The Sales Evangelist

Thank you, Martin, for going back in time with The Sales Evangelist podcast. Thanks to him, we're going back to episode 1177 where I deep-dived into why leads are creating more work for us.In this episode, I share why many small organizations struggle with their inbound sales and how to fix it. The challenge is always deciding who should follow up on them and how to do it effectively.The Sales TeamAssume that a sales team is composed of three people: the marketing person who does almost everything, the junior assistant who helps with content creation, and the outsourced person who does the marketing strategies. Among the three, who should follow-up the lead? Not all leads are created equal. This means that before deciding who will follow up the lead, the lead should be evaluated first.You don't want your salesperson pitching to a lead that in the end would go to another competitor.Do a Pre-QualificationDo a pre-qualification in your organization to know if the people you are going to have the conversation with are ready to consider the deal. Set a benchmark and rules for what you consider a marketing quantifiable lead. Consider the following questions: What is considered a sales qualified lead?What is the KPI of your organization? How many new inbound leads do you want to get per quarter/per month?How much money do you want to generate from those leads?The answers to those questions will lead you to your ideal customer. It would also help you identify the triggers that qualify them to be a marketing quantifiable lead and a sales qualified lead. The work is far more efficient because when a lead comes in, your salespeople can vet them and follow the pre-qualification factors you've set to see if the lead can generate new business for the organization. This is also helpful in maintaining your current customers. Create a SystemCreate a system to efficiently manage the workload. The marketing team can do the pre-qualification to increase the odds of the lead being converted into something real. Whenever a lead comes in, let marketing take a look at it and check the website and the title of the person. Then let the intern or junior marketing rep take over the other tasks like looking into LinkedIn, HubSpot, Marketo, or other platforms you have to find the data that you can transfer into your CRM. Marketing can help fix the problem of having to go back to the beginning of the funnel and pre-qualify the leads again because they're not yet ready at the moment. Website Leads MatterThe sales team sometimes takes for granted the leads that they didn't hunt for. A good example is leads coming in from the websites. It is disheartening when a sales rep doesn't take that into consideration when a lead comes in via the website. Whenever an inbound lead comes in, it is best to use your flow process to follow-up particular prospects. It should be written and put in your company's playbook so that everyone can read it and use it with every inbound lead that comes in.Follow-up Right Away A stat from insidesales.com said that a lead that's contacted within five minutes is 100 times more likely to convert than leads that are followed-up 90 minutes later.When a lead comes in, follow up right away. You're more likely to convert than if you wait. The sales team can take a quick visit to the person's website, check their LinkedIn profile, and the pages they've visited on your site. Focus On The People That...

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I've made it 1,900 episodes of The Sales Evangelist podcast. Not quite at 2,000 yet, but I'm close.But since I'm still going strong, I thought it would be a good idea to share the nine biggest sales lessons I've learned from hosting this podcast. Hopefully, one of these lessons will help you grow your sales pipeline too.1. There's No One Way of SellingEveryone is always asking me, “What's the number one method of selling?” If you want my honesty, there isn't one.From all of my interviews, I've found that it's best to focus on who you're going to sell to and how to break through the noise to grab their attention.I also recommend just testing out the different sales methods we share on this podcast. If it works for you, great; if it doesn't, then try another one.2. Always Be ProspectingI'm a firm believer that a seller should always be prospecting, even when you're closing deals. If you have options in the sales pipeline, great. But you should also always be figuring out how you can do a better job at sales prospecting to keep prospects coming to you.3. Accountability Moves Sales ForwardI've heard this over and over again from my countless conversations: sales reps need that one-on-one time so they can stay accountable.I share a story about how an old manager of mine stopped her one-on-one time with me. This caused me to slip up and make little mistakes from not receiving coaching.4. Be on LinkedInLinkedIn will always be a powerful tool in helping you find and close deals. I've found that when sellers aren't using LinkedIn correctly, they tend to struggle with prospecting.Connect, share, and engage on LinkedIn and see how your sales pipeline starts building.5. Address Objections FirstIf you don't handle the “nos” first, they'll be an issue later. Going back to episode 446, Tom Gates shares how easing a customer's objection can increase your win rate.Don't be afraid to bring it up; doing so will let you circle back when the prospect is ready to close a deal or prevent having unnecessary clients in your pipeline.6. Little Things WorkBob Berg shares details on how to get endless referrals, and he does this by just going the extra mile. Make yourself memorable by simply sending handwritten notes. The little things actually do work when trying to build your network.7. Sales Is About RelationshipsThere's so much information out there, and if you're not making things personal, prospects aren't going to connect with you.Go back to episode 1898; I share how relevancy and personalization give you a higher response rate. In the world of AI, no one wants robotic messages.8. Make Buying EasyTransparency is everything in sales, and people want to know what they're getting before they buy. Marcus Sheridan shares how giving the price upfront provides a mutual action plan that helps make it easier for prospects to buy from you.9. Understand Your ICPWhen you know who you're targeting, your message becomes clearer, and you have a higher closing rate. In episode 1625, I share why adapting to your ICP is important and how it

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For this episode, we're going back to episode 1431, featuring my chat with Ollie Whitfield. He shares how you can use LinkedIn features to your advantage. Listen to learn how to use LinkedIn voice messages and videos to schedule more appointments.Using LinkedIn Voice Messages for Effective AppointmentsThe LinkedIn voice message is something new and not many people have seen it before. That's why many are prompted to open it and listen to it.LinkedIn voice messages show that you're giving effort; it's a slightly elevated way of showing your desire to build a connection with others.Showing your face or letting other people hear your voice improves your outreach. A mere text cannot convey your body language or your tone.A video message allows the prospects to see your mannerisms and that helps in building trust between people and implores them to do business with you.Improving Your Video Messages or Voice Messages on LinkedInThink of it as a very targeted approach. You can't send video messages or voice messages to everyone. Pick the right people to send the messages to.Instead of going through all the other channels, take it directly to the decision-makers and have a great chat with them.Make it a seamless conversation. Make sure not to send a voice message right off the bat. Set the expectation first. You can send a written message first, a heads up that you're sending a voice note on a certain subject.Lay the foundation first before sending the voice or video message so that they know what's coming their way.Ollie also curates content and posts it on LinkedIn. He takes note of the people who engage with his posts, lists the names of the people who engaged and fall under his ideal client profile, and then connects with them. Following up with these people with a video makes the outreach personalizedResearch the people you're going to send videos to. Don't jump into doing videos right away. Do your research and think of what you're going to say before you make the video.“LinkedIn voice messages show more effort and wanting to make a human-to-human connection instead of just sending a regular message.” - Ollie Whitfield.ResourcesFollow Ollie Whitfield on LinkedIn. 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:

It may be easier for you to copy and paste a ChatGPT-generated email for your cold outreach, but it's probably not landing the results you want from your prospects. Instead, get on the phone and dial your potential clients to close a deal. Before you tell me that you can't do it, I'm telling you that it's way easier than you think. Why I Think Phone Calls Are BetterAfter working with various organizations and sales reps, I've noticed how phone calls have been proving more effective for them.Following the pandemic, many of us grew tired of constant online interactions. Everyone is craving genuine human connection now, and this includes your prospects.Those hundreds of automated messages you're sending? They're making your prospects feel disconnected from you and believe you're not genuine. Phone calls allow you to build real trust, helping them feel connected to you and less like you're just after their money.Also, when you take the time to actually converse with your prospects, building rapport becomes much easier. I'll even share an example from a client of mine who prefers phone calls over emails, perfectly illustrating this point.And even if you're making phone calls and not immediately reaching clients, remember there are tools to help you out. For example, services like JustCall can help you reach more prospects effectively, without spamming them."If we can have ways to have more engaging conversations, you can have a higher chance of success.” - Donald Kelly.ResourcesTry JustCall to automate your outreachConnect with me on LinkedIn and send me a message for more help with cold outreach, or send me an email: donald@thesalesevangelist.comIf you need more help elevating your sales game, join my Sales Mastermind Class.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...

I'm a strong believer that you should sell to B2B buyers the same way you sell to B2C prospects. If you don't believe this, you should listen to this conversation with B2C expert, Josh Koplin. He's here to share why B2B prospects want the same experience as B2C customers and how you can give it to them.Meet Josh KoplinAs Co-founder and CRO of EDEN, a home services SaaS startup, Joshua Koplin spearheads the company's mission to equip contractors with innovative technology, fostering business growth and exceptional customer experiences. His extensive experience in finance, innovation, and business development includes leading the IPO for Japan's largest renewable energy developer, RENOVA Inc., and previous roles in investment banking and M&A at J.P. Morgan.Adopting a B2C Experience into the B2B WorldThe B2B prospects in the fancy offices are also the same ones doing B2C buying. They see what it takes to make someone buy, and they want that same experience when a B2B seller is offering them a service or product.Josh shares how his company is modernizing the sales process to provide instant gratification. He studies what consumers want and applies that knowledge to the HVAC and home services space.Overcoming Pricing ChallengesIn the B2C world, the price of a product or service is right there in your face. However, it's often hidden in the B2B world. Josh shares that online pricing is often the first thing on a buyer's priority list, and they will have this in mind when searching for a product. Adopting upfront pricing allows a B2B consumer to feel more comfortable about their buying decision.He also explains why it's still essential for sellers to include the benefits of a product along with the pricing to provide a better experience for those in the B2B world.AI Search Changing Both WorldsIn the B2C and B2B worlds, AI has completely changed the way we look for information on Google. Before you can even scroll down, you see AI gathering the data you need.It makes old-school SEO methods obsolete, so how can you ensure your business still reaches the ranks?Josh shares that the best thing for B2B sellers to do is to put their "kitchen table conversations" online. This is where you act as the consultant and listen to your customers' pain points, needs, and wants. You provide everything they need to know to help them make informed decisions.Josh also goes into what zero-click searches are and how they are affecting the B2B world.“AI search and consumers are turning more towards the kitchen table conversations online. The more helpful you are, the greater the chance of conversation from consumers.” - Josh Koplin. ResourcesIf you want to connect with Josh, you can reach him by email at josh.koplin@e-denhomes.comYou can also connect with him on LinkedInSponsorship 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

It's a gut-wrenching pain to work so hard to win a prospect over only for them to tell you no. If this often happens to you, you may be doing something that strikes a deep no in your prospects.To help you figure out what you're doing wrong and influence prospect behaviors more positively, listen to this conversation with my guest, Jake Stahl. He's here to help you rewire how you lead and sell to achieve greater success.Meet Jake StahlJake Stahl is the creator of Neurostrategy, the CEO of Orchestraight, and a globally sought-after behavioral trainer. He has trained leaders in 47 states and six countries, focusing on replacing outdated tactics with high-conversion conversations grounded in psychology and performance.Often called "the man who can create the perfect conversation," Jake is renowned for his ability to decode resistance in real time and fundamentally change how individuals lead, sell, and achieve success.Why Prospects Aren't BuyingYou may think prospects aren't buying just because of how bad the economy is, but your unconscious actions may also be the reason.Jake shares how most sellers tend to make excuses, but the reality is that everyone buys based on perception and emotion. Sellers often use the wrong verbiage with prospects, failing to effectively convey that the product they offer is worth the money.He also details linguistic programming and future pacing, explaining how sellers can use these techniques to help prospects justify spending money on the offered product or service. Jake shares how it's more than just telling customers about the features and benefits; it's about painting a picture so the client can see how their life will be better with the product.Sales Leaders Helping Reps Paint PicturesIf you pay attention to the ads for cruise ships, you'll notice that they're not selling the features of the boat. They're selling the experience—laughter in the sun and fun in the water. Switching from selling features and benefits to selling an experience like this can be hard for some reps, so how can leaders help?Jake says it starts with how you present yourself to the prospect. Listen to how a sentence sounds when you're using verb versus noun verbiage. For example, “I love dogs,” versus “I'm a dog lover.” He goes into detail on how the difference in verbiage can help sellers change the way they sell products to prospective buyers.Also, Jake shares an interesting study on the power of using the word “because.” It holds more weight in pushing a deal forward than you might think.How to Break ConditionsPeople are conditioned to respond in certain ways, and starting a conversation off with something like, "Hi, how are you doing?" may be triggering prospects to avoid talking to you.Jake says this kind of introduction preconditions prospects to see you as a sales rep, and mentally, other factors start to take place without you knowing it. To get a genuine conversation, you need a genuine opener. Coming up with different openers will break these conditions and help prospective buyers engage with you when you call them.“The reality is that if customers don't see how those features and benefits will make their lives better, it's not just going to work for them.” - Jake Stahl. ResourcesConnect with Jake on LinkedIn You can also reach out to him at jakestahl@orchestraight.com Sponsorship OffersThis episode is brought to you in part by...

It's undeniable that B2B prospecting has changed, and what used to work probably isn't working for you anymore.That's why I invited my guest, Yoni Tserruya, the CEO and co-founder of Lusha, to share insights on what's changing in the B2B prospecting world and what you can do to adapt to these changes to keep closing deals.Meet Yoni TserruyaAfter noticing how easy it was to connect with anyone in the world thanks to social media, Yoni also observed that customers were becoming more accustomed to generic outreach. He created the company Lusha to help sellers craft messages that prevent their customers from ignoring their outreach attempts.Personalization Matters in SalesA friend of mine shared how some of their reps are getting 50 booked appointments per month. However, they're sending a crazy number of emails to get those appointments. Even though they're closing deals, it's happening at such a slow pace that it seems pointless.Yoni shares how more personalization in emails is important and how it helps sellers book more meaningful appointments. He also explains how the future of sales relies on relevance to help keep their pipeline filled.How to Become More PersonalThanks to AI technology, we are now able to cut down the time spent on finding data. But what you might not realize is how it can be used to make your outreach more personal.Yoni explains how AI tools are wonderful for all non-selling activities, while sellers should focus on building relationships and connecting with prospects. Separating the tasks between sellers and AI tools will allow outreach to stay personal.Yoni provides details on how his product, Lusha, helps sellers make their outreach more personal for customers. He explains how it prevents you from having to waste time switching between different products and how it makes the prospecting process easier.“We want to make salespeople human again. We want to bring back what they love to do, what they're good at, and what they signed up to do.” - Yoni Tserruya. ResourcesFor more help personalizing your outreach, check out the AI sales tool Lusha. 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

Selling a product to a single customer can be challenging, but what happens when they need to advocate for your product within their organization internally?Their internal selling efforts often fall short, causing deals to stall or fail. That's why I've brought in Todd Rychecky, General Manager and Head of Out-of-Band Management Solutions at Lantronix. In this episode, he'll share strategies for how sellers can empower their customers to effectively champion products to their teams, thereby keeping deals progressing through the pipeline.Meet Todd RycheckyAt Lantronix, Todd provides strategic leadership, financial management, operational oversight, cross-functional collaboration, and team development. Before Lantronix, he was VP Sales Americas for Opengear and was responsible for developing and executing sales strategies, business development initiatives, and hiring and developing an award-winning sales team. For 13 consecutive years, Rychecky and his Opengear sales teams experienced year-over-year sales growth. He has a wide range of experiences, including sales, marketing, channel development, strategic accounts, OEM partnerships, business development initiatives, and product management launch initiatives. Understanding Internal SellingWhile sellers typically focus on external sales and buyers handle internal advocacy within their organizations, sellers still have a crucial supporting role in helping their buyers convince their teams of the value proposition.Todd explains that internal selling is increasingly critical for success because it requires buy-in from internal stakeholders to support new ideas and initiatives within the company.If your own team isn't enthusiastic about a deal, it's unlikely your customers will be either. Consider implementing internal listening to understand the needs and desires of everyone on your team. This practice can significantly help build rapport, strengthen relationships, and foster trust.Todd shares how sellers should use the same effective tactics they employ in external selling when assisting their customers with internal selling. Ask questions to help discover internal objections and always lead with why the company should buy the product instead of the what. How Can Leaders Help Reps with Internal SellingIf you're concerned about your sales team's ability to support internal selling by their customers, Todd advises that a key strategy is to cultivate relationships with multiple contacts within the prospect organization.Selling to more than one individual and securing broader internal buy-in significantly increases the likelihood of successfully closing a deal. To facilitate this, sales leaders should coach their reps on identifying key internal stakeholders and developing tailored communication strategies for each.“Before you win outside the walls of your company, you've got to win inside them.” - Todd Rychecky.ResourcesConnect with Todd Rychecky on LinkedIn You can also reach him by email at trychecky@lantronix.com 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...

Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse?In this episode, I'm going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly.What Sales Mistake Did I Make?During one of my discovery calls, I made a simple mistake: assuming that everything would go well. I thought it was going to be so easy to close the deal that I forgot to make sure all the right people attended the meeting with me.The deal didn't move through the pipeline, all because I assumed that the person I was meeting with had all the control over closing it.How to Fix the Sales Mistake?Here's what I learned from this sales mistake: instead of guessing that the person I'm meeting with is going to bring the right people along, I let them know upfront.As a consultant, it's my moral obligation in the discovery call to paint the picture of what needs to happen.Typically, I'll let them know I need these three people on the call to help progress the deal. I also explain why they should be there during the call and how it will move the deal forward.Be the consultant and embrace the awkwardness of telling them what to do. You're the sales expert, and prospects see you as such, even when you don't see yourself that way.Taking charge of who needs to be a part of the deal will keep it from falling apart during the discovery call, so don't be afraid to speak up.“You're the professional. You're the one who's done this before. Since you have climbed Mt. Everest, don't rely on someone else's climate to tell you what's supposed to be happening.” - Donald C. Kelly. ResourcesConsider using Aligned to better illustrate your stories and resonate with your prospects.For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.I'd love to connect with you on LinkedIn! Reach out if you need more support with storytelling or simply want to expand your network.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:

Ever lie awake at night wondering where your next deal is going to come from? Does the constant stream of rejection fill your future with uncertainty?Hearing constant "nos" can cause you to develop a scarcity mindset, and honestly, it's not only destroying your pipeline but also your company's potential.Authentic sales expert Scott Ramey joins us in this episode to guide you through the essential shift from scarcity vs. abundance. He's here to lead and inspire sellers, leaders, and businesses to build trust, take action, and drive results by adopting an abundance mentality.Meet Scott RameyScott Ramey, an authentic sales expert and former Fortune 500 C-Suite Executive, brings over three decades of corporate experience and more than $100 billion in successful sales. As the Founder of The Ramey Group, he is a seasoned leader, speaker, and mentor. Notably, Scott served as an EVP at Transamerica, Nationwide, and Corebridge Financial, where he raised hundreds of billions of dollars and led large teams. His deep expertise in business development, team building, and leadership empowers individuals and organizations to achieve remarkable success.Scarcity Vs. Abundance Mindset: Let's Talk About ItWhy is the scarcity vs. abundance conversation so important for us to discuss? Scott shares how it all starts with the law of vibration. What you bring to the meeting with your prospects will be felt by them.If you're nervous, desperate, or upset, they will feel it no matter how much you try to hide it. The scarcity mindset tends to run prospects off, but with authentic interest, you may be able to reel them back into the conversation.Scott also dives into how people tend to carry their day-to-day burdens on their shoulders without realizing it, even him. At 19, he had his first anxiety attack, but kept his anxiety to himself until he opened up to his daughter two years ago. He realized how much was lifted off his shoulders, just by opening up to someone. He now encourages other sellers to find a mindful activity that helps them calm their minds so they're not bringing a scarcity mindset into conversations with their prospects.Developing an Abundant Mindset: How Can Sales Leaders HelpScott shares how sales leaders can help their reps with a scarcity vs. abundance mindset:Don't have unrealistic expectations or quotas.Create an environment that's safe to learn and develop.If you just start there, sales leaders can help remove the pressure from their sales reps. This will allow them to grow into an abundant mindset that helps drive sales.“When tension exists, the outcomes will not align.” - Scott Ramey.ResourcesLearn more about Scott and his teachings at thescottramey.comConnect with Scott on LinkedIn 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

Tired of endless voicemails and angry prospects? Even studies show that the most troubling part of the sales process for sellers is prospecting. I have four tips in this episode to help you out. Go ahead and give it a listen, it'll give you the strength to keep pushing through and land more deals.Stay MotivatedWhat I like to do every morning is say a little prayer. This helps me get ready for the day and work on getting more clients.Even if you're an atheist or practice a different faith, you can still do affirmations to help send out positive vibes.Set a goal in the morning to pray or say mantras to set a positive focus on your subconscious thinking.Have a ChecklistI like to use my sales planner to create a goal to help me push through prospecting. For example, I might say I want to do 20 meaningful outreach activities and get at least five conversations with the end goal of gaining at least one appointment. This simple task keeps me focused on prospecting to reach my goal.Try reading the book Go for No by Richard Fenton and Andrea Waltz to help you push through the “nos” to get to the “yeses.”Use Call OpenersI tested some call openers in episode 1887, and a lot of the time they do work. Test them yourself and see how they work for you the next time you do cold calling.There's Always SuccessYou might be going through the storm now, but it won't always last. Eventually, you'll be seeing sunny days and rainbows in your career as long as you push through and don't give up."Our solution serves a purpose, and our job is to go out there and find the person who needs it. Saying that mantra each day helps you perform better in your prospecting." - Donald Kelly.ResourcesCurious how "no" can lead to "yes"? Check out Go for No!For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network.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:

You're having wonderful discovery calls, but stakeholders are taking forever to get back to you. This tends to make deals move like molasses in winter. What if I tell you that you're going to have to get a bit creative to accelerate deals through the pipeline? Rebecca Kravitz, sales professional and co-founder of Meople, is here to share how games can grab prospects' attention and help increase deal velocity. Check it out and move deals faster with this unique method.Meet Rebecca KravitzThe concept of using board games to capture prospects' attention comes from Rebecca and her co-founder creating a game for her grandfather's 80th birthday. After seeing how amazed he was by it, they decided to build customizable gaming software for the B2B world.She believes that sales is all about active listening and understanding the challenges, needs, and persona of the buyer. Board games allow companies and sellers to listen to their customers and provide solutions to them. Bringing Gaming Into the Sales ProcessRebecca says it's best to bring gaming into the sales process at the beginning, immediately following a call. You can provide a demo so they can get a feel for the customized board game and how your product benefits them.Another perfect time to use it in the sales process is when the deal is stalling and you need to make it move faster through the pipeline.Also, you don't have to come up with the game rules; Meople does all of that for you.How Can Meople Help Close More Deals?Building customizable games for your prospects—how on earth is this better than traditional sales methods?Rebecca shares that Meople is like a specialized gift for your prospects. The more thought you put into a gift, the more it resonates with the person receiving it. Your prospects see that you're putting care and effort into their problems and trying to help them solve them.“Sales is all about trust and relationships. Making something that shows you care helps create authentic relationships.” - Rebecca Kravitz.ResourcesLearn more about gamefication in sales at Meople.co. Connect with Rebecca on LinkedIn and Instagram. 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.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...

Sales and marketing teams? Sometimes, they clash like siblings, which tends to hold companies back from hitting their goals. Getting every single seller in the company to have that CEO-level drive? That's a whole other challenge.Is there a way to tackle both of these sales challenges with one simple move? My guest, Garrett Mehrguth, sales and marketing expert and founder of Directive, says yes. He's here to break down how getting sales and marketing on the same page can actually empower individual sellers to think and act like the CEO. Tune in to hear how this alignment can make some serious magic happen.Meet Garrett MehrguthGarrett Mehrguth founded Directive in 2013, which is the largest independent B2B performance marketing agency in the world. Today, Directive boasts a diverse team of more than 130 professionals, located around the world, including the USA, LATAM, Canada, and London, servicing brands like Dropbox, Wiz, AWS, and Gong.He believes true company growth only happens through sales and marketing team collaboration. When both teams ask questions and follow up, they can start thinking outside the box to find leads and close deals.Collaboration FoundationWhat's the first step to get sales and marketing teams working together? Garrett says sellers need to start attending the weekly marketing meetings.Don't just say you need to spend more time cold-calling to meet quota; the meeting may help you learn how to perform better with inbound sales and develop solution-selling skills.Not only do you have to understand your product, but you also have to understand your customer and articulate the product's value to them.Sellers who attend the marketing meeting will be able to bridge the gap between how both teams convey value to leads in their messages.Paid Social vs. Search in the AI WorldGarrett suggests considering paid search as someone in marketing and paid social as someone in sales to understand the difference.He also shares how sales reps tend to believe that paid search ads are better due to their win rates. However, you could probably become the seller of the year by learning how to do more value and solution selling from outbound and paid social methods.Sales & Marketing Account-Based SellingGarrett built his business based on sales and marketing teams using the same account list. Six years ago, with 10,000 accounts to reach, he directed his sales and marketing teams to use account-based selling.He shares why he is so passionate about this sales method and why sellers do themselves a disservice by not being obsessed with the product.“You should know the product better than anyone. The second you become the most obsessed person with the product is the second you get promoted, and the second you start hitting quota.” - Garrett Mehrguth.ResourcesConnect with Garrett on LinkedIn.Learn more about his company at Directive Consulting. 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.2. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not

The first ten seconds of a cold call will have your heart racing faster than a cheetah on a hunt.What do you say to keep the prospect from hanging up? How about trying a cold call opener?You might have tried them, but they didn't work out. You probably weren't using permission-based openers, and I'm going to tell you how to do them the right way in this episode.Cold Call Openers Give Prospects a Way OutCold call openers do work, and I recently tried them out. Actually, I tried them out a few times, and they usually work out well.What I do differently is give the prospect an option to end the call. It helps them feel they have a way out when they decide to leave.Think of it as you're at the movies and know the emergency exit is right beside you. Knowing this gives you comfort in case you have to hurry up and leave.Permission-Based Openers WorkIf you don't believe me on permission-based cold calls, then believe the stats: It lowers resistance:Permission-based openers, such as “Did I catch you at a bad time?” have a 40% increased rate on cold calls than those that dive straight into the pitch.Builds trust quickly: When you tell them you're doing a cold call, you become more trustworthy and less seen as a pushy seller. Prospects actually appreciate transparency, and 88% of them say that trust is the key factor in who they buy from.Gives the prospect control: Letting them say yes to you asking for permission to continue with the call creates this micro-agreement that continues throughout the sales process. Research even shows that a small yes will increase compliance with further requests by over 60%.Permission-based openers also take the pressure off you from trying so hard to convince prospects to stay on the phone. They permitted you to stay on the call, so now all you have to do is let the sales process flow through.“I definitely think cold calling works. There's some money in those calls!” - Donald C. Kelly.ResourcesFor consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network.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.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

It's frustrating when you're trying to reach a key decision-maker, only to be stopped by their administrative assistant. It can feel like gatekeepers intentionally block your path to closing a deal. But what if their resistance isn't just about blocking, but about recognizing when your approach simply isn't up to par? In this episode, I speak with Natasha Bowles, a seasoned gatekeeper with over 25 years of experience, to uncover what truly gets her to engage with sellers. Tune in to get the inside scoop and learn how to improve your tactics to close more deals.Meet the Gatekeeper: Natasha BowlesNatasha Bowles is the Founder of Natasha Bowles Professional Services, a staffing agency specializing in virtual and in-house administrative support. As an executive-level administrator for over 25 years, Ms. Bowles has been a gatekeeper for high-profile individuals like medical professionals, property managers, venture capitalists, and notable public figures.She's not offended by the term "gatekeeper" at all, seeing it as her job to protect the time of the people she works with. Before letting just anyone chat with her clients, she needs to be sure they're prepped, will actually bring something valuable to the table, and have something that will genuinely benefit them.Natsha shares how execs tend to get about 250 to 1,000 a day! If you're not bringing anything worthwhile, it's her job to keep you from wasting their precious time.Gatekeepers are the first line of defense for decision-makers, and if you can't get past them, you won't be talking to the executive who calls the shots.How To Get a Gatekeeper To Open Your EmailsGatekeepers see right through the holes in an executive's business, and they know when generic cold-calling emails are a total waste of their client's time.To get your emails noticed by gatekeepers, Natasha says you've gotta do your homework on the company and show that knowledge in your email. Think of it like this: if you're trying to get an investor to fund your pizza place but emailing someone who only invests in tech, it screams you didn't bother to do your research.In your emails, include things like who the relevant department head is, some stats, a problem the company is facing, and why they need to know about your product. Show some initiative and prove you've looked into the company and why you genuinely believe your solution can help them.Also, don't be rude to the gatekeeper! They'll remember it, and it could come back to bite you. Natasha shares a personal story about dealing with a rude client and what happened. Is It Possible To Go Around the Gatekeeper?It's possible to bypass the gatekeeper. But honestly, it will be tough because executives usually don't pay much attention to their own emails. They rely on the gatekeeper to handle it because their time is just that valuable.Natasha points out that even if you do get lucky, you might still end up talking to the gatekeeper anyway.Gatekeepers Can Move Deals ForwardYou don't always have to talk directly to the CEO to get a deal moving. Gatekeepers and executives often have a strong relationship, and sometimes the gatekeeper can even be given the green light to make decisions if the CEO trusts them enough.The gatekeeper might actually be the person you need to convince to close a deal. So, do your best to win them over when you reach out. Find that sweet spot where you show you know your stuff and how it can benefit the company."Protecting my client's time is my biggest task. I need to be certain that anyone wanting to speak with them is prepared, will add value to their day, and has something genuinely beneficial to offer....

Salesforce recently surveyed 7,000 B2B professionals, and the results are clear: buyers prioritize value. A significant 76% aim to maximize the return on every purchase, and 78% are being more careful with spending than before.In this environment, how can sellers stand out and win deals? One powerful way is by becoming a better storyteller. This episode dives into why storytelling is so important in today's sales landscape and offers practical advice on how to use it to close your next deal.The Power of Storytelling in SalesWhen you hear "storytelling," you might picture something from a book. But in sales, it's about crafting a narrative that draws buyers in. Think of it this way:The Buyer as the Hero: They're on a journey to achieve their goals.The Problem as the Villain: Something is blocking their path – maybe it's a lack of time, confusing regulations, or overwhelming complexity.You as the Guide:As a sales professional, you're there to help them conquer that villain with your solution.Effective sales storytelling positions you as a trusted guide, helping the buyer see how they can overcome their challenges and achieve their objectives – becoming the hero of their own story. And don't worry, your "story" doesn't have to be a long, drawn-out saga. Sometimes, a well-crafted illustration is all it takes to paint a picture and help a potential client understand their problem and your solution.How Storytelling Can Help You Close More DealsBusinesses are now incredibly strategic about their spending. Think of it like this: if you were trying to sell me a pen, and I said I'm determined to use my current one until it's completely dry before buying another, that's the kind of thinking businesses have right now. The economy has made them very cautious about spending money unless it's absolutely essential.And it's the same for consumers. No matter how much product knowledge we throw their way, if they're not willing to spend, it won't make a difference.What will make a difference is learning how to connect with them on an emotional level. People are driven by their emotions, and if we keep focusing solely on logic, we'll struggle to close deals.In the episode, I share a simple storytelling example about someone with a flat tire. It shows how creating a relatable scenario can connect with a prospect emotionally and close a deal. How to Become a More Engaging StorytellerInstead of listing what your solution does, paint a picture of what life will be like after using it. Think about it – people connect with visions of success and relief, not just a list of features. To become a better storyteller, focus on helping people see their own challenges clearly. Don't just mention a problem; describe the frustrating situation they're likely experiencing. Make them think, "Yes, that's exactly what I'm dealing with!"People aren't looking for a sales pitch; they're looking for someone who can guide them through their difficulties. Show them you understand their business and the obstacles they face, and you'll become a much more compelling storyteller."Don't just say you understand a business and their challenges; demonstrate it. Storytelling is the key to showing them you truly grasp the issues they're facing." - Donald Kelly. ResourcesTo further enhance your storytelling skills, I recommend Donald Miller's "Building a StoryBrand 2.0."Consider

In the last episode, I shared some hidden gems on what prospects really want when they go on LinkedIn. I also provided some examples of how to engage with customers on the platform. But what I didn't show you was how to turn these prospects into appointments. You're going to find out in this part two series of my little LinkedIn rant.Connect, Share, and Engage to Generate Leads on LinkedInIf you remember from the last episode, I discussed how connecting and engaging with a prospect is better than the generic connecting and pitching method. Connect with a prospect on LinkedIn, share relevant content there, and engage with those who engage with your content. Even if no one is commenting on your posts, still keep sharing. Another idea is for you to comment on other content in the groups your ICP is in. Remember the data I shared on why people are on LinkedIn?When you're engaging and sharing content that your prospects are interested in, it helps you pop up in their news feeds more and become seen as an industry expert. When they become more familiar with you, they'll be more likely to respond when you pitch.Start a NewsletterIt's never too late to start a newsletter, and don't get lazy with it. Consider the questions and challenges your prospects are having and share solutions on how they can fix them in your weekly LinkedIn newsletter. Doing this once a week will show you as a source of information for the industry. People are coming to you to become educated! I share how you can create weekly emails with ChatGPT without just copying and pasting.Also, once you're well connected with your prospect, shoot them a message asking for permission, and then pitch them your services. If you're not sure how to do this, send me a connection request and ask how.“Information from you allows you to engage with people on LinkedIn.” - Donald Kelly.ResourcesConnect and follow me on LinkedIn.Do you need help with creating a podcast? Check out Bluë Mango Studios.Join my LinkedIn Prospecting Course for more guidance. 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:

LinkedIn is a goldmine for opportunities, but the challenge many sales reps are finding is that no one is responding to their messages after connecting. In this episode and the next one coming up, I'm sharing LinkedIn tips that provide the right touch to get prospects to start engaging with you. My research will help you network better and close deals, without resorting to those silly automated messages.Why Sending Pitch Messages Is A Mistake?Recently I did a LinkedIn poll that said, “When you accept a connection request, what percentage of them turn into pitches right after?” Out of the 316 people who responded to the survey, 60% of them received pitches in the next line of communication and did not like it.My poll result shows that prospects really hate those automated LinkedIn messages, especially right after you just connected with them. Just because they match your ICP, doesn't mean it gives you the authority to pitch your services. Your prospects aren't machines who are just going to do business with you because you have a great product.Sales reps who think that prospects are supposed to say yes to their first pitches often believe that sending out hundreds of automated LinkedIn messages works. It doesn't, and you're making it harder on yourself to close deals by doing it this way.What Do Prospects Want?I share more stats to help show you how to stop automating messages. For example, regarding content consumption, 40% of users between 30-49 consider LinkedIn as their primary news source. The stats I share show why people are even on LinkedIn, which is to grow their network, find industry insights, solve business problems, and engage with thought leaders.From this research, you can see why your prospects are on LinkedIn: they're trying to find answers, solve problems, and get news.What Can You Do To Get Their Attention?Instead of sending automated LinkedIn messages after a connection, consider sending, “Hey, thank you so much for connecting with me,” and then figure out a way you can connect back with them in the message. Prospects are networking to build a community; how can you become a part of their community without pitching to them right away? I share how you can keep the engagement going to help close a deal by simply being a friendly person.“We're polluting everything just for a short-term win, hoping to get by. But in reality, we're damaging ourselves, our company, our careers, and our industry. The way we pitch on LinkedIn is why 30% of people are deleting messages after they see them.” - Donald Kelly. ResourcesConnect and follow me on LinkedIn.Do you need help with creating a podcast? Check out Bluë Mango Studios.Join my LinkedIn Prospecting Course for more guidance. 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

There's no way around it; you're going to hear "no" repeatedly in this industry. However, how you handle those "no's" is what turns you into a better seller. My guest, Jacob Hicks, is going to show you how he turned 70% of his "no's" into future "yes's."Meet Jacob HicksHe is a successful sales coach passionate about empowering leaders, professionals, and entrepreneurs to achieve clarity and fulfillment in both their business and personal lives. Since 2014, he has been a sales leader who has exceeded goals, set records, and effectively led teams across diverse industries. When he isn't working, he is dedicated to continuous growth through reading, music, investing, and mission work.What to Do When You Get RejectedJacob believes that all success stems from prospects telling you "no." You learn significantly more from setbacks.This is where you can reflect on what went wrong and how you can improve your deal-closing process.He also believes that without a strong follow-up system, you will not be able to grow as a seller. You can work on your closing techniques, product knowledge, and other systems, but without a strong follow-up system, nothing else will be effective.Why Following Up Is Important?You call a prospective buyer, and they tell you they are not interested. Is there a way to still follow up, even after they have said "no"?Jacob views it as a retreat point and interprets the "no" as the buyer saying they are not interested in the product or service at this moment.His preferred line for this type of rejection is, "Would you be offended if I stayed in touch with you?" He has found that 90 to 95% of the time, people are open to you reaching out to them again.This allows you to continue following up with them a couple of times a month and provide value until they are ready to do business with you.Following Up Role-PlayJacob and I engage in a sales role-playing scenario where he is the seller and I am the prospective buyer. He demonstrates how he handles my rejection by providing value and establishing a follow-up system. Our role-playing illustrates that a "no" can evolve into a "yes" over time."When you're stuck in a rut, you have to do something to change the dynamic. If you're sitting at your desk all day, get up and stand or do something different to get you out of your comfort zone, helping you remember that you're trying a new closing technique." - Jacob Hicks.ResourcesVisit Jacob's website for more information and resources.Listen to his podcast to get more insider tips. 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.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...

A big problem a lot of sellers have is they don't know who their Ideal Customer Profile (ICP) is. But, with the right framework, you'll be able to go after the right buyers every time. My guest, Ronnell Richards, founder of Sayless Academy, will share how to find your ICP and how to reach them the right way.Meet Ronnell RichardsRonnell Richards is a best-selling author, entrepreneur, and sales consultant with over 20 years of experience. He's put his sales and marketing expertise into comprehensive LinkedIn Learning courses and his book, "Shut The Hell Up and Sell." On top of his professional work, he mentors entrepreneurs and supports community initiatives, helping businesses succeed and creating social impact.Why You Gotta Know Your ICPRonnell says a lot of tech companies don't actually have an ICP and just sell to anyone who comes along. But, in today's tough market, knowing your ICP stops you from getting pulled every which way and missing out on big wins. The more specific you are with your outreach and messages aimed at your ICP, the less you get lost in the crowd.What's the Difference Between an ICP and a Strong ICP? Ronnell made 37 questions for his clients to answer about their absolute best customers. This helps them figure out all the things they have in common with those top clients. They usually find their ICP is way more complex than they thought. A strong ICP means you're targeting buyers you know you can crush it with, and avoiding those who aren't a good fit.Seeing Your ICP as a PersonIt's a whole different ballgame when you see your ICP as a real person, not just a target. What's their day-to-day life like? Are they going through a rough patch? I actually just put up a LinkedIn post about this, it's titled "I'm Not Just a Sales Guy."Instead of getting bent out of shape when your ICP doesn't reply to your emails, Ronnell says it's way better to build connections and make sure your outreach lines up with what they need.The secret to building strong relationships with your ICP is having shared values. This is how you get repeat business."Relationships are everything. The reason I can still do business with someone I worked with twenty years ago is because we clicked and built a real relationship." - Ronnell Richards.ResourcesConnect with Ronnell on LinkedInFind more information on his LinkedIn course herePurchase a copy of his book, “Shut The Hell Up and Sell.” Visit Ronnell's website to learn more about him. 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

Everywhere you turn, there's a new AI tool being developed, and you may be hesitant to try them out. AI technology is here to advance how we do things, especially within the sales industry. However, people tend to use them the wrong way. Luckily, my guest, Stan Robinson, is here to share three AI techniques you can integrate into your workflow.Meet Stan RobinsonStan is the CEO of Social Sales Link, which teaches revenue-driven professionals to create more trust-based sales conversations using LinkedIn, Sales Navigator, and AI. Having coached over 1,000 business development professionals on social selling, Stan, who studied Psychology at Harvard and international affairs at Princeton, continues to expand his expertise through ongoing courses on sales, leadership, and AI.AI for Sales Reps: How to Work SmarterAI tools shouldn't replace your work ethic; instead, you should be using them to enhance your sales skills. Stan shares how sales reps should be using AI: Messaging that connects: Don't use AI tools to create generic outreach messages. Instead, use them to tailor your messages based on a prospect's industry, role, and unique challenges. Role-playing: Sales leaders can use AI-powered role-playing tools to help their reps prepare for real objections on calls. You can train it to act as a tough prospect with a price concern and refine responses in a low-pressure environment.Faster research: The best thing about AI technology is that it cuts down on time spent doing research. Use AI to scan industry trends, analyze competitors, and summarize prospects' pain points. This can help you quickly understand your buyers and craft a personalized message that feels more natural.AI Should Enhance the Human Touch—Not Replace ItSales is all about building relationships, so use AI to make your efforts more effective. Stan shares these tips to keep the human touch when using AI tools:Build trust: Buyers connect with people, not bots. Use AI for support: Let AI assist in research and messaging—but keep conversations personal. Stay in control: The best sales reps use AI strategically while focusing on building genuine connections.“AI tools are not going to take your jobs. It's the individuals who are learning how to converse with the tools who will take away the jobs. So, start using AI tools to make them work for you.” - Stan RobinsonResourcesBook a call with Stan by going to askSSL.ai. Connect with Stan on LinkedIn.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.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

You've heard me talk about multithreading over and over again. Today, I'm sharing more insight with a personal experience of mine and how I worked with multiple people in an organization to close a deal. Don't forget to connect with me on LinkedIn and send a message with the title: "multithreading" and tell me what you liked about this episode.Sales Challenge with MultithreadingMultithreading is where you take two or more different paths to connect with individuals in an organization. The challenge I find that most sales reps have with doing this is whether someone will get mad at them for doing it. I even had this problem when first starting out. Will they think of you as a playa? Maybe if you're doing it with a small company, but with a bigger one, it's actually a good idea to multithread. The thing is, you can't be giving the same value proposition. If you're saying the same thing over and over again, you're going to lose. The CEO and marketing director have two different problems and responsibilities, so you're going to have to provide two different value propositions to do multithreading correctly.My Multithreading Case StudyI share my personal experience of multithreading for my production company, Bluë Mango Studios. I engaged with Mike on LinkedIn, who was overseeing events for the organization. He wasn't the right person for me to discuss the proposition with, so he told me who else I could connect with. I reached out to Lenny on social media, but I didn't hear back from him. This is where I went back to Mike and asked how he saw my proposition benefiting him and the company. After talking with him some more, Mike was kind enough to let Lenny know that I was going to contact him about how I could help the organization. When you do multithreading correctly, one individual can see how your value proposition can help solve a company's problem.Also, get out of your own head. People get busy and may not have been able to see your message yet. Give it some time and try again to get your value proposition across.“People often fail at multithreading because they're using a generic message and not reaching out to the individuals.” - Donald KellyResourcesConnect and follow me on LinkedIn.Do you need help with creating a podcast? Check out Bluë Mango Studios.Sponsorship Offers 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 yourselfat 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...

One of the biggest mistakes new salespeople make is winging it, even after receiving training. This is going to have you leaving lots of money on the table, and the only way to turn this around is by developing a framework that actually works.My guest, Luke Lunkenheimer, is going to share the 3 C's Selling framework that'll change your mindset to improve your sales game. Give it a listen; it may even help you in other areas of your life!Meet Luke LunkenheimerLuke grew up as a regular guy from a small town and started out in the industry as a car salesman. For years, he did not live up to his full potential in the sales industry, losing unnecessary money. He finally figured out what he was doing wrong. After developing his new sales approach, he realized that you need a certain mindset and values in order to make it in this industry, which he is going to share with you in this episode. Now, Luke is a successful entrepreneur, owning the Paid 2 Persuade sales training platform that is transforming and empowering sales teams to achieve lasting success.What is the 3 C's Selling Framework? Luke shares that the sales framework isn't something that provides a step-by-step introduction to closing a deal. Instead, it helps you differentiate a leading sales professional from someone who just does it to get a paycheck. The framework is also the foundation of what he teaches in his Paid 2 Persuade sales training course. It includes: Content: From the time of saying hello in a sales conversation, you need to know what you're trying to accomplish right now. Are you trying to get them to buy a product from you, or are you trying to change their way of thinking?Confidence: Sales is the act of transferring your certainty onto the client. The only way you can do this successfully is by having a high level of confidence as a sales representative.Cadence: Start role-playing, practice your sales skills, and educate yourself on how to become better. Once you get into your rhythm, it'll help you with being uncomfortable and push yourself to do better.How to Create Your Own Sales FrameworkIf you prefer not to use Luke's framework, creating your own is simple. He shared some advice on how to do this:Self-education: Don't think that because you're not in school anymore, you should stop learning, especially in this industry. Read books or take courses to help improve your sales skills.Endure pain and get comfortable: If you haven't realized already, in this industry you're going to have to get used to being uncomfortable. Nothing stays the same. The key is to adapt to the change and figure out how you can do better.If you're brand new and don't want to spend any money, implement your own framework by tallying up all of the objections you have faced already and practice how you can overcome them. It's a good idea to practice this with your coworkers to become better at this. With your next customer, build rapport with them and then get into inquiries to see if the objections you were having are present in this conversation. This can help you solve the objections immediately,...

I had to do it again and bring back Marcus Sheridan for another episode. Today, we're going over details of his new book, “Endless Customer,” and he's going to share four ways to make your brand the most trusted in the industry. Background on The Newest Book After the rise of AI tools, Marcus noticed a major change in the sales industry. It's getting harder and harder to produce content that will generate leads. Also, those who are not using AI technology in some form within their work are struggling the most now. On top of this, companies are having a harder time gaining consumer trust, all thanks to the advancement of AI. This is why Marcus wrote the "Endless Customer" book! To generate leads and to shine through AI, you're going to have to become a well-known and trusted brand, which you can do with the help of his guidance. How Can You Make Yourself Stand Out If you've noticed, not too many people are using Google nowadays. Also, when you search on Google, a lot of AI answers or Reddit posts pop up too. Stop caring so much about keywords and instead start telling AI why you need to be trusted. Marcus shares that you can do this through the four pillars in his book: You have to be willing to say what others are not in your market. Get serious with video content and do what others are not. Sell in a way that others are not. You have to be more human than other brands. In other words, stop following your industry's set rules and disrupt. Put a personality into your brand and do things that no one else is willing to do.  Marcus also shares how sales reps and industry leaders can get out of a pride cycle that they often put themselves in without knowing. The Five Key Consumer Research Factors The one thing that did not change from the "They Ask, You Answer" book is how consumers conduct research on which company they want to buy from. The five subjects they're still researching are: Cost Problem Comparison Reviews Best These five things apply to whatever type of content you're making. This includes written and video content for your social media strategy. Human Connection Matters More The only way you're going to be able to rise above in this new AI-driven world is by connecting to your customers' emotions. This is why video content is becoming more and more popular; they want to see brands before buying from them. Another popular trend is that people are wanting more of a seller-free sales experience, especially on websites. Marcus shares how to do this while keeping the human connection alive. "Brand matters more than it ever has in the history of the world. Because if you think about it, what's going on in the market? Well, businesses are getting fewer Google searches every single day right now. You cannot build your house on Google search." - Marcus Sheridan. Resources Connect with Marcus Sheridan on LinkedIn Listen to the Endless Customers Podcast and Get the book here Visit Marcus website to learn more about him Sponsorship Offers 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.

I'm giving you another rerun again. Yes, I know, but you're going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects. Meet Bob Burg Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve. After spending some time in the sales industry, he realized that he wasn't living up to his potential. Until one day he had a conversation with another salesman and recalling how his parents worked to make other's lives better, it hit him.   Instead of trying to meet quota, Bob shifts his focus on how he can serve others, and his reward happens to be more money coming into his pockets. Great salesmanship is about the other person and how they'll benefit from your product or service. Focus on Value People aren't going to buy from you because you need to meet quota or because you're a nice person. They are going to buy from you because they'll be better off after they do. Salespeople need to focus on bringing value to the prospect's life. Value comes first, and the money you receive is a natural result of the value you provided. Value Without Attachment Although people often suggest you should give without expecting anything in return, Bob doesn't exactly agree with that. Instead, give value without attachment to the result. If you're in business serving other people, you should expect to profit greatly because you're bringing value to the marketplace. Just don't be attached to that result. Give value because it's who you are and what you do. When that happens, you create a benevolent context for success. You develop great relationships with people who feel good about you. Communicating Value Bob shares how sales reps can communicate value to prospects through these five elements:  Excellence Consistency Attention Empathy Appreciation To the degree that you can communicate these things to your customer, that's the degree to which you take price and competition out of the picture.  “Money is the thunder to lightning's value. The value comes first.” - Bob Burg.  Resources Listen to Bob Burg's The Go-Giver Podcast for more mindset tips.  Join the Sales Foundation Course for a blueprint to closing more deals.  Grab Bob Burg's The Go-Giver book set.   Another book discussed in this episode was Everybody Matters by Bob Chapman.  Connect with Bob Burg on Facebook and LinkedIn  Also, don't forget to visit his website.  Sponsorship Offers 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. 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. 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 started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found. It kind of makes you feel like everyone hates you. I have experienced the same situation, and I'm here to share some tips to help you out when you start a new sales position and it seems like no one can help you get started. Find People Close to Your Proximity If you're struggling with finding leads, consider getting on LinkedIn and network with your connections who are close to your ICP. I share a strategy that I teach in my LinkedIn prospecting course. It's a neat sales trick that works every single time, only when they know you already! You can also ask your proximity connections how they can give you insights on getting leads if my first strategy doesn't work for you. Target Accounts When you have an understanding of those who can potentially buy from you, you can focus on your ICP and target those accounts. Per week, find two to three accounts within a specific organization that are a part of your ICP. Tier 2 Outreach Campaign As an individual sales rep, you may not be able to do a full cold outreach campaign. But you can use tools to help you do one on a smaller scale.  I share how you can use FullEnrich to find emails and phone numbers of your prospects. "The best time to find a job is when you have a job. So if you have a job and it's stable, it might be a good idea to look to see what's out there. Just make sure you maintain longevity in your current position before searching." - Donald Kelly.  Resources Book more appointments with our LinkedIn Prospecting Course Test out FullEnrich to find more clients Sponsorship Offers 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.

Sometimes it's better to break the script and listen to what your client is saying when trying to close a deal. In today's episode, I chatted with Christian Jack, founder of the Sales Dojo and a master of influence, about why it's important for sellers to understand the psychology of persuasion. He breaks down how the human mind works when sellers become too pushy and how agents can overcome this challenge. Meet Christian Jack Christian Jack is a highly respected sales coach and growth consultant with a proven ability to scale businesses to multiple eight figures. He provides fractional CRO services, one-on-one coaching, and tailored sales training that empower professionals and entrepreneurs to achieve sustainable growth. His practical, personalized approach enables clients to maximize their influence, boost performance, and achieve long-term Sales Is All About Connecting The Dots You want to be a top-performing agent, but to get there, you need to understand that it's not about meeting goals or persuading someone to make a decision.  Sales is about helping prospects connect the dots and showing them that you're the right person to help them. Three points can help prospects connect the dots before you try to persuade them: verbal communication, non-verbal communication, and listening to get them to open up. Verbal Communication Comes Last You may think that people convey verbal messages first; however, this is far from the truth.  Christian breaks down how the human mind conveys verbal communication last due to its two subsets. He also explains how the social mask works when it comes to how we communicate our words to others. Non-Verbal Communication Comes First Do a quick search online for images of mammalian and reptilian brains. Pay attention to the neocortex, or frontal lobe, of each, and you'll notice that the reptilian brain is all about survival. However, the mammalian brain is all about processing information. Of course, the human brain has a larger frontal lobe than other mammals, and this is why we process non-verbal communication first. Christian shares how you can use this in a sales context to better convey your message to prospective customers. Listening To Get Customers To Open Up Have you ever had a customer who wouldn't open up no matter how much you tried? This may be because they feel unsafe around sales representatives due to a past experience. Christian shares how breaking the regular sales script and listening to what the customer has to say can help them stop being closed off with you. “When you become more successful in sales, you realize that it's not really about sales. It's not about persuading someone else. It's about helping them connect the dots and being someone who can help them do that.” - Christian Jack. Resources Christian's special gift Get in touch with Christian on Facebook Sponsorship Offers 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.

Staying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal. Meet Denise Murtha Bachmann Denise Murtha Bachmann is a sales strategist, coach, and fractional sales leader who helps businesses humanize their sales approach while leveraging AI for smarter selling. With a deep focus on relationships, curiosity, and uncovering the probable root cause, she empowers sales teams and founders to build predictable pipelines and close more deals with authenticity.  Through her Sellovatorz programs Denise is redefining modern sales by balancing cutting-edge technology with the human touch buyers demand. Take a Step Back and Slow Down Most sellers try to rush through the sales process to hurry up and close the deal. However, Denise shares that it's better to slow down and ask prospects questions to learn their root problem. Prospective buyers know they have a problem and want a solution to it. But if sellers take the time to help them identify the root cause of the problem, prospects will realize that money isn't a problem when it comes to fixing it. When you give them the ability to see that you're trying to solve the bigger problem, you build a connection with them, which builds trust and credibility with your clients. Working together will help them see that you care about them and make them want to continue through the sales process. Prepare Yourself Before The Call Denise shares that before you jump on a call with a client, you should take the time to educate yourself about them. Here are some things you can do before your discovery call: Have your discovery questions ready. Decide on the difference between a good call and a great call. Understand the client you're looking at: What is their problem and buyer persona? You can use AI tools to help you study your client better. Sales Process Role-Playing Denise and I do some sales role-playing of a startup company competing for the SMB space against HubSpot.  I act as the founder, and she guides me through the process by asking questions to help me understand my root problem and how I can compete in this competitive industry. For sales leaders, Denise shares the biggest takeaway to help you determine the root cause for prospects: Lead with a mindset that you have to slow down to speed up. Let go of the metrics and focus on quality over quantity to meet sales goals. "I think that as leaders and sales representatives, we're constantly on the go because we have metrics to meet.  However, in today's sales environment, we need to let go of those metrics and focus on quality over quantity." - Denise Murtha Bachmann.  Resources Get in touch with Denise on LinkedIn  Sellovatorz Sponsorship Offers 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.

Hey, hey, hey! I'm back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I'm here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don't forget to reach out to me on LinkedIn! Individual's Title Yeah, I know, a pretty obvious thing to know about your prospect. But it's so important to know this because each individual you're dealing with must be able to move a deal forward in the pipeline.  If their job role is unable to do this, then you're not talking to the right person. Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title. Know Their Responsibilities Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along.  If you're getting nowhere from learning about an individual's job title, learn what their responsibilities are within an organization.  I like to use ChatGPT to learn more about a person's job responsibilities. This can give you an idea if they're the right person to speak to about moving forward with your offer. How Do They Influence the Deal? You have to sit back and think about how this person influences a deal you're trying to make with the organization.  I provide an example of how you can figure this out and use this to your advantage. How Do They Help the Organization Make Money? If they know how to bring money into the company, then they're more than likely the ones who can make a deal move forward.  For example, a marketing director might bring in money for the company because they're attracting customers to the organization and tracking a KPI on conversion. “If you know these four things while multi-threading on the prospects you're going after, it's going to help you fine-tune your message toward the right individual and make sure the deal progresses properly.” - Donald Kelly. Resources Do you need help creating a podcast? Visit Bluë Mango Studios  Connect and chat with me on LinkedIn  Join my Sales Mastermind Class to start booking more appointments! Sponsorship Offers 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.

No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don't forget to download the hidden gems she shares at the bottom of these show notes. Meet Dia Bondi Dia has an exciting background as a leadership communications coach with over 20 years of experience. She has worked on high-profile projects, including helping Rio de Janeiro win the bid to host the 2016 Olympics.  With a unique love and hobby for fundraising auctioneering she became inspired to write the book "Ask Like an Auctioneer," which focuses on making impactful asks.  Paddle Through The No Auctioneers have a tendency to speak fast, or maybe they're just good at doing a special chant.  The chant they do allows them to keep going until they get a final bid, the highest offer.  If you paid attention, the auctioneers are paddling through each offer until they are able to maximize the initial offer. Importance of Value Another core principle of auctioneers is not defining an offer based on the price. The price is to show the value of the product and how individuals can see that value. You may find it hard to ask for a higher price because you're unable to get the prospect to see the value of what you're offering. Get them to see the worth of your offer, and they'll be ready to spend whatever amount you're asking for. Connect with Prospects with Storytelling Part of your job as a seller is to understand what they really care about to help solve their problem.  Just like an auctioneer, use storytelling to help you practice empathy and connect with prospects on an emotional level. ZOFO: Zone of Freaking Out You know that heart-wrenching feeling you get when you're about to go into a meeting and the  fear of rejection starts to creep in. Dia says it's ZOFO, or the Zone of Freaking Out. She shares how to handle this feeling and to keep pushing so you don't mishandle a deal. “Price is not a way for you to define your own worth. Price is a way to see and understand what they value and how they value it. Not a way to define our own worth and worthiness.” - Dia Bondi.  Resources  Sales Evangelist Listeners Hidden Gems Dia Bondi on LinkedIn  Sponsorship Offers 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.

LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you're not using it right, you won't be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using LinkedIn. Where Did Their Passion for LinkedIn Come From? After struggling to find new clients, John turned to his son Mike for help. Mike had a unique strategy that helped his father find high-stakes clients in no time. Thanks to Mike's method, he and his father are now the proud owners of Text Tonality. Understanding What Filters Are When you first use LinkedIn Sales Navigator, you'll notice the many different filters within the tool. Mike noticed that people usually use the filters incorrectly in two different ways: either using too many or not enough filters. There are a certain number of filters you can use to help you find the right clients. If you DM Mike, he gives you the code to his free training to help you learn this trick. What To Say to C-Suite Executives When You Find Them John shares that to get your message out correctly, you first have to position yourself in front of them. They have to see how you can help them with their problem. If you can't get them to see this, then they're not going to spend 30 minutes on the phone with you. Start with the big problem they have to intrigue them with a solution. Sending LinkedIn Messages Without Spamming John and Mike share that it's best not to send messages within LinkedIn connections. They share how sending Text Tonality messages works better after waiting a day after sending a connection request. Mike also shares how probing can help get prospects to speak to you more after they say no thank you to your first message. If you're struggling with LinkedIn Sales Navigator, consider working with John and Mike at Text Tonality to learn more of their secrets. “Don't be afraid to follow up. People won't get mad at you. They don't mind as long as you do it right." - John Murphy.  "You want to think about how there is an element of numbers to this. A key performance indicator that we look for is a 25% acceptance rate, which means I'm targeting the right people and my profile is resonating." - Mike Murphy.  Resources Learn more LinkedIn secrets at Text Tonality  Connect with John and Mike on LinkedIn Don't forget about the Sales Navigator Secrets Code: wealth24 Sponsorship Offers 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're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode. What is the Go Around The Block Principle? Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most.  The idea is for you to prepare before the meeting by doing research on the prospect. You can use what you learn about the prospect to help connect with them better before pitching the deal again. Deflect the Sales Objection I share a short story on how I used a prospect's area code to help build a better connection with them before closing a deal.  Of course, you won't always get this lucky, but try going on their LinkedIn profile to see if you can find a specific person, job role, or content they share to bring up during the meeting. Get the prospect to talk about something they're interested in; they will be more likely to hear your offer again. "Your job right now is to have conversations. The more conversations you have, the more opportunity you have to get the person to listen." - Donald Kelly Resources Looking for a new Sales Coaching Software, try out Ambition Do you need help creating a podcast? Visit Bluë Mango Studios  Connect and chat with me on LinkedIn  Sponsorship Offers 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 can always get the best sales secrets from the top companies in the industry. In this episode, I'm chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don't use this sales enablement AI platform, these tips will help you boost your performance and close deals faster. Meet Josh Garrison Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io. He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales. As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales. Only Let AI Do Some of the Work Are you still making the mistake of using AI to do all your work? If you haven't realized it yet, people want a human touch, and too much AI can damage their trust in a company. Josh shares that it's better to use AI for specific tasks.  For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers. Diversify Your Outreach If you're still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day.  Pay attention to your prospect's daily routine. If they're busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime. Use Social Media the Right Way Josh advises using social engagement strategically, particularly by commenting on LinkedIn posts. Also, social listening can help you build a presence and establish expertise without overtly selling. "Incorporating AI in a way that makes sense. Having IT do things that are going to level up your outreach, but not necessarily having IT do everything for you." - Josh Garrison.  Resources Josh Garrison on LinkedIn  Email: josh.garrison@apollo.io Apollo.io  Outbound Sales by Josh Garrison  Sponsorship Offers 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 want to move your deals through the pipeline, but you have no idea how to do it. In this episode, I had the pleasure of chatting with Bob Spina, a successful sales expert known for building and advising high-performing sales teams, on deal acceleration. Join us to hear his strategies on how to slow down and achieve greater success. Meet Bob Spina Bob is well-known for working with Gong and scaled it from under 21 million in revenue to the empire they are today. His focus lies in enhancing revenue processes and strategies, offering his expertise across various companies to drive successful outcomes.  Currently, Bob is dedicated to advising company leaders, sharing his deep knowledge of accelerating deals and navigating multi-stakeholder environments. The Importance of Focusing and Understanding the Industry We discuss the necessity for sales reps to go beyond tool training and understand the industry trends and challenges faced by their target markets.  Having business acumen and understanding what's on the minds of C-level executives gives salespeople a consultative edge, establishing credibility and accelerating deals. The Power of Relevance and Relationship Building Understanding your customer's industry and delivering relevant information can set you apart from competitors who rely on generic, automated messages.  Authenticity and personal experiences, not just AI, should be at the forefront of sales interactions. Multi-Channel Communication Utilizing a multi-channel approach is key to accelerating deals.  Bob shares the importance of connecting with prospects through a combination of LinkedIn, phone calls, emails, and personalized video messages. This approach helps in nurturing leads through the pipeline effectively. Sales Advice From Bob Spina For Leaders: Measure teams on outcomes rather than just activities. Focus on quality connections and work backward to define key activities. For Reps: Be mindful of time and focus on high-impact activities. Do thorough research to ensure every action moves the needle forward. “When you study the industry and you study the people that are in that industry, you want to make sure that you're meeting them where they're going.” - Bob Spina.  Resources Bob Spina on LinkedIn  Email: bspina@gmail.com Sponsorship Offers 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.

Is it possible to get multiple appointments on LinkedIn in just one week? Guys, I'm telling you that it is, and in this episode, I'm going to show you how I got eight appointments in five days. I promise it's no influencer trick and has everything to do with prospecting. Take a look at your LinkedIn Connections Go through your LinkedIn connection list and group them into potential customers, past customers, and people you know but don't know what you do. For the ones grouped in "people you know," try booking a 5-7 minute meeting by doing the most simple thing: ask permission to ask a question. Appointment Influencers Past coworkers could be your connection to getting appointments for a specific organization.  You may have to set up an appointment with them, but at least they can probably influence a deal for you. Look for Partners Sometimes you have to provide opportunities to others to help you set appointments. I share how I did this with a recruiting firm and some of my sales reps. If you give to others, they will be more willing to give to you. Post LinkedIn Polls Creating LinkedIn polls on an industry issue and responding to those who engaged with it is a great way to find prospective clients. They're telling you what their problem is, and you can use this to your advantage. Shoot them a question to start a conversation and see if you're able to set an appointment. "You guys get to hear from me all the time, but I never get to hear from you. I want to hear from you! Connect with me on LinkedIn, and I'll be happy to answer questions or even help you out with these tips." - Donald Kelly. Resources LinkedIn Prospecting Course Sales Mastermind Group Sponsorship Offers 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.

While working with a fellow sales rep, I noticed the many phone calls he was making and how many of them weren't turning into appointments. Does this often happen to you?  In this episode, I show you how to fix this common sales mistake and turn those phone calls into deals. If you'd like to try my tips, connect with me on LinkedIn and send me a message. Have The Right Offer  You're getting connections, but it's just not going the way you want it to.  To change this, start with having the right offer to provide to your prospects.  You know you have a tailored offer when some sales team members are getting appointments. Articulate The Message  Thanks to my speech debate days, I tend to speak fast. I'm sure you noticed on this podcast.  But when dealing with prospects, I slow down to help articulate the offer value to them. You can practice this with someone not in the sales industry to see if it makes sense to them. Stop Rushing  Phone calls are not a race to the finish line, so don't rush your prospects off. Take the time to help them see the value of your sales offer.  If you're a part of my Sales Mastermind group then you know that one of the things I teach sales reps is to ask permission to ask questions!  Be calm and collected to slow the conversation down, ask the question if the prospect lets you, and get them to understand the offer value before you let them go. “If you discover the cure for cancer, there's no way on this beautiful Earth that you're going to sit down and tell people about it. You're going to find ways to get the message out there. If you believe in your offer so much, don't rush to get off the phone. 9 times out of 10 people say they're not interested because they didn't listen to the offer.” - Donald Kelly. Resources Sell It Like A Mango  Sales Mastermind Group Sponsorship Offers 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.

I'm being like Edgar Allan Poe in this episode and providing you guys with my top five sales predictions for 2025. Will there be an increased use of AI tools in the sales industry? Are consumers wanting more human connection? Tune in to find out! Sales Prediction 1: Increased AI Technology Use  Yes, it's true. AI tools are not going anywhere, and more than likely, you're going to use them more and more this year. You'll probably even find yourself not even realizing that you're using them.   The downside is that 55% of consumers don't like for companies to rely so heavily on AI technology. They believe it lacks authenticity and transparency. So, keep this in mind when you're sending your automated cold emails to prospective customers.   Sales Prediction 3: Old-School Networking Is Winning  I also share another statistic on how AI-generated content provides a negative brand image. What's the point of using it if your audience is going to see it as a bad thing? This is when old-school sales methods come into play: networking.   Get your face out there and attend networking events. Those within the Boomers, Millennials, and Gen X can spot AI content from a mile away.   Humans want connection, and if you're not providing that in some way, then you're going to lose business.   What are my sales predictions 2, 4, and 5? I gave you a teaser of some of my predictions in these show notes. To learn the rest, you're going to have to click the play button to find out.   “82% of attendees express a preference for attending an in-person event, underscoring the value of face-to-face interaction. That piece is showing us that AI will cause us to miss big opportunities.” - Donald Kelly.   Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers 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 can you optimize your pipeline to ensure accurate forecasting and set your team up for success? Join me and my guest, Walter Crosby, as we explore how transforming ineffective habits can lead to better outcomes in your sales process. By the end of this episode, you'll gain clarity on your pipeline and learn to identify which prospects are most likely to deliver the results you need. Meet Walter Crosby Walter Crosby is a seasoned sales expert and business consultant with decades of experience in helping organizations refine their sales processes and drive sustainable growth.  He specializes in developing tailored strategies that align sales pipelines with business goals.  His expertise lies in sales leadership, process optimization, and revenue forecasting. Accuracy in Sales Forecasting  Walter shares actionable tips for creating accurate sales forecasts.  The key takeaway? Quality over quantity.  Learn how to identify realistic opportunities and focus on meaningful data, ensuring your forecasts are reliable and actionable. Gatekeeping: Building the Right Pipeline  Your pipeline is only as good as what you let in.  Walter introduces the concept of a "gate" for qualifying potential leads before they enter your sales process. This ensures you're targeting the right prospects, saving time, and increasing conversion rates. Planning for Contingencies  Unexpected challenges are inevitable, but how prepared are you?  Walter discusses how to incorporate contingency planning into your pipeline strategy to mitigate risks and keep deals moving forward. Mindfulness for Precise Sales Forecasting  Precision requires discipline. Walter explains how adopting a mindful approach to pipeline management and forecasting can lead to higher win rates and better decision-making at every stage of the sales process. "The pipeline is wrong because we're not qualifying these people in advance. We are putting in too much junk. We don't have, you know, St. Peter at the gate, right? Or a Doberman, something. We're letting any and everybody come through." - Walter Crosby.  Resources Walter Crosby on LinkedIn  Scale Your Sales by Walter Crosby Sponsorship Offers 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.

Happy New Year! Let's kick off 2025 with some sales tactics in this episode. Today, I'm sharing ten key insights from my experience coaching and consulting sales teams in 2024. Here's five of them below, tune in to learn the rest of my sales tips!  Find Your Ideal ICP  Are you still working with different types of clients and struggling to figure out which one is the right fit for your business? It's time to double down and define your Ideal Customer Profile (ICP).  Focus on what works and identify the best individuals who can buy from you. This will help you stop spinning in circles and spreading yourself too thin.  Also, create social media content tailored to this ICP to bring them to you. Cold Calls Still Work  Don't listen to those who say cold calling doesn't work, because it does. You need to spend more time on this sales outreach method. I share an interesting story with one of my classes about how cold calling still gets results. If you stay consistent, you'll see success. So, don't abandon it! Get Social   You probably realize how important it is to have social media accounts, especially LinkedIn.  You don't need to do the latest TikTok dances, but you should share educational content. Also, make sure you're engaging with your audience by responding to their questions in different online forums. This can create conversations that'll bring opportunities. Fewer Tools Equal Better Results  Many sales tools have overlapping capabilities. To save money and boost productivity, limit the number of tools you use. You'll be surprised at how much this can help. Events Are Back Good events will bring in prospects, while bad ones will waste your time. To choose which events are worth attending, think about your ICP. Knowing where they're active will make your life much easier. “The key thing you need to do is focus on prospecting more than you think you need to – Donald Kelly.” Resources Evabot TSE Episode 1553 with Darren Reinke Sponsorship Offers 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.

If you don't build trust with your customers, you'll never close a deal—there's no way around it! You've already heard how companies can build customer trust, but how can an individual seller do this? Join me and my guest, Liesl Nel, in this live coaching session as we share strategies to help your prospects feel safe and confident in doing business with you.   Meet Liesl Nel  Liesl Nel is a seasoned sales professional in the yachting industry, specializing in working with charter agencies, particularly in the Mediterranean region.  Her expertise lies in navigating the complexities of B2B sales and addressing the unique challenges within this niche market.   Building Open Relationships Liesl emphasizes the importance of maintaining open and frequent communication with agencies.  This helps address challenges proactively and assures agencies that customer data will enhance rather than compromise the customer experience. She also shares how face-to-face interactions are better for building trust instead of email marketing.  Storytelling and Customer Reviews  Using stories and customer reviews to demonstrate repeat business and successful partnerships can significantly build trust.  Liesl suggests leveraging third-party success stories to reassure new prospects. Authenticity and Honesty Liesl advises sales leaders to coach their teams on being authentic and transparent. Acknowledging and addressing problems openly fosters a collaborative and trustworthy environment. "I always tell my sales agents to be authentic. Don't hide any problems. If we're having a problem, admit to our B2B customers we're having this problem. We're going to solve it for you. We're going to work together on it versus there is no problem. Be open, honest, and vulnerable. People understand that things do go wrong, but we are going to fix it and we want to continue our relationship." - Liesl Nel.  Resources Liesl Nel on LinkedIn Moorings.com  Sunsail.com  Sponsorship Offers 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. 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. 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.  

Sometimes, we make the sales process harder than it needs to be. If common sales methods aren't working for you, check out this episode with my friend and guest, Gail Kasper. She shares how going above and beyond—like overnighting an apple pie—can convince a prospective buyer to do business with you. And don't forget to check the resource section for a freebie! (No, it's not a free apple pie.)   Meet Gail Kasper Gail Kasper, a Master Sales Trainer and author of Unstoppable and Sell Like A Cockatoo, is renowned for customizing sales programs that boost revenues and revitalize even seasoned sales teams.  With experience working with Fortune 500 companies, she sets the gold standard in sales training.   As a seasoned TV host, Gail has shared her strategies on leading podcasts and local affiliates nationwide.   Why Another Sales Book?   With countless sales books out there, why did Gail write another one? Because so many people enter sales roles without understanding what to expect.   Gail shares innovative methods to help new sales reps stand out and guide buyers through the sales process to close deals.  She also emphasizes the importance of getting back into networking and making phone calls to build human connections with buyers and other sellers.   Cockatoo Selling: What Is It? Cockatoos build momentum during their dancing routines, moving their body language and tone in sync to capture their mate's attention.   Similarly, successful sellers must build momentum with their prospects, taking time to connect and avoiding the rush to close a deal.  Building strong relationships leads to long-term partnerships and opportunities to ask for referrals down the line.   The Role of Questioning   During the discovery phase, effective questioning is vital for building rapport and closing deals.  Gail explains that asking thoughtful questions keeps potential customers engaged and fosters trust.   By understanding a customer's unique challenges and goals, you position yourself as a problem-solver—not just a vendor.  “Put everything aside and just be present with the customer. That is going to get you closer and faster to a deal than if you're worried about all these other things and you're not present with that customer. Get to being present. You can find you to close more deals faster.” - Gail Kasper. Resources Gail Kasper on LinkedIn Gail Kasper Free Gift Sell Like a Cockatoo Sponsorship Offers 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. 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. 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.  

Just because you're talking to a customer doesn't mean you're the only one making an offer. So, how do you stand out in a niche-specific market when there are so many competitors vying for your buyers? In this episode, I sit down with Pinar Erzin, Co-founder of Most Sailing, to discuss how startup companies can differentiate themselves in niche markets.   Meet Pinar Erzin Pinar is the co-founder of Most Sailing, a company specializing in the luxury yacht charter industry. Her role focuses on building meaningful relationships with clients and standing out in a competitive, relationship-driven market.   In our conversation, Pinar shares the challenges and lessons she's learned in creating a unique value proposition in such a specialized field.  Together, we explore strategies for building lasting client relationships, standing out from the competition, and adding value beyond price to succeed in niche markets.   The Power of Relationships Success in niche industries often hinges on trust and personal connections. Pinar shares that attending events like MMCAS Summit and the International Charter Expo helps build rapport with industry peers and clients. Differentiation Beyond Discounts While price often takes center stage, true differentiation comes from delivering consistent value and exceptional service. Pinar believes it's better to invest in  high-quality experiences and personalized communication to form long-term client partnerships. Creative Marketing Approaches Instead of overloading your prospects with generic sales emails, provide valuable content that addresses their challenges. This could be industry tips or case studies. Showcase your unique value through social media, virtual yacht tours, or spotlighting partnerships with booking agents. Acknowledge partners' contributions through awards or personalized gestures like handwritten notes. “Forget about talking about yourself and start thinking about your clients. What can you do to make their life better?” – Pinar Erzin. Resources MostSailing Pinar Erzin on LinkedIn  Sponsorship Offers 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.

Trust is everything in the customer service industry. It's not only essential for sellers to be trustworthy; businesses must also strive to build trust with their customers. If you're unsure on how to create strong customer relationships, tune in to my guest, Martina Hršak, as she shares actionable insights on trust-building skills. Growing Up in Croatia and Entering the Yachting Industry During her youth in Croatia, Martina never imagined herself in the yacht business due to her tendency to get seasick. Yet today, she leads MMK Systems, a company that provides the Booking Manager System, the leading software for yacht charter businesses worldwide. The Importance of Trust in Sales   To build a successful business relationship in B2B sales, customers must trust the companies they're buying from. Martina shares how businesses trust MMK Systems with their critical data, such as personal information and finances.   Key factors that can easily destroy trust in any industry include:   Misleading statistics or facts   Data misuse   Conflicts of interest (e.g., mergers or acquisitions within the industry)   Businesses that mishandle these factors and fail to build trust with their buyers are unlikely to succeed.  Martina discusses how building trust and creating true partnerships can be simple. For example, her team attends 20 boat shows annually and regularly visits clients to foster strong, long-lasting relationships.  Sales as Advising: Listening Over Selling Martina explains MMK Systems' unique sales approach: they focus on advising rather than hard selling.  Her team members are selected not for their sales experience but for their ability to listen, understand client needs, and offer meaningful solutions. She believes listening is a skill that cannot be easily taught and is crucial for building long-term relationships. “In any sales, trust is important because if clients don't trust you, they more than likely won't buy anything from you.” - Martina Hršak.  Resources Connect with Martina on Website LinkedIn Email Sponsorship Offers 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.

If you're not good at communicating, how do you expect to close deals? In this episode, I chat with Robert Kennedy III about the power of effective communication and storytelling. He shares insights on leveraging storytelling, showing up confidently on video, and connecting better with your audience.   Meet Robert Kennedy III Robert is the founder of Kennetik Kommunications, a communication training firm specializing in the real estate industry.   As a communication strategist, he helps real estate professionals, leaders, and sales teams connect better with their buyers to boost sales performance.  Known for his energetic and engaging style, Robert excels in public speaking and has a knack for captivating audiences both in person and through digital media.   Using Storytelling to Communicate with Audiences Robert explains that storytelling isn't always about telling stories; it's about understanding each component of the sales process. Start with the conflict your customers are facing and dig into their world to see how it's impacting them.   Good storytelling leans into emotion and connection. If you're not fully understanding the conflict, how can you emotionally connect with your buyers?   Robert also shares how to grab your audience's attention with a great hook. However, he emphasizes the four essential elements of storytelling: context, characters, conflict, and conclusion.  Once you've hooked your audience, pay attention to their emotions and what's happening in their world. This approach allows you to present your product through storytelling and guide them toward closing the deal.   How Sales Professionals Can Appear Confident on Video   Robert reveals the secret to appearing confident on video: stop thinking about yourself. Instead, focus on your audience and ask yourself this critical question when creating video content: “Who is this going to serve?”   He also shares tips on creating an effective hook to grab your audience's attention and draw them into your video.   To look more confident on video, remember the two key aspects of video content: audio and visual.   Ensure your video has clear audio to effectively convey your message.   Use proper lighting so your audience can clearly see your facial expressions and emotions.   Robert suggests practicing the art of storytelling on video and using tools like the AI-powered Yoodly for instant feedback on your expressions and delivery.   Helping Sales Teams Shine on Video   Some people are naturally shy on camera, but Robert suggests that sales leaders use collaborative activities to help team members loosen up.  Working in groups makes video creation feel more conversational, helping individuals relax and focus on delivering value to their audience.   By shifting attention away from the camera and toward collaboration, team members can overcome self-criticism and feel more comfortable presenting information.   “Your face and expressiveness convey a lot of information to others. Keep your eyes open, smile with your eyes, your lips, and your teeth. Aim for an approachable and friendly demeanor. Too often, I see people online who don't realize they come across as unapproachable. Honestly, some of them just look downright mean.” - Robert Kennedy III. Resources https://robertkennedy3.com/ Robert Kennedy III on LinkedIn Donald C. Kelly on LinkedIn Sponsorship Offers 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. 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. 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.  

There are going to be good days and bad days in this industry. You shouldn't let the negative moments make you avoid the steps you must take to become a top agent.  The road to success is paved with resilience, strategic prospecting, and relentless determination. I'm excited to share insights from a powerhouse in the sales world, Carson Heady, who shares his innovative approaches to the three truths behind B2B sales success. Meet Carson Heady   An old friend and past guest of mine, Carson holds 25 years of experience in B2B sales. He is a strong advocate for buyer-centric approaches and has carved out a niche for himself at Microsoft.   Carson is also an accomplished author with two books to his name. In this episode, he discusses his most recent book, *The Show Must Go On*, where he shares his sales methods for gaining C-level executives as prospects by doing three things that most sellers avoid: remaining resilient, prospecting correctly, and being persistent. B2B Resilience Issue: Using AI Honorably   There's been a big shift in how sellers do business, thanks to AI technology. Everyone is either afraid of losing their jobs to AI or thinks that AI should do all the work while they do nothing.   While using AI, you still have to remember that human connection is essential. The top agents using AI have figured out how to connect with their buyers genuinely and authentically.   Carson shares how he used AI to reach over 500 employees in one company and land a deal. It's a sales technique he outlines in his book, known as the Moneyball approach, which has helped him consistently move buyers through the pipeline and close deals. Effective Prospecting   You know you need to find prospects, but instead of doing the task, you find yourself in your laundry room folding clothes.  Let's face it—you don't want to be rejected, and that kind of puts you in a down mood for the day.   But if you want to make money, you're going to have to get over it. Focus on what you can control, and don't worry if a prospect rejects a deal. Stay Persistent   There's a reason why Carson gave his book the title. You can't dwell on rejection. If a buyer says no to a deal, move on to the next one.   Carson shares how he likes to think of himself as the Rocky Balboa of sales. Despite hearing countless "no's" from buyers, he kept moving forward. And now, look at how successful he is today! “Control what you can control. You can control if and how you prospect. And you've got to do it.” - Carson Heady. Resources Jolt Effect by Mattew Dixon and Ted McKenna Carson Heady on LinkedIn The Show Must Go On by Carson Heady TSE 1086: Why Social Selling is the New Sales Sponsorship Offers 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.

Your prospect has rejected the deal, and now you're unsure whether to try another sales tactic to change their mind or simply move on. This final episode of the Back to Basics series will guide you in overcoming sales objections and keeping your pipeline moving forward. Slow Down It's natural to do everything in your power to get a prospect to say yes. This can often lead to rushing the sales process in hopes of securing that long-awaited agreement. Instead of speeding up, take a moment to pause and breathe deeply. Begin addressing the objections raised by your prospect calmly and methodically. Taking the time to regroup prevents panic and helps you avoid costly mistakes. Express Appreciation Your prospect may have valid reasons for hesitating or declining to move forward in the sales process. Acknowledge this by expressing understanding and gratitude for their time. Next, use a softener to gain permission to dive deeper into their concerns. I explain how to do this in the episode, which will help you uncover the root cause of their objection. Don't forget to use the “5 Whys” technique to get to the heart of the issue. Schedule the Next Meeting Once you've identified their real concern and explained how you can help solve the problem, schedule your next meeting.  Also, consider creating a clear plan outlining the next steps, so the prospect knows what to expect moving forward. “To overcome objections, it comes down to having conversations, being human, and expressing your feelings. Once you're vulnerable, the prospect will feel more comfortable sharing their problems.” – Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers 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.

Before visiting Dubai, I did some research to determine if it was the right destination for a trip. If I hadn't taken a few minutes to do so, I could have ended up having a horrible experience.   This is why it's important for you to conduct discovery calls—to ensure you and your prospect will have a pleasant experience working together. In this episode, I share the basics of a discovery call and how to set one up properly to ensure you land a deal with your prospect.   The Purpose of Discovery Calls Discovery calls are meant to determine if you and the prospect are a good fit for each other.  Too often, sales reps focus solely on their own goals instead of the prospect's needs. If you're only focused on reaching your quota, how can you be sure your product will actually solve the prospect's problem?   Steps to a Successful Discovery Call   Confirm the Appointment: Before the day of the discovery call, confirm the meeting and ensure that the right individuals will be attending.   Build Rapport: Start by asking probing questions to help the prospect feel comfortable and begin building a relationship.   Provide an Agenda: Clearly outline the purpose of the discovery call. This conversation is your opportunity to understand what's going on with them and explore how you can provide a solution to their problem.   Pay Attention to Pain Points When the prospect begins sharing their challenges, listen with the intention of truly understanding their needs.   One of my future guests shared an active listening technique to help improve this skill. Also, pay attention to what the prospect isn't saying, as this can help you uncover problems they may not even realize they have.   “To help the prospect, you must focus on them. This is how you know that you can provide a solution for them.” - Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers 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. 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. 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.