The Sales Evangelist

Getting deals unstuck can feel frustrating, especially when you reach the end of a quarter and nothing seems to be moving. Karen Kelly, one of the 100 most powerful women in sales 2025, breaks down how the way you show up in your sales process can be the difference between a deal that stalls and one that moves forward.Meet Karen KellyKaren Kelly is a sales trainer, coach, and speaker who has spent over 20 years helping sales professionals improve how they show up and sell. Having experienced the challenges of sales firsthand, she understands what it feels like to navigate uncertainty, missed opportunities, and stalled deals.Her approach is centered on rehumanizing the sales process. Instead of relying on scripts and surface level tactics, she teaches how to build genuine conversations that create trust and move deals forward.Through her training, coaching, and workshops, Karen helps sales professionals shift their mindset, take intentional action, and build stronger, more meaningful relationships with their clients.Reframe Your MindsetThe first step is to reframe. Before you even send an email or get on a call, ask yourself how you are showing up. Are you focused on helping or just trying to closeKaren shared that language shapes reality. When you shift from “I have to” to “I get to,” everything changes. Your energy shifts, your confidence improves, and your conversations become more customer focused. Buyers can feel the difference.Reveal the Human SideInstead of hiding behind a perfect, polished version of yourself, bring authenticity into the conversation. Share experiences, lessons, and even past mistakes that shaped how you work today.When you open up, your prospects feel safe to do the same. That is when real conversations happen.Revisit the FundamentalsGo back to the basics of selling. Does your prospect actually recognize the problem? Do you have alignment and buy in? Are you following up consistently?Karen reminded us that many deals stall because we skip these simple steps. They may not be exciting, but they are what move deals forward.“Reveal is a big one. A lot of people are still giving the illusion of perfection, but it doesn't exist.” - Karen KellyResourcesConnect with Karen Kelly on LinkedIn or visit her website to learn how she helps sales professionals drive real results.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis 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.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.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.CreditsAs 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.

Sometimes selling comes at the most unexpected moments in life. As an entrepreneur you're selling your business to customers and you need to go from zero to hundreds fast. Eric Samson, CEO & founder of Group8A, is here to share how he went from hoping deals would come in to building a system that brings in sales opportunities every single month.Meet Eric SamsonWe've all experienced consultants who promise big results but fall short. For small businesses, that can be costly.Eric Samson knows this firsthand. Before founding Group 8A, he ran several e-commerce businesses and saw how ineffective marketing agencies could hurt growth.That experience pushed him to build something different. He created Group 8A with a performance driven approach where the agency only grows when its clients do.Today, Group 8A is a leading digital marketing agency in New York City, helping e-commerce brands scale and increase conversions.From Hope to PredictabilityWhat would it look like if your sales pipeline didn't rely on luck?That was the reality Eric faced. His business was built on strong operations and great service, but sales were inconsistent. Referrals came in occasionally, but there was no real system behind it. At one point, two deals a year felt like a win.Eric realized something had to change. Wishing for growth was not a strategy.Setting the Right TargetThe first shift came from setting a clear goal. Eric introduced what he calls a big, hairy, audacious goal. Instead of hoping for a few deals a year, the team aimed for two deals per month.It did not matter that the number seemed small to others. What mattered was that it pushed them beyond their current reality.Sometimes growth starts by simply choosing a target that feels just out of reach.Solving the Right Problem FirstOne of the biggest mistakes Eric made was focusing on the wrong part of the sales process. He hired experts to help close deals before he even had consistent leads coming in.That changed when he broke the process down step by step. If there are no leads, nothing else matters.Once the team focused on generating conversations first, everything else started to fall into place.Building a Scalable SystemEric and his team invested in outreach and found someone who knew how to generate appointments. From there, they optimized the process by separating high level work from simple tasks.The result. Over 100 sales appointments per month!“When you get outreach right, everything changes. When you get it wrong, you get nothing.” - Eric SamsonResourcesConnect with Eric Samson on LinkedIn or visit Group 8A to learn how his team helps e-commerce brands turn strategy into real results.If you want to think bigger and set goals that actually push your business forward, take some time to read Built to Last.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis 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.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.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.CreditsAs 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.

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I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.Ask Your Happy CustomersThe most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask. If you are not asking, you are leaving opportunities on the table.Request Referrals from Non BuyersDo not overlook the conversations that do not end in a sale. Even when someone tells you no, that does not mean the relationship is over. It is still perfectly reasonable to ask if they know someone who is dealing with the challenges your product solves. When you position it around helping others, the request feels natural and value focused.Leverage LinkedIn ConnectionsYou can also take a more proactive approach by using tools like LinkedIn Sales Navigator. Look at your customers' first degree connections and identify people who match your ideal client profile. Then ask for a specific introduction. This method takes more effort, but when you are intentional about who you want to meet, the results can be powerful."Your goal is to get them to be able to be your evangelists." — Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis 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.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.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.CreditsAs 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

Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence.Beyond the FrameworkI start by challenging the idea that just following a sales framework guarantees success.Every sales scenario has unpredictable human factors, so sticking strictly to a process is not enough. You have to be ready to adapt and read the situation in real time.The Power of Reviewing the TapeOne of my biggest recommendations is to listen back to your recorded calls, either on your own or with someone you trust. This gives you a more objective perspective on what is working and what is not. I also suggest using tools like ChatGPT to analyze transcripts or get external feedback. It is a great way to spot patterns you might miss.Taking and Maintaining ControlBefore every call, set an agenda and make sure both you and the prospect are aligned on the outcomes. If you give up that control, the prospect will take the lead and that usually leads to ambiguity or stalled deals. Staying in control does not mean being pushy. It means guiding the conversation toward results.Always Secure a Next StepNever leave a meeting without scheduling the next step. I have lost deals in the past because I did not do this, and it kills momentum fast. Make it a habit to lock in what comes next before the call ends.Courage to Ask the Tough QuestionsGoing through the motions is not enough. Developing the art of sales means reading between the lines and asking the uncomfortable questions. That is what separates great sellers from everyone else. You have to be willing to challenge your prospects in a way that adds value and drives clarity."There's a lot of gray areas in sales, especially when you're dealing with humans who tend to be unpredictable." - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis 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.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.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three

There is a specific way to use AI technology to get the results you want. To show us how to do this, Dr. Eve Kedar, a community builder, enablement strategist, and educator, joins me for this episode. Drawing on her experience supporting over 18,000 AI enthusiasts, Eve shares strategies to help sales teams use AI without amplifying the overwhelm that can come with new technology.Meet Eve KedarEve Kedar is a sales enablement strategist, author, and advisor with over 15 years of experience helping sales organizations move from scattered training to scalable systems that actually drive results. She's the author of Build a Kicka$$ SalesTeam and Build a Kicka$$ Online Community, and works with SaaS and tech leaders to improve ramp time, execution, and alignment.Eve brings a practical lens to AI adoption, focusing on cognitive diversity, real workflows, and helping sales teams use AI as a thinking partner, not a replacement.Empowering Sellers Through Cognitive DiversityWe begin by talking about how effective AI integration starts with recognizing the unique strengths each seller brings to the table. Eve explains that instead of forcing uniformity, leaders should support and amplify those differences with the right tools. She shares stories of helping one seller who is highly data driven and another who is a natural storyteller use AI prompts tailored to their individual styles. The goal is not to replace human skills, but to enable them.Practical Steps for AI AdoptionWe also break down simple, actionable steps sales leaders can take right away. For example, setting up a team chatbot such as ChatGPT that is loaded with your company's sales processes can give both new and experienced reps targeted guidance.This helps them become more independent while also personalizing their development.Eve reminds us that leaders do not need to master every AI tool. What matters most is encouraging curiosity, exploration, and the sharing of best practices.Maintaining Humanity, Curiosity, and CreativityAnother major theme in our conversation is balancing productivity with preserving the human touch. Eve suggests gamifying prompt writing, celebrating creativity, and encouraging bold curiosity so teams do not become overly reliant on automation. While entry level roles may evolve as AI takes over repetitive tasks, sellers will be expected to think more deeply and build stronger relationships than ever before.Community and CollaborationWe also discuss the importance of leveraging AI communities, both internally and externally. Creating space for open dialogue and experimentation allows teams to learn from one another, spark new ideas, and reduce the overwhelm that often comes with adopting new technology."Cognitive diversity is a great thing on a sales team. Don't suppress it with AI tools. Use the tools to help them, you know, amplify their diversity. But leverage the results. The outcomes are still what's important." - Eve KedarResourcesFind Eve Kedar on LinkedIn and check out her thriving AI community for more insights and resources on AI adoption in sales.Get Eve's books on Amazon: Build a Kicka$$ SalesTeam, Build a Kicka$$ Online CommunityKeep track of your sales activity and

Do buyers lie? The short answer is yes and I'm going to tell you why in this episode. I'm also going to tell you how to get the truth of their issues out and close the deal. Why Do Buyers Lie?Buyers don't always lie intentionally. However, there're three main reasons why they do:They feel uncomfortable saying “no.”They're not interested but don't want to hurt your feelings.They want to “think about it,” often as a way to avoid further discussion.Key Strategies for SellersIf you find them lying to you, try these strategies to get the truth out of them: Seek honest answers by asking tougher, more direct questions.Never assume a prospect's motives, instead get to the real issue.Practice probing with family or friends to build confidence.Avoid desperation and maintain control throughout the process.Don't wait. Address hesitations immediately rather than letting deals linger.“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis 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.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.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.CreditsAs 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,

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What should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.Why You Should Be Posting on LinkedInIf you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create content, which means authentic posts are far more likely to get noticed. Instead of worrying about being judged or feeling like you need to be an expert, I want you to see LinkedIn as a place to engage your niche market and start real conversations.Three Types of LinkedIn Posts That WorkMistakes and Lessons Learned: One of the easiest ways to create content is by sharing mistakes and lessons from your own experience. Talking about what went wrong and what you learned makes your posts relatable and builds trust. When you are honest and a little vulnerable, people are more likely to engage and respond.Personal Insights: You do not have to talk about sales all the time. Sharing personal insights like hobbies, challenges, or goals helps people connect with you as a person. Whether it is working on your golf game or focusing on better health, these posts humanize you and often lead to stronger conversations with prospects.Industry Trends and Data: Posting about industry trends or data gives your audience something valuable to think about. Share insights you are seeing in the field or information from reports you trust. When you consistently bring useful information to your network, you position yourself as a resource and stay top of mind with potential buyers."Thanks to the COVID era, people want to know you on a personal level. They want to see your personality online." - Donald KellyResourcesSign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis 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.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.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.CreditsAs one of our podcast listeners, we value...

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Is it still possible to reach seven figures in SaaS sales? You got into sales to build a comfortable life and enjoy a little extra. But after how last year turned out, that goal may feel far-fetched.To help you reset and refocus, I'm revisiting episode 1528 with Brandon Fluharty, sales coach and founder of Be Focused. Brandon breaks down his seven steps to start making seven figures in SaaS sales, starting with one critical shift in mindset.1. Get In The Right Environment· Find your Goldilocks situation concerning your ideal workplace, whatever that may be.· What kind of internal infrastructure do you need to start making seven figures in SaaS? 2. Build A Transformation Mindset· Seven-figure earners sell a transformation that doesn't just solve an issue; it prevents the problem from happening again.· In SaaS, you want to be the player touching multiple parts of the business. That requires a transformational mindset and is a key principle of Brandon's framework.3. Be Strategic About Your Target Account List· Sell to clients that give you purpose. Identify the reasons you prefer your ideal client and search for more that fit those criteria.· Doing so keeps you motivated during the dishearteningly long sales cycles common with enterprise companies.4. Create A Standard No One Else Delivers· The Diamond Standard: picture a coal field in your competitive landscape and be the diamond for your clients.· It's easier to perform to this standard when working with clients you're genuinely interested in and passionate about.5. Break Through Personal Limitations· The higher you climb, the more imposter syndrome you'll feel. For example, Brandon initially thought his introversion limited his success.· As he advanced, he realized he could listen more than he talked and that perceived weakness became a strength.· Write down the traits you feel hold you back. Then ask yourself how you can repurpose them into strengths.6. Rally Others Inside Your Organization· Nothing great is achieved alone. When you're working toward seven- and eight-figure deals, you'll need help.· Be a generalist with your skill set, but a specialist to start making seven figures in SaaS.7. Develop A Personal Operating System· Move away from hustle culture and work smarter.· Balance Brandon's Discipline, Flexibility, and Curiosity (DRC) and Plan, Rest, Effort, Performance (PREP) live life instead of hustling around the clock. (It's a more humanistic approach.)“Be like a scientist and look back at your workday with curiosity.” — Brandon Fluharty.ResourcesFollow Brandon Fluharty on LinkedIn and subscribe to his bi-weekly newsletter for more content, information, and insights on tech sales. Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship Offers1. 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...

Most sales outreach blends into the noise not because sellers lack effort, but because they approach prospects the same way everyone else does. In this episode, Ashley Winston breaks down why traditional outreach tactics fall flat and how sales professionals can stand out by leading with relevance, clarity, and genuine curiosity. We explore how to create conversations that feel natural, human, and worth responding to.Why Prospects Ignore Most Sales Outreach (00:02:10 – 00:03:35)Ashley explains that buyers aren't ignoring messages because they're rude, they're overwhelmed.Generic outreach, vague value statements, and self-focused messaging give prospects no reason to engage.The real issue isn't volume, it's relevance.The Biggest Mistake Salespeople Make in Messaging (00:03:35 – 00:05:10)Most outreach talks about the seller instead of the buyer.Ashley shares why messaging that leads with credentials, features, or company history immediately creates disengagement.Prospects care less about who you are and more about whether you understand them.How to Personalize Without Overcomplicating It (00:05:10 – 00:06:55)Personalization doesn't mean writing long messages.Ashley explains how small signals like role relevance, timing, and context, dramatically increase response rates without extra effort.Relevance beats creativity every time.Using Curiosity Instead of Pressure (00:06:55 – 00:08:30)Rather than pushing meetings, Ashley encourages sellers to spark curiosity.Open-ended questions invite conversation and reduce resistance, making prospects feel in control instead of sold to.Pressure ends conversations. Curiosity starts them.How to Earn Replies Without Chasing Prospects (00:08:30 – 00:10:05)Ashley breaks down why follow-ups fail when there's no value added.Each touchpoint should introduce a new insight, observation, or reason to respond not just “checking in.”Silence is feedback. Adjust accordingly.What High-Performing Sellers Do Differently (00:10:05 – 00:12:10)Top performers focus on quality conversations, not activity metrics.Ashley explains how intentional outreach, patience, and consistency lead to better pipeline health and stronger relationships.Selling is about connection, not coercion.Key Lesson: Make It About Them, Not You (00:12:10 – 00:13:55)When outreach is centered on the buyer's world, challenges, and priorities, responses come naturally.Sales success comes from empathy, relevance, and respect, not persistence alone.“If your message doesn't immediately answer ‘Why should I care?', it won't get a reply.” – Ashley WinstonResourcesWant help applying these strategies directly to your pipeline and hitting your quota?Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.Learn more at thesalesevangelist.com/mastermindSponsorship OffersThis episode is brought to you in part by HubSpot.With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Tired of prospects not responding? Get a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.Visit

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You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from closing deals at the right time.Meet Benjamin Dennehy· Meet Benjamin Dennehy, known as the UK's most hated salesperson, all thanks to his amazing marketing campaign. · He shares how sellers often make the mistake of closing when prospective buyers are expecting them to. · Don't forget that you're the one with all the power when it comes to choosing the right time to close a deal.The Sales Matrix: Closing At The Wrong Place· When first starting in the industry, Benjamin discovered that most sellers live in a system they don't realize they're part of. This is another reason why sellers tend to close deals at the wrong time.· There are also two systems when sellers are out in the field: the buyer's system and the seller's system. The problem arises when these two systems intertwine, making the buyer appear as the winner.· Due to conditioning, buyers are aware that if they say no to a seller, the seller won't stop. So, they think of other ways to try to keep sellers from continuing without actually saying no. · Benjamin delves into the list of reasons why prospective buyers give objections or deceive sellers to prevent a deal from moving forward. I'm sure you've heard plenty of these!· He also explains how the matrix is designed to prevent sellers from exerting control in closing deals, and how their buying habits lead them to sympathize with prospective buyers when they express their objections.How to Get Out of the Sales Matrix· To get out of the sales matrix, Benjamin shares that sellers must start closing at the beginning of the first meeting. When you try to close at the end, you give the buyer complete control over what happens next.· At the start of the meeting, Benjamin does three things to get a prospect to say no:o Get permission from them to say no. If they believe the product is of no use, then there's no point in continuing the conversation. This will also let you know if the person you're speaking to is the decision-maker.o When speaking with the CEO, he asks a series of questions to determine if he can actually assist their company with their problem. If there's no "no" in these answers, then he moves on to the third step. o This is when he'll discuss how they can move forward together to close a deal.· The method works because if prospects aren't logically saying no, then they have to agree to move forward.“We've been told a lie that the person with all the money has the power. But in reality, money only has power when someone wants it.” - Benjamin Dennehy. ResourcesFollow Benjamin on LinkedIn, YouTube, and Instagram.Don't forget to DM the code TSE for a link to his two free courses.You can also learn more about him on his...

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It can pay off to borrow sales strategies from outside your usual lane. My guest, Kam Dasani, entrepreneur and investor, brings B2C secrets into the B2B sales world and uses what he has stolen from consumer marketing to make smarter moves. In this episode, he breaks down the tactics that helped him grow faster and shows how you can use them to triple your pipeline.Meet Kam DasaniKam Dasani is a former Silicon Valley tech sales rep who went from earning 120K a year in B2B sales to building a seven-million-dollar business. He applied key B2C secrets he had stolen from consumer marketing, using directness, pre-qualification, and transparency to transform his B2B approach and accelerate growth.Today, he helps others build passive income through trading and investing while encouraging sales professionals to take smart risks, stay authentic, and focus on what truly drives results.Why B2C Secrets Belong in B2B Sales (00:01:19 – 00:03:59)Right off the bat, Kam goes into showing how stolen B2C secrets can transform B2B sales, especially with their marketing tactics.From Tech Sales to Entrepreneurship (00:04:07 – 00:06:12)Kam explains how he went from earning 120K a year in tech sales to building a seven-million-dollar business. His contrarian mindset and willingness to take calculated risks shaped the B2B sales approach he uses today.Identifying B2B Sales Gaps (00:08:10 – 00:16:54)Kam highlights common gaps in B2B sales, including weak training, fear of asking tough questions, and reliance on conventional tactics. He shows how embracing risk and applying stolen B2C secrets can overcome these challenges.B2C-Inspired Sales Process & Qualifying Leads (00:17:01 – 00:26:47)Kam shares how he leverages Instagram ads, direct messaging, and pre-qualification processes to improve lead quality. Using these B2C secrets in B2B sales allows him to build a stronger, more efficient pipeline.Results & Key Takeaways (00:29:15 – 00:34:12)Kam reveals the ROI from transparent, pre-framed sales calls and targeted campaigns. He emphasizes that allowing reps to be authentic, rather than forcing a strict “culture fit,” drives real results in B2B sales."Imagine if we could take some B2C secrets and apply them to B2B sales to fill your funnel and create far more opportunities than you have right now, increasing sales and generating more commission." - Kam Dasani.ResourcesFollow Kam Dasani on Instagram at @profitwithkam and connect with him on LinkedIn to stay inspired by his journey and strategies. Head to bluemangostudios.com to see exactly how my podcasting agency can help you create and grow a podcast that entertains, educates, and brings in quality leads.https://www.instagram.com/profitwithkamSubscribe on LinkedIn https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7396352571981889536Sponsorship OffersThis 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. 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.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....

In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success.LinkedIn Outreach Tactics● Data shows that sending connection requests without a message can yield a 3% increase in acceptance rates compared to those with messages.● The human tendency to judge based on profiles quickly favors simple connection requests over potentially off-putting sales pitches.● For optimal outcomes, engage with prospects before sending connection requests to establish a common ground.Effective Email Strategies● Tracking emails can be crucial for marketing but detrimental in sales; focus on replies instead of opens to enhance engagement.● Plain text emails outperform those with images or attachments, ensuring better deliverability and higher reply rates.● Use personalization in your emails to connect deeply with leads; mention specific, relevant details that resonate with them.Multi-Channel Campaign Insights● Engaging prospects through multiple channels increases visibility and response rates, with LinkedIn DMs achieving up to a 10% reply rate compared to email's 2-5%.● Combining outreach methods (email, LinkedIn, etc.) helps build trust and familiarity with potential clients, driving higher engagement.● Prioritize server matching in outreach campaigns to improve deliverability rates and overall effectiveness.Homework Challenge or Action Steps● Test your next batch of LinkedIn connection requests without messages for improved acceptance.● Create a plain text email outreach campaign focusing solely on obtaining replies rather than opens."Even if that were the reply you negative, you know, I'm not interested but you're interested enough to take your time and reply to that person." ● Fernando Pires.Timestamps● 00:00 ● Introduction● 01:18 ● LinkedIn Outreach Tactics● 09:51 ● Effective Email Strategies● 17:52 ● Multi-Channel Campaign Insights● 29:02 ● Closing thoughtsResources● Snov.io ● Learn More About Our Services-https://snov.io● Connect with Fernando Pires on LinkedIn-https://www.linkedin.com/in/fernandopiresMy LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away. And don't forget to connect with me on LinkedIn! www.thesalesevangelist.com/linkedinSponsorship Offers1. 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 Training.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs 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.

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You have about ten seconds to grab a prospect's attention on LinkedIn. If you're spending more time scrolling than positioning yourself as a thought leader, you're not using your profile to its full potential. Here's how to turn it into the perfect “first discovery call.”Profile Positioning· If you go back to episodes 1941 and 1088 with Brynne Tillman, you'll hear her explain why it's time to move past the resume mentality.· Your profile is prime real estate. Start with a compelling banner that clearly shows who you help and how. Use a professional, up-to-date photo, and try LinkedIn's name pronunciation feature to add a personal touch.Headline & About Section· Craft a headline that's punchy and credibility-building—skip the job title and highlight the value you deliver.· In your About section, speak directly to your ideal client's pain points. Use storytelling and short testimonials to build trust and connection.Target and Engage· Create micro-lists for targeted outreach—CFOs, CEOs, COOs—so you can personalize your messaging around real problems.· Before pitching a meeting, engage thoughtfully with your prospects' posts to build rapport and show genuine interest in their needs.Homework Challenge· Update your banner, headline, and profile photo. Rewrite your About section to focus on the problems you solve, and build a micro-list of prospects. · Also, don't forget about using my LinkedIn Sales Navigator trial to jump-start your outreach.“Your profile needs to be a lead-generating tool. It needs to attract prospects; they need to see it. And within five seconds, know what you have to offer.” - Donald Kelly.ResourcesIf you want to try LinkedIn Sales Navigator, start your 60-day trial here. My LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away. And don't forget to connect with me on LinkedIn!Sponsorship Offers1. 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.CreditsAs 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:

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