talking to people. You also won’t be able to understand how they make the decision. 
  • As salespeople, we need to understand their pain, their frustrations, and their challenges. 

“Discovery: Best Ways to Structure Your Discovery Calls and Improve Outcomes” episode resources

Connect and follow Mike Weinberg on LinkedIn. Grab a copy of his book New Sales Simplified.

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 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

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. 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_1411.mp3
Category:general -- posted at: 6:00am EDT

In today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. 

The challenging part of the sales process

  • Many people make the mistake of taking discovery meetings for granted during the sales process. 
  • There are typically two sides of the sales process: the prospecting side and the closing side. 
  • The prospecting side is the hustle part that many salespeople don’t care for as much. 
  • The closing side is when the transaction is completed. 
  • Another critical part of the sales journey is the discovery meeting. 
  • Sometimes, salespeople assume things about their clients and prospects without checking in with them. They go to the presentation right away and do it beautifully, too. They are taken aback when the prospect doesn't close the deal with them. 
  • For Donald, the discovery part of your sales process is more important than the close. 
  • Without discovery, you won’t be able to close. 
  • You have prospects that do not fit your product and services. There could be any number of reasons why these prospects are not a fit.
  • Probing, digging, and getting information will help you disqualify prospects. 
  • Salespeople should focus more on disqualifying the prospects instead of trying hard to quality them. You want to get rid of the ones that don’t fit the bill to focus on the ones that do fit the bill. 
  • Discovery meeting allows you to do the following: 
  1. Understand the needs of the client and understand our capabilities. 
  2. We understand how they’re going to make decisions for our solution. We understand what they know and help them implement the solution. 
  3. Lastly, it allows us to understand who will make the decision and the money they’re going to spend 
  • As salespeople, you need to understand and establish that there is a need rather than hear them saying that they’re doing research and they’re trying to figure out what works for them. 
  • The first phase is to disqualify the prospect. Ask them questions and figure out if they have a need for your services or solutions. 
  • Your second phase is the demonstration and the proposal. 
  • You shouldn’t be overcoming major objections at this point because you’ve already done that in the discovery. 
  • Some salespeople make the mistake of becoming too focused on the discovery process and then don’t keep that attention throughout the process. 
  • Your goal is to have natural conversations with the buyers and give them a valuable purchasing experience. 
  • Doing effective discovery is difficult work. It requires you to ask adult questions and have adult discussion but these conversations will help you take out the objections. 

“Discovery Meeting: Why Your Discovery Meeting is the Most Critical of All” 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 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

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. 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_1409.mp3
Category:general -- posted at: 6:00am EDT

There are many black women in sales and despite the challenges, they keep on moving forward to have success. Tune in as today’s guest, Cynthia Barnes, speaks of the challenges affecting black women in sales. 

Cynthia Barnes is the founder and CEO of the National Association of Women Sales Professionals. It’s a member-based organization of women who sell B2B services in a male-dominated industry such as SAAS (Software as a Service), tech, cloud, and others. The organization provides two things to its members: access to laser-focused companies on achieving parity for women in sales and training created by women for women to reach the top 1%. 

Women’s’ participation in sales

  • Anytime there’s an underrepresented population, there will always be challenges that are specific to them and vice-versa. 
  • When women are working from home, they aren’t only employees. They are also mothers and wives. They juggle three or more different roles all at the same time. 
  • These women are doing a good job of making sure that they’re staying balanced, but that comes at a price. Sometimes at the expense of their mental health. 
  • When women give so much to their company, to their husbands, and their kids, they have nothing left for themselves. 
  • Cynthia emphasizes the thought that you can’t pour from an empty cup. You always need to fill the cup to be a rockstar at work, home, and with the kids. 
  • Organizations can make a difference in ensuring that their employees are appropriately compensated and given the work-life balance they need. 
  • When sales members are well taken care of and they’re engaged, their output greatly improves. The money organizations put into their employee care is an investment. 
  • The expression, ‘Happy wife, happy life,’ is also applicable at work. If women in sales are happy, engaged, supported, and heard, they’ll be able to perform better. As it is, women already outsell men by 5%. With that support system at work, women can do so much more. 

Challenges women face in sales

  • Sales leaders who did not grow up with a diverse background will less likely prioritize diversity, equity, and inclusion because it’s only thought to get more revenue, not an actual idea where they feel and see tangible results. 
  •  With the racial and systemic bias in the previous year, many companies wanted to get women in sales. They wanted not only black women but also the other underrepresented minorities. 
  • The problem is that there are no programs in place to elevate women in sales. They only attract them but they do not make an effort to retain them. 
  • There are still no organizational changes that make the women feel respected, welcomed, and represented. 
  • When it comes to bringing in more diversity to the table, all you often see is a team of leaders who are all men. 
  • Women are leaving the workforce because they can’t be a wife, a mother, and a teacher at the same time. 
  • It’s about creating a culture of belonging. Women should have a voice at the table, not just a seat. They need to be heard and to be treated fairly. 

Breaking the barriers

  • There should be more women in leadership roles. 
  • As a leader of an organization for women in sales, part of Cynthia’s responsibility is to empower women to have the right mindset, get the right verbiage, and build awareness around microaggressions. 
  • Women shouldn’t sit idly waiting for the opportunities that they’ve already earned. 
  • Women should be the change that they want to see. 

“Diversity: Challenges Affecting Black Women in Sales?” episode resources

Connect with Cynthia Barnes on LinkedIn. You can also check out their official site here

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.

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_1406.mp3
Category:general -- posted at: 6:00am EDT

Gary Manske, the Executive Director for Sales and Marketing of Dakota Micro, Inc suggests that salespeople should approach sales as an art and a science instead of a grind, but what exactly does that mean? 

It’s a mindset thing 

  • Have the mindset of always being curious and ready to learn something new. 
  • People who are defeated say “it’s not working anymore.” They make excuses and often, the current excuse is COVID. 
  • While that is a legitimate view, you still have to look at things from a different perspective in order to keep going. Instead of your circumstances limiting what you can do, look at it as a new environment and an opportunity to see new ways you can reach out to your prospects. 
  • Regardless of the situation, sales is all about relationships, so find a way to connect with people. 
  • The old school sales approach of getting on the phone, playing the numbers game, and needing to have consistent activity makes the sales process a grind. 
  • Go into sales with a different mindset. Instead of getting caught up in the grind activity, reflect on what you learned yesterday. 
  • Sales is not just about coming into the office, booting up the computer, picking up the handset, and calling. You can find ways to enjoy the process. 

Sales as an art

  • Enjoying sales starts with the right approach to leadership roles. It involves supporting your team and having the desire to help other people get better. 
  • Don’t start a team meeting by talking about numbers. Get personal and let them know you’re all in this together. 
  • Sit down with all the members of the team and have a practice game, a dialogue, a conversation. Focus on how you can help each other. 
  • From an individual perspective, if the leader isn’t taking the team in that direction, then create the opportunities yourself. There’s nothing better than the opportunity to be yourself. 
  • Be the catalyst for change. Be the person that helps and motivates others. As you gain more knowledge, share it with your colleagues. 

Getting out of the box

  • It is hard to work from home in this pandemic. It can be stressful so look for a way to get out of the box.
  • Make time for watercooler conversations and the things you are missing. 
  • Be responsible and professional. 
  • As a leader, hire salespeople with the right attitude, especially in this pandemic. 
  • Don’t ever sell out of your own shoes. This means not putting the clients or prospects in your shoes. That’s not your job. You can’t judge their purchasing decisions based on your financial capabilities. If you are selling a Rolls Royce and you yourself don't own one, you can’t really judge if a person coming into the showroom can or cannot afford your car. 
  • When you enjoy what you’re doing, you will eventually see good results. 

Motivation: Approach Sales as an Art and a Science Instead of a Grind” episode resources 

Connect with Gary Manske on LinkedIn. You can also send him an email at gary.manske@outlook.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_1388.mp3
Category:general -- posted at: 6:00am EDT

Many sellers have sales goals but we must focus on making sales goals a part of your daily activities. Let’s join Joel Malkoff and Donald as they talk more about the importance of organizing these tasks. 

Making Sales Goals a part of your daily activities

  • Joel thinks empathy is a priority. It’s a conscious way of selling and it puts the seller in the buyer’s shoes. 
  • Salespeople need to sell with integrity. 
  • Many salespeople set short-term goals and become so engrossed with this list they become very self-centered. 
  • You want to set long-term goals and build long-term relationships because it keeps integrity at the center of these interactions and facilitates trust.
  • Look beyond the one-shot sale. This means being able to walk away from the situation if your product or service doesn’t fit. Don’t just focus on closing the deal.  Maintain focus on your long-term goals. 
  • Transparency and full disclosure are very important in sales. 

Maintaining integrity

  • As a salesperson, you want to present your product the best that you can without misleading people. 
  • Don’t slam the competition. Focus on putting your product in the best light possible. 
  • Always look for a way to connect with prospects within your territory. Send them an email, allow them to get to know you, and don’t immediately go into sales mode. 
  • Sales is more than art and science. You need to learn sales from other people, like mentors, who have a lot of experience to share. 
  • Sometimes, salespeople set goals that aren’t realistic so they don’t reach them. This is why it’s so tempting to create short-term goals instead. 
  • Maintain integrity and work smart by looking at low hanging fruit. Understand that referrals and references are the biggest part of your business. 
  • Be willing to share the customer relationships you’re building with upper management. By doing so, they know you’re still working on building a future even when you aren’t able to reach your goal for the month or the quarter.
  • When you sell ethically you’re answering to a higher authority. 
  • By developing customer relationships that lead to referrals and recommendations, you’re selling in a way that creates a profit. 
  • Being ethical is smart for business. 

Goal Setting: Translate Your Sales Goal into Meaningful Daily Activities” episode resources 

Connect with Joel Malkoff on LinkedIn. You can also visit his site and get his book, Selling Ethically: A Business Parable Connecting Integrity with Profits on Amazon. 

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_1387.mp3
Category:general -- posted at: 6:00am EDT

In this episode, we get to know The Sales Evangelists team and what they do for TSE as they share with Santa Claus what they want for this Christmas. 

From the Philippines to Thailand please! 

  • Mae Mar assists with email support and sends messages to the guests who appear on the show. She also manages some of Donald’s mails and works on lead generation for the sales team. 
  • Mae has been with the TSE team for about four years now.
  • For Christmas, Mae wants to spend some time with her husband who is in Thailand. She wishes to fly from the Philippines to Thailand and surprise her kids on Christmas eve. 
  • You can reach out to Mae via email at mae@thesaleevangelist.com

Let’s Create a Startup

  • Rael Ramirez is in charge of the show notes for all the podcast episodes and also does some content writing for a few of our TSE clients. 
  • Rael is interested in creating a startup company herself and although she knows that can be difficult, she’s got episodes from The Sales Evangelist to help her jump into it.
  • You can reach out to Rael via LinkedIn and email

I’d Like a 2020 Redo

  • Jermaine Wishart is the BDR lead business development team leader in TSE. He didn’t start with sales but eventually went back to B2B and improved his skills. 
  • 2020 has been wild and Jermaine would love a redo. The pandemic has impacted so many people and he believes we all deserve to have a fresh start. 
  • Jermaine is on LinkedIn and on Facebook

Broken is Beautiful

  • Michelle Ruschman is the Podcast Production Coordinator for TSE Studios. She edits the show notes, interviews clients for case studies, and occasionally writes relevant  articles about sales. 
  • She’s written a book entitled, Jesus and Me: The Year that I Wrote Down Our Conversations, and is currently looking for a publisher.
  • Michelle is also a fused glass artist and is most known for her cross pendants called Beautifully Broken. For the holiday, she’s wishing for more glass so she can get a gift that keeps on giving. The pendants she makes serve as a source of encouragement and inspiration to many people.
  • Reach out to Michelle via her website, www.michelleruschman.com, through email,  on Facebook, and Instagram

Inner and Peace and Career Growth

  • Deson Cunado takes care of the graphics for The Sales Evangelist. He creates the images for the podcasts and does the graphic maintenance on TSE’s websites. 
  • His next artistic goal is to create films where he can showcase the beauty of nature. You can check out his portfolio here
  • When Deson made a video showing a Philippine map created from a cork board, it went viral, and inspired a lot of people to create their own as well. 
  • This Christmas, Deson just wants some peace and joy in his life. There’s not much he wants materially, but would love to have more inner peace , happiness, and growth in his profession. 
  • Connect with Deson on Facebook, LinkedIn, and Instagram

Letting Go of Negative Vibes

  • Nancy Paul is the business development rep for The Sales Evangelist, and handles many of the appointments. 
  • She is passionate about connecting with people, building relationships with clients, and getting the message to  many. 
  • Travelling is something that Nancy has been waiting for. For this holiday, she’s wishing for a getaway and to let go of her negativities. 
  • Connect with Nancy via email.

A Healthy Family Above All

  • Jeron Obial has been with the TSE team for the past five to six years. 
  • He started with audio editing when his friend introduced him to radio broadcasting. He was then assigned to production for commercials. It’s been a great experience especially with the changes brought about by modern technology. 
  • Jerson is pretty content with what he has right now - the family, the blessings, the good health. He couldn’t ask for anything more. 
  • Reach out to Jerson via email.

A Vaccine for COVID-19

  • Aaron Conjelado sets appointments for TSE. He is going out there talking to people about The Sales Evangelist. 
  • For this holiday, he wishes for COVID-19 vaccine and he wants it first. 

Let’s start talking to each other 

  • Shannon Rasmussen is in charge of the operations for the The Sales Evangelist team. She’s taking care of all things “behind the scenes.” With team members all over the globe, she keeps everyone moving forward together.
  • Through working on the TSE podcast, she has learned three major things:
  1. Great sellers ask powerful questions.
  2. They listen.
  3. They challenge the status quo. 
  • Shannon’s wish is for Americans to reconnect with each other and not allow politics to be a divisive area. She wants US citizens to remember the government belongs to us, the people, not to the Republicans or the Democrats. 
  • Shannon is hopeful that the whole TSE team will continue growing and serving its listeners. 
  • You can check out Shannon’s blog here

Goal Setting: Christmas Day - The TSE Team Pitches Its Wishlists to Santa” 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_1386.mp3
Category:general -- posted at: 6:00am EDT

Before you jump into creating a goal, make sure the goal is a SMART goal. It's S for specific, M for measurable, A for attainable, R for realistic, and make sure it's T, time bound.

Direct download: TSE_1385.mp3
Category:general -- posted at: 6:00am EDT

We set goals and we try to achieve them. The truth is, however, goals must meet a few requirements for them to be achievable. You need SMART sales goals. What are smart sales goals? Let’s talk about that in this episode. 

Aiming for SMART sales goals 

  • SMART stands for: 

S - specific

M - measurable

A - attainable

R - realistic

T- time bound

  • A goal that says, ‘I want to be successful by the end of 2021…’ is not realistic. 
  • When you set a goal, you need to evaluate specific elements first. Ask yourself if it is specific enough, measurable, attainable, realistic, and if it is time-bound. 
  • Setting SMART goals is important because you can easily run out of steam if you don’t seem to be making progress. 
  • People move forward with vision and motivation.
  • Your life has more meaning when you have something to look forward to. 
  • Generic goals are often not accomplished. 
  • Make micro SMART goals to help you accomplish your big SMART goals. 
  • Use SMART goals for your team to encourage them to accomplish more. It will collectively help toward the overall vision. 
  • Use a chart or an excel sheet where you can record and track your goal. This will help you check your progress and give you visual support as you get closer to your goal. The little check marks will inspire you. 
  • The TSE team uses a leaderboard where performance can be tracked and that visual inspires us towards accomplishing our goals. 
  • Examples of SMART sales goals: 
  1. I want to set 10 appointments per week. 
  2. I want to have at least 95% of my appointments be accepted by the account executive over the next 10 days. 
  3. I want to be able to close 20 deals in the next month. 

Goal Setting: What are SMART Sales Goals and How Important Are They For You” 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_1384.mp3
Category:general -- posted at: 6:00am EDT

Sales people have so many goals they are working toward it’s inevitable that there will be goal-setting mistakes made along the way. In this episode, Dr. Jason Scott Earl is going to help us avoid these mistakes. 

Errors made when setting goals

  • A common goal-setting mistake that’s made is trying to do too many things at once. 
  • What’s helpful in goal setting is the ability to focus on just one or two. This will help you prioritize your actions as you move toward accomplishing these goals.
  • What leads to failure is trying to be everything to everyone. Identify your specific role. 
  • Focus on the one thing that you can accomplish that will improve your life financially, mentally, or spiritually.  
  • Make a short list of goals and a new list of priorities. If you’re avoiding these actions, it’s important to make changes that will get you moving in the right direction again.
  • When Dr. Earl was working through his own goal-setting mistakes, his biggest problem was not setting clear expectations.  He found that you couldn’t meet the objectives you weren’t clear about. 
  • What imaginative scenario can you create that has your back against the wall? It isn’t a comfortable feeling but it prompts you to make the serious changes that your organization needs. 
  • When you make a decision to change something, it puts you in a different position mentally. Things start to shift and line up.
  • Don’t be afraid to face brutal facts. For example, ask yourself how you feel about 2020 and what you could have done differently. 
  • A whole new world is unfolding. All you need is a little bit of insight and discipline to learn many amazing things. 

Goal Setting: Top Goal-setting Mistakes Salespeople Make (and How You Can Avoid Making Them)” episode resources 

Connect with Dr. Jason Scott Earl on Link

edIn or shoot him an email at jasonscottearl@gmail.com. You can read Elbert Hubbard’s A Message to Garcia here

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_1383.mp3
Category:general -- posted at: 6:00am EDT

There can be several reasons why you’re not hitting your sales goals. Today we discuss the number 1 reason you don’t hit your goals.

Accomplishing goals

  • With all that happened this year, many are looking forward to 2021. 
  • It’s always important to set your goals and make sure that you accomplish the goals.These are actual goals that you can be accountable for and that will help you become successful. 
  • Say goodbye to the status quo and look forward to the challenges and opportunities. 

Failing your goals

  • People fail and don’t win their goals because they aren’t really goals, rather, they’re wishes. 
  • Example of which is: I want to be successful in 2021. It’s a very wishy-washy goal. 
  • Make SMART goals: specific, measurable, attainable, and time-based. 
  • Goals should be something that you can focus on. 
  • Another reason why people fail is because of their lack of visuals of the goals they want to achieve. You need to paint your goals vividly. It’s important to be able to imagine your goals with closed eyes. 
  • The lack of emotion toward your goals can impact your ability to achieve them. We are emotional creatures and these emotions impact the decisions we make. 

Planning your goals

  • List as many little goals as possible and tie them toward bigger goals. 
  • The micro goals will help you accomplish the big goals. 
  • Follow the specific plans you have for your little goals and set a schedule when to do them. 
  • Go for constructive motivation instead of restricted motivation. Constructive motivation stems from yourself; it’s the push that’s not coming from the managers setting this quota or that. 
  • If you do have a quota, make sure to own it. In this way, the restrictive motivation turns into constructive motivation. 

Goal Setting: The Number 1 Reason You Don’t Hit Your Goals” 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_1382.mp3
Category:general -- posted at: 6:00am EDT

Sales reps can get overwhelmed with administrative tasks without even realizing it. In this episode, Anthony Iannarino talks about ways to ensure that admin tasks don’t overwhelm your day.

The black hole of admin tasks

  • Growing in sales means more non-sales related work can find its way to your desk. With more success comes more clients and execution can become a challenge as sales reps have to learn to manage all the new information.
  • As a result, a lot of people end up feeling busy but not productive. Busy means you’re running from one thing to the next while being productive means making progress towards your goal. 
  • What can happen is that people get tied up in the transactional work of selling. 
  • Sales reps and sales leaders are the ones who look for prospective clients. We sit down with people and have a conversation about the impact our services or products can make on their business. We create the opportunity. When you’re stuck with admin tasks, however, you’re unable to pick up the phone and make cold calls. Too much of this can cause opportunities to be non-existent. 
  • You can get caught up helping other people with their tasks and assisting clients but only do so after you’ve completed the tasks that are going to help you move toward your own goals. Not deciding how to spend your time well can put you at risk to be in the bottom 50%.
  • Prioritize the activities that create and capture opportunities. 

The blocking system 

  • Anthony encourages sales reps and leaders to have a 90-minute block where all they do is focus on creating opportunity
  • When the time is up, they can check their inbox for anything interesting. Afterwards, they give themselves a second 90-minute block for additional tasks that are important in the work day. 
  • You become more proactive when you learn to focus on a task and not get distracted by emails and calls. Make sure those are separate from your task time. 
  • When you're doing the work you need to do, you owe the work your best effort and energy. 
  • Aggregate all the admin tasks you need to do. Organize your tasks according to category and then designate time for them. Don’t go back and forth between different tasks as that takes too much time and energy. 
  • Selling comes from opportunity creation and opportunity to capture. Everything else that we do is secondary to that. The only things you’re going to get paid for is creating opportunities. 
  • Everyday, do what’s most important first, without fail, and don’t negotiate with yourself. Get to the point where whatever the worst task is, you do it without hesitation. 

Productivity: How to Ensure that Admin Tasks Don’t Overwhelm Your Day” episode resources 

Follow Anthony Iannarino on LinkedIn. 

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_1381.mp3
Category:general -- posted at: 6:00am EDT

Change is the only constant in this world and The Sales Evangelist Podcast is no exception. TSE has changed over the years and another is on the horizon. Listen to this episode as Donald talks about what you can look forward to doing with The Sales Evangelist podcast. 

Welcoming the change

  • The first change is the length of the episodes. Based on a poll, 37% of our listeners said that a good podcast length is somewhere between 20-30 minutes. 
  • Less time with introductions. Instead, we will focus more on the expertise they offer and the wealth of knowledge that will benefit our listeners. 
  • With all the episodes we’ve already published, it gets harder for new listeners to locate the episodes they want to listen to. To remedy that, we’re going to organize the episodes into seasons. The seasons will also be categorized into parent topics such as productivity, goal setting, and more. Finding episodes will be much easier! 
  • The content will be focused on answering your questions and the concerns that come directly from our listeners.
  • New live coaching sessions will be available in the episodes where we’ll get to feature customers, prospects, and other community members.

Season 1 "Why We Changed Up The Show"” 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_1376.mp3
Category:general -- posted at: 6:00am EDT

The goal for salespeople is to close more deals. In this episode, Sean Doyle talks about the secret to closing. 

Sean M. Doyle is with FitzMartin, a sales first consultancy firm that helps companies with their sales, marketing, and alignment. Their approach towards marketing and sales is based on science that drives revenue for their clients, while integrating sales and marketing. 

The idea of science-based framework 

  • Most of us love superheroes. As the last touch, salespeople can be seen as the hero for their clients.
  • Most salespeople don’t want the marketing team involved because they have a different process.
  • While the marketing team complains about bad leads, science has a different view. 80% of these leads should be considered to be in a cycle of consideration, preparing to change, and then retreating. 
  • Behavioral science is the transtheoretical theorem of behavioural change according to Prochaska & DiClemente. 
  • There’s more to human behavior than just awareness. 
  • When interviewing an ad agency, ask them to articulate what they feels is the most effective marketing approach just before closing a deal.  If they fail to answer the question,  move on. 
  • A good marketer knows how to impact a deal all the way through the process. 

Looking back, Looking forward 

  • The book Changing for Good: A Revolutionary Sic-Stage Program for Overcoming Bad Habits and Moving  your Life Positively Forward by James O. Prochaska is recommended reading. It talks about the change of behavior that is applicable to everyone who seeks to change. 
  • From a  marketing and sales point of view, there are specific ways to help when the customers want to move forward. 
  • When people are contemplating a purchase, they go to your website. Just because the prospects haven’t bought, it doesn’t mean they forget what they know of your company and their needs. They don’t need any more brand awareness. They need the later stage processes to help them finalize their decision. 
  • Marketers need to help people move from contemplation to preparation, and eventually to action. 

Looking Back/Looking Forward - The Secret To Closing More Deals” episode resources 

Follow Sean M. Doyle on LinkedIn or visit his personal website.  You can also get his book, Shift for free by clicking this link.  

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_1375.mp3
Category:general -- posted at: 6:00am EDT

There are many things we can look forward to with direct mail. In this episode, Chelsea Martin, the co-owner of Nom’s Bake Shop, talks about how direct mail is the new email. Chelsea and her partner didn’t begin their journey with direct mail immediately but as they grew the company, they ventured into the direct mail space. This strategy became even more important as they shifted from a cookie company to a gifting company. 

From a cookie company to a gifting company

  • A lot of people forget about direct mail and how it’s an effective way of communicating with clients and prospects. 
  • The bake shop started out as a family project for their father who recently retired. It was a hobby that he could enjoy while getting a chance to interact with other people. 
  • The company was built with her husband, father-in-law, and sister-in-law. They started with a cookie company and expanded into a gifting company. 
  • Entering into the gifting industry as they created cookies that are individually packaged with the customer’s or recipient’s logo, the cookies are then mailed out in customizable gift boxes. This shift moved them into direct mailing at the same time.

The power of direct mail

  • Direct mail allows them to send gifts conveniently and still make the gift meaningful.
  • For companies and clients, it’s important to know the specific person you are gifting to versus blindly sending to a company and hoping that it lands in the right hands. 
  • To ensure that their cookies don’t go stale, they employ different campaigns to reach out to prospects/clients/recipients in order to ask about their shipping addresses and inform them a package is coming. 
  • They aren’t sending out emails through an automation platform. People are more receptive when there’s another human on the other end. 
  • Chelsea has been seeing their range and she thinks that it’s due to how warm their leads are. They also make case studies to present to their clients/prospects. 
  • Regardless of the marketing strategy you employ, it all comes down to who your ideal client is and where your leads are.
  • In business, people generally respond positively when they’re treated warmly. There should be an underlying motivation to connect with people. 
  •  Be authentic in your giving. People are attracted to an energy that is genuine.

“Why Direct Mail is the New Email” episode resources 

Connect with Chelsea Martin on LinkedIn. You can also visit their site to get Instagram-worthy delights. 

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. 

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue. 

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_1374.mp3
Category:general -- posted at: 6:00am EDT

There are many metrics in measuring B2B success. In this episode, Darrell Amy brings us some of the best metrics for B2B companies. 

Getting to know Darrell Amy 

Darrel Amy helps companies grow their revenue. He started his career in 1993 and was in the office technology world. He got involved in sales training and launched a sales training company in 2004. Darrell has already helped thousands of people through his sales training programs for global technology companies. He’s also been involved in the digital marketing journey. 

Growing revenue for B2B companies

  • There are two metrics for growth: 
  1. Net new clients 
  2. Cross-sell. 
  • Net new growth is the number of clients you have this month versus last month. 
  • The measurement for cross sell is revenue per client. 
  • Different companies, sales teams, and different industries have sales reps who are good at either netting new clients or cross selling. 
  • Your goal is to drive reasonable growth in each area simultaneously to get magical things happening. 
  • For one of their clients, Darrell’s company grew both simultaneously and were able to increase their revenue within 3 years.
  • There’s only one metric to know: How many clients do I have? 
  • These are the two drivers of revenue: The number of clients you have and the revenue per client. These are the things you need to track. 
  • If you look at business from its most basic levels, you’re left with people and process. Every business is a combination of the two.
  • Sales teams need to learn the processes after the sale. 

The importance of knowing the process

  • It’s important to do periodic business reviews and put a process in place to do it. 
  • The lack of a cross sell metrics is a big red flag for a company. 
  • There are so many opportunities inside your client base, especially your ideal clients. 
  • Your ideal clients are clients that are a perfect fit for the business. They are the ones who will buy everything that you offer and they represent your business for you. 
  • Most companies have the 80/20 rule, where 80% of their revenue comes from 20% of their clients. When you identify what this 20% looks like, then you’ll be able to identify your ideal prospects. 
  • Get close to your ideal clients, write down their characteristics and hang out with them. .Find out what they really want. 

“Best Metrics to Help B2B Companies Gauge Success” episode resources 

Follow  Darrell Amy on LinkedIn or text revenue to 210-00 to get their free tool kit. You can also check out this book from the website. 

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. 

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue. 

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_1373.mp3
Category:general -- posted at: 6:00am EDT

There are many ways you can convert prospects to clients but one way is by using text messaging tactics. What are these tactics? In this episode, Matt Baglia talks about this conversion opportunity. 

Getting to know Matt Baglia

Matt Baglia considers himself as an accidental CEO. He is the co-founder and CEO of SlickText. Over the past nine years, his roles have varied between marketing, sales, development, design, support, and more. 

Use text messaging tactics to convert prospects 

  • With SMS, you must get permission before you can text prospects. It’s different with emails because a prior business relationship is enough reason for you to start messaging them. 
  • Every prospect needs to opt-in and every single person and message needs to be treated like gold. 
  • B2B gets a little tougher as opposed to B2C when it comes to SMS marketing. There’s a lot more catching up in B2B. 
  • In B2C, you always need to bring value to the end consumers. On the B2B side, it’s more about knowing and understanding the risks of every outreach, the wants of the customers, and the reasons they’d be willing to let you into their personal network. 
  • SMS marketing works best when you have a subscriber base that wants to continue to receive messages over and over again.  
  • The reason we send text messages is because we care about the person and want to reach out to them. 
  • Segmentation is important to be able to start hyper targeting the prospects based on their interests. Responses are also necessary and as messages come in, it’s important to be able to have a one-on-one communication with them. 
  • Think of SMS marketing as an inbound marketing strategy. 
  • Matt’s team is developing a feature that’s about ready to launch. It’s called automated workflow. The goal is to get to a place where you can hyper target your customers in an automated fashion. 
  • Ask yourself the question, “Are my customers repeat buyers?” The answer to this question helps decide the path your customer will follow.  
  • Work on an inbound strategy that offers value. 

“Convert Prospects Using Text Messaging Tactics” episode resources 

Reach out to Matt Baglia via LinkedIn or send them an email at info@slicktext.com. You can also check their website here

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. 

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue. 

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_1372.mp3
Category:general -- posted at: 6:00am EDT

Crumble is a great tool to help sales reps schedule more sales appointments. In this episode, Joseph Villegas talks about how to use the tool more efficiently in scheduling appointments. 

 

Joseph Villegas has been in pharmaceutical sales for two years now and still, his passion in the challenge of the industry is unwavering. The game has changed so much over the years that Joseph and other sales reps have to rely on their selling skills. 

 

Schedule More Sales Appointments 

  • Sales pharmaceutical is not the typical B2B sales where they reach out to doctors or customers via email with an attached clinical prescribing information. 
  • The opportunities for sales reps to reach out with doctors is restricted as a lot of doctors don’t allow sales reps to barrage in their clinics, offices, or even do lunches with them. 
  • It’s even worse now with the pandemic as seeing other people in person has become even more difficult. 
  • Sales reps now rely on tools such as Zoom to adapt to the changes brought about by the pandemic while keeping their sales up. 
  • There are always limitations when it comes to setting appointments but sales reps have to work around these limitations and go from there. 
  • Joseph used to make do with excel sheets to remind him of his schedules and appointments but it was disorganized and affected his sales. The lack of a platform to help organizing the papers and documents wasn’t as effective as he thought. 
  • It took a while for his team to build a virtual platform, they now use the tool called Viva Engage which is similar to Zoom but with product details and has slides. It allowed them to make detailed presentations. 

 

Tools impact sales 

  • Joseph’s decreased number in sales prompted him to evaluate his mindset. He changed his mindset and he also aimed to become more organized. He also started listening to several podcasts including The Sales Evangelist and heard about Trello and Crmble. 
  • Trello and Crmble allowed him to be more organized and allowed him to see his appointments, schedules, and other tasks. He was able to have all necessary information in one platform. 
  • With these tools, you can schedule your appointments and other tasks months ahead. Crmble also tracks your sales pipeline. 



“How to Schedule More Sales Appointments Using Crmble.com” episode resources 

Connect with Joseph Villegas on LinkedIn. 

 

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. 

 

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue. 

 

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_1371.mp3
Category:general -- posted at: 6:00am EDT

Getting to know Christina Mautz

Christina is the chief marketing officer and head of sales at Moz, an SEO platform search engine optimization.  

Know your ideal customers

  • The biggest current problem is the abrupt changes that have happened throughout this year. As a result, we are now in a place where we are having to do things differently. 
  • With so many changes, it’s important to really understand your customer and meet with the people who need what you’re offering. 
  • It’s important to slow down instead of speeding up. Take a step back and assess if you really know who your ideal customers are. 
  • As sales reps, we should be building awareness and driving consideration and interest so the customer is ready to purchase. 

Understand the buyer’s journey

  • Since the introduction of the internet, the buyer’s journey is no longer linear. The ability to connect and talk with other people online, has made information easy to share across channels. People are now trying to find their own solutions. 
  • Sales reps need to understand what the clients and prospects are asking and at which part of the sales journey they’re in. They may still be in the stage where they need help understanding that there is a problem. 
  • Researching gives you insight into the things that your customers are trying to figure out. 
  • In every stage of the journey, the opportunity is in knowing what they need. 
  • Christina recommends mapping their journey as it helps sales reps check where their customers are at any given time. 
  • Think about their journey and develop content for each stage. It doesn’t have to be huge but it has to be effective and it needs to be a  solution that the customer is looking for. 
  • Headline the content with the words that the customers are using and searching for. This is where SEO comes in. 
  • In this time of COVID19, businesses need to put effort into their local SEO especially for businesses with physical store locations, regardless if it’s open or not. You need to get the message out that the business continues to serve its customers and you do that via local SEO. 
  • Do not assume you know what’s best for your customers until you truly have empathy for what it’s like to be in their shoes.  

Meet Revenue By Understanding the Buyer's Journey” episode resources 

Connect with Christina Mautz on LinkedIn. You can also check out their company website. 

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 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_1370.mp3
Category:general -- posted at: 6:00am EDT

Getting to know Kim Fredrich

Kim Fredrich helps small business sales reps feel more comfortable and confident about having sales conversations. With this pandemic, salespeople are having an especially hard time talking to potential clients. For Kim, there’s no right time like the present. Even as the future is uncertain for other business owners, Kim is building her second business which includes outbound sales for small service-based businesses and she’s authored the book, If You Can Have a Conversation, You Can Sell”. 

 

Use Questions as Unique Selling Propositions

  • Listening is an important part of selling. It’s how you are able to ask the right questions and make value propositions. 
  • Always ask open-ended and conversational questions. Don’t give them the chance to stop the conversation with questions that can be answered with “no.”
  • Raise questions in a way that the answer is useful and valuable to both of you.
  • A lot of salespeople aren’t clear on what their value proposition is. They’re not aware of what will make their company better. 
  • Be clear on your value proposition and put some time and effort into crafting good questions. 
  • Have three to four questions that address the different parts of the value proposition. You can bring any of the four that is appropriate to the conversation. 
  • Before you go in-depth into the sales process, you need to make sure that your products or services are actually a good fit for the person/business you're speaking with. 
  • Be clear and be able to articulate your value proposition. For small businesses, you can talk to the owner and if you’re speaking to a big company, reach out to their marketing department. 
  • The sales conversation must be tied to emotions. Don’t focus on the features. 
  • Ask the right kind of open-ended questions and get them talking and listening. Let them share with you as well and in so doing, you’ll be building rapport.  

 

Using Your Unique Selling Proposition to Generate Good Sales Questions” episode resources 

Connect with Kim Fredrich on LinkedIn

 

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 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_1369.mp3
Category:general -- posted at: 6:00am EDT

Emotional intelligence is an important factor in making sales reps effective in their jobs.This includes being kind throughout your business practice. How is emotional intelligence going to further your sales revenue? Let’s find out in this episode. 

Cole Baker-Bagwell has been a Yogi for 26 years and one of the first rules of Yoga is the ethical rule to do no harm. This entails practicing compassion and kindness which are powerful enough to change the perception of their experiences and other outcomes. 

Emotional intelligence - Be Kind

  • Many sales reps today, especially the beginners, can get caught up in product knowledge and competition. As a result, there may not default to compassion and kindness as a practice. This can hinder them from getting to a solution that is beneficial to the customer. 
  • Awareness and mindfulness are important but these concepts have been diluted and misinterpreted in today’s society. 
  • Jon Kabat-Zin’s says that mindfulness is awareness. It means paying attention in a particular way, on purpose ,without judgement. We need to cultivate that awareness, the first level of emotional intelligence, before you can engage. 
  • Developing that mindfulness makes it easier for you to show up and uphold a commitment to do no harm in every single part of your business. 
  • Many sales executives and sales professionals are held to a quota. When the quarter almost ends, the pressure brews and some and them may feel this pressure inside their own bodies. This pressure can be difficult to manage if there isn’t a state of mindfulness.

Choose kindness and awareness

  • The pressure then prompts the sales professionals to work from a place of desperation. These feelings can increase the likelihood of missing out on awareness, of connecting thought with word and action. 
  • The whole idea of the race is created by human beings, a pace we have chosen. Everyone is running in a race and multitasking and somehow, people forgot about collaboration, generosity, and
  •  compassion. It all boils down to the choices people make. 
  • Remember who you’re serving, what you’re doing, and why it matters to them. 
  • Business is about offering value and building relationships. It’s not limited to just reaching your quota for the quarter. 
  • Ask yourself these questions - what kinds of sales motions do I put in place? How do I create policies as a sales executive? 

“Emotional Intelligence for Sellers: Be Kind” episode resources 

Connect with Cole Baker-Bagwell via LinkedIn. You can also check out her website. 

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 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_1368.mp3
Category:general -- posted at: 6:00am EDT

Prospecting is not an easy part of the sales process and sometimes, sales reps don’t have much luck with it. How do you change your luck for prospecting? Let’s talk about that in this episode. 

Bad Luck in Prospecting

  • Some sales reps just find prospecting is difficult. Donald finds that acknowledging and correcting cognitive dissonance can be helpful in amending that problem. 
  • When it comes to cognitive dissonance, it’s basically a thought, a theory, or an idea that can be opposed to the reality we want to achieve. You can’t have two opposing thoughts going on at the same time. 
  • When prospecting, a sales rep will believe that someone will, or will not, pick up the phone or answer the door. There are these two opposing forces within each salesperson. 
  • When a sales rep leans into a more optimistic point of view, it changes the way they perform, their demeanor, confidence, and the words they say. 
  • The optimists are probably the most willing to solve the clients’ problems and more willing to help other sales reps who are struggling in prospecting as well. That optimistic nature is felt by the prospect and the prospect is more likely to respond positively.
  • Sales reps shouldn’t listen to their negative thoughts or to their bad wolves. Lessen “bad luck” by lessening cognitive dissonance and not feeding the more negative aspects of your mind. 

Get rid of bad luck in prospecting 

  • Focus on the most important things. The brain doesn't have any idea what’s real and what’s not when it comes to perceiving the truth so you need to define the reality you want your brain to follow. 
  • Your chances of performing better in your prospecting increases significantly when you're feeding the right thoughts. 
  • Surround yourself with people who help you develop a positive outlook in prospecting. 
  • Become a part of the sales community who help you and look for programs to learn more about how to prospect effectively. 
  • Luck is the intersection of opportunity and hard work. Focus on the positive side aspects of the work and your success. 
  • Believe that you can do it and start thinking accordingly. Your actions will follow.

“The Real Reason Why You Are Having "Bad Luck" When Prospecting” 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 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_1367.mp3
Category:general -- posted at: 6:00am EDT

How do you grab your prospects’ attention? Sales reps all have their unique strategies and in this episode, Brandan Kane talks about his methods on capturing peoples’ attention. 

Getting to know Brendan Kane 

Brendan Kane is a growth strategist who helps brands, corporations, celebrities, B2B, and B2Cs stand out in saturated markets. He started out in the entertainment industry managing the digital divisions for two movie studios and realized he was an entrepreneur. That’s when he started building technology platforms and licensing them back to big media companies. 

Grab your prospects’ attention

  • It’s important to understand that there are over 60 billion messages sent out on digital platforms each day. It’s a noisy and saturated world. This means you’re no longer just competing against your direct competition, you’re now competing against every piece of content. 
  • Crafting a message is a skill. You must use hook points to grab your prospect's attention. The first 3-5 seconds are your only windows to create that pattern interruption. 
  • Hook point is designed to win the first part of the conversation. There are three pillars to design hooks: Getting somebody to stop, formulating a story to maintain their attention, and doing it authentically. 
  • One of the biggest mistakes that people are making is saying the same things repeatedly. Create a pattern interruption and be creative. 
  • Brendan Kane uses subversive expectations. It’s a great way of flipping things on its head. It’s different from a clickbait. 
  • When the interruption has been made, the next step is to maintain interest by telling a story that correlates to the interruption. This story is actually a message about how you can provide value while offering solutions for their pain points. 
  • Most people make the mistake of creating a story based on how they perceive the world when it should be from the prospect’s point of view.
  • These days, it’s less about the content and more about the context. Most people have solid content but they don’t contextually package it in a way people listen and latch onto it. 

How Grab Your Prospect's Attention In 3-5 Seconds Using Hook Points” episode resources 

Check out Brandan Kane’s LinkedIn profile or watch his free masterclass on creating hook points. 

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 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_1366.mp3
Category:general -- posted at: 6:00am EDT

Getting to know Joroen Corthout

Jeroen Corthout is co-founder and CEO of SalesFlare, an intelligent CRM for SMBs selling B2B. It’s most popular among agencies and SaaS companies. In this episode, Jeroen talks about his CRM platform and all the other ways to use LinkedIn to win deals. 

Use LinkedIn to win deals

  • LinkedIn doesn’t share as much information on this platform as truly required. Sales reps have to do serious excavating to get the necessary information they need. 
  • SalesFlare’s system is built around emailing, meetings, calls, and pulling out basic information from social media.  With their services, all these sources come together. When a sales rep adds people to the system, it automatically pulls in the email exchanges they have including the person, meetings, and calls. Other members who are on the team have access to all these exchanges as well. 
  • Automating data means having the ability to follow-up leads easier. 
  • When making a LinkedIn connection, make it as authentic as possible. Try to imagine the clients’/prospects’ perspective and translate that to empathy in the contact.
  • Connect only when it makes sense. A lot of people appreciate when sales reps reach out after they sign up for the software. 
  • It’s often more effective to first send several messages manually, tailor the message and do it several times. See the pattern before you automate the system. Think about your target audience in the narrowest way possible. 
  • Be very targeted with your messaging and try not to generalize the process of reaching out.
  • There are many things that sales reps can do with LinkedIn, but it’s not enough to send people resources and links. Think of LinkedIn as an Instagram for business. Use images, build relationships, and get the conversation going. 
  • Focus on building relationships on LinkedIn. It’s the best place for business. Don’t look at it as a networking party. Instead, think of it as a place to meet new people, share information, and engage. 

Use LinkedIn to Connect With Customers and Win Deals” episode resources 

Reach out to Jeroen Corthout via his LinkedIn profile. You can also visit their site to learn more. 

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 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_1363.mp3
Category:general -- posted at: 6:00am EDT

Getting to know Scott Roy and Roy Whitten

Scott Roy is the co-founder and CEO of the Whitten & Roy Partnership. It’s a sales consultancy that works with organizations to transform their sales performance. They work with 45 countries in the B2C and B2B markets. 

Roy Whitten has been friends with Scott Roy for many years and they’ve journeyed through their sales careers together. Roy started in door-to-door selling but later on, transitioned into applying transformational work to B2B and B2C companies. He used his education and works in transformative learning to coach and train more than 100,000 people. 

Managing attitude to increase sales

  • The issue is that when sales are going well, the attitude is great. When the sales aren’t going well, the attitude takes a downturn. 
  • As a sales leader, Scott is looking for ways to help his team manage their attitude and drastically increase sales. 
  • Managing attitude is more than just a causative attitude. It’s maintaining a purposeful attitude. It means having the ability to stay on track and see how things are going to work out positively. 
  • The first part in managing attitude is by getting a clear picture of what the purpose is for your selling activity and conversations. The second part is no longer being a victim of circumstances and taking control of the process instead of being affected by the situation. 
  • Scott volunteered in Cambodia and he discovered that the fundamental belief in selling is shared by many people whether they’re from a developing country or in the U.S: That selling is about pitching, convincing, and sometimes, pressuring people to make a decision.  
  • Decision intelliegence can help salespeople to become so much more effective than the pitch, convince, and persuade strategy. This means being committed to help clients make the best possible decision. 

Drastically increase sales with these 4 steps

  • Step one: Find a problem, stay on the problem, and not get off the problem until it’s solved. It’s about taking the customer through the journey of discovering their pain point and helping them identify the causes in order to eventually come up with a solution.
  • Step two: Know the impact of these problems on the company, employees, the brand, and additional touch points. 
  • Step three: It’s all about the solution. It’s how the products or eservice meet the problems in a way that the problems are solved. 
  • Step four: Calculate the return on investments and make sure that what you’re spending is worth it.
  • R = A+C+E. Result is based on three things: The attitude you bring to every moment of the conversation. C is the competence you have in how well you are able to get you customers to explore the problem. E is effort or execution as you do the activities at the right time to effectively sell. 
  • Approach the customers with a problem proposition, not with what you can do for them. 

“The Best Way to Manage Attitude and Drastically Increase Sales” episode resources 

Reach out to Scott and Roy via their LinkedIn accounts. You can also visit their official website to learn more. 

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 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_1362.mp3
Category:general -- posted at: 6:00am EDT

Getting to know Shruti Kapoor 

Today’s guest is Shruti Kapoor the co-founder of Wingman, a company that looks at the call data to provide overall analytics to sales leaders and sales teams. She started her career in finance a decade ago as an investment banker and from there, went on to build the business she has today.

Analyzing B2B sales calls

  • Since the pandemic, Shruti has learned three things: First, there is a big dip in call volume since March but the number is slowly going up. Second, some businesses froze for a time but it's slowly going back. People have other reasons for not buying and it’s not just due to budget.  Third, people love to talk about their kids so salespeople need to incorporate that into their discussions. 
  • During March, phone calls dropped to almost half. There is also a significant dip in the types of phone calls. 
  • Sales cycles are much longer with many more touch points due to the pandemic and people being remote. 
  • With the changes in call volumes, sales reps must look for other avenues. Shruti’s team uses voice calls and voice messages for their outreach. 
  • Salespeople today are curious whether it’s okay to talk about the pandemic, working from home, internet issues, and other topics, with their clients/prospects during a call. 
  • People are struggling with their budgets. Sales reps must listen to how their prospects are speaking of budget during the conversation. 
  • A sales rep can ask their prospect/client about the decision makers involved in the process early on. It is better to have someone from the finance team involved in the conversation. 
  • Sales reps need to develop more empathy as they talk to clients.  People seem to be more open about sharing their struggles and salespeople need to be able to navigate sensitive topics. 

3 Things We Learned Analyzing More Than 1 Million B2B Sales Calls” episode resources 

Connect with Shruti Kapoor via her LinkedIn account. 

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 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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

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_1361.mp3
Category:general -- posted at: 6:00am EDT

Getting to know Martin Heibel

Martin Heibel’s career has centered around software sales and he is now the co-founder of Ciara, the company where you can find the CRM software tool he calls The Conversation Assistant.

Win deals on the Phone

  • Right now reps are having to go back to the beginning of sales relationships and take a look at what the needs of their customers actually are as their needs may have changed. This involves revisiting their USP, their pitch, and how they will approach their customers.
  • As the situation changes, it’s important not to make any assumptions. Make sure that the pitch is inline with the customer’s most current needs. 
  • Martin’s messaging detects the customer’s needs and  pain points. 
  • It used to be that customers would go take part in outbound cold-calling in order to be qualified and these leads would be passed on to sales people. This has changed.
  • It’s time to rethink the process from the first contact and marketing to a qualified lead to actually closing of the deal. 
  • Good rapport isn’t just about the flow of a conversation but also the care you give to the meeting environment. Having the zoom call in a kitchen is vastly different than having it in a studio. 
  • When everything starts shaking and moving, a good salesperson must be able to put all the pieces together and act on them quickly. 
  • At Ciara, they provide a conversation assistant. It’s software that records the conversation as you’re talking to a customer so you have feedback to consider the best next steps. 

From Call to Close: How to Win Deals on the Phone” episode resources 

Connect with Martin Heibel via Crunchbase and LinkedIn. Check out their official website 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 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 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_1360.mp3
Category:general -- posted at: 6:00am EDT

Getting to know Adam Springer

 Adam Springer helps B2B startups with their technical sales process by offering his expertise in building systems to help businesses get to a million dollars in a year or less. 

Uncovering customer pain points

  • Uncovering pain points is especially important during the qualification stage. Pain points include the prospects’ frustrations, what causes fear, and the goals they want to achieve. 
  • A business must have its ideal customer profile because each person that a sales rep speaks to has their own pains and these pains affect them in different ways. It’s important to understand who you’re selling to in order to come up with the best approach to address their pain. 
  • Sales reps must understand what their prospects are dealing with if they want to know their customer pain points. 
  • When making calls, the goal of helping must be mutually beneficial. If you see that your products or offers aren’t the answer to their problems, you need to tell them and respectfully let them go. 

Bringing up your customer’s pain points during a call

  • Bring up the pain points wisely during sales calls. Ask open-ended questions based on what you’ve already mapped out. Know your clients on a deeper level by asking difficult questions without making any assumptions. 
  • It’s more impactful for somebody else to tell you about their pain points than you telling them of the pain they may have. 
  • You don’t have to ask the same questions but you can have a format. Start with small talk and qualifying questions, tell them about yourself, and continue with whatever process falls in the sales cycle.
  • Adam also asks the client which tool they’re currently using and the cost of the tools. By doing this he gets clues about their budget and where they may be financially. 
  •  Don’t be afraid to ask questions and listen carefully. 

How to Properly Uncover Customer Pain Points” episode resources 

Connect with Adam Springer via his LinkedIn account

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 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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

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_1359.mp3
Category:general -- posted at: 6:00am EDT

Getting to know Will Batista and Heidi Peters 

Heidi is a digital marketing strategist and consultant. She works with Republicans, the candidate campaigns, state parties, and anyone in the political organization looking for digital efforts. Heidi specializes in various causes and online fundraising programs.      

Will calls himself a reformed campaigner. He’s been doing political campaigns since he was 14 years old. Will also worked on digital strategy for a few political campaigns, did communications work, and acted as spokesperson for various efforts. Right now, Will is focused on sustainability efforts for a major utility in the Southwest. 

Effectively selling a candidate

  • Oftentimes, people don’t see the need for political markers. They just vote for whomever they want. At the end of the day, Will and Heidi’s job is to go after the gap made up of those who may not have all the information they need. 
  • The first step in effectively selling a candidate is to know exactly what they stand for and what the message is. You must identify the strengths  you want to push forward. 
  • Campaigns lose because they lack branding and messaging. It’s not about having the position for every single issue right away, but it’s about knowing who you are right away. Social branding is one of the first steps you need to do if you want to effectively sell a candidate. 
  • People today need to understand the political market because most of the time, they don’t know the facts. 
  • There are different marketing strategies for every group of people being targeted. 
  • Regardless of what you’re marketing, you need to have an overall brand image and brand message. You also need to know how to pivot as well. 
  • A winning candidate must be confident and authentic. Being confident means when somebody comes at you, it’s not going to knock you off your game. It’s the ability to maintain your brand identity even with the opinion of other people coming down on you. 
  • Always reflect the value of the people you are representing. 
  • There are two schools of thought in marketing in the political world: The people who say endorsements don’t matter and those who say endorsements can make a huge difference. 
  • At the end of the day, people vote based on their personal experience. Treat people with dignity and respect. 

 Politics and Sales: How to Effectively Sell a Candidate” episode resources 

Connect with Heidi Tagliaferri and Will Batista on Twitter

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 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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

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_1358.mp3
Category:general -- posted at: 6:00am EDT

Getting to know Jeff Fromm 

Jeff Fromm has written four books over the last 10 years on Gen Z. He uses thought leadership to stimulate his sales funnel and content marketing as his inbound tool. 

 

Diving into brand loyalty 

  • Jeff thinks of loyalty in terms of frequency of use and price elasticity. Loyalty to a brand equates to using its products more frequently. It doesn’t doesn’t mean using the brand exclusively; it means I’m willing to pay a small premium for it. 
  • Loyalty should matter to salespeople because when you’re helpful to your customers, they’ll want to work with you over and over. It’s the difference between average outcomes and making a lot of money.
  • Professional salespeople are empathetic, they have great listening skills, and they collaborate to solve problems. 
  • Buyers don’t want to buy your product; they want to solve their problem.
  • Questions are your friend, because they help the seller become smarter about the buyer, and they lead to a sale that is a better fit to the buyer’s needs.
  • You have to have BANT: budget, authority, need, and timing. If you have those things in a buyer, then your job is to find the right solution.
  • When you provide possible solutions, consider giving three different options and the cost range of each. That way you’re guiding your customer to a solution that best fits his needs. 
  • Show your customers the risk associated with their approach and point them toward the approach that is most likely to succeed.
  • Give facts, and give customers places to cut corners if you can. 
  • “You have to be willing to lose what you do not have to win what you want.” Jeff Fromm
  • Culture is wildly important with brand loyalty. Create your culture by being inclusive and innovative. Hire people who are motivated and then empower them and give them good tools.  
  • Be willing to collaborate. Leverage the power of your team by hearing their ideas. Find the people who are better than you at certain things. 
  • To build loyalty with Millennials, spend time with them. Nurture them. They are looking for mentorship. Members of Gen Z are looking for opportunities to prove they are capable of doing something.
  • If you want to sell more, ask better questions. 



How B2B Sellers Can Build Brand Loyalty With Customers” episode resources 

 

Connect with Jeff at jfromm@barkleyus.com. If you reach out to him directly, he’ll send you a free copy of his book, The Purpose Advantage. If you guy a copy on Amazon, 100 percent of the proceeds go to The Brand Lab, which supports racial equality in marketing. 

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 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 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_1357.mp3
Category:general -- posted at: 6:00am EDT

Using Past Stories in Your Close 

Stories are powerful as they can help promote your product or service in many ways. How can you use stories to close deals? Nathan Hirch is a long time entrepreneur who started with an Amazon business when he was still in college, selling over $25 million in product. He built his company using virtual assistants and other freelancers and within four years, he was able to scale it to an eight-figure business. 

Stories are effective

Stories make you relatable and as a result, it’s easier to build relationships with other people. The more specific your story is, the better the reception will be and the more you tell your stories, the more comfortable you become in sharing them.

As you tell your story, you want to watch for their reactions and listen to the feedback. Adjust your stories accordingly so it’s sharper the next time you tell it.  There’s a certain amount of trial and error when crafting your story as you tweak it and see what works. It’s not necessary to always share success stories because people also appreciate how you coped with failure. Success stories aren’t always relatable. 

Create stories around objections 

Start by creating stories around objections. The most common objections are fear of losing money and the fear of wasting time. Take these objections and turn them into stories. Phil Knight’s book, Shoe Dog: A Memoir by the Creator of Nike is a good reference book on how you can create and tell your own stories. 

The Outsource School

Nate’s goal is to help businesses hire A-players quickly. Nate’s company also has a system, a process built-in for operations and marketing to help grow others’ businesses. You can take advantage of it for $997/a year. Today, it’s dropped to $800. 

Nate believes that hiring is the number one skill you have to learn in the business. People who learn how to hire early are typically more successful down the road. 

Using past stories in your close” episode resources 

Connect with Hirch via his LinkedIn account. You can also check out his Outsource school and learn more. Try the trial here. 

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 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 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_1356.mp3
Category:general -- posted at: 6:00am EDT

I Don’t Need Anymore Training!

It's a mistake for salespeople to believe they don't need any more training. This mindset isn’t productive and it certainly won’t help you improve your skills as a salesperson. 

There are many people who don’t think they need to improve upon what they already know. It’s a pervasive issue and it's due to several reasons: 

  • There is a hypocrisy that’s often present in the sales arena
  • Training is expected in many industries so it can be taken for granted.
  • People don't look at areas they can improve on

Hypocrisy in sales

Salespeople know how to handle an objection like “We have this product already. We don’t need yours." We understand this is a challenge and can share how our product may help them due to the changes in trends. The same is true in sales where trends change there too. We can’t be hypocrites and expect our sales to improve when we don’t improve as well. The change should start from us. 

Training is expected

Sales is a continuous learning process and there are many opportunities through podcasts, books, conferences, and more. People who excel may already have the experience, but they still want to learn more. The individuals, however, who don’t desire to improve start to become stagnant and decline in performance. When your role is critical and you’re not getting any training, people who don’t stay on top of their sales training wash out because they’re not equipped with enough tools. 

Areas you can improve upon

There are numerous training sessions  available  for the areas that you need to improve. Be the sales rep the executives are looking for. Be a sales rep that executives are willing to take a risk for. 

I Don’t Need any more Training!” 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 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

This episode is also brought to you by Wingman. Wingman empowers remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. Get Insights. Get Intelligence. Get Revenue.

Check out their website at trywingman.com

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_1355.mp3
Category:general -- posted at: 6:00am EDT

Using Direct Mail To Move Prospects Through Your Funnel

Salespeople use direct mail to move their prospects through their sales funnel but how does that impact the business? Let’s talk about that in this episode.

Nick Runyon loves everything about marketing. He started out promoting his parents’ and friends’ business and ever since he’s been fascinated by connecting people with problems to people who have solutions.

Direct mail defined 

Traditionally, direct mail has included letters, solicitations, and mailboxes. These can be personalized for marketing messages and are called tactile marketing. Nick started personalized direct mail when he needed to reach out to a gentleman with a portfolio of assets who had an interest in their mission. It was difficult to connect with billionaires but Nick was able to. 

Without much information, Nick was able to get his location and send him a package that included his book. Nick wrote a personal message in that book and called the gentleman fifteen minutes after he got the notification that his parcel was delivered. That got him a meeting. He was invited for lunch and they were able to build a business relationship. That is the power of direct mail. People want to know that they matter and this is an opportunity to go beyond marketing automation. 

Tactile marketing automation 

Tactile marketing is the coordinated and personalized orchestration of your digital and tactile efforts coming together. While email has an open rate of 1-2%, direct mail show a higher rate of 2-4%. When efforts are coordinated and worked in a timely way, sales reps can capture a person’s attention and move the conversation forward. 

Effective implementation starts with the identification of your ideal customer profile and you only mail people who fall under your customer category. Direct mail isn’t just about sending, it’s about giving personalized, valuable, timely, and intentional solutions to your target customers. You can also use traditional principles of marketing and incorporate them into your present strategies. 

Using Direct Mail To Move Prospects Through Your Funnel” episode resources 

Connect with Nick Runyon via his LinkedIn account and visit 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 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 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 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_1354.mp3
Category:general -- posted at: 6:00am EDT

How 5-Star Reviews Can Increase Conversion Rates

Reviews are a great marketing strategy to increase conversion rates. Have you been using your reviews well? In this episode, let’s talk about reviews as a way to increase conversion rates.

 

Brian J. Greenberg, aka The Salesman Who Doesn't Sell, has founded businesses in e-commerce, marketing, and financial services. He has generated over 50 million in revenue from his businesses and collected over 10,000 reviews and testimonials from customers. Brian is the founder and president of True Blue Life Insurance, and Insurist, whose mission is to be transparent, honest, and helpful to their customers without ever bugging or pushing them. Brian also runs e-commerce websites at Touchfree Concepts and Wholesale Janitorial Supply and is the chief marketing officer for Love Fitness and You

 

Reviews are critical in sales

Customers look up companies on the internet and read reviews and complaints before they make they ever make a buying decision. Building a good online reputation is imperative and reviews are the best way to do that. Another method is to list as much information as possible - names of people, their cities, the items they bought, and snippets of their testimonials. If you’re giving this information to people for free, a reciprocity effect takes place. 

 

The key to getting positive reviews is to ask customers for a review when they are happy. Satisfied customers are more inclined to say good things about the company and the product. They are also more willing to go to the process of sending you their reviews. 

 

Leverage your reviews

Leverage your reviews and share them with other channels. Include local business listings, use Yelp, Google listings, and others to increase the likelihood of your reviews getting seen by many people. Collect reviews that are genuine and authentic. Happy people want to write reviews that will help others share the joy. The aim is to provide high-quality service in order to keep the customers happy and satisfied. 

 

Bad reviews happen but you can change it if you proceed well. Call them and ask for the why and change their perception by making it right. Once they’re satisfied, ask them permission to take the review down. 



How 5-Star Reviews Can Increase Conversion Rates” episode resources 

 

Check out Brian Greenberg on LinkedIn and download his audiobook and book on pdf for free.

 

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 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 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_1353.mp3
Category:general -- posted at: 6:00am EDT

4 Steps to Systematic Sales Growth 

Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth. 

Jimmy has been in real estate for 27 years and the years have let him experience all the different marketing cycles. He was able to build a time and had over a million dollars income in a year and he’s also experienced bankruptcy with just $500 to his name. He is now with Berkshire Hathaway Homeservices Beach Properties and starting his own podcast show. 

Systematic Sales Growth

Systematic sales growth can be achieved by either doing more of what you’re doing at the moment or trying new things. The whole business pattern is about birth, growth, maturity, and decline. Businesses need to look for more ways to add value to the market and ensure that people will come back to you. 

Competence

Jimmy talks about ABL or always be learning. Build competence by learning new things to improve the business. Look at your weak spots in the business and learn more about it, become the expert in it. Get to the point where you are able to understand the business, the products and services more than anybody else. There are somany learning materials available in it’s a matter of discipline to get to where you want to be. 

Repetition builds reputation 

Consistency of providing value to the marketplace is where you build the confidence that the buyer has in you as the person selling the product. It’s now the perfect time to use videos and send video updates to a client base. The consistency helps in building your reputation. Once you build your reputation, your next goal is to keep communicating with people and have a referral basis. Find your systematic approach to consistency and providing value to the clients. Even when the whirlwind comes, you still need to stay consistent. 

Conversations lead to conversions

You can send videos and post all posts in social media but at the end of the day, people do business with people. Salespeople need to connect, to have conversations, and ask questions. You need to get out there and find out how you can help others. Figure out their needs, their pain points, and you won't be able to do that without having the conversation. 

Confidence 

The first phone call will always be difficult but if you are confident, you will be able to answer the questions asked. It is critically important now to invest in yourself. Keep learning and connect with people. 

4 Steps to Systematic Sales Growth” episode resources 

Connect with Jimmy Burgess via his Facebook and LinkedIn account. He also has his own website and podcast show. 

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 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 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_1352_.mp3
Category:general -- posted at: 6:00am EDT

Three Skills to Help You Overcome Objections

Being in sales, there needs to be a level of optimism but objections are also part of the process. How do you handle objections? Alison started her career in the human resources field before she jumped into entrepreneurship. She tried building her own business four times but failed each time. It was her fifth try in 2019 that she became a success.

 

Skills to overcome objections

 

Alison has 3 C’s to guide her in being successful in sales: Clarity, confidence, and connection. 

 

Clarity starts with customer discovery.  It’s in this stage that prospects are able to share their needs and sales reps are able to define how they can be part of the solution. Objections often fall under three categories - budget, time, and necessity. Prospects either don’t have resources to proceed, don’t have the time to engage, or they have no need for the product or service. When you’re clear where their objections fall, you’ll have a better understanding about how to overcome these obstacles. Clarity is also about building rapport. 

 

Japanese scientist Masaru Emoto’s book Hidden Messages in Water talked about how spoken words can impact water molecules. In a video, he shows how the shape of these water molecules can reflect negative and positive speech that’s been spoken over these samples. In the same way, well-spoken words can also make a positive impact.

 

Confidence is also tied to clarity. Words can make or break a person’s esteem and interest. Use positive words and fuel optimism. 

 

The connection is important in overcoming the objection. Connection is about letting a prospect know that you are listening and want to help them with their problem. Connecting comes from asking deeper questions. 

 

Clarity, confidence, and connection are skills that can start with the sales call. 

 

Three Skills to Help You Overcome Objections” episode resources 

Connect with Alison Proffit via LinkedIn, Instagram, and Facebook. You can also check out her website here. Alison has a Free Energy of Sales 3 mini-course that you can get 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 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 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 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_1351.mp3
Category:general -- posted at: 6:00am EDT

How Recognizing Intent Signals Can Help Overcome Objections

 

Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections. Ernest Owusu leads a sales team at 6sense, an account-based orchestration platform that helps companies identify when an organization needs their help in prioritizing and engaging with them in a meaningful way. Ernest leads their SDR and BDR team. 

 

Intent signals defined

Intent signals are interactions, like digital interactions, with a prospective company, or even one person, that is an indicator that they want to have a conversation with you. The intent is an interest in either you, your competitors, or your industry. It tells you they are interested and you can engage.

 

COVID-19 has become one of the most common objections that salespeople face today. The budget objection won’t come from a company that shows intent in the offered solution. Salespeople can overcome objections by focusing on the accounts that show intent. Ernest’s company uses keywords and value cards to see and gauge intent. 

 

Understanding the intent to overcome objections

Buyers have changed and everyone now does research before deciding to purchase. It’s more efficient to see this intent and have the tools to gauge the prospects’ reasons for visiting your site before an approach. The sooner you identify these prospects, the sooner you can target the accounts. You can use sales engagement tools with the ability to track clicks.

 

It  also helps to engage in constant repetitive practice, role playing and right or wrong, being familiar with your strategy. 








How Recognizing Intent Signals Can Help Overcome Objections” episode resources 

Reach out to Ernest Owusu via his LinkedIn account

 

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 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 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_1350.mp3
Category:general -- posted at: 6:00am EDT

Vulnerability - The Key to Landing More Sales Appointments In 2020

 

The key to surviving this year’s pandemic is being vulnerable. Donald explains the reason why in this episode.

 

Donald was talking to another gentleman about his experiences during the pandemic and asked how he was coping and making sure the family was doing well. This man could have skirted the issue but he didn’t. He told the truth and said that the situation isn’t going great. While it isn’t going great for everybody, few people will share the areas they are suffering from. 

 

This conversation affected Donald and it allowed him to connect with the person on a human level, not just a professional one. Having a deeper conversation opened up a more meaningful dialogue and an opportunity for more conversations in the future. The vulnerability of this gentleman allowed him and Donald to talk more honestly with each other. They were able to share their experiences and challenges through this pandemic in a more authentic way.

Vulnerability in sales

Vulnerability is opening up to someone with the possibility of being attacked or harmed and for many people, it can be a scary place to be. Keep in mind, being vulnerable shouldn’t be confused with being desperate.  Human beings are social creatures. We genuinely need to be heard and being vulnerable allows us to say what we need others to hear. It fast tracks a deeper conversation.

 

When you’re dealing with prospects, try to be vulnerable without being desperate. It involves being real and honest from the onset of the conversation. Look for opportunities to have a deeper exchange and let them know you want to connect. 

 

Vulnerability - The Key to Landing More Sales Appointments In 2020” 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 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 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_1349.mp3
Category:general -- posted at: 6:00am EDT

The Top Three Issues Killing Your Sales Deals

 

Are your sales suffering because your deals are getting cut off? In this episode we will address some of the issues that can kill deals. George Bronten is the founder and CEO of Membrain.com, a sales enablement CRM. 

 

Things killing your sales deals

Even before the pandemic, assumptions are one of the reasons why deals get killed. Salespeople make decisions based on assumptions and with sales being a very broad profession, it involves a lot of processes and complex solutions. Because it can be complex, you can’t make decisions based just on a “type” of person or solution. This can lead to wrong conclusions.

 

Many salespeople think they’re disciplined people but they may not be consistent. True discipline isn’t a one-time thing. It has to be repeated daily.

 

Selling is about helping someone improve their situation. This means you don’t have to sell to everyone, but you do want to offer help. 

 

People are rational and emotional beings. Sales reps may be complicating their sales process without meaning to. It’s best to slow down and look at the problem. It’s important to know what you want to accomplish in order for that goal to guide your steps. 

 

Keep learning

For sales reps to keep evolving, you must continue learning the new information that comes out. Ask questions if you don’t understand the information you need to be successful. A little vulnerability is effective. Keep it simple and look for just one or two things that you can improve and start from there. Identify the one thing that’s holding your sales back and fix it. 

 

The Top Three Issues Killing Your Sales Deals” episode resources 

Connect with George Bronten via his LinkedIn account. Check out George’s book, Stop Killing Deals: How to avoid deadly assumptions and achieve sales excellence. 

 

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 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 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_1348.mp3
Category:general -- posted at: 6:00am EDT

Important Business Lessons You Can Apply Across All Areas of Life

 

A successful business learns from what it experiences, either through its own history or the history of others. Let’s talk about some of the important business lessons you can apply in all areas of life. 

 

Kevin Harrington is an entrepreneur and a mentor. He’s worked with celebrities who have become entrepreneurs and with his help, they have been able to achieve success. Mark Timm is also an entrepreneur and they met through their mutual mentor, Zig Ziglar. 

 

The pandemic has impacted businesses of all sizes. These have been challenging months but this has also been a learning curve for Kevin. Kevin’s aggressive curiosity allowed him to start his career and it has sustained him to this day. He succeeds by watching where people begin and how they get to their destinations.



The importance of mentors, the right pitch, and a great mindset

Having the right kind of operational and finance team is imperative to help growth but Kevin also realized the importance of having a mentor, the experts, and leaders you want to emulate and follow. 

 

As a salesperson, the right pitch is also going to serve you well. Kevin uses the tease, please, and seize strategy: Sales reps tease the prospects with just enough information to get their attention, please them by solving their problems, and seize the close by offering a deal they can’t refuse. 

 

The right mindset is the foundation of success.  You will face different obstacles and circumstances and attain different levels of success, but how far you go begins with what you think.  You can fortify your mindset by what you choose to learn. It’s why reading consistently is so critical. Sales require on-going education. The more you learn, the better your grasp what the business of prospecting, selling and closing is all about. 





Important Business Lessons You Can Apply Across All Areas of Life” episode resources 

Connect with Kevin Harrington and Mark Timm via their LinkedIn accounts. Check out the book, Mentor to Millions 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 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  http://go.thoughtleaders.io/1988320200907 or use your code: pipedrivetse.

 

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 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_1347.mp3
Category:general -- posted at: 6:00am EDT

Will B2B Sales Be Impacted by The Elections?

 

The presidential election of 2020 is coming. The question is, will this impact B2B sales? Let’s talk about that in this episode. 

 

An article published in NewNorth stated that the political season impacts B2B sales but it depends on the industry and the type of customers you’re looking for. Studies have shown that multi-million dollar organizations tend to be less shy during the election. The large organizations expand because they have more consumers, stockholders, and others that have a stake in the success of the company. They have the ability to make more solid predictions and see the bigger picture. They determine how the elected leaders will affect the organization. 

 

The election is different for the mid-sized companies as they aren’t immediately impacted by the results. This is also true for smaller companies. For sales reps, you may have more challenges in the time of the election. Brandon Julio, a professor at the London Business School said that during elections, firms reduce their investment expenditures by an average of 4.8%. Companies try to reduce expenditures but they continue to make investments. 

 

Preparing for it

The B2B market doesn't have to feel the strain of an election year. First, sellers must have the proper mindset. This isn’t the end of the world and the impact may not be felt for a long time. Second, ensure that your company is prepared. Evaluate your sales pipeline and look into your CRM. Third, look at the fourth quarter every year. The book, The 12-week year, focuses on how companies tend to do well during the fourth fiscal quarter. The last thing is to plant seeds by building relationships whenever possible. 

 

Will B2B Sales Be Impacted by The Elections?” episode resources 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 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  http://go.thoughtleaders.io/1988320200907  or use your code: pipedrivetse.

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 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_1346.mp3
Category:general -- posted at: 6:00am EDT

How to Reach Decision-Makers When Selling to Enterprises

 

When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect?  Let’s talk about that in this episode. 

 

Erik Kostelnik is the CEO of Postal.io,  a sales marketing engagement platform that generates leads, increases sales, and improves customer retention by optimizing offline engagement and interactions. 

 

Challenges in reaching out to decision makers

There have always been obstacles in selling; however, in the last 20 years, it has gotten a lot noisier due to sales and marketing automation. As a result, it has become more difficult to grab the attention of potential clients. People are just overrun by messages and have become desensitized. You need to be different if you want to interrupt this massive flow of data to the decision-makers.  

 

How to reach decision makers

Historically we have operated on “five touches” to get to a yes or a no response. Operating within these parameters, sales reps standardized the workflow with these five touches in mind. The number of touches has increased, however, due to the volume of people trying to do the same things. It’s become even harder to get a hold of decision-makers. 

 

The solution is to go back to personalization. Formatted emails need to be removed from your own sequences and be replaced with persona-based selling. Sequence your outreaches using social media platforms, emails, and phone call pitches. You can use this steps: 

 

  • Send an email with a gift, like an ebook.
  • Reach out through LinkedIn.
  • Make a personal phone call.
  • Email them.
  • Repeat this process three times.




With this process, you can reach decision makers, even offline.

 

During this process, sharpen your sales sword and differentiate yourself from the competitors. 

 

How to Reach Decision-Makers When Selling to Enterprises” episode resources 

Reach out to Erik Kostelnik via his LinkedIn account. You can also check out the website

 

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 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 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_1345.mp3
Category:general -- posted at: 6:00am EDT

Mistakes Salespeople Make When Prospecting

 

Prospecting is one of the hardest stages in the sales process. It’s where salespeople commonly make mistakes that impact the entire pitch. Learn some of the common prospecting mistakes in this episode. 

 

Diane Helbig works with small business owners and salespeople in overcoming their struggles. She works out realistic ways for salespeople and entrepreneurs to get things done in an authentic manner. 

 

Common prospecting mistakes

Here are the top 3 common mistakes that salespeople make when prospecting. 

 

  1. Salespeople believe that everyone is a prospect
  2. Believing that what they seek is a sale rather than a meeting
  3. Talking more than listening

 

Sales is about solving the problem and connecting your product to your client’s need. This isn’t about convincing people to buy from you. Unless you have what they need, convincing someone who wasn’t ready to buy can lead to buyer’s remorse. If you approach the prospect with the closing in mind, the sales process becomes about you and not about them. 

 

Not everyone is a prospect

It’s hard for salespeople to realize not everyone needs your products and services. As sales reps, you need to evaluate your prospects and approach the process in a more curious way. You want to be able to recognize the people you’re supposed to work with and understand not everyone is going to be a good fit for you.  When you work with people you connect with, and they with you, you’re setting yourself up better for a long-term relationship.  

 

Seek sale rather than a meeting

When looking for sales, sales reps are focused on closing a deal. As a result, you may not recognize that prospects are signaling you that you’re being pushy. Your main goal isn’t the sale but the meeting, a chance for discovery. This is where you build a relationship with prospects. This is where you figure out if it makes sense for you to continue the conversation. 

 

Talking more than listening

Sales reps can talk at length about their products and services long before they get permission. It’s presumptuous and off-putting and can push prospects away. The more a salesperson is talking, the less they’re learning. If we’re not learning about the prospects, we won’t be able to build that relationship and trust and we certainly won’t know what’s best for them.

 

“Mistakes Salespeople Make When Prospecting” episode resources 

Reach out to Diane Helbig via her LinkedIn account

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

 

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 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_1344.mp3
Category:general -- posted at: 6:00am EDT

Discuss and Understanding Women Leadership 

 

Understanding women leadership is becoming an important facet of sales success today. Women now play the same roles that men have but it’s not a typical subject to talk about the challenges that women face in their careers. Linda Yates helps people and organizations tap into their most positive, profitable, and professional image. 

 

Obstacles to women leadership 

Even though it’s 2020 women are still facing this challenge - the lack of pay base across the table. Males typically make more than their female counterparts, even in the same role. Leadership roles have been primarily populated by men over the course of time, women have flooded that role. 

 

Even then, there’s still a disparity. Women often feel like an imposter when the reality is that  they are capable of doing the job well.  Women will, however, have the tendency to hold back because they still don’t have the bravado. 

 

The critical point to being successful, however, is striving to be the best and making sure you have a solid support system among your partners, family, and friends. Women are often put down in the workplace so it’s important to set up  boundaries. They shouldn’t allow others to dictate how they should or should not feel. 

 

Look for mentors

Men can help by being a good foundation and support system but women should look for unbiased mentors who will pull them up, get the respect they deserve, and help them find a seat at the table. 

 

Discuss and Understanding Women Leadership” episode resources 

Connect with Linda Yates via his LinkedIn account and watch out for her upcoming podcast as well! The podcast will be about the many challenges the women are facing right now in various industries and how they are able to overcome these obstacles and challenges. Listen to IntHerRupt podcast produced by tsestudios.io/intherupt. You can also mail Linda at linda@lhyatescnsulting.com

 

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

 

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 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_1343.mp3
Category:general -- posted at: 6:00am EDT

Knowing the Right Time to Ask for the Sale

 

Sales is about the timing - when to pitch, when to close, and when to ask for the sale.
Sales reps need to learn how to nail down this timing to get the desired outcome. Tim Kintz is the president of the Kintz Group, a training and consulting company for the automotive industry. He’s been in the car businesses for 30 years and recently published his book, Frictionless, which talks about closing and negotiating with purpose. 

 

Best ways to ask for the sale

Customers today have choices. Every dealership is just a click away from buying the car and the failure to deliver exceptional experiences will cause sales reps their deals. 

Today’s lifestyle is different than it has been. People worked and could afford to change cars every two-three years. Now, many are battling unemployment. With everything so unsure, everyone is having to navigate a variety of financial struggles. 

 

Sales reps must focus on building the relationship because with so much competition it isn't just about selling a car, customers expect excellent service and a great experience. People are willing to pay as long as they have a stellar experience. 

 

Negotiating the right way

Salespeople need to learn how to make the customers feel good. People want to feel they got a good deal at the end of a negotiation. Don’t negotiate out of fear, but from inspiration. You won’t make every shot but you need to believe that you could.

 

How to close a sale

If you want to be great, you must be willing to pay the price. Practice your closing pitch by saying it out loud over and over again. Listen to your voice and pay attention. Sales reps shouldn’t practice their techniques on their customers, but during the time in between. Challenge yourself to get better and have fun. A sale is made when you transfer your enthusiasm to your customers. 





Knowing the Right Time to Ask for the Sale” episode resources 

Connect with Tim Kintz via his LinkedIn account. 

 

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 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_1342.mp3
Category:general -- posted at: 6:00am EDT

How to Reach Executive Decision Makers, and Why They are Listening Right Now

In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. This may seem a  daunting task in today’s climate but it’s necessary. 

 

In this episode, we talk to Jeremy Miller, the founder of Sticky Branding. His experience in moving through recessions with the family business, and with his own brand, prepared him for the economic downturn that resulted from covid. With the knowledge he’s accumulated, he’s helping other businesses turn it around and in many cases, launch even better. 

 

Reach out executives

The pandemic leveled the playing field for all - every sales rep and even the executives are going through the same experiences together. Almost all businesses are in a state of change as they push the threshold of what they’ve known as common business practices.  They’re having to relearn where to listen. Sales reps who are equipped with the right knowledge and who are positioning themselves to talk with the right executives are going to see success despite current industry standards. 

 

Bring value to the executives 

There are three ways to sell: 

 

  • feature benefits selling 
  • solution perspective selling 
  • provoking the customer

 

Jeremy suggests that the last one is the best approach today as businesses right now are changing. As a sales rep, ask yourself, “Who needs the expertise of our company most right now? Approach your customers with the question, “Who in your organization knows about the need first?”  Ask them what their problems are and offer them a solution. 

 

The business executive team should be looking at the market and asking the important questions: Where do we play? How do we win? What are the issues that our clients are facing? 




It’s a team effort

Have a team meeting that talks about value proposition and the sales efforts on a weekly basis. Make it a dedicated meeting and discuss how you sell right now. What are the shifts you are making as a company? Talk about the strategies that work and get feedback from everyone on the team.

 

Sales is the sharp end of the spear when it comes to business development. The organization must learn to adapt with the trend and make the necessary changes to have a competitive advantage. Sales teams who are thriving keep everyone in their organization from getting laid off. 

 

How to Reach Executive Decision Makers, and Why They are Listening Right Now” episode resources

Follow Jeremy Miller on LinkedIn now to learn more. 

 

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_1341.mp3
Category:general -- posted at: 6:00am EDT

Will Sales Make Me More Confident and Improve My Social Skills?

Sales is a career where people develop their social skills and deepen relationship building. What happens, however, if you’re starting from a place of anxiety and it’s hard for you to talk to people?  Is it still possible to have a successful career in sales? Unfortunately, sales isn’t the solution to these issues and in this episode, we’ll talk about the reasons why. 

 

The wrong idea of getting into sales

Sales is a career that deals with interacting with people and the point of it is not to boost your confidence. Being a salesperson who is looking for ways the customer can benefit you means that you’re thinking more about fulfilling your needs rather than helping the buyers solve their problems. 

 

Nobody should get into sales exclusively thinking about what they’re going to get out of it. This mentality makes sales reps people pleasers. They’re afraid of offending their prospects so it keeps the sales rep from asking the important questions. Wanting to please people means losing the ability to speak of the problem upfront in fear of ruining business

relationships. In the long run, this doesn’t serve your customers well.

 

Sales is more than just talking

Just because you love talking doesn’t mean you should get into sales. There are other career opportunities that would give you the platform to talk. Get into sales with a desire to succeed and with existing mental fortitude. Sales is a demanding job - it has deadlines, pipelines, and goals that need to be met. If you go into sales without the right mindset, it will be difficult to improve and succeed. 

 

What sales is 

There’s a lot of processes involved in sales. For example, administrative work involves emailing clients and prospects, cleaning up the CRM, and more. Sales is a great career but it isn’t for everyone. Don’t get into sales if you just want to help boost your confidence and build social skills. If you are shy, don’t like talking, and you have anxiety, these are things you’ll need to resolve before you think about a sales career.  Otherwise, it could exacerbate the problem for you and any future clients. Anyone going into sales should want to help other people find solutions to their problems. 




Will Sales Make Me More Confident and Improve My Social Skills?” episode resources 

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 IntHerRupt, a podcast designed to empower women leaders to take their seat at the table and talk about timely topics, challenges that women face in the workplace towards leadership, and more. Guests come to the show to share their stories and personal experiences of overcoming the challenges and beating the odds. 

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_1340.mp3
Category:general -- posted at: 6:00am EDT

A Simple Exercise to Understand Your Customers' Values

Solving customer needs are core to any business. For your organization to achieve success, you need to understand what’s valuable to your customer. Let’s talk about that in this episode. 

 

David Priemer had the opportunity to work with Salesforce and saw how sales machines were built operationally and culturally. His time in sales made him realize that people naturally love to buy things but they don’t like speaking with salespeople. David aims to combine his experience as a salesperson and research scientist with the curiosity-based approach to help make sales better for all.  

 

Sell the way you buy

Modern selling and buying have changed dramatically over the past 5-10 years. With the advent of social media, people no longer have the mental bandwidth to care about everything equally. Unfortunately, many salespeople are stuck using the same tactics that worked 10-20 years ago and that can be disastrous. Salespeople must step up and use modern approaches to connect with buyers as they become more driven, skeptical, and information-rich. 

 

Let go of closing tactics

Many sales reps tend to default to out-dated closing scenarios that corner people into buying their products. They push people in making purchasing decisions without considering and understanding customer value. Instead of forcing people to purchase using generic and scripted methods, use personalization. Reciprocity is more likely to occur when you put in the effort of doing homework before reaching out to prospects. 

 

Unconscious selling

This refers to people who are executing certain sales tactics because someone told them to and they don’t always work. The idea is to be curious about how the sales approach is perceived and knowing why a particular pitch worked or didn’t. 

 

One solution is to identify the enemy - what are the challenges your customers face? Understand what your customer values. Tap into their emotions because this is how people connect. Sellers are the solutions to pain points and when we solve problems,  we put ourselves in a position of credibility. Don’t lead with the solution, lead with the problem, and be indispensable. 

 

A Simple Exercise to Understand Your Customers' Values” episode resources

Connect with David Priemer in LinkedIn and check out his book, Sell the Way You Buy. 

 

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_1339.mp3
Category:general -- posted at: 6:00am EDT

How to Be Indispensable to Your Customers

How can you become indispensable to your customers? Let’s learn the important facets of our clients’ businesses in this episode. 

 

Nick Casale is the director of Sales at Sendoso, a company that makes it easy to send anything everywhere so you can ship gifts to your clients and prospects. Their services can help you engage, acquire, and retain customers.          

 

Becoming indispensable to your clients

The challenge is understanding the difference between what your buyer can get exclusively from you versus what they can get from Google or other sources. There are two ways to become indispensable to your clients. The first is by being helpful and approachable and the other is recognizing that both you and your clients are human beings. You should  be able to maintain a business relationship while delivering business value. 

 

Salespeople can make the mistake of forgetting that clients and prospects are more than that. They are also people with families and at the end of the day, just  normal people who are all going through the same things we all are. If you treat your clients just by dollar value, you risk losing the connection and trust. 

 

Bridging gaps using events

This may not be possible now due to the pandemic but when we’re  able to host events again, we should. Going to events allows us to meet prospects face to face, shake their hands, and have a conversation. When you get to meet people and share a meal, it’s easier to see the person, even beyond their title or position in the company.

 

Becoming indispensable to your customers starts with creating a genuine relationship with them. You earn this by becoming a trusted advisor and being consultative. Don’t fake authenticity.  Lead with empathy and understand that people are trying their hardest in a very difficult time. You need to understand that the product you’re selling is not the most important thing in the whole world. What’s important is the connection and remembering your client is a human being first. 

 

How to Be Indispensable to Your Customers” episode resources 

Connect with Nick Casale via his LinkedIn account. 

 

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_1338.mp3
Category:general -- posted at: 12:00am EDT

What To Do When Co-Workers Try To Steal Your Deals

Most salespeople respect boundaries and defined territories but human nature can get the best of people and lines are crossed.  Sometimes areas have not been well-assigned. When that happens, what should you do? How should you handle it in a civilized manner? In this episode, we provide the answers to these questions. 

 

Be indispensable 

When you are working with a client or a potential client, make your presence known. Don’t reach out to just one individual in the organization, reach out to multiple individuals who are at multiple levels. Talk to their director of sales, their HR rep, the VP of sales, and if you’re able, talk to their executive. As much as possible, have three conversations or interactions with these people so the company identifies you as the rep for the products you represent. Make sure that you are indispensable to the client and provide value. 

 

To maximize your interactions use the technology that’s available to you and omnichannel to connect with the people in your target organization. For example, there’s LinkedIn, email, and more. Just make sure you’re reaching out  and show your interest in working with them. 

 

Stay calm 

When you see somebody in your deal or pipeline, it’s important you don’t make a scene. Stay calm and take deep breaths. Bad things happen when you let your emotions get the best of you. Don’t give your client, that team member, or your boss any opportunity to see you as unprofessional. The person who’s level-headed wins the battle. 

 

Understand the rules

Make sure you know your company’s policy when it comes to pursuing opportunities and working in the boundaries of your territory . It keeps you in line and it keeps you in accountable to respecting someone else’s territory. You want to know the rules before you play the game. 

 

Approach the teammate calmly

When it comes to approaching a teammate about encroaching a territory, be level-headed and investigate what their reasons might be. Perhaps they don’t know how the company policy works, so educate them. But if that teammate does know the rules, your approach will tell them you are serious and professional. Clarify the status and solve the problem head-on. If the management allows such a situation to happen multiple times consider another organization with better morale. If you’re finding this happens to you repeatedly, it’s time to put your foot down and have a serious conversation so it doesn’t occur again.  

 

“What To Do When Co-Workers Try To Steal Your Deals” episode resources 

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 IntHerRupt, a podcast designed to empower women leaders to take their seat at the table and talk about timely topics, challenges that women face in the workplace towards leadership, and more. Guests come to the show to share their stories and personal experiences of overcoming the challenges and beating the odds. 

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_1337.mp3
Category:general -- posted at: 12:00am EDT

The Secret Weapon for Selling Anything

Learn the secret weapons for selling in this episode and apply these selling tips to your sales journey as a salesperson. Flynn Blackie dropped his education and pursued his thirst for success.  He started creating websites for friends and as word of mouth grew his reputation, he was able to build his website development business. 

 

Secrets of successful selling

Learn their names

A person’s name is the first and easiest information to obtain. Knowing someone’s name is important and it immediately sparks their interest. Using a name means you are giving an individual importance and you value them. That sparks the clients’ interests. 

 

Understand what’s important to them

The next thing you need to know someone’s interests. Genuinely learn what they need and how your services can help them. Personalize your approach and choose businesses and clients’ causes that you are passionate about. Salespeople need to go the extra mile if we want to grab the attention of our prospects. We want to set ourselves apart from our competition. 

 

Take advantage of social media channels

One of the most common resources salespeople will use is social media. It’s a great way to find common ground between you and your clients and support them through their interests. Prospects feel appreciated when you personalize your approach. 

 

In the midst of this pandemic, you can help your clients for free with Flynn’s COVID-support website. He’s offered free strategy calls and solutions to people who need help. Flynn discovered that in this time of crisis, people who were coming to him are those who have wanted to kickstart their career in business but didn’t have the time before. 

 

Have the desire to learn from other people

Another secret tip to selling is learning from other people. Build a connection with like-minded salespeople and mentors who have already walked the path you want to follow. 

 

The Secret Weapon for Selling Anything” episode resources 

Connect with Flynn Blackie via his LinkedIn account. Read the article that featured the mind of Flynn here too! 

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_1336.mp3
Category:general -- posted at: 12:00am EDT

Why Sales Executives Should Look to the Midwest When Hiring After COVID-19

 

Sales executives need to plan with optimism. We may not know when the pandemic will be over but when the health crisis ends, will companies be ready to launch well?

 

Matt Hunckler is the CEO of Powderkeg. His company works with people in the tech industry to reach their full potential by helping them to get established in a career in tech, regardless of their location. Due to the pandemic, there’s been a shift in the unemployment rate from 2% to almost 20%. All industries have been affected, including technology. However, many companies that are well-capitalized and those with a good business model are now getting back to hiring talent. 

 

Hiring in the Midwest  

Start-up companies are not for everyone, but if you can get on the front end of a rising star, there are incredible opportunities and potential for growth. For example, businesses in the midwest are raising considerable money. They are investing in talent and they are growing and selling. The opportunity is enormous.  Tech hubs outside of Silicon Valley, like those that are found in the Midwest, are unique in each of their own ways and are showing encouraging growth.

 

It should be noted that unlike the companies in Silicon Valley, these smaller startups don’t have the same level of capital. They need a sound revenue model from day one and have to be profitable to survive. This should help salespeople to focus on companies with a strong revenue model in order to have the best-earning potential.  

 

Life in the Unvalley

Tech hubs outside of Silicon Valley are also known as the Unvalley. The cost of living and the quality of life is different in the Unvalley in that the competition for jobs is lower. 

 

Many sales reps believe that working for a startup company in the Unvalley is more rewarding in terms of achieving success. Each tech hub is very different and there is an advantage in knowing these communities well. The startup companies aren’t as well-mapped so their data is sparse. When making work-related decisions, look at the culture of the company, and make sure their values align with yours. 

 

Even with layoffs, there are enormous opportunities particularly in the tech communities in the Unvalley. 



“Why Sales Executives Should Look to the Midwest When Hiring After COVID-19” episode resources

Connect with Matt Hunckler via his LinkedIn account. 

 

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_1335.mp3
Category:general -- posted at: 12:00am EDT

Secret Ninja Hack For CRM Updates and Meeting Recaps

The task that many salespeople find cumbersome is updating and maintaining the CRM. If you have CRM hacks, however, the task can be faster and less tedious. 

 

CRM hacks you need to know

Updating CRM isn’t an easy job. When you meet a prospect, and you have a great conversation, ideally the relationship will continue to progress. Although the relationship building is gratifying, most salespeople don’t enjoy spending time recording the details, updating the information on the CRM, and organizing the details as the relationship moves toward a closing. Working on CRM is not the most exciting aspect of the sales process, but it is necessary.

 

The importance of CRM

An organized CRM helps salespeople understand their customers more, and this knowledge offers a better idea about how to help the customer. A salesperson can only be as effective, however, inasmuch as the data in the CRM is useful. One of the CRM hacks you can use is utilizing Google Doc for its accessibility and straightforward layout. Check out the features and tools within the app and take advantage of their many uses. One feature that can help with speed and efficiency is the typing feature. Use it the next time you have a meeting in order to take quick notes. You can then copy all the little notes you have and put it in the CRM. 

 

The other CRM hack available is Otter, a transcription website that can transcribe all your recorded audios. You can record your Zoom meetings and import it to Otter to get a breakdown of your conversation per second. This allows you to go back to your meetings to review parts of the conversation you want to revisit. Use these CRM hacks to make the most of your CRM. 

 

Secret Ninja Hack For CRM Updates and Meeting Recaps” episode resources 

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Intherrupt, a podcast that is all about empowering women leaders. Every episode, Linda Yates interviews some of the most intriguing women in the business world. She finds out what they do to be able to gain an opportunity in the business world. The podcast launches on August 24 and if you want to get on an early adopters list, go to www.salespodcastnetwork.com/intherrupt.


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_1334.mp3
Category:general -- posted at: 12:00am EDT

Using Video To Improve Lead Generation

 

There have been huge improvements in lead generation tools that salespeople can use with much more efficiency. In this episode, Sean Gordon will discuss the video technology he and his team created called vidREACH and how it can be used to improve contact with prospects.

 

Ideas to improve lead generation

With  technology available today, people are seeing video as an effective tool to improve lead generation. Forbes projects that 80% - 85% of all content by 2022 will be sent through videos as people are turning to mobile-based apps. A 30 second video easily replaces 500-word content. 

 

Salespeople want a platform that allows them to stand out in their industry so they need a personalized approach to make a human connection, especially when the pandemic has made it difficult for people to gather. This human connection leads to more conversation, then appointments, and eventually, closing more deals. Regardless of the channel you use to connect with other people, whether it be through LinkedIn, email, traditional email, messenger - you need a workflow. 

 

Sean’s system allows you to figure out that workflow as you send personalized messages. With Sean’s plug and play approach, you can  load your contacts with their first name, last name, and email and once that’s done, you can then create a video or an email template that can be used again.

 

Video to increase lead generation

Anyone can just send a video at any stage but it’s the format that matters. Remember that 

videos are more like wallpapers that are clickable, and they’re hyperlinks that allow you to pick-up thumbnails you want to go into. 

 

Effective Video formats

Everyone is different. There are some progressive companies. Some would use a breakup email and others go for personalized formats to give that raw and authentic feel to it. The standard best practices are some of the basics in video creation. This includes the proper lighting, the camera angle, the background, good audio, a good video quality, the use of a teleprompter script, and other equipment. 

 

For Sean, a 30-45 seconds video is enough. The key to improve lead generation using videos isn’t the length but the message - the shorter the message, the more effective it becomes. Create your message in a way that personalizes it to the person you’re targeting so think about their industry and their challenges. 

 

Using Video To Improve Lead Generation” episode resources 

Connect with Sean via his LinkedIn account. You can also visit their website to get a chance to speak with him personally. 

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_1333.mp3
Category:general -- posted at: 12:00am EDT

Discover Your Strengths, Sell Authentically, Increase Sales

 

We all have strengths that will help us become great salespeople. The problem is, we don’t always know what these strengths are or how to use them to sell authentically. Eddie Villa is both a life and a sales coach and in this episode, he’ll speak about using our strengths to help us sell authentically.

 

Strengths of a Salesperson 

There are 34 different strengths that fall under 4 themes: Relationship building, strategic thinking, influencing, and executing. Everyone has different motivations and strengths when it comes to selling. Are you someone who wants to deepen relationships?  Are you driven by checking off a list?  Do you like to learn new skills?  Are you motivated by the process? Once you realize what your strengths are, and you lean into your motivators, selling becomes easy!



Balancing your strengths

Company culture may not align with your strengths. In that case, focus on the required activities to get the job done. Once you know the fundamentals, find a way to add your own flair and authenticity into the execution. If your company wants you to send emails, then send them in a way that is a reflection of your strength.  For example, you may enjoy making a video more than you do writing.  If you’re a relationship builder, find a way to connect with your prospect.  Maybe you want to gather information to strategically plan out what is best for a client’s needs.  If you like to do research, learn about your prospect’s company or personal interests in order to put a unique package together just for them. 

 

You are the solution

We are all unique and it’s these differences that drive the various outcomes. Businesses and clients are facing a variety of problems and you are the only one who can bring a solution based on your strengths.  You are that special. Realize that some of your most celebrated successes came from moments you were just being you and build your sales career on who you are, in your strengths. It’s what your client needs.

 

Discover Your Strengths, Sell Authentically, Increase Sales” episode resources

Reach out to Eddie Villa via his LinkedIn account , his website, Facebook, his podcast, Unleash Your Strengths, or email at eddie@eddiepvilla.com

Connect with Donald 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_1332.mp3
Category:general -- posted at: 12:00am EDT

How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals

 

Abraham Lincoln is one of the most iconic individuals in American history for many reasons, but specifically his strategy in winning the Civil War. The Civil War was one of the darkest times for the American people, a pivotal time, and it caused the bloodiest wars fought on American soil. Abraham Lincoln brought the nation together and unified the two opposing beliefs of the North and the South people. Why bring this up on a sales podcast? Believe it or not, salespeople can use Lincoln’s strategy in closing more deals.

 

Going out there

It was Lincoln’s idea to visit the troops and see their issues and difficulties first-hand. That experience helped him understand what they were fighting for and he was able to communicate his observation to key leaders and generals. Lincoln listened and gathered information to know what was going on in the field.  As a result, The Situation Room was created in order to discuss the intel that was gathered.  Lincoln used the advancement of industrialization, such as the railroad. He deployed troops by railroad so their travel time happened in a matter of days instead of weeks. That was efficiency at its best. The soldiers were able to get where they were needed. 

 

As a sales rep

The use of technology will also distinguish a good sales rep from a great sales rep. Great sales reps are taking advantage of new trends like personalized videos. They take the time to personalize emails by attaching video with content specific to the prospect. Use tools like LinkedIn Navigator and Postal to speed up your close rates and shorten the sales cycle.  

 

How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals” episode resources

 

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Intherrupt, a podcast that is all about empowering women leaders. Every episode, Linda Yates interviews some of the most intriguing women in the business world and finds out what they do to be able to gain an opportunity in the business world. The podcast launches on August 24 and if you want to get on an early adopters list, go to www.salespodcastnetwork.com/intherrupt.


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_1331.mp3
Category:general -- posted at: 12:00am EDT

Becoming the Best Storyteller Possible

 

Jim Benton is the CEO of Chorus AI, a leader in conversation intelligence, who helps people understand the conversation that their sales teams are having with their customers. 

 

Technology is more important than ever as it can be used to tell stories that help your clients understand what it is you offer. However, with the pandemic, it is all the more challenging to know these stories within your sales team and what their activities might include.

 

Becoming the best storyteller

Three ways to become great storytellers: 

 

Authenticity 

A sales rep can be authentic and relaxed when he’s prepared. He has to understand what’s required of him to be present in the conversation and not be distracted.

 

Experience

Experience is tied to authenticity. The  most authentic stories come from those that you have personally experienced. New sales reps who don’t have stories of their own can share what they observe. This means paying attention to the details of what is going on around them and the colleagues they work with.  

 

Data

You need to have a way to validate and anchor the story so it connects to you and your client. The story is an effective way of building trust because people are more laid back when they’re sharing their stories. They’re more likely to exchange better information. As sales reps, this is where you need to be attentive. Once the story and rapport is established you can also add metrics and other relevant statistics to anchor a data point  and enhance credibility. 

 

Storytelling and technology 

It’s critical to connect with people  and technology helps us do that. It bridges the gap between sales reps and prospects. Once meetings have taken place, the sales team can use AI to share conversations everyone can listen to and learn from. It becomes an automated tool for coaching that comes straight from the customer. 

 

“Becoming the Best Storyteller Possible” episode resources

Follow Jim Benton via his LinkedIn account. 


Connect with Donald 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_1330.mp3
Category:general -- posted at: 12:00am EDT

How To Leverage LinkedIn For Better Networking

 

LinkedIn is an important social platform for people looking to broaden their network. In this episode, Bobbie Foedisch will be talking about how to leverage LinkedIn for better networking. 

 

Bobbie Foedisch is the founding partner and Chief Social Selling Officer at All About Leverage. The company develops social selling, lead generation, and networking processes. Bobbie has been in the business development space for most of her career. She’s seen the power of leveraging social media and now, along with her team, they have cultivated a lead-generation process that they offer to their clients as a voluntary benefit business.

 

LinkedIn now has over 413 million users and they are growing daily. This makes LinkedIn a perfect platform for you and your business. You can use it to leverage your online and offline marketing presence. 

 

Use LinkedIn Strategies available

One of the best ways to start your LinkedIn experience is by using a picture of yourself as your profile photo. It’s tempting to use a company logo but people don’t develop a relationship with a logo the way they want to connect with people. When selecting a picture make sure the photo looks like you and you look professional. This is your first impression so make the most of this opportunity by having a great headshot. 

 

Customize your message and be yourself

The message is an important part of your LinkedIn profile as it shows effort on your part.  Don’t make it a generic.  Show your personality and let people know you care. Be yourself so people get a true sense of who you’d be face to face.  

 

Build your network right away 

The purpose of LinkedIn is to grow networking opportunities so be confident in building right away. Have a purpose to connect and know the worth of your business. Look for the people you can partner with or who will benefit from your service or product.  They are waiting to be found.  

 

The social selling process

It’s important to have your own social selling process. Here’s a process that Bobbie suggests: 

 

Put your content out there

You need content that will resonate with your network but be sure to tie it back to your subject, job, or area of expertise. Before you begin, assess how you are going to create your content. Will you create your own or curate your content? Either way, your content should be interesting or relevant to your audience. 

 

Start the conversation

As a thought leader, begin conversations that are compelling and will allow conversations to occur.  Post these “ice breakers” on LinkedIn network groups, Twitter, and add them to your company page on Facebook.

 

Time your posts well

Do your research about what days and times to post on the social platform you’re trying to engage with so you have maximum exposure. This will help ensure you are reaching at least 60% of your network. 

 

Join groups for content and networking

LinkedIn groups allow you to reach beyond your network. Having the right content can help you leverage the groups for face-to-face networking events. You can search LinkedIn groups for the niche that reflects your target audience. Search for specific details such as company name, job titles, geographic locations, and other details that will help you narrow down the search. You can then offer your message to the group.

 

Advanced save and purchase

Make use of LinkedIn’s lead generation. Do this by saving your purchase based on your ideal client profile. LinkedIn will automatically send you a lead generation list every week. 

 

Leverage your first degree connection

Learn to leverage your network. Look at your connections and narrow them down to exactly who you want to reach. Meet with your different referral partners weekly and aim for an average of five introductions. Statistics show that this type of warm lead generation has a 60% conversion rate. 

 

The following features on LinkedIn will help you broaden your reach:

  • Thought leadership
  • Content marketing
  • Face-to-face networking
  • Online and offline social activity
  • Reaching people in your community and across the world

 

Effective cold-calling 

Even with everyone using social media as a way to connect, there is still a lot of value in cold calling. Bobbie suggests the following to be more effective:

  • Narrow down the list
  • Monitor recent activity and comment on the things you care about
  • Engage with people and create opportunities for conversations. 
  • Move from connecting online to connecting offline

 

LinkedIn is more effective the more you use it. Be visible on the platform and allow people to get to know you each day. Your LinkedIn profile is the first thing that pops up when somebody searches your name so make a great first impression. Match the sales process to the buying process if you want to be successful. Focus on people who are interested.

Sales is no longer just about selling but guiding people through their needs and being there with a solution. 

 

How To Leveraging LinkedIn For Better Networking” episode resources 

As a salesperson, focus on the relationships and don’t expect things to happen overnight. Take your time and learn from your mistakes. 

Connect with Bobbie Foedisch via LinkedIn or Twitter using the handle: @linkedinbobbie. 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 for free now 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_1291.mp3
Category:general -- posted at: 12:00am EDT

The Best Sellers in History Series 10 - “Oprah Winfrey”

 

Welcome to yet another episode for the Best Sellers in History series. For this episode, we are featuring one of the most influential individuals in our century. She isn’t only known among the African-American community. Her fame reaches worldwide and this individual is now worth over $3.5 billion. She started from nothing but didn’t let that stop her as she overcame obstacles all the way to success and influence. She is Oprah Winfrey 

 

Sales Spotlight - Oprah Winfrey

Oprah Winfrey was born on January 29th, 1954 and her parents are Vernita Lee and Vernon Winfrey. She grew up in a humble community where she was raised by her grandmother on a farm. Oprah entertained herself by playing and acting in front of an imaginary audience. She had her first speaking gig in front of the congregation at church, where she spoke about Jesus and how he rose up from the dead on Easter Sunday. It was the beginning of her knowledge that this was something she could do. 

 

She’d listen when sisters in the congregation would tell her grandmother how talented and gifted Oprah was. Oprah heard it over and over again and she eventually believed it. Her grandmother was strict and forced her to learn how to read by the time she was three. When she was in kindergarten, she wrote a letter to her teacher telling her why she deserved to be in the first grade. She eventually skipped another grade was in third grade when she had to move to  Milwaukee with her mother. 

 

Growing up in a difficult environment 

 

It was difficult as they lived in some poor and dangerous circumstances; however, being Oprah, she didn’t focus on the negative things. She kept moving, living, and enjoying life. When she turned 12, she moved to Nashville, Tennessee to live with her father. She began writing speeches for social gatherings and churches. At one point, she earned $500 for a speech! It was then Oprah knew that she wanted to become an orator and get paid for speaking. Unfortunately, she had to go back to her mother’s home and the dire circumstances strained the mind of young Oprah. She became disobedient and problematic. 

 

At 9, Oprah was being sexually assaulted by men she knew, even family. This eventually led to an early pregnancy and losing a baby. She was around 14 years of age when she was sent back home to her father. 

 

Having structure and expectation 

Oprah’s father was very different from her mom. With her father, Oprah was given structure and the expectation that she would not perform below what she was capable of. She became an excellent student and participated in several school activities. Her track record helped her get a scholarship to Tennessee State University. She was  invited to the White House the following year for a youth conference. 

 

Oprah would also be crowned Miss Fire Prevention by a local Nashville radio station, WVOL. She didn’t think she’d win because there were other girls that looked more like “typical” pageant girls. At one point, they were asked a question about what they would do if they received $1 million. Oprah’s answer was authentic and from the heart and the judges took notice. 

 

Oprah then went on to study journalism and worked for some radio stations. People liked her so she was then brought over to do television and eventually had her own talk show. Through all these experiences, Oprah Winfrey is the woman she is today.

 

Oprah Winfrey was successful because of five key elements: 

  • Relatable and knowing how to build relationships
  • Creativity and willingness to act in difficult circumstances
  • Hard worker
  • Thinking big and pushing herself
  • Being selfless 

 

Relatable and knew how to build relationships

When Oprah first got into the industry, she wanted to be like Barbara Walters. Oprah would imitate Barbara and wanted to be as great at her job. It would take practice. In one situation, she was reporting a story and reading from a script. Oprah was reading the names of places and read Canada as “kah-nay-da.”. On air, she acknowledged her mistake and corrected herself. Oprah was told not to talk about her mistakes on air but Oprah did the opposite. She made fun of herself and made herself vulnerable. She knew that she couldn’t be perfect and there was no point in trying to pretend she was.. She wanted to be real with her audience. 

 

Oprah was also empathetic to the people she was asked to interview and chose not to pressure people who were going through a difficult time. Producers were upset because she wasn’t interviewing people like other reporters. She would see them in their humanity, grieving over the loss of a family member or how they’d their homes in a fire.

 

Oprah also didn’t have a fear of embarrassment. Because she didn’t have that fear, she was able to do what she needed to do. She was comfortable with being vulnerable and it made her easy to connect to. People could relate to her and that encouraged people to listen to her, and to talk to her. 

When her story of abuse was released by a family member,  Oprah used it. Instead of being embarrassed, Oprah leaned into the story, and it made Oprah even more human. People felt like they knew her on a personal level.  She wasn’t just a TV host, she was Oprah, a person like them, and she had troubles too. 

 

As a sales rep, it’s impossible to be perfect in everything you say and do.  Making mistakes is part of the process and when you do, some buyers may not want to work with you anymore. Or, it may be the very thing that draws them to you. Being honest about a mistake is going to be infinitely better than trying to fake an answer.  Your buyers will know you don’t have their best interest at heart. You’ll lose their trust and their confidence that they are safe in your hands.. Be honest and be vulnerable. Be okay saying you don’t know the answer and then be quick to do the research.  People need to see that you are a human being but still ready to work hard. Connect with them on a personal level. 

 

Maya Angelou said, “People will forget what you said. People will forget what you did. People will never forget how you made them feel.” 

 

Be creative and be willing to act

At one point in her career, Oprah was demoted. She was removed from her position of being in the main anchor position and was given a five-minute slot during the early morning show at 5:30, not a popular time for their viewers. Instead of resigning herself to a tough situation, Oprah took the position and dove in headfirst. The segment was a cooking show and while she didn’t have a particular interest in cooking, she was creative. She brought in awesome guests and made something amazing out of a slot that had been previously considered a dead end. 

 

Oprah didn’t sit back and complain.  Instead, she took action and turned things around. This can be used in B2B applications. You may be in a position where you need to sell in a difficult territory and it’s not as fruitful as the top territories in your organization. Maybe you’ve inherited a team that doesn’t perform well. You may have been given a situation that is historically underperforming and you have to be creative to get around it. 

 

Perhaps the account that doesn’t work and doesn’t sell is because the previous manager didn’t put in the work. Just like Oprah, you need to take the initial action. Go in, be vulnerable, and share a relatable story - the next thing you know, you’re already building strong relationship with your prospects. 

 

Work hard 

Oprah worked hard, she didn’t get her success overnight. She didn’t start speaking in her teenage years, she didn’t start speaking in her college days, she started speaking when she was two. She started speaking at a very early age with animals as her audience. She read books, memorized poems, and started to share them. Oprah worked and she hustled. 

 

She knew all the churches in Nashville and gave sermons. When she was working on a set, she could just pick up a script and read it right away without having the need to study it. 

 

Sales representatives need to have the same mentality. You need to master speaking and articulating yourself. There’s no need to be flawless and perfect but you need to be able to speak with confidence in your conversations. Master the principles before hand, master how to ask effective questions, master how to liste, master how to research, master how to look, and more. 

 

Think big and push yourself

As a kid, Oprah wanted to become an actress. Like others, she wanted to be the life of the party. However, she got into a different ballpark, she got into journalism which is in a different stratosphere. A lady told Oprah that if she wanted to become an actress, she needed to do anything to make that happen. She was told to make a vision for it and to start doing things that would lead her towards her goal of becoming an actress. 

 

Oprah did become an actress and debut in the film called The Color Purple. She read the book and started to share the book with everybody. Oprah evangelized the story because she can relate to it, she became the person in the book because she felt like it was hers to begin with. Eventually, she was casted for the film and won awards for her role. 

 

She then started out doing her own TV show, bought the rights, and created her own production company. Still, that wasn’t enough. Oprah thought bigger and said she wanted to create her own brand, start a book club, and more. She also wanted to retire from doing TV shows and so she created her own network. It started out rough but she was able to pull it off and now she’s valued at $3.5 billion. It all started because she was willing to push herself and she didn’t become complacent. She didn’t remain at being just a host, she had to move further. 

 

Speak and act

As a sales representative, you need to speak and act. We want to be the tops sales rep but we don’t do the things to close big deals. It makes us look like complacent sellers. We are not pushing ourselves hard enough when, in fact, you have to. Start with a morning routine, have a vision, and act accordingly. 

 

Sales representatives need to have big dreams, need to be able to push themselves, and get outside your comfort zones. 

 

Be selfless 

Oprah is famous for being selfless, she’s helped a lot of people and gave many things. She has an organization for young girls in South Africa. These girls have different stories but most of them are young girls who have lived in difficult situations. Their stories will tug your hearts. Oprah helped them and she is one of the top celebrities who donated to the said charity. 

 

Just last year, she went to Tyler Perry’s studio celebration and stopped by Morehouse College to donate $13 million which will go to the Oprah Winfrey scholarship program that she helped create back in 1989. There are now about 600 students helped by the program. 

 

Sales representatives may sometimes feel the need to give things with strings attached. But you don’t have to, like Oprah, you can act selflessly and just do things without asking for anything in return. When you do, things will start to open up for you. Doors that you didn’t know were there will start to appear. The next thing you know is that you’d start getting referrals. 

 

Bob Burg has a book that discusses the concept of endless referral mentality, it’s called Go-Giver. The book talks about giving and being selfless. Be like Bob Burg and look for ways on how to be a Go-Giver. 

 

The Best Sellers in History Series 10 - “Oprah Winfrey” episode resources

Oprah Winfrey became a successful woman because of these five things: she’s relatable, she’s creative and willing to act in difficult circumstances, she worked hard, she thought big and pushed herself, and she is selfless. 

Sales reps like you can be successful too by imitating the good example set by Oprah Winfrey. 

If you want more stories, you can just reach out to Donald. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by the 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 have just started a new semester and there are still few seats left. This semester will begin late this March. Enroll to the program for $549 that would run for eight weeks. Follow this link to apply to the program. 

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_1256.mp3
Category:general -- posted at: 12:00am EDT

How To Craft A Rock Solid Sales Pitch To Potential Investors 

 

A sales pitch is part of the selling process but not all salespeople know how to craft a rock-solid sales pitch to potential investors.  First, everyone is a salesperson. Regardless of what you do, everyone sells to someone.

Brian Harrington started in the infomercial business. He worked for his father who was one of the principal pioneers of the infomercial industry. His experience taught him the craft of selling products on TV. 

In those early years, Brian saw how easy it was to sell through television advertising but he eventually saw how investments could be lost as fast as money was made.  They made some changes and instead of sticking exclusively with Infomercials, they followed customers to where they were making their purchases. That decision led them to the digital world and social media. 

Brian and his team started to sell products through Google and other online opportunities such as Facebook. Since then, they’ve branched out to several other platforms. They sell directly to consumers with a diverse selection of products including health and fitness, beauty, home products, and more but continue to also sell through traditional brick and mortar retail stores. 

Brian’s company sells products with a focus on three core worlds: 

  • Product
  • Education, providing ongoing training to entrepreneurs and sales professionals
  • Investing/ Advising/Consulting where they help startup businesses grow and provide value. 

Mistakes you’re making when pitching to investors

It’s easy to make mistakes when pitching. especially if you have no idea how to craft a rock-solid sales pitch to potential investors. The first mistake people make is not being prepared.  If you show up to a meeting and don’t know enough about their business, competition, industry, to answer a potential investor’s basic questions, you can tank a meeting in the first few minutes. It can make you look incompetent in an area you claim a level of expertise. Investors do not want to get involved with people who seem to lack core knowledge. 

Simple changes can make the pitch so much better.  Brian says it can be broken down into 3 easy steps: The Tease, The Please, and The Seize. 

The Tease, The Please, and The Seize 

The Tease:  Get the investor’s attention right away. The first impression matters and you have a small window to capture a potential investor’s interest. Cater the pitch to the person you’re pitching to and keep the company’s culture in mind.  BE PREPARED. Your goal is to capture their attention and interest in the first 10 seconds.  

You also want to be mindful of how your actions and words may be received by your audience.  If you’re working with international investors, do the research about how to conduct yourself during the meeting in order not to make a faux pas. 

The Please: On the one hand, you want to be sure you’re prepared to answer any questions your potential investor might ask. On the other hand, you also want to withhold enough information so they continue to ask questions and dialogue continues.  Take a breath when you’re talking and allow those questions to happen. These unanswered questions will keep them excited and interested in hearing more. There’s a balance between the information you want to offer and the information you want to hold onto until the pitch closes.

 The Seize: Once you’ve had a great launch to your pitch and generated excitement, your job is to keep up the energy. You do this by making sure every pitch has a call to action.  You want to think of ways to make your pitch intriguing enough for the investor to enjoy your presentation, see the value in your product, and have the desire to work with you in a new venture.  You want them to have confidence in you and the products or services you represent.

It’s important to take the time to do the research in potential investors.  Make sure you know they’re looking to invest in your industry or type of product before you ever get in front of them.  Find out what kinds of pitches they’re drawn to. For Brian, the best pitches are the ones that come from people who command attention and hold the attention of the room throughout the presentation. 

Have the right amount of confidence 

Confidence is key for any salesperson. That confidence, however, has to balance with the facts that are being offered.  A good investor is going to research the data you are using to support your claims so stick with the truth. Don’t makeup stories to make yourself look good.  It can compromise your integrity and an investor needs to be able to trust you. 

You also want to be careful about being annoying.  Again, you don’t have a lot of time to make a great first impression.  You don’t want to come off as too cocky or flashy. The best course of action is to substantiate your claims and have a real plan you can confidently and competently execute. 

The truth is, not all pitches will be successful. There are risks in every opportunity but oftentimes, the rewards are bigger than the risks. You can lower the risks by offering realistic projections that show you’ve systematically mapped out how you’re going to make a profit. 

Crafting a Great Sales Pitch

As a salesperson, it’s your job to craft a rock-solid sales pitch to potential investors. The right pitch doesn’t sound too  “salesy.” During a pitch, be careful of talking too much. It could seem like you’re trying too hard and can be perceived as a lack of confidence in your presentation. 

Turn that around by keeping these key elements in mind when crafting a great sales pitch:

  • Come prepared
  • Be confident
  • Know your business
  • Show a level of traction and validation 
  • When presenting, take a deep breath and refrain from repeating the same things over and over again. 

“How To Craft A Rock Solid Sales Pitch To Potential Investors” episode resources

Connect with Brian Harrington by emailing him at brian@kevingharrington.tv. For more sales information and questions, you can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

Direct download: TSE_1224.mp3
Category:general -- posted at: 12:00am EDT

How Can My Personal Brand Set Me Apart From My Competition 2020? 

 

The year is almost over. As a salesperson, how can you set your personal brand apart from your competition in 2020? 

Veronica Romney is solely focused on educating and facilitating individuals in their marketing and branding efforts. Veronica and her team are helping clients to stand out from their competition. They make it their goal to ensure you position yourself correctly so you can jump into the narrative and story that your prospective customer has as opposed to trying to force the customer into yours. 

You Don’t have to Be the Best of the Best 

Many businesses and sales reps are under the assumption that in order to distinguish their personal brand, they have to be the best of the best. The prevailing thought is that the only way to be seen as special is to look bigger and be better than everyone else in the same industry. This mindset can be exhausting for both business owners and sales professionals and can lead to burnout as they fight for consumer attention. Customers are bombarded with attention-seeking ads, streaming services, and other campaigns.  Companies and salespeople do a disservice to them by adding additional distractions that just focus on how great they are.

Veronica teaches her clients to focus on something more critical:  You don’t have to be your customer’s hero. It’s more important to be their guide in helping them get to where they want to go. 

Tony Robbins, for example, is a huge brand. He is a big name and a big individual with a big personality. Everything about Tony Robbins is larger-than-life and at the end of his documentary,Tony Robbins: I Am Not Your Guru,  he was asked what he hoped people would better understand about him through the documentary. His answer is critical to his branding and should be a great takeaway for people who work with consumers. He said that it’s not really about people caring about the person, Tony Robbins. The Tony Robbins brand lets customers know that it's the means to an end and it’s a company that will get them to where they want to go. Tony is aware that he isn’t the show and he isn’t the product.  It’s more about how they are transformed through him and what he teaches. People respond to the things that cause change, keeps them hungry, make them feel fulfilled and feel alive.  

His organization does that.

The Positioning Technique

This is a method being used by CarMax in selling cars. This industry is overly saturated and the competition is stiff. There’s no point in fighting against the current. Instead, CarMax guides their customers where they want to go.  Whether the customer is purchasing a car, trading in or selling a car, CarMax has made it a simple three-step process. They have removed the barriers of haggling and negotiation from the interaction with their salespeople and by doing so, have made it easier for the customer to do business.

This positioning technique relieves salespeople from having to be the product or prove they’re the best. Instead, they can concentrate on being a guide, mentor or coach for their customers.  Because of this, burnout is greatly decreased.

People need a guide when purchasing decisions need to be made. For example, someone buying a weight loss program or supplement isn’t just buying a product but the transformation that product offers. As a salesperson responsible for packaging products and services to the consumer, the goal isn’t to make the product the hero of the sales pitch. The goal is to offer transformation by helping customers understand how the product can get them to their destination.

Position Yourself as a Guide, Not the Hero. 

We live in a world that is driven by consumers who are focused on their self-interests. Consumers want their problems solved quickly and as salespeople, guiding them through their ambitions is key.

Develop your voice

It’s tempting to want to be a chameleon who can be everything to everyone but it’s also impossible. Yes, it’s important to mirror the person you are talking to in order to help build a connection but your voice must be unique to you and your brand. 

Let’s take Warren Buffet as an example. He is a billionaire, investor, and businessman. Warren Buffet is famous for writing an annual letter to his shareholders  to talk about his market forecasts and investments for the upcoming year. 

These letters are so famous they have been turned into books, with the information also being consumed by MSNBC and Forbes. He has been able to deliver consistently, over decades, to successfully build a personal brand that people can trust and feel confident about. 

Warren did this by writing letters to just a single person, Doris. Writing to just one person makes the letters have a unique and intimate tone.

Speaking to one person creates consistency in your voice and people relate to that when you connect with them. 

Find Your Own Doris

Doris is Warren’s sister. He has an emotional connection to her and that’s the kind of affection and connection that you need to have with the people you choose to connect with. Finding your voice can be difficult, especially if you are new to sales, so find a favorite customer, someone that can really benefit from what you have to offer, and pretend you are speaking to that person every single time, no matter who your customer is. Eventually, you will be able to develop your natural tone consistently. 

It’s the same thing in politics. People are drawn to politicians who are consistent and speak the same way, regardless of audience or circumstance.

There can be a disconnect when businesses have one person writing for their blogs, another person their press release, and yet another working their ads. Each person is going to have a different voice in their writing instead of having a company voice.  It’s important that there is consistency of a company voice throughout. 

Consider Asking Your Customers these Four Critical Questions

Veronica suggests four critical questions you can use to help find your voice as a salesperson and help you understand your customer more intimately. They help to develop the relationship when you have an opportunity to survey a new client. The answers to these questions are a great vehicle to learn how to be the best guide you can be:

 

  • What are you trying to accomplish this year?

 

It’s important to set a time parameter on the things your customer wants to achieve. For example, you can ask about a quarter goal or a yearly goal. Setting a time frame gives you an endgame and will serve as a guide to where the customer hopes to go.

 

  • What do you think it would take to double your business results or your happiness this year?

 

Your goal is to enter their story and not to force them into yours. They have already been thinking about what they need to accomplish their goals but these questions allow you to go into the story they have already created in their own mind. What if their solutions are wrong for them? You have to know what they’re thinking to guide them to the right answer. 

 

  • What frustrates you the most about your business and life right now?

 

Whatever the answer is, your product and services has to offer the solution. You are in the business of taking away the pain and obstacles that prevent your customer from getting to where they want to go. Every client will have different pain points so you can’t make assumptions about what frustrates them about their business or life.

 

  • What have you tried to do to improve the situation you’re in?

 

Your customer’s answers will give you insight into what they’re open to trying. Knowing that you’re offering something they’ve never tried before may feel revolutionary to them. You need to understand what people are comfortable in doing. 

The answers to these questions will allow you to see your client’s aspirations and what they think the need to double their business. Their answers will give you an idea of what frustrates them the most and what their pain points are. In addition to that, they tell you the mechanism and the behavior they’re already accustomed to. It’s why these 4 questions are critical in distinguishing yourself from the competition. 

Stay focused on your client and maintain the goal of making them the hero of their own story. You’re there to offer the transformation. People will buy from you, they will say yes to you, when they feel understood by you, not when they understand you. #SalesTruth

“How Can My Personal Brand Set Me Apart From My Competition 2020” episode resources

Catch up with Veronica via her personal website, veronicaromney.com. She is also in various social media such as Twitter

You can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for 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. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

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.

Direct download: TSE_1222.mp3
Category:general -- posted at: 12:00am EDT

Some sales teams complain about everything from marketing to CRM and comps, but if you develop the ability to show your team you care, you’ll overcome the negativity and establish a great work environment.

I’ve worked as a sales rep, as a sales leader, and as a consultant, so I understand that complaints are a normal part of the sales process. In some organizations, though, the sellers don’t complain as much because they believe their managers care about them.  

Imperfect selling scenario

It’s tempting to believe that sellers who don’t complain work in better environments. Even if they don’t get great leads, and if they don’t have the best CRM, or if their facility looks outdated, some sales reps enjoy what they do and they enjoy the people they do it with. Because the management cares about their welfare, the sellers are able to enjoy their work.

Although your CRM and your environment are important, culture plays a vital role in helping sellers thrive. In a subpar culture, typically the focus remains on numbers alone. 

Sales leaders

During the month of August, we’ll focus on sales leadership and the principles that will help sales leaders succeed so their teams can succeed. Of all the things you could possibly do to encourage your team, investing time in them ranks the highest. 

Just like a relationship with your husband or wife, the relationship probably won’t survive unless you spend time together. Nice gifts and other symbols of affection won’t overcome a lack of time together. The same is true for your kids.

Don’t base your relationships with your sellers on shiny new CRM or an awesome facility. Instead, demonstrate that you care about their success by dedicating time to help them improve their performance.  

One-on-one

Prioritize one-on-one meetings with your sales reps. Although sales leaders get bogged down by countless things that demand their time, you must invest time in the things that truly matter. Log it on your calendar so it won’t get pushed aside. 

In my own sales journey, when my own leaders prioritized one-on-one time, they were able to help me overcome challenges that were hindering my success. It also made my sales leaders seem human and it helped me see them as something other than a boss. I see her as a trusted friend and someone I can respect. Leaders who jump into the trenches with you have the authority to guide you. 

When my sales leader stopped investing in one-on-one time with me, my sales performance declined, not because I wasn’t doing my part, but because I was able to draw motivation from her experience and example. 

Share priorities

Be aware of your team members’ priorities and make sure that the things that matter to them matter to you, too. If my sales rep is engaged to be married, I need to be aware of her priority. I can support her priorities by making sure that she’s earning enough money to pay for an amazing wedding. I must make sure that, during our one-on-ones, I’m helping her figure out how to accomplish her goals. 

Better yet, if I know of someone who owns a wedding venue, I can consider connecting the two of them. As a leader, I can provide guidance and resources to help her achieve her goals. 

If my leader is willing to prioritize the things I value, I’ll do the same in return: whatever is important to her will become important to me. Whatever she needs me to do in order to be successful, I’ll be willing to do it. 

This kind of relationship isn’t intended to be manipulative or controlling. Instead, it’s a natural by-product of the leader’s care for the seller.

Go on-site

Once a month, or on a recurring basis, free your schedule to do site visits with your reps. Don’t go with the intention of taking over the meeting. Evaluate her progress and ask her afterward what she did well and what she might have done better. Help her improve as a seller. Demonstrate to your sellers that you value them enough to share your time. 

Give them room to make mistakes and room to grow. 

In Jamaica, families frequently send their 10-year-olds to the grocery store to shop for the family. That doesn’t happen often in this country. The opportunity helps children learn from their mistakes and gain valuable experience.

Give room for failure

We must give people a chance to try things and fail and then learn from the correction that follows. The experience builds independence and responsibility. #SalesExperience

Don’t jump down their throats when they make a mistake in the midst of a deal or when an opportunity flops. Guide them. Let them know you care. Talk to them and coach them. Then give them an opportunity to try again. 

Acknowledge improvement and give your team members room to lead and coach others when they find success. Show them how to become trusted individuals. 

“Show Your Team You Care” episode resources

You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we'd love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.

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I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that's in sales about the podcast.

Audio provided by Free SFX and Bensound.

Direct download: TSE_1150.mp3
Category:general -- posted at: 12:00am EDT

Many sellers rely on old ideology to engage their customers without realizing that if they flip the script, they can set the rules for the sale instead of conforming to the buyer’s rules.

Oren Klaff is the author of Pitch Anything, a required reading throughout Silicon Valley, Wall Street, and Fortune 500 companies. Oren is the world’s leading expert on sales, raising capital and negotiation and has written for Harvard Business Review, Advertising Age Entrepreneur, among others. He is also an investing partner in a $2 million private equity investment fund and loves motorcycles. Oren is about to release his follow-up book entitled, Flip the Script.

Raising money for companies 

There is very little flexibility in most meetings, in that what happens in the first few minutes determines the outcome of the whole thing. The pitch is very important because there are high stakes in every presentation. It’s expensive to travel to presentations, so you have to get everything right the first time. 

Making a pitch is like a surgery. There’s no room for error. 

A pitch is a pitch regardless of the value: $1,000, $5,000, $100,00, $10 million, or $15 million. An account is an account.

This is what Oren does. He invests in companies, buys companies, and he trains the salespeople in these companies to raise money. He knows this works because companies tell him that their sales averages have doubled, that they’re closing deals, and that they’re raising money effectively. He isn’t an academic who dives into the numbers and writes a study about it. He is the one who dives in and takes action. 

Pitch is everything 

You walk into the boardroom where there is a lot of money at stake and you give the pitch. The next five minutes determine the outcome of the meeting. In sales, if you don’t win the deal, you just go to the next one. In a given fund-raising project, you might be trying to raise $10 million for a company and have only 10 pitches to do it. You have to learn it, give it, and raise the money. If you don’t, it’s a catastrophic failure. 

You do what you can to give a pitch that will help you win your sales situation. 

Pitch Anything shares all the things Oren learned from all the pitches and high-stakes situations over 20 years and teaches how to apply the exact same rules to everyday business. Whether you’re taking part in a sales meeting, doing sales over the phone, or recording presentations for  a webinar, the book teaches how to win in everyday sales situations. 

Pitch Anything sold a million copies and the follow-up book, Flip the Script, shows you how to do the things you never would have thought possible.

Writing ‘Flip the Script’

Oren has seen people put his concepts into practice: how to open a meeting, how to raise your status, how to control the frame, and how to lead the buyer to a purchasing decision, and how to build your status so high that people will be desperate to buy your product. Even when people are trained, we still make mistakes. This is what Oren has seen and he believes that the follow-up book is going to change the world. 

Inception 

Oren said that most people wouldn’t recognize his techniques as the way to conduct sales. For example, Oren met with a guy who wanted help in selling his company. They discussed the terms and proposals for 45 minutes. After that, he left and then came back 90 seconds later, which usually isn’t good. You don’t want people to leave just to walk back into the conference room. But when he came back, he had a check ready for $15,000. 

When someone decides that even with no contract, no agreement, and no terms, he’s committed to working with you, this is inception. It happens when the buyer decides internally to do business with you and starts taking things forward. It doesn’t demand price negotiations, because you’ve positioned all the information in such a way that the decision to work with you bubbles up inside them. 

Buyers are cold and digital. They want information, pricing, and a cheaper and better version. There’s no buyer loyalty and they are never satisfied. 

When you order food for a group who’s working late in the conference room, you open the door wide enough to grab the food. There’s no tip and no humans involved. This is what buyers are today.

The conspiracy suggests that you can take that kind of buyer and try to close them by overcoming their objections and selling them, but people aren’t sold. 

We should forget the thought that we can sell to people because that’s not the truth today. People don’t want to be sold, they want to buy. 

Getting started with inception 

Begin by buying the book because it’s where you learn about how to get a buyer to inception. It’s where you are setting up the framework, and leading them through it. 

Next is to recognize that the videos, books, and all the standard knowledge today that are out there represent 40-year-old technology. You aren’t using a 40-year-old phone or a 40-year-old car because life is totally different than it was 40 years ago. Buyers needed you then but they don’t need you anymore because they have the internet. and know that it’s not your fault that you’re being trained on information that is decades old. 

Ask yourself who benefits from the notion that you can overcome objections by selling features and benefits and by providing discounts.

There is a trend, a recurring theme in the market that says “I deserve to get what you sell for free.” Recognize that this trend is out there. Flip the Script will walk you through specific steps that will help you recognize why these concepts don’t work. 

Becoming reliable 

Features and benefits don’t matter until your prospect understands three things:

  • that you’re an expert 
  • that what you do is incredibly hard 
  • that your product matters in the context of survival of companies

You have to make sure that you are an expert and that you speak their language. They must believe that this is incredibly hard and that nobody else can do it at the level you’re doing it. Lastly, you need to put in a survival context or you change the context. 

There is no point in explaining the features and benefits until all that is baked in., you try to establish all those three things mentioned earlier then you explain the benefits. 

There are probably other vendors who will be pitching the same things and they’ll start with the benefits and the features. You need to be different by coming in and showing that you’re an expert in the industry. Build your character and the character of your business then you go to the features and benefits. 

Power of plain vanilla 

Oren likes to commoditize everyone. Among Microsoft, Oracle, Google Services, and Amazon, they’re all the same stuff. The offerings in the market are plain vanilla, and his company offers the same stuff, too. 

Once you commoditize everybody, you can build the “power of working with me.” Everybody in the industry that you’d be looking at offers nearly identical services at the baseline. Avoid the confusing comparison of features and benefits. Commoditize the competition so that you don’t have to deal with them. You can commoditize your competition and build on that. 

Welcome the anxiety 

Flip the Script includes only new sales information that isn’t available in any other sales book. If the information was presented elsewhere, Oren didn’t include it in his book. As a result, though, there’s a sense of anxiety because it’s all too new.

Take a driverless car. It’s new, it’s cool, and it drives you from your home to your office and across the country. It’s interesting, but are you really going to buy a car without a steering wheel or brakes? Maybe you’d wait for other people to buy it and use it for a year and see what happens.

The highly differentiated features and benefits may also trigger anxiety. The same is true in this industry. We offer additional features that may create anxiety. There is reluctance and we shouldn’t forget that people are like sheep sometimes: we want to follow right behind others. 

In today’s complicated world, if you create something new, people would be interested and at the same time, be anxious. 

Positioning things on a trend

You must learn how to position things on a trend. For example, the trend today is gearing toward AI and machine learning and security hacks. 

Winter is coming. There’s an event in every industry that changes the trend of that particular industry. In real estate, it’s tax and regulation. In consumer devices it’s privacy. You should know that to be able to ride the changing waves. 

For example, when stadium seating came to theaters and stadiums, it wiped out every normal theater. Oren calls it the “nuclear winter” for typical seating. If you were selling anything to a theater during that time, you’d say, “stadium seating is coming, and if you haven’t made that adjustment before then your business won’t survive.” 

Similar to Game of Thrones, when they say Winter is Coming, it means something is coming that is going to change the world and people must believe it and act in order to survive. The same is true in business. Believe that something is coming to your industry and know how to operate on the other side of it. 

Flip the Script 

Buyers have a formula that they impose on you. Flipping the script means you are showing the buyer how they get to buy from you. You are giving them the formula by which they’re allowed to buy from you. 

You don’t control your buyer, you give them options. You flip the usual “do this and do that” speech and instead, sit down with the buyer and present options of how things work. Set a sandbox that the buyer is allowed to play in. 

This is why it’s important for them to know that you speak their language. that you’re an expert, and that what you do is incredibly hard to do. It is important that they know that you have the value or the product or the idea that when the change is finally settling in, you are the one they want to work with. You are setting up the formula that they’re allowed to buy. But you only work with a certain kind of people.

Set up the rules instead of playing the buyer’s rules. If the buyer doesn’t play by your rules, then he isn’t allowed to buy from you, thus creating the strong idea that they should buy from you. #OrenKlaff

If they end up not buying from you, it means they weren’t right for you. They weren’t going to pay that price where you could have margin, they weren’t going to do reorders, and they weren’t going to be easy customers. 

When you control the formula, it becomes incredibly obvious that they were never going to be a good account.

“Flip the Script” episode resources

Sales leaders can go to FlipTheScriptBonus to see Chapter 1 and get an example of how to do inception. There are basic rules there that are also discussed in this episode. 

You can also connect with Oren via his website where he has some great blog contents and amazing articles. Hear our first conversation with Oren here

Check the TSE Certified Sales Program while you’re at it, while the first two modules are absolutely free. We want you to find the right customers, close deals, and go out every single day doing big things.

This episode is brought to you in part by Audible. Sign up now to get a book for free and enjoy its 30-day free trial. It’s also brought to you by TSE Certified Sales Training Program, a guide for sales reps in finding better prospects, making more meaningful conversations, and knowing the right questions to ask to close a powerful deal. Check it out and give the two free episodes a try. 

 If you enjoyed this episode, we’d appreciate your review and thumbs up on If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, and other platforms you use. You can also subscribe to our podcast and share it with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

Direct download: TSE_1145.mp3
Category:general -- posted at: 12:00am EDT

Steven Griffith, Time Management, Donald KellyMany sellers elongate the sales process without even realizing it, and Steven Griffith is here to talk about how to take control of your time and to explain that your time management ideas are wrong.

Steven is a performance coach and the author of the book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. He explains how to close the performance gap and get hours back in your day.

Performance research

Steven discovered about five years ago that all of his performance clients were pointing to the same roadblock to their success: they didn't have enough time. He even discovered that he was feeling the same way.

Technology has created more distractions and it prompts us to multi-task all the time. Our lives are moving at an incredible pace and we're all over-stimulated by toxins that steal and hijack our time.

Old time management strategies worked when the phone was connected to the wall by a cord. We live by the notion that time is scarce so we're working to cram as much into each hour as we can.

"If time allows"

Most people have an adverse relationship to time, so Steven teaches his clients to establish a positive relationship with time so that time becomes abundant. It's a matter of viewing time as an ally rather than a foe, and working with it instead of fighting against it.

Consider the phrase "if time allows." Steven routinely asks people whose time they are referring to when they use this phrase.

We've conditioned ourselves to believe that time has the power to allow us to accomplish things. We buy into the idea that time is an outside thing that we're working against when, in fact, we are time.

Compressing the sales cycle

Steven talks about compressing a sales cycle to fit one year's worth of sales into one month.

He tells the story of a real estate professional who sells luxury real estate in L.A. He had health issues in the third quarter and he was really underwater.

They worked together to do a time cleanse that would help him compress his time.

Steven said we all have a built-in belief system about how long a sale takes. We're conditioned by our industries to believe in ideas like slow seasons and high seasons.

Our mental framework keeps us in that mindset, so we get stuck. We might go up or down by 10 percent but we'll always come back to our conditioned thermostat.

Steven asked the agent if it was possible to complete a year's worth of sales in 10 months' time. Without worrying about how to do it, he simply wanted to know if it could be done.

Could it be done in 8 months? Or 6?

Steven worked to break apart his self-limiting beliefs about how long the sales cycle takes. By the time they got down to 8 weeks, he admitted that he didn't know how he would do it.

They started building a new framework in which it was possible to do a year's worth of sales production in 8 weeks.

Mandatory activities

They started by identifying the activities that the agent absolutely had to do. Steven calls these ROT activities or high return-on-time activities.

His biggest business-generating sales activities were his 10x10, (10 contacts by 10 a.m.) and researching the market for pre-qualified buyers.

His time cleanse involved identifying different categories like technology, people, places, and others and categorizing their time. Once they had written everything down, they considered whether each activity was contributing to or contaminating his time.

They identified his time there as a contaminant because his visits often turned into two-hour stays. Instead, they sent his assistant to get his coffee each day.

By the end of the activity, they reclaimed 25 hours a week, 8 of which was the coffee shop. The time cleanse gives you the opportunity to evaluate whether you're doing the right things at the right times.

He redistributed his time and assigned his non-revenue-generating activities to his assistant as well.

Timefulness

Next, Steven showed his client how to set his day up to perform. He calls the concept timefulness, which is an advancement of mindfulness.

It's being present in the moment so that we stop multitasking. We maintain a single focus which can 2 or 3x our results on its own.

The client put everything on his calendar, and he created a reset strategy. He set an alarm on his phone to go off every hour, and when it did, he would check to make sure that he was being mindful. If he wasn't following the plan at that point, the alarm was his cue to return to it.

Sales increased

After about two or three weeks, he couldn't believe how quickly the sales started coming. Like many people, he said, "I can't believe this is happening so fast." Steven cautions people to avoid that mindset because that doubt will keep things from happening quickly.

The client got laser-focused on his activities that generated revenue and he developed a relationship with time that supported those activities. He didn't feel like he was fighting the clock anymore.

Be aware as a seller that if you're stressed out, people will sense it and they likely won't want to be around you.

At the end of 8 weeks, the client had done the most he had ever done in a quarter, and he went on to hit his all-time career record that year.

Believe

We must overcome what Steven calls our "always way of being," which is our belief that certain activities take a certain amount of time. We've been conditioned to believe that work must be hard and that we must grind to achieve the things we want.

Although it's true that you must have time in order to conduct sales, it's possible for sales to happen instantly. Begin by asking yourself how you can compress time. If you don't ask the question, you'll never get the answer.

Don't use the phrase time management. We don't manage our family members, but rather we want to be connected to them and work in unison with them. The same is true of time.

How to start

If you find yourself wanting to try Steven's concepts, begin by shattering the neurological connections in your mind that say this isn't possible. Then, do your own cleanse. Determine what is contaminating your time. Anything that is holding you back from accelerating your goals and dreams is a contaminant.

Write down every single interaction and ask yourself whether your activities are contributing.

It could be Facebook, negative people, or any other thing that takes up your time.

Most people get back a minimum of 10 hours, but most get back 20 or more.

Many people resist the idea of compressing time because they use time as an excuse for not doing, being, and having. They frame themselves as victims of time. #CompressTime

If we say things like "Time doesn't allow," it lets us off the hook because we aren't in charge. Instead, go on a time-excuse diet where you stop using time as a justification for not accomplishing things.

High-performance hours

As an entrepreneur and sales professional, the word no is as powerful as the word yes. Realize what you're saying yes to, what you're saying no to, and where your high-performance hours are.

Steven dedicates an entire section of the book to setting up their day to perform. In fact, many people are doing the right activities at the wrong time. We must determine when we have our best energy and then cluster those similar activities together. Our brains work more efficiently and we'll get better results.

If you are time, and you're 100 percent accountable and responsible for it without letting anything steal it, you take 100 percent control of your life and the results you get.

"Your Time Management Ideas Are Wrong" episode resources

If you'd like to connect with Steven, go to stevengriffith.com/salesevangelist for a free download of his top 10 performance tips to help you perform better with time. You can also pre-order a copy of his book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. When you do, you'll get free access to his master class that walks you step-by-step through the cleanse process.

You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.

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.

Audio provided by Free SFX and Bensound.

Direct download: TSE_1069.mp3
Category:general -- posted at: 11:40am EDT

One of the most important questions you’ll answer is “Why should I do business with you?” and it’s vital that you get it right when you do.

When the question comes, you’ll be tempted to point out how long your company has existed, how great your product is, and how great your customer service is, but those answers won’t likely work.

Sales From the Street tackles actual problems that sellers are facing and allows a sales rep just like you to provide an answer that worked for him.

LOADED QUESTION

People frequently get on Reddit seeking advice about how to answer this question. I love checking in there because it gives me a great opportunity to connect with sellers and share my own insights and expertise.

They frequently listen to the podcast after our interaction and it presents a great opportunity to grow my business. If you haven’t checked Reddit for a page related to your own industry, you definitely should.

“Why should I do business with you” is a loaded question, and I’m going to answer it in two different ways.

When I was a young seller, I was quick to point out the features of my product and to preach about why we were the best company, but it never addressed the client’s true issue.

INITIAL CONVERSATION

Your answer to the question will largely depend on whether this is the first time you’ve spoken to this person. Do you have a relationship already, or this your very first contact?

If you’re speaking to the customer for the very first time, he may be testing you to see how you’ll respond. You could play a seller’s version of whack-a-mole and blindly try to guess the right answer, but as a sales professional, that’s not how you want to operate.

Instead, take control of the situation. Your first priority should be to find out why she is asking this question in the first place.

You can respond with a listicle or with a question of your own. Or, consider this:

“You know, David, when people ask that question it’s usually one of three things.

  1. To see if we have the proper expertise
  2. Testing whether I’m quick on my feet. 
  3. To determine whether we can solve their problem.

Which one of those are we dealing with David?”

His answer to your question will help you understand how to proceed.

TAKE CONTROL

 

Ask questions about the sales process that will help you determine what the customer is seeking. Take charge of the sales process by controlling the conversation.

If the prospect is wasting your time and has no intention of hiring you, you’ll determine that more quickly rather than wasting time on a deal that will never close.

If the prospect is interested, he’ll answer the question and you can continue from there. Pose a question in response to his question.

Ask him why he’s inclined to ask that. If he indicates that his company has encountered other sellers who couldn’t solve its problems, then you’ll know how to respond.

ADDRESS THE CONCERNS

“I don’t ever want to do business with you if I can’t solve your problem. We want to make sure we’re a fit. I don’t want to waste your time or mine.”

“If you are open to it, I’d love to see what you’re doing now to see if we can help you just like we’ve helped many other companies in the past.” 

You can even mention at some point that you’d love to be honest enough to acknowledge if the two of you aren’t a good fit. That will keep you on the same page.

Your customer expects you to rattle off a list of features and benefits. They expect you to be a submissive seller.

They may not realize that as a professional seller, you’ve helped a lot of people, and you’re an expert at doing so. You’re going to stay calm and confident.

SURPRISE THE CUSTOMER

If, on the other hand, this is a customer that you’ve worked with for some time, he may be truly trying to determine whether he should work with you. Your goal is to communicate to him that you’re the best at solving his particular problem.

You’ve done it for thousands of other clients, you’ve run the protocols, and you know you’re the best. You can turn the tables on the customer at that point.

“Why should you not do business with me?”

Be confident. Make sure you understand why the customer is asking the question.

“WHY SHOULD WE DO BUSINESS WITH YOU?” EPISODE RESOURCES

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple PodcastGoogle PodcastStitcher, 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. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Direct download: TSE_1064.mp3
Category:general -- posted at: 12:00pm EDT

Salespeople need mental toughness to weather all the ups and downs of the industry, as well as the pressures and difficulties when things aren’t going well.

Sometimes clients choose another seller. Sometimes a customer ends the relationship. In other cases, we do everything we’re supposed to do, and the deal still won’t close.

Today Ian Wendt talks with us about one of the most difficult moments in his career and how he got through it and continued his journey.

TEACHING INSTEAD OF SELLING

Sales is full of challenges, and it requires a certain amount of self-motivation. For Ian, though, the greatest challenge was when he decided that he didn’t want to knock on doors.

He realized that while he was really good at selling, he was even more valuable as a teacher. He needed to find a way to make himself valuable enough that he could teach other people how to sell and how to be mentally tough, which was what he was really passionate about.

It’s sometimes tough for people to build a sales career that doesn’t involve knocking on doors. Finding a way to make the transition felt daunting to him.

He was haunted by the fear of what would happen if he couldn’t make it work.

Ian shared a quote from the book Can’t Hurt Me: Master Your Mind and Defy the Odds by David Goggins that goes like this:

“Most people don’t even start if they don’t have a guarantee.”

That was Ian’s mindset at the time of the transition.

PULLING THE TRIGGER

Ian decided to sell for one more summer, and his regional manager used him to do some training. When Ian went to certain offices, those groups started seeing huge spikes in their performance. He was helping them close significant deals and move the needle.

He started tracking his results so he could demonstrate his value.

Ian asked for the opportunity to run a training program, but his leadership told him there was no such position available in the company.

If, however, Ian could prove the value in his training, the company would consider creating one.

Ian is a big believer that you don’t negotiate until you bring value, so that’s what he set out to do. He was determined to produce something he could negotiate with.

TRACKING RESULTS

Ian started tracking the offices, reps, and leaders that he was training. He tracked their metrics and their increases and the improvements in their completion rates for about three months.

He visited about 11 offices and trained more than 60 reps.

Once he had a binder full of information, the leaders called him in to ask what he was doing. They were seeing improvements and they wanted to hear how he was doing it.

He got the leadership on board and he created a pitch for his proposed training. They jumped on board with his idea and moved toward getting started.

UNSEEN STRUGGLES

One of the biggest struggles for Ian was that he wasn’t directly selling anymore. He was investing his time and efforts into these offices and these other sellers, so he wasn’t selling a ton of accounts.

He got a few sales, but he went from making a lot of money to making very little. Ian overdrafted his account at least four times, which was unheard of for him.

He was battling the stress of the downward mindset.

As a result, he now teaches that stress is the number one factor in negativity and negativity is the one thing that will destroy a sales career.

Those reps that operate in fear can be completely debilitated.

WHAT IF?

What if I’m moving the needle but this doesn’t pay out? Or what if I have nothing to show for all my work? Worse yet, What if I don’t make enough to live off of?

Ian lived with exactly that fear during the summer he spent training other sellers. He was plagued by the internal debate over whether to return to the regular sales or to keep trying to develop his training idea.

RESULTS

Ian put himself in a position to do work that he loves. Now he’s over all of the training and content creation for his entire company, and he gets paid really well for it.

He’s grateful every day that he was able to create his own future. He recently spoke at a conference where he reminded the audience that sales will always be hard. But, he said, if you can master it, you can really control the outcome of your life.

 

You can find a way to do work that you love and position yourself to look forward to the work week.

He loves the opportunity to share what he has learned with other people, and he loves being surrounded by people who are constantly trying to develop themselves.

“FEAR AND MENTAL TOUGHNESS” EPISODE RESOURCES

Ian is in the process of developing a consulting and coaching program. In the meantime, he’s doing some side work with individual organizations and people.  Connect with Ian via direct message on Facebook @ian.wendt, LinkedIn @ianwendt, and Instagram @iwendtster.

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. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never, ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple PodcastGoogle PodcastStitcher, 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!

Direct download: TSE_1019.mp3
Category:general -- posted at: 11:15am EDT

Many of us in sales have jumped into companies without a training process or guidance; we find ourselves winging it and wondering, “Where’s my mentor?”

Aaron Walker started in the business when he was 18 years old. At the age of 27, he sold to a Fortune 500 company and retired.

Eighteen months later, his wife told him he was becoming fat and lazy; so he went back to work, purchased the company he first started and grew it four times in 10 years.

It was all fun until the unimaginable happened in August 2001.

Aaron accidentally killed a pedestrian with his car. It changed his life.

He sold the business and spent the next five years learning how to deal with the tragedy.

CHANGING HIS LEGACY

In the process, he realized that his financial success lacked significance. He didn’t want his legacy to be “‘enough money to retire at the age of 27.” Nobody cares.

He wanted to make a change. He decided to spend his life encouraging and edifying others.

Aaron changed the way he did business. He started looking outward more than inward and he gathered mentors to help him.

His life began to take a very different path.

With the help of several mentors he has worked with for more than two decades in a Mastermind group, Aaron launched his own coaching company, View From the Top.

He now leads 14 mastermind groups in eight different countries to help people live a life of success and significance.

ISOLATION IS THE ENEMY TO EXCELLENCE

Aaron defines a mentor as somebody who will walk alongside you for an extended period of time, as opposed to a coach who helps you get through a certain point in life.

Aaron has been with some of the same mentors for more than 40 years. They help him realize where he needs to go in life.

Mentors are people who have been there/done that and whose core values coincide with your own. They are the people who want what is best for you rather than what is best for themselves.  

For sales, in particular, mentors are crucial. Aaron believes that it is very difficult to grow and expand alone because we each have only one filter – one life experience that guides how we view things.

THE VALUE OF MENTORS

Other people see us differently than we see ourselves. As such, mentors can help realize your superpowers. They also help you understand your weaknesses and to see your blind spots.

Having a mentor to point out what we would otherwise miss ourselves can be the very thing that puts us over the top.

We have many obstacles and upper limit challenges that we need to push through. Trusted and unbiased advisors can point us in the right direction.

Aaron recalls a guy in one of his mastermind groups that was putting together a course that was, in reality, absolutely terrible. Everything about it was terrible, but the group helped him tweak it and shape it into something amazing.  

It’s the same way in our lives. Aaron admits he lacks tact but never realized that many people viewed him as arrogant and condescending until his wife pointed it out to him. It was one of his blind spots.

We need people around us who can help us out.

We all know the overly confident, borderline cocky salespeople. Getting them to accept advice, to realize their blind spots and to be humble is tricky. Confidence is needed in sales but people don’t buy arrogance and cockiness. There has to be a measure of humility. A mentor can help you get there.

Surround yourselves in business, in marriage, in every area of your life with mentors that you trust to help you get where you want to go.

WHERE’S MY MENTOR?

To find a mentor, look for someone who has been married for a long time if you have questions about marriage. Find someone who has been in business for along time if you have questions about that.

Look for someone who has nothing to lose, or gain, by talking to you. Family members are often biased in that regard because they want you to have what you want to have.

You want someone who will give it to you straight.

You have to be willing to subject yourself to scrutiny. You have to be willing to accept the truth in order to hear the truth. That is why masterminds are so profoundly helpful – you have 8-10 people with completely different life experiences at your disposal.

They can take your great idea, look at it, and point out the things about it that you might not have thought of.  When you work with the same people over months or years, a pattern develops and they see it.

Aaron has worked with the same counselor for decades. They talk when things are going well and when they aren’t. Over that amount of time, the counselor realized that Aaron did something completely radical about once every 36 months. This type of behavior classifies Aaron as a ‘creator developer’, rather than a ‘maintainer manager.’

A creator developer is someone who gets bored easily and who doesn’t like everything to be the same all the time. It explains why Aaron has had 12 businesses. He likes to develop and create.

Because Aaron had a mentor who was able to point it out, Aaron can now plan accordingly.

THE EBBS AND THE FLOWS

Many young people don’t have mentors while many people with experience to share aren’t necessarily interested in reaching out. Aaron is hoping to connect the two.

Mentors have changed Aaron’s life in many ways. He remembers many ebbs and flows throughout his life. One dark time several years ago was particularly difficult. Aaron relied heavily upon his mastermind group at the time and met with them every week. He just could not get motivated but the group was there to listen.

It went on for months.

Then, one Saturday, Aaron got a call from one of the guys in the group. It was alarming at first because the group never spoke on the weekends but Aaron knew by the tone of his voice that it was good news.

“I know you’ve been in a dark spot for a long time and I’ve been praying for you … but you are wearing the hell out of everybody in the group. You just keep on and on every week. Take the chains off from around your neck and move on,” he said.

And then he hung up. Aaron was so mad at the audacity of the call.

But then he started thinking.

Realizing that his friend loved him enough to tell him the truth was the change he needed to get over it and to move forward.

A casual friendship does not give that kind of hard truth.

 

Put down the facade and be vulnerable. That is where true strength starts. Surround yourself with people who know your good, your bad, and your ugly but who still care about you.

It is the solid foundation that will allow you to become all you were created to be.

“WHERE’S MY MENTOR?” EPISODE RESOURCES

You can reach out to Aaron via his website, Viewfromthetop.com. His mastermind group, Iron Sharpens Iron (ISI), meets on a regular basis via video conference all over the world. Check it out!

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

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. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Prospect.io is offering three months at half-price.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple PodcastGoogle PodcastStitcher, 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.

Audio provided by Free SFX and Bensound.

Direct download: TSE_1018.mp3
Category:general -- posted at: 11:08am EDT

If you've been guilty of bulldozing your prospects or being rude or uncaring, today must be the day you change your mindset: Don't treat prospects like a number.

Although numbers are important to those of us who work in sales, we can't let them become our primary focus. They can help us measure our success and determine our strengths and weaknesses, but we can't reduce our prospects to a number.

Find the balance

Some organizations focus so little on numbers that they don't have any way to replicate their successes. They have no idea how many calls it takes to get to the right customer. They have no idea of their conversion rate.

On the other hand, some organizations are so focused on the numbers that it becomes the primary focus of their work. As a result, they often sacrifice quality in the name of numbers.

Do not lose track of the people in the process.

My wife got a call from a traditional seller in a traditional selling situation last week: he knew nothing about the company except the name and the phone number. He didn't know who he needed to speak to, and it was obvious he was calling from a call center.

The caller wasn't prepared and he didn't have a cadence to his call.

Dialing for dollars

Some companies have a single speed. They spend each day dialing for dollars and relying on phone calls to advance their numbers.

They fail to realize that today's buyers are busy. They fail to approach selling from the buyer's standpoint.

It never occurs to them that they could have brought value in an email. Or that they could have used multiple emails to share client testimonials or valuable tips or irresistible messages.

They overlook LinkedIn as a place to connect with prospects and they miss the opportunity to provide value. They forget that they could mail something to the prospect or research who they should contact within a company.

They overlook the strength of using multiple points of entry rather than just blasting the prospect with phone calls.

Control your emotion

When my wife told the caller that we weren't interested in doing business with him, he got upset.

He's no doubt frustrated because he's doing the same activity every single day and not having much success, but it doesn't give him a pass to get upset.

Sometimes you've brought value and done everything possible for your buyer, and they still aren't ready to buy.

It's ok to say, "Hey, I get this all the time. Sometimes people aren't ready. Out of curiosity, is it because you guys already have someone in place or just that you're not looking to buy right now?"

Once they give me an answer, I ask if it's ok for me to send podcasts or videos in the future. If they say yes, then I've left the door open.

Instead of sacrificing my connection by getting angry, I keep opportunities open.

Develop processes

I'm a big proponent of making sure you have processes in place as you reach out to prospects.

If you're treating them like a number and calling without doing any research, please stop. You're treating them like a number and they're going to respond accordingly.

Offer personal touches.

Take 2 to 5 minutes to go on LinkedIn and find out what the company does. Don't eat up too much of your time, just find out the key players and the company mission so you can have an intelligent conversation.

Do work

If you're trying to reach people the same way everyone else is, you're probably not going to have a lot of success.

You're going to have to do a little bit of work to grab our attention in a busy setting.

I recently got a video from someone as a form of outreach, and I complimented the person on the video. Then, I invited the person to be a guest on the podcast, and the show is going live soon.

It's more work for you, but your job as the seller is to make the buyer's job easier. Don't add unnecessary complication.

[Tweet "Treat people like people. Try something unique. People aren't robots and they aren't just numbers. #EffectiveSelling"]

"Don't Treat Prospects Like a Number" episode resources

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. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never, ever be the same.

Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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. It's super easy, it's helpful, and I recommend that you try it out.

You'll receive real-time alerts anyone opens an email or clicks a link.

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!

Direct download: TSE_1017.mp3
Category:general -- posted at: 12:22pm EDT

We’ve all experienced that sinking feeling in sales as we near the end of another month … so how do you deal with the pressure of hitting your quarterly number? It’s not easy, especially without the proper guidance.

Brian Manning, SVP & Head of Growth at PatientPing, works to help startups grow their ideas and he is here today to share insight on how to deal with the pressure of hitting your quarterly numbers.

PatientPing is a care coordination platform that helps healthcare providers collaborate with one another on shared platforms. Brian has been with PatientPing for three years now. He oversees their sales, marketing, government affairs, and partnerships.

From a sales leader standpoint, Brian thinks of quarterly numbers in terms of the Annual Recurring Revenue (ARR) for each layer of the business: the overall company ARR, the sales team ARR and the individual sales rep ARR.

WILL, SHOULD, COULD

Sales reps often feel the pressure to perform and, as a leader, Brian likes to have his reps 3x their pipeline as they enter the quarter. As the quarter goes on, however, and things become more sophisticated, Brian moves on to the ‘Will, Should, Could’ method.

This method involves marking each deal throughout the quarter as Will Close, Should Close and Could Close.  Wills usually equal about 95%, while Should is at 70% and Could is closer to 50%. The Sales Operation Team does this for each week for each rep to provide a projection for the quarter.

In this way, at any given week, the reps have a pretty good sense of where they stand in relation to their targets. Brian has found that the projections are smart and reliable.

THE DETECTIVE MINDSET

When sales reps feel pressure to hit their quarterly numbers, it is usually a result of a failure somewhere in the sales funnel. There might not be enough leads, the presentations may not convert into proposals, or the deals may be stuck in contract too long.

It is usually one specific thing that slows them down. It almost takes a detective mindset to figure it out sometimes, but it can be done.

A key factor in reducing the pressure of hitting your quarterly numbers begins with the numbers that are expected of the sales rep.

The rep needs to be comfortable with those numbers.

If they do not see a path toward achieving the goal set in front of them, they need to alert their manager right away – before the quarter even starts.

It should not be viewed as a sign of weakness, nor should a rep fail to come forward because of pride.  

As a manager, Brian knows it is important to listen to his team. The territory could be bad, the ramp might be too quick, or the training may need to be improved.

He does, however, require an intelligent and well-thought-out conversation rather than simple excuses.

You never want to send a rep out to achieve a quota he doesn’t feel he can meet. It’s not healthy for anyone.

With their detective hats on, the manager and the rep can then work together to specifically analyze the territory, the opportunity, and the various stages that the deals are in.

It has the benefit of making the sales rep more effective which, in turn, increases the likelihood of hitting the numbers in subsequent quarters.

EMPATHY

 

When the pressure is high or the number is high, it is especially important to take care of your health. Brian believes that nothing is insurmountable when you are feeling healthy and well.

A seller under too much pressure – one with any type of resentment towards the product or the company  – will not be a seller who gives his best. It will translate into his performance and affect the clients and the sales.

When a salesperson puts his energy into dealing with the things that he can’t control – an imperfect product or lack of marketing team support, for example – the salesperson will always lose.

In Brian’s experience, the number one difference between a great seller and a not-so-great seller is that the energy of the great seller goes to the areas where he has control. Don’t waste energy on things that will not help you reach your numbers, or succeed.

Your energy, as a salesperson, needs to go into selling under the conditions you are in. This does not mean, however, that you should hesitate to flag issues. If there is something wrong with the product or the process, it should certainly be brought to the attention of management.

There will always be that one guy who wants to complain regardless of the situation. But those reps that can focus and channel their energy into doing what is best for their client are the reps that will succeed.

TRANSPARENCY

There is a seesaw to transparency. When a rep is doing really well and is on track to reach his quota, his manager will see it and will know the rep is doing fine. There is no reason to stress.

But if the rep isn’t doing well or the numbers are low, transparency needs to increase. Brian suggests something as simple as a weekly email to management to address what is working and what is not working. Being really honest and vulnerable in this way provides management with the information, and the opportunity, to improve the system. It helps everyone in the long run.

Many of us don’t like to admit when we are having trouble but it is always easier to address a problem when it is small rather than waiting until it is too big to handle.

Brian has found that, generally speaking, most sales reps that want to work for a start-up are self-starters. They are the ones who read sales books and listen to podcasts to further their own learning.

HORIZONTAL LEARNING

Over time, as a company grows, Brian will bring in sales trainers to coach and shadow. Until a solid infrastructure is up and running, however, Brian has created a system where his sales team sends out a weekly ‘Wins and Learning’ email to each other.

He also stresses that a good learning experience is more valuable than a big win. His team has become competitive to send out the best learning which scales across the team.

  • Be analytical
  • If you are doing well, document how you do it.
  • If you are not doing well, document why not. Be honest and lead the charge into fixing it.

“HITTING YOUR QUARTERLY NUMBERS” EPISODE RESOURCES

Brian has maintained a blog for the past ten years at Briancmanning.com. He is also on Twitter.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

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. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Prospect.io is offering three months at half-price.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple PodcastGoogle PodcastStitcher, 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.

Audio provided by Free SFX and Bensound.

Direct download: TSE_1016.mp3
Category:general -- posted at: 9:29am EDT

Many leaders avoid adequately training their team members because of a single looming question: What if I train them and they leave?

They structure their businesses so that multiple people work on a single project while other projects sit undone. It costs them money and productivity.

If you're one of those managers, I'll offer you a different consideration: what if you don't train them and they stay?

We're devoting the month of January to the topic of mental toughness, and today's topic is directed at business and sales leaders as well as sellers.

Leaders

When team members aren't trained well, they won't be effective at their jobs. When team members aren't effective at their jobs, the manager will have to help them do their jobs in addition to doing his own.

Leaders who fear employee departure often choose not to provide the necessary training, but the reality is that many of those untrained employees end up staying in their jobs. [3:37]

What if they stay with you and they don't know what they are doing?

Financial considerations

Imagine your employee makes $40,000 a year. Are you willing to pay him $40,000 despite the fact that he doesn't know what he's doing, and then require someone who is making $60,000 a year to help him do his job?

Maybe you'll eventually fire the person because he isn't performing. [04:23]

When you let someone go, you may end up paying unemployment benefits, and then you'll incur the cost of hiring someone new.

Whether you use an agency or review the resumes yourself, you'll have to invest time trying to find someone who already has training.

Cyclical

Even if your new hire does have sales training, she won't know your process. She won't be able to perfectly understand your organization, so she won't immediately be effective.

If you choose not to provide training, you'll be back in the same cycle three months after you hire her. [05:04]

You will have spent countless amounts of money to avoid spending money on training. You'll suffer from lost opportunity and lost revenue.

Long-term benefits

Imagine you have three employees. After you train them, one of them leaves your organization.

First of all, consider why the person is leaving. Is it possible that you're not paying enough? Does your organization lack direction for its employees? Don't miss a chance to evaluate why people are leaving. [06:36]

Even if you have a great situation, people may still leave. They may have to move out of state for family reasons or something else. People don't stay in one place forever.

If one leaves, you still have two great employees who are giving you money back.

If you don't train them, you'll likely lose thousands in sales because they aren't good at their jobs.

Do the math

When I was a young seller, I worked for a company that spent probably $7,000 training me to be an effective seller, and I'm thankful for it.

After my training, I landed a $30,000 deal as one of my first big successes. [07:52]

You don't have to be a scientist to understand that $30,000 is a good return on $7,000.

If you invest in your people, they'll love you, they'll stay with your company, and they'll earn you more money.

For sellers

When you're considering your next organization, find out what kind of sales training they provide. Even if you're a seller with a 10-year track record, it's ok to consider training programs at prospective companies. [08:58]

If they don't offer coaching or continuing education, that might be a red flag. If they aren't willing to invest in you, consider other organizations that will.

Do it yourself

Sales leaders might consider providing the training themselves as a way to save money, and it might be true that they're able to do it. For me, though I'm able to change my own oil and cut my own hair, I don't do it. [10:21]

Just because we're capable of something doesn't mean we're the best person for the job. Consider the opportunity costs and the cost for you to stop your own work in order to train other people.

If sales is the most important unit in your organization, if it's the lifeblood of the company, why not continue to educate your team. Give them podcasts to listen to or books to read.

Don't hurt your company by trying to save a dime.

"What If I Train Them And They Leave?" episode resources

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. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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. It's super easy, it's helpful, and I recommend that you try it out.

You'll receive real-time alerts anyone opens an email or clicks a link.

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_1002.mp3
Category:general -- posted at: 3:31pm EDT

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