The Sales Evangelist

Categories

general
Being Authentic
Framing
Relationships
Risk
Business Growth
Customized Solutions
Bryan Hendrick
Objections
Account Executive
B2C
Differentiate
C-Suite
Company Culture
Give Value
Seek to Understand
Email
Conversations
Collaboration
Brian Margolis
Cold Calling
Barbara Giamanco
Account Management
Content Marketing
Jay Gibb
Business Development
Outbound
Empathy
Coaching
Fear
Jimmy Burgess
Education Based Marketing
Keywords
Prospecting
Pipeline
Dennis Brown
LinkedIn
Facebook
Clarence Butts
leads
Dale Dupree
Michael Sardina
Cadence
Jack Kosakowski
Qualifying
Social Selling
Connection
John Antonacci
Branding
Ethics
Bob Burg
John Barrows
Credibility
Audience Engagement
Ericka Eller
Confidence
Jim Jacobus
Building Rapport
Communication
Douglas Vigliotti
Entrepreneur
Humor
Champion
Jared Easley
Commission Sales
Chris Dayley
Building Value
Building Trust
Sales Team
Ask for the sale
Sales Training
Relationship Selling
Ideal Customer
Leadership
Prospecting System
Hiring
Goals
Sales Plan
Referrals
Value
Lead Generation
Asking Thought Provoking Questions
Client Management
sales Management
Success
Asking for Referrals
Sales Strategies
Sales Habits
Sales Culture
Motivation
Door to Door Sales
Sales Coaching
Group Coaching
Selling Success
Accountability
Crowdfunding
Mindset
Sales Enterprise
Sales Process
Closing
Sales Leader
Following Up
Digital Marketing
Sales Opportunities
Sales Mindset
Sales
Email Marketing
Online Marketing
Rejection
Habits
Start with Why
Profitability
Fear of Rejection
Marketing and Sales
Scarcity
Videos
Questions
Business Conversation
Value Conversation
Customer Experience
Negotiation
Demo
Customer Service
Competition
Sales Compensation Plan
Unique Way To Sell
Sales Conversations
Discovery Meeting
Reciprocity
Messaging
Sales and Marketing
Sales Tools
Buyer Persona
Pricing
Joe Carlen
GAP Method
Pre Call Planning
Warm Leads
New Hire
Time Management
Reading Prospects
Numbers Game
Goals Setting
Q and A
Rapport
Customer Evangelist
Humility
Medical Sales
Upselling
Speaking With Executives
Networking
Meeting With Executives
Scaling your sales team
Sales Growth
High Ticket Selling
ROI
Focusing
AI
Bad Customers
Creative Prospecting
Top Performer
Phone Prospecting
Presentation
Affliate Marketing
Research
Delegate
Sales Develop Representative
Theater and Sales
Additive Behaviors
Email Selling
Hard Work and Determination
Hard Work
Common Sales Challenges
First Impression
Meeting with Customers
Interview
Dedication
Administrative Tasks
Sales Enablement
Promotional Materials
Finishing
Story Selling
Revenue
Proposals
Course
Top Performance
Current Customers
Podcast
Planning
Value Driven Conversation
Processes
Twitter
Wealth
Field Sales Rep
Local Advertising
Increase Revenue
Upfront Agreement
Lead Magnet
Message
Experience
Change
Direct Response Marketing
Inbound
Sales Vs. Marketing
Phone Sales
Community
New Sales Professional
PAIN
Influence
Mastermind
Cross Selling
Sales Travel
Team Motivation
Sell Yourself
Image
Values Based Marketing
Promotional Product
Bold
Sales Metric
Sales 2.0
Timing
Sales processes
Value Pricing
Proposal
Copywriting
Network Marketing
Budget
Appointment
Sales Commitment
Building Quick Relationships
Passion
Consultative Selling
Foundation
Everyday Sales
Selling Intangibles
Work-life balance
Inside sales
Mental tougness
Fear of being salesy
Free Trial
Web Leads
Sales Leadership
Vacation
Sales Job Interview
Podcasting
Positive
Live Events
Decision Makers
Sales jobs
Public Relations
Website Sales
Newsletters
entrepreneurs
Commission
Webinar Sales
Sales Experience
Sales Proposals
New Sellers
Daily Planning
Rapid Growth
Lead with Value
Finding Your Voice
New Sales Training
Sales From The Street
The Sales Whisperer
Sales Funnels
Listening
Sales Prospecting
 Guy Kawasaki
Taking action
Positive Thinking
Increasing Sales
Winning Vendor
Being Selfless
Positive Attitude
Selling to women
Sales Stigma
Sales Slump
Persistence
Agenda
Job Interview
Sales Vision
Forecasting
Close Rate
Deeper Discussion
Linked Seller
High Performance Habits
DISCOVER Questions™
Rory Vaden
Donald Kelly
Curtis McHale
Anthony Tran
Case Study
Advanced Sellers
Contract Hell
Bob Rickert
Reluctant Buyers
Inbound Marketing
Google Alerts
Game Changer
Close.io
Honesty
Finding
Calendar Invite
Eveline Pierre
Josh turner
Joanne Black
Matt Hallisy
Mace Horoff
Amy Porterfield
Chris Rollins
Deb Calvert
Closed File
Dino Dogan
Katherine Kotaw
Bryan Daley
Dave Delany
Linda Yates
Jim Cathcart
Happy Someone
Chirag Gupta
Personalize
Jeffrey Gitomer
Cold Outreach
Growth
Sales Pitch
Carissa Hill
Account-Based Marketing
Preparation
Alice Heiman
Imposter syndrome
Buyer's Journey
Drip campaign
Outreach
Influencers
Prospect.io
Don Barden
Acquisition
Barth Getto
Joe Pardo
Data
Preconceived Notions
Sales Process, Sales Podcast
CRM
Selling Your Company
Gen Z
Mastermind, Group Learning
Chat
Partnering, New Leads
Hiring, New Hire
Instagram, New Leads
Failure
Grit
Emotional Intelligence
Client Success
Client Onboarding
Price
SDR
Small Businesses
Asking Questions
Decision Maker
Poor Sales
Account Mapping
Remote Worker
Stories
Selling
Video
Script
Money
Discovery Questions
Marketing
Solving problems
Staying Top of Mind
References
Content
Scaling
Authenticity
Incentives
Curiosity
Market
Omnichannel outreach
Building Relationship
Scale
Video Conference
Traveling Seller
SEO
Scheduling
Cause Marketing
Overcoming obstacles
personal branding
Sales Leaders
Course correction
Sales Meetings
Activities
Problem Solving
Sales Success
BDR
Inbound Leads
Business Proposals
Selling to Friends
Product Demo
Transformational Selling
Profits
Nurturing
Teamwork
Podcast changes
Sales Strategy
Contact Marketing
Firing
New Products
Social Dynamic Selling
Accidental Seller
Accidental Sellers
Repeat Business
Accidental Series
Closing deals
Increasing Sales, Technology
Sales, Effective Sales
Cold Emails
Closing revenue
LinkedIn sales
The Accidental Seller Series
Sales Hiring
Accidental Seller Series
Hiring, Successful hiring
Sales Contracts
Best Sellers In History Series 1
Best sellers in History
Sales Planning
Sales Events
sales 2020
Best Sellers in History Series
Best Seller in History Series
DISC Assessment Profile
Best Seller in History
Psychology of Sales, Sales Mindset
Sales Effectiveness
women in sales, best sellers in history
Sales Script, Target Customer, Niche
Best seller in history, Salesman
Sales Story
Sales Women, Sales Force
Reginald F Lewis
Sales Wealth, Sales Prosperity
Personal Brand, Stephen Hart
Donald Kelly, The Sales Evangelist
SaaS, Software Sales
Leads, Qualifying Leads
ROI, Leads, Inbound Leads, External and Internal Triggers
Women in Sales, Sales Success Story
Stuck sellers
Sales Value
Building trust, Entrepreneurs
Sales Automation
Government, Sales
Sales Videos, Closing Deals
Sales Process, Sales Planning
Sales restructuring, Sales Messaging
Sales Performance
Sales Performance, Sales Process
Sales Promotion
Sales, Rapport
SDR, Sales Job
SDR, BDR
SDR/BDR
BDR/SDR
Sales Rewards, Sales Incentives
Healing, Grief
Sales Profile, Ideal Sales Profile
Sales Manager, Training, Coaching
Sales approach
Sales Experience, PreSales
Sales Fears
Sales Talk
CRM, Leads, Crmble
Sales Skills
Sales, Career, Leadership
Sales Career, Sales Path
Sales success, mental toughness, sales story
TSE, Sales Podcast, Sales Principles
Sales Coaching, Improving Skills
Sales Journey, Reselling, Sales Culture
Sales Process, Networking
sales prospect, sales opportunity
Sales habits, Sales professionals
BDR, SDR, Personalization
cold-calling, prospecting
Sales Language, Authentic Identity
Demonstration, Negotiations
Lost customers, Perseverance
Social Selling, Omnichannel, Sales Leads
Prospecting, Limiting Beliefs, Fear
Cold Outreach, Sales Mindset
Linkedin, Cold Calling, Automation
LinkedIn, LinkedIn Voice Messaging, Donald Kelly
Testimonials, Referrals
Cold prospects, Reaching out
Prospecting, Mindset, Sales Goals
Lead Generation, Video, Sales Video
Successful Salesman, Great Salesman
Successful Sales, Sales Training
Sales Prospecting, Video Sales
Power Dilaer, Sales Automation
Sales Prospecting, Sales Principles
Sales productivity, Trello
Virtual Sales, Virtual Tools for Sales
Sales Success, Sales Training
Building credibility, Sales credibility
mindset training
outreach message
Productivity
unproductive
sales productivity
Sales Goals
future of selling
Favorite Sales Stack Tools
special edition
Modern Selling Strategies
Modernizing Your Sales
Creating A Great Work Enviroment for Sellers
Using LinkedIn
Personal Image and Selfcare
Better sales emails
BDR & SDR Skills
AE Skills
Preparing For 2023
Kicking Off The Year Right
Sales Success Stories
Women in Sales
Better Selling
building sales pipeline
Closing Sales Pipeline

Archives

2024
March
February
January

2023
December
November
October
September
August
July
June
May
April
March
February
January

2022
December
November
October
September
August
July
June
May
April
March
February
January

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

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

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

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

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

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

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

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

2013
December

November 2021
S M T W T F S
     
  1 2 3 4 5 6
7 8 9 10 11 12 13
14 15 16 17 18 19 20
21 22 23 24 25 26 27
28 29 30

Syndication

Account-based selling isn’t like your typical sales procedure. While both take skill and finesse, Account-based selling requires mastery over both your company and your clients. For the past year and a half, Thomas has worked for Amazon Web Services, making nine-figure deals. And on today’s episode of The Sales Evangelist, he and Donald discuss what you need to know about selling to enterprise organizations. (Fun fact: On today’s undisclosed episode of recording, it’s our guest Thomas Niewiara’s birthday!)

Amazon is (to say the least) not a small organization, and they do both account-based and traditional sales approaches.

  • Working with Amazon Web Services’ global accounts team, Thomas manages large AWS customers.
  • Before, he did many sales and sales engineering roles from Google Cloud to a cybersecurity startup.
  • The difference between traditional and account-based selling: the conventional model is a top-down funnel centered around creating and nurturing brand awareness. In account-based sales, you start by identifying critical strategic accounts to focus on and then building lead generation around them.

How to start account-based selling:

  • Develop executive-level relationships because prospecting with a bottom-up approach might not work when 1000s of people work within one company segment. 
  • Because most of these larger accounts are public, analyze available financial statements (such as 10k’s) to frame your specific solutions. 

Thomas spends much more time than average on research.

  • He spends 40% of his time researching for his accounts, with the remaining 60% going towards pitching, presenting, and other facets of his work.
  • Why does he spend so much time researching? You need to understand the problem before you prescribe the solution.
  • As an account rep with these clients, you are the expert. You’re expected to know all the key players within that account and how they work with each other.
  • He has google alerts for both of his accounts, and he uses LinkedIn Sales Navigator for company alerts.
  • He moves nine-figure deals. With that amount of money, you need to bring knowledge and professionalism to the table.

Thomas’ final takeaways and sales advice:

  • It’s essential to develop a relationship with the customer, but for account-based selling, it becomes even more important to network internally. 
  • Know all the tools available to you to do your job as best you can.
  • For listeners working in bigger companies, check if coworkers have past connections and ins into the company. You’d be surprised how much overlap there is.

Quick Tik Tok Talk: Follow Tom on Tik Tok at techsalestom (and follow our own Donald Kelly at donaldckelly.) It turns out the app is far more than just dancing! Follow Tom for conversations about tech sales and how it goes beyond the standard software sale. If Tik Tok isn’t your thing, you can connect with him on LinkedIn.

This episode is brought to you in part by Skipio.

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

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

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

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.


Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1510.mp3
Category:Sales Training -- posted at: 6:00am EDT

ABM (or account-based marketing) is the latest buzzword in the sales world, but how can we integrate this strategy within an existing marketing strategy? More importantly, should you? On today’s episode of The Sales Evangelist, Donald is joined by the Director of Global Account-Based Marketing at ON24, Lisset Sanchez-Schwartz, to learn her approach to implementing account-based marketing campaigns successfully.

  1. Determine what ABM really means and which type you should utilize. 
  • ABM is a cross of a full range of communications, from events to content delivery.
  • It’s segmenting customer bases into unique groups where you can apply different and specific messages. In some cases, that could even mean a 1:1 strategy.
  • It’s not a tactic or campaign type, but it's an orchestration amongst many team members to holistically approach an account.
  • There are three ABM approaches: one-to-one, one-to-few, and one-to-many. Of course, the personalized you get, the more expensive it is to implement. 
  1. Determine if an ABM strategy will be effective.
  • Admittedly, this should probably be a discussion before you determine the type of ABM. But remember, not every account needs an ABM strategy attached.
  • ABM needs to be a partnership with sales. (Many places even call it ABX, because it applies to so much more than just marketing.)
  • Lisset’s pro tip: Don’t try to boil the ocean. It takes money, time, and effort over a long period to see results. 
  1. Develop the infrastructure to support your ABM approach
  • If you don’t have the infrastructure to do retargeting at scale, select a handful of accounts and research.
  • Apply an ABM strategy where it makes sense. 
  • To determine if an account might benefit from an ABM strategy, evaluate and research. If you have a limited budget, use information from your sales team to build the most robust plan possible.
  • If you have a larger budget, utilize third-party data to gain more information about a potential company. This is a great way to learn if a company is interested in you (or a competitor.)
  • The more time you spend on the model, the better the backend will be

How do you aggregate this information if you don’t have the software to find all these data points?

  • Hopefully, you have a CRM. The first-party data you’ve built up will pay dividends.
  • Start with what you have today. Even if your data isn’t the cleanest, start a 1:1 with a company you’re more confident about.

Lisset’s final takeaway? Have the conversation and have patience. A long-term strategy might not seem successful initially, but it will pay dividends down the line with consistency. Visit ON24.com for more company information and connect with Lisset on LinkedIn to learn more.

This episode is brought to you in part by Skipio.

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

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

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

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.


Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1509.mp3
Category:Sales Training -- posted at: 6:00am EDT

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn’t the only part of the equation; you first have to get their attention! In today’s episode of The Sales Evangelist, Donald is joined by Dr. Stephen Timme and Melody Astley to discuss their recent book Insight-Led Selling, which details how to learn how buyers think.

But first, why did they write a book?

  • Ultimately, Stephen and Melody wanted to create a resource their clients and community could utilize.
  • It’s harder than ever to sell to enterprise sellers (yes, people say that every year. But it’s true!) And COVID-aside, the subscription-based economy is growing.
  • There are more stakeholders than ever before in traditional buying processes. At the same time, implementation costs for platforms are lower, making it easier to switch between service providers.

They interviewed many executives to see how they felt about sales. 

  • From AT&T, Coca-Cola, Proctor and Gamble, and even Honey-Baked Hams, Stephen and Melody interviewed executives to learn firsthand how they felt about salespeople. (If you were curious, Honey-Baked Hams didn’t even give them coupons. We’re just as disappointed as you are.)
  • They asked one simple question: what could sellers do better? Below were the three overwhelming responses:
  • First, tell me something I don’t know.
  • Second, how does what you’re selling align with my goals and strategies.
  • Third, make my life easy (and don’t give me a 30-page proposal.)

Personalization is more than inserting the name of each person in an email blast. 

  • It’s developing a point of view that is interesting to the person you’re talking to.
  • Hold on, let’s say that again for those who missed it: spend a moment to develop a point of view interesting to the person you’re talking to.
  • As a sales leader, we expect output from our BDRs. But we can’t do this and expect results from a spray-and-pray method. The game has changed.

How can you implement these sales techniques?

  • For publicly-traded companies, you have access to specific financial figures; use that to align your selling proposition with their capabilities. 
  • Explain the “how” you can help them before you can get into the “how much.” 
  • For sales leaders, equip your salespeople with the specialized knowledge they might need. 
  • You can self-learn if you feel unsupported by your organization, or (and an even better strategy), ask your organization for support.

Their final takeaway? Understanding the language of how a customer speaks (and relating that to financial objectives) is a skill that will last the rest of your career.  Insight-Led Selling is available for purchase on Amazon or Barnes & Noble. To contact Melody and Stephen, reach out at info@finlistics.com or connect on their business’s LinkedIn page. (Or connect directly with Stephen and Melody.)

This episode is brought to you in part by Skipio.

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

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

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

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.


Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1508.mp3
Category:Sales Training -- posted at: 6:00am EDT

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. A necessary part of the professional world, these assistants act as a filter that forces salespeople to maintain high standards and thoughtful targeting to pass. In today’s episode of The Sales Evangelist, Donald interviews Natasha Bowles, founder of Natasha Bowles Professional Staffing Agency, to learn more about how salespeople should interact with gatekeepers for more successful results. 

The main priority of an executive assistant: securing the executive’s time. 

  • If Natasha didn’t protect her executive’s time, salespeople (among others) would occupy all their time.
  • That doesn’t mean salespeople are bad. But it does mean she ensures the salespeople she lets pass are prepared and offer a product or service genuinely beneficial to her executive’s company.
  • Executives receive 250-1000 emails every day. She is a necessary filter that helps executives find time to do their jobs. 
  • Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time.

Get past the virtual inbox - Natasha’s tips for email outreach:

  • Natasha automatically discards anything that looks like an email blast- emails containing no information about the company and just discuss the sender’s product.
  • To get to the executive, show initiative, research the target company and show how you can help solve a problem.
  • It’s not just personalizing the email; it’s demonstrating understanding of the target and what you can offer them.

It’s basic human decency, but still applicable: be respectful.

  • Gatekeepers will notes a dismissive or demanding salesperson. And, if they need that product or service, the gatekeeper will look elsewhere.
  • In 2018, Natasha was tasked with finding an alarm system, water cooler, and other aspects for a new building.
  • The man she was looking to buy from refused to talk to her, insisting on interacting with her executive at every stage of the buying journey.
  • Natasha ultimately ended the partnership with his company because he refused to work with her, and she found a different supplier.
  • Salespeople have a long-standing perception that they need to speak with the decision-maker. But the decision-maker doesn’t necessarily mean the top-level executive. It’s whoever is in charge of the decision (I know, it’s shocking.)

Develop (and maintain) a relationship with the gatekeeper to be effective.

  • Find a balance between demonstrating product knowledge without going over people’s heads.
  • Don’t explain hyper-specific nuances, but emphasize what sets your product apart from the competition.
  • Maintaining a relationship is just as important as the initial sale. Remember, executives meet with 5-15 people each day. And executive assistants interact with dozens more.
  • If you don’t interact with the gatekeeper until it’s time to upsell a year later, that gatekeeper will not remember you. 
  • Maintain the relationship, stay in touch, and develop a personal connection to ensure the gatekeeper reaches out when the time comes.

Connect with her on LinkedIn (at natashabeingww) to learn more about her experiences. 

This episode is brought to you in part by Skipio.

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

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

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

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1507.mp3
Category:Sales Training -- posted at: 6:00am EDT

Like with any job, your sales performance will be far better with the proper mindset. A focused attitude, combined with a strong feeling of self-worth and knowing who you are as a human being, affects all areas of your life. On today’s episode of The Sales Evangelist, Donald is joined by Robert Workman to learn how to empower ourselves to have a mindset conducive to sales success.

You need to have confidence in both your work and yourself.  

  • Have confidence that you’ll show up as yourself, regardless of what meeting, event, or circumstance you find yourself in. 
  • Many salespeople lack a strong sense of confidence but finding that confidence empowers you to do whatever you need to do to succeed.

How you can be more focused as a sales professional: 

  • Once you’re confident in yourself, you can accomplish what you know is suitable for your career rather than what other people might tell you is correct.
  • Robert’s book Selling - The Most Dangerous Game encourages you to look at the leadership and style of work in your workplace to determine if it is the right environment for you.
  • Have the confidence to acknowledge if this workplace will be conducive to your success rather than forcing something that doesn’t work.

To ensure success, take ownership of your time.

  • Eliminating distractions is paramount to the success of a salesperson. 
  • When dealing with adversity, you have to have a total belief in yourself.
  • You have to believe you can walk into a business meeting and accomplish what you need to do.

To get in touch with Robert, visit his website, hiredgun.us, for his email, contact information, and links to his books.

This episode is brought to you in part by Skipio.

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

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

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

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.


Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1506.mp3
Category:Sales Training -- posted at: 6:00am EDT

Whether or not you and your business utilize account-based selling, you won’t obtain the sales figures you want without the right messaging and communication. In today’s episode of The Sales Evangelist, Donald is joined by sales consultant and strategic advisor Scott Leese to learn how salespeople can ensure they’re using messaging that delivers results.

How can a salesperson ensure solid messaging?

  • Have the client explain and describe what problems and challenges they have.
  • During the first interaction with a potential client, some businesses will try to talk about themselves. Don’t do that.
  • Selling is more than convincing the prospect to buy your product. The first step is simply to pique their interest.

The traditional mass-email strategy is no longer effective.

  • People are inundated with vague email pitches. 
  • While this was once a good strategy, the pendulum has now swung in the opposite direction, and the number of importance is no longer volume; it’s conversions.
  • We have to be thoughtful, customer-focused, and targeted.

How to create thoughtful messaging:

  • Find out more about your target. Research the individual and the company, find one or two key points and then reach out.
  • Most importantly: Understand you won’t hit a home run every time. Don’t spend hours researching one prospect. Instead, find something to have a simple but thoughtful conversation.
  • If you put yourself out there in a casual, thoughtful, authentic way, that puts people at ease. And that ease allows them to pass that onto somebody else.

Scott’s main takeaway is: Be sincere, be human, and be thoughtful. Don’t overthink or try to get an A+; college is over. To get in touch with Scott, connect with him on LinkedIn, and check him out on Thursday Night Sales, the longest-running virtual sales happy hour. You can also tune in to his podcast, The Surf & Sales Podcast.

This episode is brought to you in part by Skipio.

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

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

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

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1505.mp3
Category:Sales Training -- posted at: 6:00am EDT

Every salesperson has been in this situation at some point: marketing delivers a handful of leads, only for nobody to respond after you initiate contact. While frustrating, that’s an unfortunate downfall of the lead-based selling model, and a great reason why pivoting to an account-based sales model could be beneficial for you. In today’s episode of The Sales Evangelist, Donald explains what account-based selling is and how you can implement it into your approach. 

Account-based selling is an excellent approach for many businesses.

  • Rather than utilize a traditional lead-based model, an account-based approach focuses on the ideal client account of your company and how you can attract similar clients to them.
  • An account-based strategy will keep your marketing and sales departments unified and focused on the same target, generating more touchpoints and communications with the ideal client most likely to purchase.

How to start using an account-based approach:

  • First, make a list of the people most likely to buy from you. This list should be a series of criteria that only a select group will fit.
  • Second, discover companies that fit these descriptions.
  • Finally, multithread. Don’t reach out to just one person at the company; find three to five people you might want to interact with.

What is the benefit of account-based selling?

  • Marketing and sales will continue their typical outreach: the white papers, the events, and the webinars. 
  • Only now, it’ll come with a focus and a mission that is aligned with the ideal account most beneficial to the salespeople.
  • Account-based targeting allows you to create content specifically for your ideal client. While the reach might be smaller, the likelihood of moving those ideal clients through the funnel is much more significant.

It takes time and work to develop the playbook to make this process run seamlessly. But once the plan is in place, you’ll find opportunities for more growth and more sales.

Join our Facebook group, The Sales Evangelizers, to share your sales story and join a community of people dedicated to growing their profession.

This episode is brought to you in part by Skipio.

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

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

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

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1504.mp3
Category:Sales Training -- posted at: 6:00am EDT

Embracing the technological capabilities of the modern-day isn’t just a good idea; it’s a necessity. On today’s episode of The Sales Evangelist, Donald is joined by Peter Kazanjy, the founder of Atrium and Modern Sales Pros (the nation’s largest sales, operations and leadership peer-education community.) As an author on early-stage sales excellent (Founding Sales), Peter is a sales expert who knows why you need to become a data-driven sales seller.

What does it mean to be a data-driven seller?

  • It’s very similar to the innovation we’ve seen in athletics and high-end professions: someone utilizes every available advantage. 
  • Especially with people working from home, there’s an opportunity to use new information to improve rep and team performance.
  • If you don’t utilize these new technological innovations to make data-informed decisions, you’re going to be in a bad spot.

How do you sell embracing technology to managers?

  • There are two historical reasons sales managers are typically blocked from a data-driven perspective: their ability and enablement, or the available tooling.
  • Simple deal inspection is a standard management style, but it’s no longer the most effective. Enabling managers to manage metrics and goals is necessary to close the number of deals needed to stay viable. 
  • Transitioning to a data-driven framework, especially as a manager, only benefits the team and brings in more money, making it a practical adjustment when given the proper resources.

How can I go about starting if I don’t have management support?

  • Start paying attention to the important precursors.
  • There's a conversion rate for the total number of accounts you interact with and the number of opportunities you create. Similarly, there will be a correlation between outreach efforts and movement through a conversion funnel.
  • It’s like doing your daily pushups - consistency is key. Even if you don’t have the support of those around you, tracking simple metrics yourself will significantly help your own sales goals.

What metrics should we tackle first?

  • The further upstream you can get, the better.
  • Ensure you are meeting not just the quantity threshold you need, but one of quantity.
  • Don’t email a few people; spread your portfolio. Who are you engaging with?
  • Are you doing a good job, indicated by the response rate and opportunities created?

Peter’s major takeaway: Understand the importance of data-driven sales management. Whether that’s investing in highly specialized software or just keeping track on a whiteboard in your living room, using data to make decisions will provide critical opportunities for growth in your organization.

To get in touch with Peter, connect with him on LinkedIn. His company Atrium is offering special deals on various resources (and even coffee mugs) for listeners of The Sales Evangelist, which you can access at atriumhq.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 course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1503.mp3
Category:Sales Training -- posted at: 6:00am EDT

To own or not to own, that is the question. In today’s episode of The Sales Evangelist, Donald is joined by Mike Farrell, who specializes in outsourcing SDR work so their clients can focus on other tasks. Should you and your company use an external SDR team, or should you invest in and develop a team yourself? Find out in today’s episode.

With 18 years in the SDR world, Mike knows when to outsource versus invest in a team yourself.

  • The answer? It all depends on where your company is in its maturation process.
  • Startups and recently created companies likely don’t have the tools, people, or finances in place to develop their own team successfully (and should therefore outsource.)
  • On the other hand, after receiving two or three rounds of investment, it might be wise to create your own team with a more in-depth understanding of what your company offers.

What even is “outsourcing”?

  • Mike’s company has two different outsourcing methods: they use their own software, systems and people to perform the tasks themselves. This means the SDR team can be rapidly deployed, but a third-party organization still owns it. This is a common model for startups.
  • The other model is a pay-per-appointment method, reserved more for companies that have enterprise companies as clients.

How to determine if you should outsource your team’s SDR work:

  • Work backward: First, decide on your final sales goals and objectives. 
  • Look at how many deals you made in a time frame and the win rate of the prospects you contacted.
  • Total the number of prospects you interacted with across all mediums, and determine if you have the number of staff required to reach your goals based on your win rate.
  • If the answer is no, you need to hire an external vendor to augment that (or staff up your internal SDR organization.)

To get in contact with Mike, visit his company website at Greenleads.com or email him at mike.farrell@greenleads.com.

This episode is brought to you in part by Skipio.

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

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

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

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

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.


Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1502.mp3
Category:Sales Training -- posted at: 6:00am EDT

1