TSE 1261: How To Pair Inbound Leads With Sales Triggers For Higher ROI

Having the right mindset is crucial to being a successful salesperson. So why do we often get locked up in a mindset of fear, and how can we change that? In this episode, your host Donald Kelly and Dr. Jean Oursler (Ph.D. in Business Psychology from the Chicago School) are here to teach us about our “Caveman Brain” so that we can harness the way we are wired and make it work to our advantage. 

What is Your Caveman Brain?

• The amygdala is a part of the brain that controls our fear responses to our environment. Dr. Oursler calls this the “caveman brain”
• Our “caveman brain” exists to protect us from getting hurt or dying, so we can’t get rid of it or turn it off!
• We don’t have to run away from predators or protect our young from danger anymore, so nowadays, we fear things like rejection, losing our reputation, or being a pushy salesperson.

How Do We Work WITH the Caveman Brain?

• The amygdala only knows what it sees and hears. Pay attention to the media and information you consume!
• Identify your personal fears. Know what is holding you back and why.
• Use positive self-talk to give the caveman brain information to overcome your fears. Think of these as affirmations or talking yourself up.

[Tweet "Almost everything that’s happening in your life that isn’t happening the way you want it to comes down to your caveman brain. When you realize that and you start to fix that, everything else falls back into place.” – Dr. Jean Oursler"]

Resources

https://cavemanbrain.com/

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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.

New reps and veteran sellers alike are looking for the missing piece in their sales game – look no further. In this electrifying interview, your host Donald Kelly speaks with Amanda Holmes, CEO of Chet Holmes International, about how her finger-on-the-pulse approach connects with the foundational elements of her father’s work (The Ultimate Sales Machine) to bring us into the future of selling.

What is a Dream 100?

• There is always a smaller number of better buyers than there are buyers. Selling to your better buyers is smarter and cheaper than selling to anyone else.
• When he was a seller, Chet Holmes spent his energy focusing on his ideal clients rather than selling to 20,000 prospects.
• “In your face, in your space, in your place.” Chet Holmes used a lot of marketing tactics WITHOUT spamming. Aim to be interested instead of interesting!

Identify YOUR Dream 100

• Start by going through your contacts and identifying the people who could be in your Dream 100 – without social media.
• Don’t get overwhelmed – start with a Dream 5 or Dream 10! Place your focus there, and build on it.

3 Dream 100 DON’Ts

• It doesn’t need to be “100”. The most important thing to do is find your better buyers – the customers who are really right for you.

• It doesn’t need to be people outside of your sphere. After looking through your contacts, check your social media, your CRM (customer relationship management), and other places in your SOI (sphere of influence).

• Bigger isn’t always better. Even if big accounts bring in a lot of money, they may not be profitable, and they may not need you. You may not like working with them, which makes them NOT a dream client!

"My father was a fifth-degree blackbelt. He realized that there are only so many ways that you kick or you punch, and it’s just a matter of practicing these things over, and over, and over again. He’s famous for the saying, ‘Mastery isn’t about doing 4,000 different things, it’s about doing 12 things 4,000 times.” – Amanda Holmes

Resources

http://ultimatesalesmachine.com (Chapter 4 of the book is free!)

Reach out to Amanda directly @amanditaholmes on Instagram

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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.

Nothing is more frustrating than hearing a potential customer tell you they already have a vendor and don't need your services. Having spent so much time researching them, you feel it was all for nothing.

Now you're wondering if you should try to convince them your services are better than their current vendor. But what tactic can you use to help win them over?

In this episode of the Sales Evangelist podcast, host Donald Kelly shares his best strategy for handling the common sales objection, "We already have a vendor; we're not interested."  He'll show you how to uncover the prospect's true interest, provide value, and keep the conversation toward a potential deal.

Listen to this five-minute episode to unlock the secret approach to turning these objections into opportunities.

Understanding Objections

• Donald emphasizes that objections don't always indicate disinterest but rather a lack of information. 

• It's crucial to understand the prospect's specific needs and ensure that your solution is relevant to their challenges. 

• Identifying the right fit and relevant problems is essential in addressing objections effectively.

Engaging the Prospect

• By acknowledging the prospect's statement (e.g., "We already have a vendor"), Donald suggests taking the conversation in a different direction. 

• He emphasizes the importance of catching the prospect off guard and demonstrating an understanding of their concerns and potential areas for improvement.

Uncovering Pain Points

• Through skillful questioning, sales professionals can uncover pain points or dissatisfaction with the current vendor. 

• A deeper dialogue can be initiated by asking open-ended questions and displaying genuine interest in the prospect's challenges.

Presenting a Solution

• Donald advises presenting a compelling solution that directly addresses the identified pain points. 

• By showcasing the unique value of your offering and how it can effectively resolve the prospect's challenges, you can open the door to further discussion and potential collaboration.

Effective Communication

• Utilizing effective communication techniques, such as active listening and mirroring the prospect's language, is pivotal. 

• By demonstrating genuine empathy and understanding, sales professionals can build rapport and trust, laying the groundwork for productive conversations.

Closing the Deal

• The episode highlights the significance of transitioning the conversation towards a potential next step, such as setting up a follow-up call or meeting. 

• Donald stresses the importance of articulating the value proposition clearly and effectively to drive the prospect's interest in further exploration.

Handling these types of objections doesn't have to be a dead-end but can actually be an opportunity to showcase your value. In this episode, Donald unpacked the best strategy for navigating this common objection, providing actionable tips to turn these conversations around and set the stage for successful deal closures. 

This episode is a must-listen if you're serious about enhancing your sales game. So, tune in to the Sales Evangelist podcast and equip yourself with the tools to handle objections and thrive in turning them into opportunities. Don't miss out on this invaluable insight to unleash your sales potential!

"Objections don't necessarily mean somebody's not interested. It's that they don't know enough to be able to be truly interested." - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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.

How do you move beyond having a network of connections on LinkedIn to leveraging it to drive meaningful conversations and opportunities?

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with Brandon Lee, the founder of FistBump, on the best practices for maximizing your impact on LinkedIn. 

Discover powerful techniques for engaging with prospects, creating compelling content, and establishing genuine connections that lead to tangible results. Tune in to hear essential strategies for utilizing LinkedIn to drive sales success.

Brandon Lee’s Background

• Brandon founded Fist Bump, which offers a done-for-you and done-with-you model aimed at C-suite sales leaders looking to leverage LinkedIn more effectively. 
• The service appeals to individuals seeking guidance on improving their LinkedIn utilization and those lacking the time to do it themselves.

LinkedIn as a Sales Tool

• Donald and Brandon discuss the critical role of LinkedIn in B2B sales and business.
• They tackle the common issue of professionals failing to effectively utilize their LinkedIn connections after making them, highlighting the need for a more strategic approach to networking and relationship-building on the platform.

Best Practices for Utilizing LinkedIn

• Brandon emphasizes the importance of adopting a networking, rather than a purely sales-driven, mindset when using LinkedIn. 
• He shares the challenges of coming across as just another demanding voice in the crowd and advises on shifting from a lead generation to a demand creation mindset.

Creating Intriguing Content

• Brandon stresses the significance of sharing educational and informative content that resonates with buyers, regardless of whether they are currently in the market. 
• He delves into the strategy of transforming valuable customer insights into engaging social posts and provides examples of how to offer industry-related solutions rather than straightforward sales pitches.

Making Content Relatable

• Donald and Brandon explore the concept of relatable content and the impact of sharing experiences and insights that resonate with the audience. 
• They discuss the effectiveness of content that addresses common industry challenges and offers solutions, emphasizing its relatability and value to the target audience.

Maximizing Engagement Through Comments

• Brandon advocates for consistent and meaningful engagement by commenting on relevant posts and extending conversations by commenting on comments. 
• He emphasizes the algorithm’s positive response to active engagement and encourages leveraging it to increase post visibility and exposure to a broader audience.

Taking Advantage of Profile Views

• Brandon highlights the benefit of monitoring profile views and utilizing them as an opportunity to extend connection requests and initiate conversations. 
• He stresses the importance of personalizing connection requests and seeking common ground with potential connections, ultimately fostering a more extensive and valuable professional network.

Overcoming Impostor Syndrome

• Brandon shares advice for individuals hesitant to leverage LinkedIn, focusing on overcoming impostor syndrome. 
• He emphasizes the value of personal experiences and the significance of taking the initial step, as well as reinforcing the learning curve and the benefits of perseverance.

Brandon’s expertise provides invaluable insights into fostering meaningful connections, creating engaging content, and maximizing visibility on LinkedIn, offering actionable tactics for those seeking to elevate their sales game on the platform.

With practical tips and a focus on authentic human connection, Brandon's approach is both compelling and achievable for anyone seeking to excel on LinkedIn. Tune in to the full episode for a wealth of actionable insights and take your LinkedIn game to the next level!

“I think Sales Navigator is a great sales tool, and LinkedIn is a great networking tool. But if we confuse them and try to sell before we network, we try to sell before we build a rapport or a reputation, then we're just a cold voice demanding or asking people for their time. People have had enough of that!” - Brandon Lee.

Resources

https://getfistbumps.com/

Brandon Lee on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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.

Are you ready to elevate your sales game and close those six-figure deals?

In this episode, Dr. Darnyelle Jervey Harmon joins host Donald to share her insights on transforming sales mindset and strategy. Dr. Darnyelle has a wealth of experience and knowledge working with business leaders to achieve significant revenue growth and success. 

Her approach integrates business growth strategy, talent development, leadership development, and sales psychology. Discover how to revolutionize your sales approach and cultivate a mindset that drives unprecedented success.

Tune in to this episode with Dr. Darnyelle Jervey Harmon and ignite your journey to selling millions!

Overview of Dr. Darnyelle Jervey Harmon's Work

• Dr. Darnyelle Jervey Harmon is the founder of Incredible One Enterprises, a company that specializes in helping business leaders reach their revenue goals. The focus is on driving revenue growth and achieving millionaire status.

Transforming Sales Mindset

• Dr. Darnyelle emphasizes the importance of understanding the connection between how salespeople see themselves and how they perceive money. 
• She highlights the critical impact of early childhood beliefs about money and the need to dismantle limiting beliefs to drive sales success.

The Sell Millions Method

• Dr. Darnyelle introduces the "Sell Millions Method," which encompasses five pillars: strategy, sales, systems, support, and success mindset. Each pillar aligns sales strategies with individual mindset and money consciousness to drive improved sales outcomes.

Understanding the Problems and Solutions

• The first pillar, “Strategy,” involves understanding the client's problems that they have been unable to solve independently and presenting the solutions that appeal to the client's self-selection of the offered solution.

Sales Tools and Systems

• The "Sales" pillar leverages sales tools and key performance indicators (KPIs) to enhance conversion rates. 
• The "Systems" pillar highlights the importance of establishing standard operating procedures leveraging software and automation to make the sales process predictable and efficient.

The Power of Education-Based Marketing

• The episode underscores the power of education-based marketing in connecting with potential clients and how it helps build trust and understanding around the products or services offered. 
• Furthermore, it explores the need for education to align with different segments of potential clients based on their stage in the decision-making process.

Investing in People and Mindset

• Dr. Darnyelle emphasizes the critical role of a well-supported and trained sales team.
• She shares her experience of transforming underperforming teams into top performers through dedicated training and development programs. 
• Additionally, she highlights the essential value of equipping sales teams with financial literacy and shifting their mindset toward money to enable them to sell effectively.

Key Insights on Sales and Money Consciousness

• The conversation delves into statistics revealing the pervasive financial stress and lack of financial literacy among employees, which leads to a substantial loss for employers.
• Dr. Darnyelle highlights the significance of transforming how sales professionals view money to facilitate successful sales outcomes.

Dr. Darnyelle Jervey Harmon delivers a masterclass on selling effectively and unlocking the potential for large deals. With her Sell Millions Method framework, she illuminates the critical connection between mindset, money consciousness, and sales success. Dr. Darnyelle's insights on strategy, sales tools, systems, support, and mindset shift the paradigm around sales leadership and empower sales professionals to supersede limitations and accelerate sales conversions.

Tune in to this episode to gain invaluable wisdom on transforming your sales approach, cultivating a success mindset, and leveraging education-based marketing to drive results. Dr. Darnyelle's expertise is a game-changer for anyone seeking to elevate their sales game and achieve remarkable results. 

“60% of adults live paycheck to paycheck. So that means the people that are selling in your organization live paycheck to paycheck, which means they don't understand money. It means that they don't have a strong relationship with money. These people are responsible for getting your customers to buy more of your product and service in exchange for money. Oh, that's a bad place to be.” - Dr. Darnyelle Jervey Harmon.

Resources

Movetomillions.com

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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.

Do you want to learn a simple strategy to improve the quality of your deals?

If so, you must tune in to this quick 5-minute episode of “The Sales Evangelist Podcast.” 

In this episode, host Donald Kelly shares a simple yet powerful strategy that served as a game-changer in significantly improving the quality of deals in his pipeline. He stresses the impact of accountability and how it transformed his sales approach, leading to a remarkable three-fold increase in revenue.

Discover the secrets to boosting your sales performance through the power of accountability. With the right mindset and strategy, you can achieve remarkable sales success.

The Power of Accountability

• Donald emphasizes the crucial role of accountability in driving sales performance, drawing from his experience as a CEO striving to maintain consistent prospecting efforts amidst a busy schedule. 

• He acknowledges the lack of individual accountability many sales professionals face and the transformative effect it can have on productivity and results.

The Mastermind Experience

• Drawing from his participation in a mastermind group of high-achieving individuals, Donald reveals how the group's collective accountability and peer pressure fueled his professional growth. 

• The environment of striving for improvement and supporting one another led to a significant spike in revenue and provided invaluable insights that could be applied to the sales team.

Implementing Accountability in Sales

• Donald shares how he translated the mastermind concept into a sales team context, creating a mutual accountability and goal-setting culture. 

• By breaking down overarching goals into manageable micro goals, the team saw a substantial elevation in their performance, ultimately resulting in increased revenue and productivity.

Unleashing the Potential for Growth

• Highlighting the transformative impact of accountability, Donald underscores that even high-performing individuals can achieve more by embracing the concept of continuous improvement. 

• He encourages representatives to seek accountability partnerships within their organizations to unlock their full potential and elevate their sales game.

The power of accountability cannot be underestimated when it comes to achieving sales success. Donald's experience demonstrates the impact of having a support system, whether through a mastermind group, a peer, or an accountability partner. 

Whether you are a sales leader, a remote worker, or an individual contributor, finding a source of accountability can be a game-changer in your sales performance. It's about continuously striving to improve, earn more, and reach the top level of performance that you are capable of.

If you want to elevate your sales results, consider taking “The Sales Evangelist Sales Mastermind” program. Embrace the power of accountability and start making remarkable strides in your sales journey today!

"But when you do have that accountability, that one ingredient, that one strategy, it changes the game." - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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.

How do sleep and sales relate?

You’ll have to listen to this exciting Sales Evangelist Podcast episode to find out. Host Donald Kelly delves into the crucial topic of sleep and its impact on sales performance with guest expert Tanessa Shears. 

Tanessa, a specialist in wearable tech and health hacks, discusses how improving sleep quality can lead to increased energy, clarity, and better problem-solving skills, making it a foundational element for a successful sales career.

Tune in now to gain access to Tanessa's wealth of knowledge and uncover actionable strategies to optimize your sleep quality, enhance your energy levels, and revolutionize your sales performance.

Impact of Sleep on Sales Professionals

• Tanessa highlights the common tendency among sales professionals to neglect quality sleep to pursue productivity and achieve sales targets. 
• The "hustle and grind" culture often leads to sacrificing sleep and neglecting personal health while striving for professional success. 
• She emphasizes the detrimental effects of insufficient sleep, including brain fog, stress, and compromised cognitive function, that can significantly hinder sales professionals' performance.

Addressing Sleep Challenges in Sales

• Tanessa shares her experiences working with entrepreneurs, a group often caught up in the fast-paced business world, where neglecting sleep and health has become normative. 
• She emphasizes the need to recognize the actual sleep time versus the time spent in bed, the importance of consistent sleep schedules, and the significant impact of sleep quality on overall performance.

Practical Tips for Improving Sleep

• Highlighting the significance of sleep duration and consistency, Tanessa provides actionable ways to improve sleep quality. 
• She advises sales professionals to allocate enough time for sleep, maintain consistent sleep schedules, and focus on the quality of sleep, particularly emphasizing the benefits of deep and REM sleep. 
• In addition, she emphasizes the need for a wind-down time before sleep, minimizing external input, and avoiding screen time to enhance sleep quality.

Understanding Sleep Quality and Resilience

• Tanessa unravels the connection between sleep quality and resilience, shedding light on how sleep impacts the ability to handle stress, cognitive function, emotional stability, and energy levels. 
• She emphasizes the crucial role of deep and REM sleep in enhancing problem-solving abilities, memory retention, and emotional stability, all of which are essential for sales professionals.

Behavioral Changes for Enhanced Sleep

• Tanessa presents practical changes individuals can make to enhance their sleep quality, such as minimizing screen time before bed, fostering a wind-down routine, and prioritizing activities that facilitate relaxation and unwinding. 
• She also discusses the impact of reading before bed, offering insights into the types of reading that can either hinder or enhance sleep quality.

Balancing Sleep Practices

• Discussing the balance between embracing leisurely sleep-ins and maintaining consistent sleep schedules, Tanessa addresses the importance of managing sleep debt and maintaining a balanced approach to sleep practice. 
• She offers guidance on allowing a degree of flexibility while also ensuring that oversleeping does not compensate for insufficient sleep during the week.

Benefits of Enhanced Sleep for Sales Professionals

• Tanessa elaborates on the benefits of improved sleep for sales professionals, including increased energy, enhanced problem-solving skills, improved memory retention, and the ability to build strong rapport with clients. 
• She stresses the importance of showing up with energy and clarity to attract and retain clients.

Resource for Further Learning

• Tanessa provides a free downloadable resource, the "12 Ways to Biohack Your Energy" playbook, which offers actionable hacks to boost energy levels and create productive mornings. 
• The playbook, containing practical tips and insights, aims to empower individuals to apply simple yet powerful strategies to enhance their energy and overall performance.

Tanessa Shears shares invaluable insights about sleep's crucial role in our productivity, resilience, and overall well-being as sales professionals. From uncovering the hidden truths about our actual sleep hours to delving into the impact of social jet lag, Tanessa's expertise sheds a powerful light on the often overlooked aspects of our sleep habits.

Don't miss out on this opportunity to gain invaluable techniques to optimize your sleep and become a high-energy, top-performing sales leader. Listen to the full episode now and take the first step towards unlocking your true potential.

"It's not only just the time that you're spending sleeping, but how you're cueing your brain during the day and during the night to have a really good sleep." - Tanessa Shears.

Resources

Becoming Limitless Podcast

Tanessa Shears on Instagram

Sleep Biohacking Toolkit 

Becoming Limitless Course  

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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.

When looking for potential clients, do you actually take the time to do proper research?

Or do you quickly scan their website and pitch to them, hoping they'll reply? 

If you do not research properly, you'll never join the top 10% sales representatives club. In today's fast-paced sales environment, it's becoming increasingly essential for sellers to ensure they're selling the right products to the right people.

Discover why value selling is vital in this episode of "The Sales Evangelist Podcast." Host Donald Kelly speaks with Julie Thomas, the CEO of Value Selling Associates, about the challenges facing sales teams and the power of value selling. 

Julie shares insights into the changing dynamics of sales, the key to grabbing the attention of potential buyers, and the importance of being authentic and customer-centric in sales. Click the link to listen now and discover strategies to propel your sales success to new heights.

Value Selling and Julie's Background

• Donald congratulates Julie on her book and delves into her background at Value Selling Associates. 
• Julie explains the company's role as a world-class sales methodology used by B2B sales teams globally. 
• She shares her journey of writing the book to highlight what has changed and what has remained constant in the sales landscape.

Challenges in Grabbing Attention

• Julie discusses the challenges sales teams face in today's marketplace, emphasizing that getting the attention of potential buyers for initial conversations is harder than ever.
• She describes how the inundation of outreach and the presence of bots and AI have increased the difficulty of differentiating oneself and engaging with potential prospects.

Differentiating in Outreach

• Julie offers insights into how sales representatives can differentiate themselves from the competition. 
• She emphasizes the importance of demonstrating an understanding of the prospect, sharing valuable insights, and refraining from leading with product demonstrations. 
• Also, she stresses the need to focus on being relevant, providing value, and understanding the prospect's challenges before proposing a solution.

The Art of Communication and Engagement

• Donald and Julie discuss the significance of omnichannel communication, emphasizing the need to engage authentically and personally. 
• Julie shares her thoughts on using LinkedIn for outreach, one-on-one communication (such as direct email and phone calls), and one-on-many approaches through networking events and webinars.

Building Authentic Connections

• Julie highlights the importance of authenticity and engagement in social media, emphasizing the need for genuine, humble, and insightful content. 
• She stresses that engagement and dialogue are crucial on platforms like LinkedIn and that the goal is to move conversations from online interactions to meaningful, real-world connections.

The Concept of Interest and Value Selling

• Julie explains the fundamental principle of value selling, emphasizing the need to understand the customer and position one's solution as the best alternative for the buyer's problem. 
• She stresses that the key to value selling is ensuring that the problem being addressed is genuinely worth solving.

Julie shares invaluable insights into sales professionals' challenges and how to overcome them. Through her expertise in value selling, Julie emphasizes the significance of understanding your customer and positioning your solution as the best alternative for a problem worth solving. Her emphasis on authentic, engaging communication and creating genuine value for potential buyers is a game-changer for any sales professional.

Listen to the full episode to better understand how to differentiate yourself in a crowded market, engage with potential customers, and leave a lasting impression. This episode is a must-listen if you're ready to transform your sales approach and drive meaningful results. So, grab your headphones and prepare to learn from one of the best in the sales industry!

“If you want me to be interested in you, you must demonstrate your interest in me. Think of the social examples of the people you know, that it's all about them. Let me tell you about how great my job is. Let me tell you how cool my new car is. Let me tell you how great of a cook I am. Let me tell you how great this is. And after about 30 seconds. You just want to get away from those people. Yeah, but the people that come up and say, hey, how's your podcast going? What's new in your world and are interested in you, you tend to lean in and share a little bit more.” - Julie Thomas.

Resources

Value Selling Associates 

Julie Thomas on LinkedIn

The Power of Value Selling

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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.

Are you struggling to follow up with your prospects and close more deals effectively? Imagine if you could learn a proven method to follow up with potential clients that actually works.

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly delves into the crucial aspect of follow-up in sales. He emphasizes the importance of strategic, persistent, and creative follow-up methods to nurture prospects and drive sales success.

Tune in to discover practical tips to enhance your follow-up process, supercharge your sales pipeline, and double your closed deals!

Importance of Follow-Up

• Donald begins by highlighting the common pitfall of salespeople failing to follow up with prospects effectively. He stresses that a lackluster "just following up" approach is ineffective and doesn't make a lasting impression. 
• Acknowledging the complexity of prospects' lives and competing priorities, he emphasizes the need for sales professionals to take proactive steps to stay top of mind.

Strategic Approach to Follow-Up

• Donald advocates for strategic follow-up, urging sales professionals to always book the next appointment with a prospect at the end of the initial meeting. 
• He emphasizes the importance of setting clear expectations and providing an agenda to ensure that follow-up meetings are structured and productive. This proactive approach demonstrates professionalism and keeps the sales process moving forward.

Creativity in Follow-Up

• An important aspect of Donald's advice is the need for creative follow-up methods. 
• He encourages salespeople to explore alternative channels such as LinkedIn connections, messages, or engaging with the prospect's content. 
• Using different touchpoints, sales professionals can effectively trigger prospects to reconnect and keep the conversation alive.

Overcoming Reluctance in Follow-Up

• Addressing the common reluctance to follow up, Donald dispels the notion of being a nuisance. He emphasizes that if a sales professional truly believes in the value of their offering, persistent follow-up is a service to the prospect. 
• He urges salespeople to shed their reservations and embrace the power of follow-up as a means to provide relevant solutions and drive positive outcomes for their prospects.

Sales Mastermind Opportunity

• Donald invites sales professionals to explore “The Sales Evangelist Sales Mastermind,” where individuals can engage in meaningful discussions, practice sales approaches, seek feedback, and gain valuable insights to enhance their sales strategies. 
• With a focus on quality interaction and practical skill-building, the mastermind offers a supportive environment for sales professionals to refine their follow-up techniques and overall sales performance.

Effective follow-up is the key to growing your sales pipeline and closing more deals. It's not about being a pest, but about providing value and staying top of mind with your prospects. 

If you want to learn more about mastering the art of follow-up and multiplying your sales opportunities, tune in to this engaging episode of The Sales Evangelist Podcast. Discover actionable tips that can transform your sales approach and lead to significant growth in your business. 

“We often get off of a call and feel like we don't want to pressure the prospect, or maybe they're in a rush, so we just tell them, hey, I'll call you. I'll follow up with you. It is dead on divine.” -Donald Kelly. 

Resources

Donald C. Kelly on LinkedIn

The Sales Evangelist Sales Mastermind

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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.