When you have the intention to change your sales approach, the behavior follows suit. In today’s episode of The Sales Evangelist, Donald is joined by Scott Savage, Managing Director at Franklin Covey, to learn how sellers can increase their close rate by winning more deals. 

Salespeople tend to think we close more than we do.

• In actuality, the close right is only around 17%. But imagine what it could be if that close rate were higher.
• Why are win rates so low? Many would say the pandemic, but it’s not one sole factor. 
• 42% of the time, decision-makers could not tell the difference between vendors.
• Sellers almost always think they're different. But it doesn’t matter how different you are if the buyer cannot differentiate between sellers.

Talk less, question more:

• Executives and other buyers judge sellers based on their questions, not necessarily their answers.
• Clients don’t want sellers to just talk at them; they want a discussion to know their problems are being addressed.
• It’s not that a seller is disliked, but rather that the meeting didn’t progress with the buyer’s needs in mind.

RDM is Scott’s strategy to close more sales: Relevant, distinct, and memorable:

• For relevant, ask yourself what the client truly cares about. What do they wish to buy or add to their current company?
• Distinct is explaining how they will be dramatically better because of what you can bring to the table. People make decisions based on differences, not similarities. People want compelling contrast.
• Juxtapose those distinct differences by making those differences easy to share and difficult to forget.

Start with the end in mind. 

• Establish objectives for each meeting to help guide interactions toward those pre-established checkpoints.
• Ensure your close rate is open: we get too focused on ourselves, and our intention is based on the sale, not the best decision.
• To stand out, take the RDM strategy. Next, understand what’s essential to each decision-maker to get everyone on board.
• Many people can veto a deal. But, if you know each stakeholder and help them improve, you’ll altogether avoid that issue.
• Your biggest competitor isn’t other companies; it’s the status quo. Be interesting and stand out to convince each decision-maker to choose you.

Scott’s final takeaway? Most sellers think they’re better than they are. Establish what makes you better and convince buyers of that factor. If you can set yourself apart, you’ll close more deals. For more content from Scott, connect with him on LinkedIn or visit franklincovey.com/sds to pre-order his book, Strikingly Different Selling.

This episode is brought to you in part by LinkedIn Sales Navigator.

The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!

Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.

Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. 

This episode is brought to you in part by Skipio.

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

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

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Most modern sales methodologies focus on building rapport and trust with the prospect; challenging the prospect’s beliefs to make better deals is a hallmark of that perspective. In today’s episode of The Sales Evangelist, Donald is joined by the Chief Evangelist of Challenger, Jennifer Allen, to discuss her company’s methodology that drives relationships with their prospects and customers.

Jennifer started as an entry-level seller in account management:

• A relationship-builder through and through, she worked hard to gain client trust. (Which worked well for a long time.)
• During the 2008 recession, her peers and customers laid off teams and cut back budgets; that’s when her corporate exec board launched a report detailing what maintains relationships with customers.
• Jennifer was shocked to see none of her current sales components in that report. What worked once now no longer works.

Why focus on the relationship side?

• Jennifer never wanted to be one of those salespeople, but it was also how she was coached - she mirrored the behavior of her managers and peers.
• She was taught to ease tension with the buyer. However, constructive tension is crucial to teaching a prospect a risk (and why they need to act on that risk.) 
• When you have a problem and go to the bar, the bartender makes you feel good in the moment, but then you wake up with a hangover and the same problem.
• Conversely, working towards a productive goal helps make strides toward solving the problem. It’s all about your relationships with the people around you.

Implementing the challenger sale for success:

• Jennifer transitioned from a relationship-building to a challenger by reading The Challenger Sale.
• Her first interpretation after reading the book? Tell prospects everything they were doing wrong. Unsurprisingly, that didn’t work that well.
• She failed to engage in a two-way dialogue and didn’t offer a space for the prospect to interact and engage.
• The takeaway? You have to earn the privilege to say they’re doing something wrong.
• Have an observation about the company, look for something the company is trying to achieve and determine the company’s end-state goal. If it’s a public company, see if they’re trying to acquire AI or how they’re trying to grow.

Express curiosity in the end goal.

• Have something of value to share, whether right or wrong. Either way, it’s something to think about. 
• If it’s a private company, look to the CEO’s LinkedIn page or an exec’s podcast and see if they convey any information.
• Bringing something of value to the prospect throughout the sales experience is a compelling reason for the prospect to work with you.
• Stop using sales buzz words and figure out how you can bring something to the table.

Jennifer’s major takeaway? Keep a log of what each company is missing, and what happened to make you realize that particular thing was lacking. As you grow that log, you’ll have an easier time when identifying other companies. For more content from Jennifer, connect with her on LinkedIn and listen to her podcast, Winning the Challenger Sale, on Spotify or Apple Podcasts. 

This episode is brought to you in part by LinkedIn Sales Navigator.

The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!

Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.

Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. 

This episode is brought to you in part by Skipio.

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

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

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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.

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.

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.

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.

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.

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. 

• Daniel Disney released his second book called, The Ultimate LinkedIn Sales Guide: How to Use Digital and Social Selling to Turn LinkedIn into a Lead, Sales, and Revenue Generating Machine. 
• The book is a comprehensive guide on LinkedIn for salespeople, sales teams, and businesses that want to get the most out of LinkedIn. 

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.

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.

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.

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.

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.

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.

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?

• Matthew Pollard’s first book was entitled, The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone. It focused on selling as an introvert. 
• His most recent book is entitled, The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections is a sequel to the previous book, and it’s focused on how introverts can out-network their extrovert counterparts. Many believe that extroverts have an advantage over introverts, but Matthew believes that this thought is just in peoples’ heads. The truth is, there’s no disadvantage. It’s just that the path to success for introverts and extroverts is different. 

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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. 

Nathan Hirsch also founded Ecombalance.com a monthly bookkeeping service for Ecommerce Sellers and Agencies

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 and 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.

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.

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.

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.

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.

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.