The Sales Evangelist

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.

How do you approach your prospects as a sales rep?

Do you send them hundreds of emails when you connect with them, or do you take the time to build a relationship with them?

In this episode of "The Sales Evangelist Podcast," you'll find the best way to approach prospects. Host Donald Kelly speaks with guest Jim Vaselopulos, a CEO consultant and leadership expert, on selling and building long-term relationships in business-to-business (B2B) sales. 

Jim shares the keys to building long-term client relationships, behaving as a peer, and delving into consultation-oriented sales. You'll also witness a role-play scenario showing how to engage with potential clients at a peer level and focus on solving their real business challenges.

Click play now and prepare to gain a wealth of wisdom that will transform your sales game forever!

Embracing the Role of Salesperson

• Jim candidly shares his initial reservations about the sales profession, describing his reluctance and skepticism due to preconceived notions about salespeople being perceived as "slimy." 
• However, through his journey, he discovered a new perspective under the mentorship of Ford Harding, a renowned figure in the realm of sales. 
• Harding's insight that "sales is the highest form of consulting" profoundly impacted Jim's perception and approach, leading him to embrace the role of a salesperson with pride.

Challenges in Building Peer Relationships

• Donald and Jim delve into the concept of establishing peer relationships in sales, highlighting the significance of approaching clients as equals from the outset. 
• They discuss the pitfalls of appearing desperate or subservient, emphasizing the detrimental impact on sales dynamics and the importance of target audience selection.

The Power of Understanding Problems

• An essential facet that surfaces in the conversation is the emphasis on understanding the client's problems. Jim stresses the power of active listening and asking pertinent questions to grasp the client's challenges. 
• Sales professionals can establish trust and foster valuable long-term relationships by aligning with clients and demonstrating a deep understanding of their predicaments.

Curiosity is a Key Trait for Sales Professionals

• Drawing from his extensive experience, Jim underscores the pivotal role of curiosity in sales professionals. He shares a notable interview tactic for identifying individuals with inherent curiosity, a trait essential for successful sales endeavors. 
• The conversation highlights the benefits of fostering an environment where curiosity thrives, equipping sales teams with the ability to ask relevant questions and engage in meaningful dialogues with clients.

Role Play: Demonstrating Peer Engagement

• The episode culminates with a role-play exercise, portraying a sales scenario where Jim, as the seller, engages Donald, the executive buyer. 
• Through this simulated interaction, Jim exemplifies the art of engaging as a peer, strategies for eliciting pertinent information, and navigating the client's concerns with empathy and understanding, ultimately fostering a collaborative relationship.

The episode offers a wealth of knowledge and actionable insights for sales professionals at all levels. Jim Vaselopulos' expertise shines through, providing a roadmap for fostering peer relationships, understanding client needs, and driving successful sales engagements.

Listen to the full episode for never-before-heard strategies to revolutionize your approach to sales and transform client relationships forever!

"But when it's a business discussion, and you talk to someone as a business peer, talking about the real problems they're having, not what they asked you for, not what they want, but what they need. And that is really when you can make great strides." - Jim Vaselopulos.

Resources

Businesswisdom.com 

Jim Vaselopulos on LinkedIn

“Clarity: Business Wisdom to Work Less and Achieve More,” by Jim Vaselopulos

The Leadership Podcast

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.

What’s the best way to get referrals on LinkedIn?

Find out in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly speaks with Brynne Tillman, an expert leveraging LinkedIn for sales outreach. 

Brynne provides valuable insights and practical tips on using LinkedIn to secure referrals. Her game-changing strategies will help you master the art of building valuable relationships, sparking meaningful conversations, and closing more deals. 

Ready to supercharge your sales game? Listen to this electrifying episode now!

Brynne Tillman’s Background

• Brynne is a renowned expert in LinkedIn outreach, particularly in helping sales professionals establish credibility and start conversations with potential customers. 
• She highlights the importance of leveraging social proximity and delivering value through LinkedIn outreach to facilitate genuine conversations and identify potential opportunities.

Understanding Referrals on LinkedIn

• Brynne emphasizes the significance of understanding social proximity and leveraging connections to reach targeted prospects through referrals, introductions, and permission to name-drop. 
• She breaks down the concept of referrals, introductions, and permission to name-drop, shedding light on how each approach facilitates trust-based interactions and fruitful opportunities.

The Power of Referrals

• Brynne provides statistics on the effectiveness of referrals, citing impressive connection rates, call acceptance rates, and the conversion of referrals into pipeline opportunities.
• She emphasizes the potency of referrals and introductions in establishing trust and credibility, ultimately leading to meaningful sales conversations and opportunities.

Making Referral Outreach Practical

• Brynne shares practical tips for making referral outreach easy and effective, emphasizing the importance of connecting to a vast network of professionals and past clients on LinkedIn. 
• She also encourages sales reps to start with warm connections and gradually expand their outreach to leverage their broader network effectively.

Overcoming Challenges and Embracing Relationship-Centric Outreach

• Donald and Brynne discuss the challenges of implementing relationship-centric outreach in sales environments that often prioritize volume-based activities. 
• Brynne addresses the reluctance to adopt a more personalized and relationship-focused approach, highlighting the importance of filling the comfort zone and practicing with existing relationships to overcome initial hesitation.

Advice for Sales Representatives

• Brynne offers practical advice for sales reps looking to implement referral outreach, emphasizing the significance of targeting warm connections and networking partners to initiate the referral process. 
• She encourages sales reps to seize the opportunity to leverage LinkedIn for effective and genuine outreach.

Connect with Brynne Tillman

• Gain more of Brynne's wealth of knowledge and the resources available through her podcast, "Making Sales Social," and her free library at socialsaleslink.com. 
• Connect with Brynne on LinkedIn and access her valuable resources for enhancing their LinkedIn-based outreach strategies.

Brynne Tillman shares powerful insights on leveraging LinkedIn for sales success. If you're ready to revolutionize your approach to sales and transform your LinkedIn game, this episode is a must-listen. 

Discover how this game-changing episode will redefine your approach to LinkedIn and sales!

“It's just our observation and statistics from ourselves and our clients that about 50% of the people you get referred to, 100% will connect with you. I mean, very few will not connect. 50% of them will take your call. Typically, depending on what you do, there will be about a 50% pipeline opportunity now or in the future.” - Brynne Tillman.

Resources

Brynne Tillman on LinkedIn

Making Sales Social Podcast

socialsaleslink.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.

You spent a week crafting the perfect LinkedIn post and are ready to share it. However, after five hours, you only get crickets on your post. 

Maybe if you wait a few days, someone will acknowledge it. Two days later, you receive one like on your LinkedIn post.

Frustrated, you scream, “Why is no one paying attention to my content on LinkedIn!”

In this episode of The Sales Evangelist Podcast, host Donald C. Kelly discusses the importance of generating engagement on LinkedIn. He provides valuable insights on creating compelling content to capture the attention of potential prospects. 

Donald outlines three key strategies to boost engagement: focusing on top-of-funnel discussions, addressing objections, and curating relevant content. Discover the best way to get attention on LinkedIn in this five-minute episode.

Understanding Your Audience for Effective Content Creation

• Donald emphasizes the significance of understanding the needs and interests of one's ideal customers. He recommends aligning content with top-of-funnel topics, such as common questions and initial concerns in prospect conversations.

• Using his own experience, Donald illustrates how he addresses queries about leveraging LinkedIn for sales and team performance, emphasizing the importance of tailoring content to address prospective clients' early-stage inquiries.

Overcoming Objections Through Strategic Content Creation

• Donald delves into how sales professionals can transform common objections into engaging LinkedIn posts. He introduces the "feel, felt, found" strategy, a powerful approach to constructing persuasive content by acknowledging objections, empathizing with prospects, and ultimately offering solutions.

• Through an example related to CRM adoption objections, Donald demonstrates how to craft a thought-provoking post that delineates common objections and effectively provides insights into the benefits of CRM integration.

Leveraging Curated Content for Enhanced Engagement

• Acknowledging the value of third-party insights, Donald advocates for incorporating curated content into LinkedIn posts. By sourcing relevant articles and resources addressing prevalent challenges experienced by prospects, sales professionals can position themselves as valuable sources of industry knowledge.

• Donald highlights employee retention as a critical concern for businesses and encourages leveraging curated content to offer insights and solutions, fostering engagement and demonstrating expertise.

Try these three strategies within this episode to elevate your LinkedIn presence. Implementing these strategies can help you attract more engagement and ultimately drive valuable conversations and opportunities.

Listen to the episode now and take your LinkedIn game to the next level!

“When it comes to the content you're posting on LinkedIn, the first thing I want you to understand is that if your content isn't good enough, people will not like it.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

TSE LinkedIn Prospecting 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.

Are you tired of the same old tactics falling flat in your sales discovery calls? 

Everyone wants to make a sale, but too often, the approach is to pitch the product or service right out of the gate. Is there a better way to connect with your prospects and truly understand their needs before you dive into your sales pitch? 

Host Donald Kelly speaks with guest Paul Butterfield on having a solid strategy for sales discovery in this episode of "The Sales Evangelist Podcast." Paul dives deep into the importance of understanding the customer's journey and shares insights on creating a unified, customer-focused experience across various teams. 

He emphasizes the need for a robust discovery process and how it can significantly impact the quality of the buyer's experience. Tune in to hear how effective discovery calls can revolutionize your sales approach and elevate your success in closing deals.

Paul's Experience and Expertise

• Paul is the founder of the Revenue Flywheel Group, focusing on enabling B2B companies to create a unified customer journey. 
• With extensive experience in the field, Paul brings real-world examples to support his insights, making this episode a valuable resource for sales leaders and individual contributors.

The Flawed Approach to Discovery Calls

• Paul highlights the all-too-common practice of immediately jumping into a demo without fully understanding the customer's needs. 
• He acknowledges the prevalence of pitch decks laden with bragging rights and emphasizes the need for a shift in mindset regarding the purpose of a sales interaction.

The Power of Effective Discovery

• Paul passionately advocates for a more in-depth approach to discovery calls, stressing the importance of preparing for a business-level conversation. 
• He believes that a successful discovery call can create a vision in the prospect's mind and help them understand how to achieve their future state. 
• Moreover, Paul emphasizes how this approach enhances the customer experience and filters out deals that may not be a good fit early in the process.

Elevating the Role of BDRs

• Paul shares valuable insights on the role of Business Development Representatives (BDRs) in preparing for successful discovery calls. 
• He underlines the significance of equipping BDRs with business acumen, allowing them to elevate their conversations beyond the traditional script and initiating a more meaningful interaction with prospects.

Key Strategies for Sales Success

• Paul expands on the significance of maintaining finesse when handling buyers fixated on immediate demos. 
• He advocates for an approach that understands the underlying business challenges and provides insights tailored to the prospect's specific needs.

Overcoming Inferiority Complex in Sales

• Acknowledging the common struggle of feeling inferior in front of high-profile prospects, Paul shares personal experiences and insights on how sales professionals can overcome this mindset. 
• He emphasizes the importance of being seen as an industry authority, fostering a mutual learning environment between the seller and the buyer.

In this enriching TSE episode, Paul has shed light on the transformative potential of effective discovery calls in sales. Paul's practical tips and real-world examples are a game-changer for sales professionals and leaders striving to differentiate themselves and enhance the buyer experience. 

This episode is a must-listen if you're seeking ways to boost conversion rates, negotiation effectiveness, and overall sales performance. Take advantage of this opportunity to refine your sales strategy and drive exceptional results. Tune in to the full episode now and take your sales game to the next level!

“The opportunity to differentiate through the sales experience and the quality of that buyer experience. That opportunity is huge. The bar is very low in the way that outbound, even inbound prospecting, qualifying, and discovery are being done. And you will set yourself up for better conversion rates and better negotiating if you come in strong with a higher-quality discovery process. I cannot overestimate that.” - Paul Butterfield. 

Resources

Paul Butterfield 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.

Do you take the time to follow up with potential clients?

Maybe a client told you right now is not the time they want to work with you. Just because they said no then doesn't mean you should give up.

Sales representatives need to have a follow-up process to know when it's time for them to contact old business deals. In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Jake Tacher on the importance of doing follow-ups to gain clients.

Jake shares his wealth of knowledge and experience in the sales world, shedding light on the critical role of follow-up in sales success and providing actionable insights for sales leaders and individual contributors. Discover the three follow-up strategies he shares in this episode.

Jake's Background and Expertise

• Jake is a seasoned fractional CRO professional and sales director. With a career that spans from starting as an SDR to becoming a sales manager, he now focuses on driving growth through sales coaching, consulting, and recruiting. 
• Jake also offers sales training programs and shares his extensive experience transforming underperforming SDRs into high-performing assets.

The Definition of Effective Follow-Up

• Jake defines effective follow-up as any contact attempt-based activity with a prospect that aims to push them along the buyer's journey. 
• Whether it's aiming for a meeting or a closed deal, the essence of follow-up lies in continually engaging with prospects to move them closer to the desired outcome.

Challenges and Solutions in the Follow-Up Process

• Jake addresses the common challenges faced by sales professionals regarding the follow-up method. 
• He highlights the fear of rejection and the need for preparation or confidence in approaching follow-up conversations. 
• Jake observes that these obstacles often stem from inadequate training and resource allocation within sales organizations.

Tactical Approaches to Effective Follow-Up

• Jake offers a systematic approach to enhance follow-up effectiveness. 
• He emphasizes the importance of staying organized and prepared, suggesting daily task reassignment and contextualizing follow-up tasks to provide specific details for each prospect. 
• Furthermore, he stresses the significance of offering valuable resources and customized solutions during follow-up interactions.

The Power of Data in Follow-Up

• Jake elaborates on the effectiveness of leveraging data during the follow-up process. 
• By citing averages and typical scenarios, he suggests that prospects can better relate to and trust the offered solutions. 
• Utilizing third-party sources and real-time industry developments, Jake recommends integrating data-driven insights tailored to each prospect's specific pain points and objections.

Operationalizing Follow-Up in Sales Teams

• Jake proposes a structured approach for sales leaders to operationalize effective follow-up within sales teams. 
• He recommends creating a follow-up calendar and asset vault, organizing follow-up strategies, and putting valuable resources based on various buyer avatars and potential objections into a system that is easily accessible and conducive to consistent execution.

Key Takeaways for Sales Leaders and Individual Contributors

• Jake's insights emphasize the importance of facilitating and enabling success for sales professionals. He encourages sales leaders to streamline the follow-up process and empower their teams. 
• He urges individual contributors to take ownership of their sales process and constantly seek growth and improvement.

Jake Tacher offers practical wisdom and actionable strategies to elevate the follow-up game. He empowers sales leaders and individual contributors to utilize a systematic, resource-driven approach that puts the client's needs and objections first.

Learn how sales leaders and representatives can develop follow-up processes to help bring in more clients in this episode of “The Sales Evangelist Podcast.”

“You should follow up before they tell you to follow up with no agenda. You should be doing that if you're serious about booking these meetings. Especially if you're not in a volume SDR role.” - Jake Tacher. 

Resources

Jake Tacher on Instagram

Jake Tacher on LinkedIn

Jake Tacher on TikTok

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 get responses from prospects on LinkedIn after reaching out to them? Do you wonder what's the best time and approach to email them? If so, you're not alone. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly delves into a strategy to help you navigate this challenge and increase your chances of securing appointments with your dream clients. So, grab a seat and dive into the world of effective LinkedIn outreach strategies.

Understanding the Best Timing to Email Prospects

• Reaching out to prospects on LinkedIn is just the first step. Donald stresses that the best time to email prospects is after establishing a connection. 
• He emphasizes the need to refrain from automatically pitching your services as soon as someone connects with you. Instead, he advocates for a more personalized and strategic approach.

Creating Personalized Connections

• Donald explains that the key to effectively transitioning from a LinkedIn connection to an email pitch is to identify a relevant challenge that the prospect is facing to which you have a potential solution. 
• He provides an example of leveraging a LinkedIn conversation to create a personalized email pitch, ensuring that the prospect feels valued and understood.

Bridging the Gap with Relevancy

• To increase the chances of a positive response, Donald emphasizes bridging the relevancy gap between the prospect's challenges and the solutions you can offer. 
• By waiting for the right trigger events or relevant factors, you can craft a compelling email that resonates with the prospect's current needs and priorities.

Unlocking the Power of LinkedIn for Sales

• In addition to the valuable insights shared in this episode, Donald invites you to join his master class, focusing on leveraging LinkedIn to generate three to five appointments per week without spamming. 
• With proven strategies and a deeper understanding of how to harness the potential of LinkedIn, you can enhance your sales pipeline and maximize the quality of opportunities.

This episode encourages you to elevate your thinking and take decisive action to achieve your sales objectives. By implementing the strategies discussed in this episode, you can effectively engage with prospects on LinkedIn and convert connections into meaningful business opportunities.

Join Donald in his mission to help you achieve remarkable success in your sales endeavors!

"An idea, a tip, a strategy that will help you to be able to not only know when to reach out to your ideal customers after you connect with them on LinkedIn, but also to ensure that you actually get an appointment." - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

TSE LinkedIn Prospecting 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.

You rely heavily on your sales script to win over prospects. Right?

If you do, there's no need to feel ashamed about using them. The company created them to help you know what to say. 

However, a creative approach in your sales pitch is a better way to gain clients. This is especially true when trying to build authentic relationships. 

In this episode, host Donald Kelly engages in an insightful conversation with Grant Lira, the co-founder of the Empathy Firm, discussing the art of creatively connecting with prospects in sales. Through Grant's valuable insights, you'll learn practical strategies for establishing genuine connections with potential clients. 

Tune into this episode of "The Sales Evangelist Podcast" to help you become more authentic and productive in sales interactions.

Embracing Authenticity in Sales Conversations

• Grant emphasizes the importance of embracing authenticity in sales conversations, encouraging sales professionals to engage in genuine dialogue rather than adopting a scripted or robotic approach. 
• He highlights the significance of establishing a human connection, as it fosters an environment conducive to open communication and mutual understanding. 
• By approaching potential prospects with authenticity and sincerity, sales professionals can build trust and rapport from the outset.

Preparing for Meaningful Interactions

• Grant shares proactive strategies for preparing meaningful interactions with prospects before the actual sales call. 
• He recommends sending a pre-call email with relevant resources, such as articles, case studies, and a personal video message. 
• This approach demonstrates the seller's genuine interest in the prospect's needs and equips the prospect with valuable information to enhance the upcoming conversation.
• Grant believes sending personalized video messages offers a glimpse of the seller's personality, fostering a more personable connection before the call.

The Power of Humanizing Interactions

• Donald and Grant discuss the importance of humanizing interactions with prospects.
• Grant shares his approach of envisioning sales calls as conversations with a friend, advising sales professionals to engage with prospects in a manner that reflects genuine human interaction. 
• Avoiding the pitfall of pigeonholing prospects based on their titles, Grant emphasizes the significance of acknowledging the human experiences and challenges individuals face daily. 
• By humanizing interactions, sales professionals can bridge the gap between traditional sales tactics and authentic engagement.

Creating Lasting Impressions

• Grant sheds light on the impact of thoughtful gestures in creating lasting impressions.
• Sales professionals can demonstrate a genuine commitment to prospects using personalized elements, such as a follow-up email with valuable resources. The approach shows you understand potential clients' needs and care about solving their issues.
• Grant's emphasis on creating a memorable pre-call experience aligns with the overarching theme of genuine, human-centric engagement in sales interactions.

Implementing Creative Approaches

• Grant provides actionable insights for implementing creative approaches to foster meaningful connections with prospects. 
• His approaches reflect a shift towards humanizing and enriching the pre-call experience for both the seller and the prospect. 
• Using these creative strategies, sales professionals can establish genuine connections with prospects and differentiate themselves from conventional sales approaches.

Despite how useful your sale script may be, consider improvising sometimes. Humanizing the sales process and engaging in meaningful ways cultivates genuine connections with prospects.

Thanks to Grant's insights in this episode, you'll discover the transformative power of authenticity and creativity in sales interactions. Through his expertise, Grant redefines the art of connecting with prospects, illuminating the path toward more impactful and successful sales engagements.

As a token of gratitude, Grant extends a special offer to listeners. Send an email to Grant with the subject line "The Sales Evangelist" for the exclusive gift. He'll improve your outreach efforts on three online platforms and boost your social media presence.

“But what you should really be focusing on is, can I help these people? What does their current system look like? Can we work with it? Do we actually think we could get results? And then, if yes, you should have a pretty good explanation of what you do and how it helps them.” - Grant Lira.

Resources

Grant Lira

Grant Lira on LinkedIn

The Empathy Firm

Email: grant@empathyfirm.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.

Are you ready to boost your sales performance to the next level?

You can start by taking ownership of your professional development. Stop waiting for the company to provide the necessary training and build your sales skills yourself. 

How can you do this?

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Matt Doyon, a seasoned sales leader, on the game-changing concept of the 3x3 coaching methodology.

Matt shares his experiences and insights to show how this coaching framework can revolutionize sales training and improve performance. Hear why sales representatives must take ownership of their skill development for tangible results.

Matt Doyon's Background

• During his tenure at Rock Content, Matt Doyon pioneered the "three by three coaching" method. 
• With a focus on empowering individual sellers, Matt's approach emphasizes skill development, accountability, and personal ownership of the coaching process.

The Three-by-Three Coaching Method Explained

• At the core of the three-by-three coaching method lies the belief that individual sellers are the owners of their coaching process. 
• This framework provides guardrails to enhance accountability and drive skill development. 
• The first "three" refers to the skill category - technical, professional, and personal skills.
• These categories encompass core sales skills, professional skills like time management, and personal skills such as emotional intelligence and growth mindset.
• The "par" methodology governs the second "three" by outlining the point of focus, action plan, and results. This empowers sellers to identify specific areas for improvement, create actionable strategies, and measure the tangible impact of their efforts.

Real-life Success Stories

• Matt shares a compelling success story where a struggling sales rep was able to identify and improve their process using the "three by three" framework. 
• By isolating the point of focus and enabling the agent to craft their own action plan, the coach guided the seller to internalize and adapt the necessary changes. This hands-on approach leads to sustainable and meaningful skill development, ultimately driving improved performance.

Empowering Sellers through Self-Directed Coaching

• Emphasizing the importance of allowing sellers to find their own path to success, the "three by three" method challenges traditional coaching approaches. 
• Rather than providing all the answers, managers act as guides, empowering sellers to take ownership of their growth. This approach fosters independence and ensures sellers fully invest in their personal development.

The Tangible Impact

• Matt further asserts sellers need to move out of their comfort zones and embrace discomfort as a catalyst for change. 
• With insightful economic perspectives, he highlights the evolving market dynamics and the need for sellers to take their profession more seriously. This strategic focus on skill development and continuous improvement is the key to thriving in the competitive sales landscape.

The 3x3 coaching method empowers individual sellers to take control of their professional growth. As the sales landscape evolves, salespeople must embrace self-directing coaching and skill-building for success.

Discover how this coaching method sets the stage for sustainable growth and impactful performance improvement.

"It really comes down to empowering every individual to own their own business and really create the wins as much as they can without the help of a manager or a VP or a director." - Matt Doyon. 

Resources

Matt Doyon on LinkedIn 

Triple Session 

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.

Filling out your LinkedIn profile is a lot more challenging than you thought it would be. However, whatever you add must make you stand out from everyone else within your industry.

One way to do this is by creating a memorable headline to grab a person's attention. But what's the trick to crafting a headline to make someone want to work with you?

In this short episode of "The Sales Evangelist Podcast," Host Donald Kelly shares tips on how to write the perfect LinkedIn headline. Get your notebooks and pens ready and learn how to do this simple SEO technique.

LinkedIn Headline: What Do You Put in It?

• The LinkedIn headline is right underneath a person’s name and is a title they created for themselves. They may have their position and the company they work for within this section—for example, Sales Representative at HubSpot.
• Donald shares that the number one reason for creating a LinkedIn headline is search engine optimization (SEO).
• Your potential clients are looking for someone to help solve their problems. The best way to help them find you on LinkedIn is by using SEO keywords in your headline.
• For example, a person may seek someone knowledgeable about marketing automation. You should write “marketing automation specialist” as an SEO keyword within your LinkedIn headline. 
• Donald also discusses it’s okay to use the company that works for the name within the headline section if it’s a big company, such as Google. However, using an SEO keyword is better if you work for an unknown company.
• Donald shares examples of crafting the perfect LinkedIn headline within the episode.

The Sales Evangelist Podcast is always here to provide you with the best tips within the sales industry. If you want to improve your sales skills, subscribe to the podcast for more episodes. 

Also, don’t forget to check out TSE’s LinkedIn Prospecting Course. Sign up today before it’s too late!

“Buyers want to learn, and sellers want to sell.” - Donald Kelly. 

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator 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.

What's the best way to offer a discount to a client?

Find out in this exciting episode of The Sales Evangelist Podcast. Host Donald Kelly speaks with sales expert Richard Harris about his new book, "The Seller's Journey," and dives into the intricacies of mastering sales strategies. 

Richard shares valuable tactics around sales, pricing, negotiation, and creating win-win scenarios with customers. He also addresses the critical role of understanding procurement and highlights the importance of qualifying for discounts and leveraging them as a sales rep.

Hear why you should pick up a copy of Richard's new book and how it can help you in your sales career.

Richard’s Background

• Richard is a sales strategist and trainer with extensive experience in go-to-market and founder-led sales strategies. 
• He is also the author of the recent book, "The Seller's Journey," which encapsulates his decade-long expertise in sales.

Earning the Right to Ask Questions

• Richard discusses his niche in sales training, where he emphasizes the importance of earning the right to ask questions, which questions to ask, and the timing of these questions in the sales process. 
• Through his extensive experience in consulting, Richard has honed his framework for enabling sales professionals to navigate the intricacies of engaging buyers effectively.

Highlights from "The Seller's Journey" Book

• Richard delves into the core concepts of his book, "The Seller's Journey." The book is divided into two parts: the mindset and framework, followed by 13 tactics that delve into critical aspects of sales strategies. 
• These tactics include addressing respect in sales, effective negotiation techniques, and the art of framing questions around needs, economic impact, access to authority, and timelines.
• Richard emphasizes that the book delves into the mindset needed for navigating the sales domain effectively. With the right mindset, sales professionals can approach their roles with confidence and strategic insight.

Roleplay and Pricing Strategies

• Richard and Donald engage in a roleplay scenario that unveils strategic pricing communication tactics. 
• Richard's approach illuminates how sales professionals can effectively address pricing discussions while adding substantial value to the offerings. 
• The roleplay also demonstrates the power of emotionally driven questions and strategic shifts to add value and establish a market-based price anchor.

Handling Discounting Requests

• Donald and Richard discuss the challenging aspect of handling client discounting requests amidst a cautious investment environment. 
• Richard provides actionable insights into handling clients' discount requests, balancing sales leaders' expectations to maximize deals, and the art of leveraging discounts for mutual gain.

Understanding Procurement Dynamics

• Richard sheds light on understanding procurement dynamics and emphasizes the need for early engagement with procurement teams. 
• He explains that procurement isn't the enemy. Taking the time to build rapport and understand client’s needs can lead to mutually beneficial outcomes.

The Role of Win-Win Scenarios

• Donald and Richard also explore the role of win-win scenarios in sales negotiations.
• Richard offers practical insights into leveraging discounts, additional value adds, and testimonials to foster positive outcomes that benefit both the sales professional and the client.

This episode provides a wealth of knowledge for new and seasoned sales professionals. However, you must grab a copy of his book to learn his best sales tactics. 

In Richard's book, you'll discover the importance of cultivating the right mindset and building client relationships. He provides comprehensive strategies to help you become a master in sales. 

Gain instant access to the first two chapters of "The Seller's Journey" below.

"They're not the enemy, and they actually do want to work with you. They actually want you to talk to them way sooner than the end of the deal." - Richard Harris. 

Resources

“The Seller’s Journey” by Richard Harris

Richard Harris on LinkedIn

The Harris Consulting Group

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.