Podcasts about organ grinder

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.

Paul Quarino: 21 April 1942 to 15 December 2024 (age 82) Scott Foppiano: 11 November 1965 to 19 December 2024 (age 59) Pipe Dreams Film Project CDs (Organ Grinder Portland and Denver reissues) Start Name Artist Album Year Comments Elmer's Tune Paul Quarino Heads The Bill at the Orpheum [Doric DO(Q) 1505] 1976 4-22 Robert Morton, Orpheum Theatre, San Francisco, CA 2:27 The Twelfth Of Never Paul Quarino Heads The Bill at the Orpheum [Doric DO(Q) 1505] 1976 4-22 Robert Morton, Orpheum Theatre, San Francisco, CA 6:51 Y.M.C.A. Paul Quarino Organ Grinder, Portland: Volume 2 [LP OGP-102] 4-42 Wurlitzer, Organ Grinder, Portland, OR 11:27 Only A Rose Paul Quarino Pipes To Go [Organ Grinder Cassette OGP-103C] 4-48 Wurlitzer, Organ Grinder Restaurant, Portland, OR 15:00 Slow Poke Paul Quarino Concert: San Gabriel Civic 1992-11-14 1992 3-16 Wurlitzer, Civic Auditorium, San Gabriel, CA 18:43 Unchained Melody Paul Quarino Concert: San Gabriel Civic 1992-11-14 1992 3-16 Wurlitzer, Civic Auditorium, San Gabriel, CA 23:41 While My Lady Sleeps Paul Quarino ATOS 1993 Regional Twin Cities Spree 1993 2-11 Kilgen, T.B. Sheldon Auditorium, Red Wing, MN; 17 October 1993 28:00 Tuxedo Junction Paul Quarino ATOS 1994 Fresno 1994 3-20 Hybrid, Fresno Pacific College, Fresno, CA; 2 July 1994 30:48 It's Been A Long, Long Time; As Time Goes By Paul Quarino ATOS 1995 Regional Portland 1995 4-51 Wurlitzer, Organ Grinder, Portland, OR; 14 October 1995 36:06 I Want To Go Back To Michigan (Down On The Farm) Scott Foppiano Scott Plays The Detroit Senate [Vantage VCD-6308] 1995 4-34 Wurlitzer, Senate Theatre, Detroit, MI 39:54 You Are Not Alone Scott Foppiano Renaissance [SBTOS CD] 1996 4-27 Robert Morton - Arlington Theatre, Santa Barbara; ex 1929 Loew's Jersey Theatre, Jersey City (4-23) 44:24 Ben Hur Chariot Race March Scott Foppiano Back In The Black 2002 3-14 'Rhinestone' Barton, RKO Iowa Theatre, Cedar Rapids, IA 48:10 Drinking Song (La Traviata) Scott Foppiano Concert: Dickinson High School 2008-04-26 2008 3-66 Kimball, Dickinson High School, Wilmington, DE 51:09 Somewhere in Time Scott Foppiano ATOS 2010 Seattle Highlights 2010 3-19 Kimball-Wurlitzer, Calvary Christian Assembly Church, Seattle, WA 55:46 What Goes Up Must Come Down (And Baby, You've Been Flying Too High) Scott Foppiano Beyond The Blue Horizon [CIC-ATOS CD] 2008 3-18 Grand Barton, Warren Performing Arts Center, Indianapolis, IN 59:00 El Relicario Scott Foppiano I Remember You [SBTOS CD] 2011 4-27 Robert Morton, Arlington Theatre, Santa Barbara; ex 1929 Loew's Jersey Theatre, Jersey City (4-23) 62:14 You Light Up My Life Scott Foppiano Dancing In The Dark [SBTOS CD] 2014 4-27 Robert Morton, Arlington Theatre, Santa Barbara; ex 1929 Loew's Jersey Theatre, Jersey City (4-23) 65:59 Dancing In The Dark Scott Foppiano Concert: Graif residence, Carrollton, VA 2024-12-07 2024 Allen GW4, Joseph and Susan Graif residence, Carrollton, VA; Scott's penultimate concert before his death

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.  

Sometimes, getting a prospect to say “yes” requires the right personality. But what if your personality doesn't quite match theirs? How can you prevent them from hanging up the phone? My guest, James Buckley—the self-proclaimed phone expert and co-host of the Sell Better Podcast—is here to share the communication style you need to instantly increase your cold-call success rate. Click play and learn how to align your sales style with your prospect's personality. Meet James Buckley After meeting James Buckley, it's clear why he's known as “the phone guy.” His communication style evokes emotions far more swiftly and effectively than email ever could.  James personalizes his sales approach by being authentic, intuitively connecting with prospective customers in a way that builds rapport and trust.  Thanks to his unique methods, James has become a valuable resource for both new and seasoned sales professionals.  Be sure to check out Sell Better, where he shares daily and weekly sales tips. Have the Right Personality The wrong approach could be keeping you from closing deals. James explains how to tailor your communication based on personality cues you can often pick up from LinkedIn profiles.  For example, if someone appears friendly in their profile, adopt a jovial tone; but if a prospect's profile has a more serious vibe, use a tone that matches. Think Smaller with Emails James says, don't write a novel when emailing prospects! Decision-makers often read emails on mobile devices, so the shorter, the better. His advice?  Make your emails concise and to the point by removing unnecessary words.  Here are three ways ChatGPT prompts to improve your emails: Rewrite the email to make it shorter. Make it more about the prospect, less about yourself. Ensure it's easy to read on a phone. Subject Line Tips Your subject line matters more than the email's body. James shares that specific words can boost your open rates.  For example, use “Thanks” for an ego appeal, rather than the neutral “Quick question.”  Also, a meaningful preview text can also capture the prospect's attention, increasing response rates. “Folks, I'm going to give you four words that will change everything about your emails in 2025: The shorter, the better.” — James Buckley. Resources The Daily Sales Show Sellbetter.xyz  Cold Call Openers 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.

Here's a shocking fact, reps don't have to be nice in order to make a deal. Unconsciously, your need to be liked is turning you into a pushy salesperson. Listen to this episode with my guest Chris Caldwell to help you stop making this sales mistake.  Chris Caldwell's Background Chris Caldwell is a sales trainer and expert who runs “Sell As You Are,” a company that helps sales professionals succeed by embracing their authentic selves. With experience coaching youth soccer and leading sales retreats, Chris has deep insights into human behavior and the psychological needs that drive success. He focuses on aligning beliefs and behaviors with genuine intent, offering practical strategies to foster personal power, authenticity, and commitment in sales teams. Unmet Needs in Sales How do sales reps manifest their unmet needs in sales contexts? Chris provides an analogy of parents at a youth soccer game, demonstrating how people often project their unfulfilled emotional needs onto external situations or people. This behavior negatively impacts sales performance and client relationships. The Power of Setting the Frame To set clear expectations and agendas with prospects, try using Chris's framework for sales conversations. His framework allows you to stay confidently in control throughout the sales process. The Importance of Getting to the Truth The primary objective of every first discovery call should be to uncover the truth of the prospect's needs and situation. Chris stresses the significance of ensuring honest exchanges to facilitate genuine progress and decision-making. “It is in the nature of executives to get distracted because they have a hundred things they're responsible for, and the problem you're solving is likely one of fifty they're trying to address. At the same time, if you do not keep them on the leash, if you do not keep them on your calendar, it is in their nature to deprioritize you. And you cannot blame them; you can only blame yourself.” - Chris Caldwell. Resources Chris Caldwell on LinkedIn sellasyouare.com  Email: chris@sellasyouare.com  LinkedIn Prospecting Course Cold Call Openers 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 Ads are a great way to help sales teams reach their target audience with less stress. But to make them work, you'll need the right LinkedIn Ad strategies. In this episode, I'm joined by AJ Wilcox, host of the LinkedIn Ads Show podcast. Discover his three tactics that will have prospects running to your inbox. Meet AJ Wilcox AJ Wilcox is a seasoned expert in LinkedIn advertising. He runs a podcast dedicated to LinkedIn Ads and manages a successful LinkedIn Ads agency. Initially an SEO and Google Ads specialist, AJ transitioned into LinkedIn advertising while working for a SaaS company. His expertise quickly grew, leading him to manage LinkedIn's largest spending ads account worldwide. Why Should Sales Teams Use LinkedIn Ads? Most people avoid using LinkedIn Ads for two reasons: 1. They're expensive 2. They believe they don't work If you're one of those who think Meta Ads are better than LinkedIn Ads, AJ is here to prove you wrong. He explains that LinkedIn targets a company's audience with ease, and the return on investment is 2x higher with LinkedIn Ads. Three LinkedIn Ads Strategies for Sales Teams AJ shares these LinkedIn strategies for sales teams: Thought Leadership: Posts that feature a human face receive more reactions on LinkedIn. Instead of sharing company content, showcase an employee or CEO offering advice. AJ tested this method and saw a 5 to 16 percent increase in click-through rates. ABM Strategies: LinkedIn is the top social media platform for ABM (Account-Based Marketing) strategies. Having a list of leads that haven't signed up yet at your fingertips makes it much easier to reach companies' buying committees. This helps increase brand recognition on LinkedIn and improves sales teams' deal closure rates. Engaging Leads in the Sales Pipeline: Sales reps can collaborate with the marketing team to create personalized campaigns for the company's leads list. This ensures ongoing engagement with leads and keeps them moving through the pipeline. “When we show these sales reps, as opposed to their company posts, they're getting on average more than one extra second of dwell time.” - AJ Wilcox. Resources Connect with AJ Wilcox on LinkedIn Hear more LinkedIn Strategies on the LinkedIn Ads Show podcast Learn more about AJ Wilcox at b2linked.com  LinkedIn Prospecting Course Cold Call Openers 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.

Milk and Emma continue their strategic rankings of minions in Blood on the Clocktower. 3:26 Organ Grinder 10:38 Pit Hag 20:20 Poisoner 25:35 Psychopath 34:10 Scarlet Woman 40:20 Spy 49:14 Summoner 55:00 Vizier 58:11 Widow 1:01:00 Witch 1:07:00 Boffin Join our community on Discord! https://discord.gg/grimscenarios Check out the Grim Scenarios Twitch Channel! https://twitch.tv/grimscenarios Check out our socials by clicking below! https://linktr.ee/grimscenarios

There was fire everywhere that Tex stood.There was fire everywhere that Tex stood.[Warning: This episode contains depictions of violent injury. Listener discretion is advised.]CREDITS:David Ault as Ty BetteridgeAthan as TroyLINKS:STICKERS/MAGNETS: https://ko-fi.com/woebegonepod/shopTWITCH: http://twitch.tv/woebegonepodPATREON: http://patreon.com/woe_begoneALIZA SCHULTZ: https://shows.acast.com/the-diary-of-aliza-schultzTRANSCRIPTS: http://WOEBEGONEPOD.comTWITTER: @WOEBEGONEPODMUSIC: http://woebegonepod.bandcamp.comDISCORD: https://discord.gg/pn9kjTBYPD Hosted on Acast. See acast.com/privacy for more information.

What in the world is the status quo? How is it able to keep you from closing deals? My guest, Will Barron, founder of Selling Made Simple and the Salesman Podcast, is here to reveal the number one deal killer. Tune in to learn more about the status quo, Will's experience with it, and how he was able to overcome this sales challenge. Introducing Will Barron Will Barron, the mastermind behind Selling Made Simple and the Salesman Podcast, brings a wealth of experience and expertise in B2B sales. He specializes in helping salespeople close more deals in a simplified manner. Will's strategies revolve around understanding the root causes of sales stagnation and turning them into actionable steps. What is the Status Quo? You know that feeling where you won't do anything unless there's a massive reward at the end? It kind of stalls your motivation to get things done. This feeling illustrates the concept of the status quo. Many salespeople face situations where deals stall and ultimately fall off the pipeline, not due to competition or pricing, but simply because of inertia. There are psychological and business factors contributing to the status quo. Often, it's not about the product or the competitor, but more about the inherent resistance to change. Engaging with Decision Makers Often, you may find yourself speaking to individuals who lack the authority to move deals forward. You want to communicate with the decision-makers to close deals. Will provides practical advice on identifying and engaging those with the actual power to affect change. DIY Objection & Simplification Without realizing it, you may be oversimplifying or overcomplicating the sales process, making prospects believe they don't need external help. Will explains the DIY (Do-It-Yourself) objection, where prospects feel they can implement solutions on their own. He also shares how to keep prospects in the “Goldilocks zone,” where they see the value in seeking professional help for their problem. “If you're selling complex products to sophisticated buyers, where there are real financial concerns and businesses on the line, you need to guide them through their buying journey. You need to help them make decisions and move forward.” - Will Barron.  Resources www.salesman.com The Salesman Podcast LinkedIn Prospecting Course Cold Call Openers 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.

In the early days of my career, I had the chance to go through Sandler Sales Training. While there, I met my two wonderful guests for this episode, Emily Davidson and Mike Montague. The principles they taught in that course provide excellent strategies that you can use during this year's Q4 to help prepare for Q1 next year. Take notes and listen to their game plan, which will surely help you close more deals before the new year. Common BDR Challenges During Q4 You may wonder how to make the most of the remaining months of the year. Which deals should you focus on? Should you let any clients go if you know they won't make a decision before the end of the year? These challenges can cause a lot of anxiety, but with a strategic plan, you can overcome them. Mike suggests continuing to prospect during this time. You don't want to start the new year trying to rebuild your sales pipeline. Don't start fresh in 2025 and bring Q4 clients along. Prioritizing Deals You may find yourself with deals that are moving very slowly through the pipeline or with nothing at all. What actions should you prioritize to help close deals? Follow the Sandler Sales Training Care Plan, where you assess your accounts and prioritize which ones to keep. Mike and Emily provide examples of the Care Plan to help you understand how to apply it to your situation. Sales leaders may need to help team members prioritize their deals. Sometimes an outside perspective can help a sales rep view their accounts objectively. Be Creative with Your Prospecting During this time of year, most sales reps are out enjoying the holiday festivities like everyone else. You may be tempted to do the same, but if you want to close deals, you'll have to put in some work. The good news is, if you get creative with your approach, you can still have fun while doing it.  Attend the Christmas parties, but use the opportunity to talk to decision-makers. Don't take a vacation during this time—use it to cold-call CEOs and presidents. The key is to work smarter, not harder, during this season. “Our job is to create an atmosphere and environment that allows the customer to buy while the salesperson stays out of the way.” - Mike Montague.  “Looking at your accounts through the lens of the Care Plan will help you break down those targets into categories. You can focus on which ones are a priority to keep.” - Emily Davidson. Resources “The 12 Week Year,” by Brian P. Morgan and Michael Lennington www.sandler.com  How To Succeed Podcast LinkedIn Prospecting Course Cold Call Openers 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.  

In sales, you can't rely solely on the product to close deals; you need the right strategies and mindset to get prospects to say yes to your offers. Some companies excel at this, while others need a bit of help. Join me and my guest, Mark Roberge, in this episode as we share three case studies of businesses that turned their sales success around. Meet Mark Roberge Mark Roberge is a renowned expert in sales and venture capital, known for his data-driven strategies that transform businesses.  As the fourth employee at HubSpot, he developed a scalable sales model that fueled the company's growth.  In addition to mentoring startups, he shares his sales expertise through podcasting and speaking at major events like the Inbound conference. Understanding the Reticular Activating System (RAS) Your brain filters information all the time, and often in ways that may keep you from succeeding in sales.   We explore the Reticular Activating System (RAS) and how the brain prioritizes information it deems important.  Your mindset and perception influence your belief in the effectiveness of your sales strategies.   For instance, if you believe cold calling is ineffective, your RAS will filter information that supports this belief, often leading to self-fulfilling outcomes. Sales & Psychology: The Connection   Whether you believe it or not, psychology plays a major role in sales.  We also believe that therapists can make some of the best sales representatives because they understand the human mind so well.  Salespeople who focus on diagnosing customer issues and truly understanding their needs are able to build rapport and trust. The Journey to Sales Mastery If you want to improve your sales skills, try role-playing for practice.  We share a case study of how an individual increased their quota performance from 70% to 120% within three months through better engagement and refined practices. "With a new product and a revolutionized product, no one is going to know how to buy it. You have to teach them how to buy that particular product.” - Mark Roberge.  Resources Check out Mark Roberge's podcast, “The Science of Scale,” for in-depth interviews with founders discussing scaling strategies. Learn more about The Sales Evangelist Sales Mastermind Program. Cold Call Openers 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's your sales pipeline going? It's not performing as well as you need it to during this time of year. That's why in this episode, I'm going to show you how to fix it fast and continue growing your business before the holidays arrive. What's the Number One Sales Pipeline Killer?   You're doing everything right to grow your pipeline, and everything is going great. You're getting clients, and they're saying yes to your pitches.   But now things are starting to slow down, which is frustrating when you're getting used to the groove.   Listen to my short story on how I overcame this unique challenge. It may help you when your sales pipeline suddenly slows down.  Always Be Prospecting Closing deals is what makes you money. Once those are done, you're going to need more to keep the money rolling in.   This is why you always need to be on the lookout for new business opportunities.   You don't want your pipeline to dry up, because once one deal closes, you need to be ready to close another one ASAP.   If you want to learn how to close deals faster, join my Sales Mastermind Class. You can find the link in the resource section. Self-Discipline for Prospecting  Sellers who don't take the time to prospect are the ones who believe it doesn't work.   However, it actually does work. Tell yourself, "I just can't stop prospecting!"  Set aside at least two hours on your calendar for prospecting to help you stay consistent. If you need help growing your pipeline, check out this episode with Monica Stewart.  “Always be prospecting. You want to have more opportunities than you think you need to keep your pipeline full and advance deals.” - Donald C. Kelly.  Resources Cold Call Openers TSE's Sales Mastermind Class TSE's LinkedIn Prospecting Course 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. 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.

One thing that AI lacks, which humans possess, is creativity. I'm not suggesting you stop using the technology because of this, but it's important to be aware of its limitations. When you add your personal touch to AI-generated content, you can close more deals more effectively. Learn how in this episode with Dale Dupree, where he shares tips on incorporating creativity into AI-driven processes. Is AI Preventing Society from Being Creative? As you may notice, tools like ChatGPT and other AI platforms can often sound robotic. Dale discusses how AI lacks emotions and likely always will.   While researchers are working to infuse human emotions into AI, upon closer examination, this thinking proves to be flawed.   AI doesn't understand emotions the way humans do. When it comes to tone, feeling, and triggering the brain to take action, a human touch is still necessary. Have a Bigger Purpose Than Making Money Yes, you entered the sales industry because you wanted to make money. But to get where you want to be, you have to work for it. You can't always rely on AI to do your job for you.   While your goal is to make money, you also need a deeper purpose for why you're doing what you do.   Strive to achieve great things and have a vision or sense of impact for your organization. Why are you trying to sell your product to your buyers? How does it help them with their problems?  Answering these questions will help you stay motivated beyond just making money. Improving the Buyer Experience with AI and Creativity People in today's society often dislike dealing with humans in customer service. This is usually because they feel the salesperson isn't listening to their problems, is reading from a script, or simply doesn't care about the buyer at all.   I shared an example of when I tried ordering a pizza, and the customer service representative was from Dubai. Due to AI, the service experience wasn't great, which made me want to take my business elsewhere.   Keep this in mind when switching everything to AI. The human touch is essential to maintaining strong customer relationships and keeping customers loyal to your business. Breaking the AI Reliance Trap   It's hard not to over-rely on AI—it makes life so much easier. However, remember that sales is all about building and maintaining relationships.   Too much automation can create a disconnect between businesses and customers.   Learn how to use AI effectively without losing the human touch! “We think we're being more efficient with AI, but we really aren't. It's like UberEats—you pay for someone to bring the groceries to you so you don't have to leave the house. However, it costs money to do this, and you're spending the same amount, if not more, than if you had gone to the store yourself.” - Dale Dupree. Resources The Sales Rebellion The Sales Rebellion LinkedIn  Jeremiah Griffin  Dale Dupree LinkedIn Prospecting Course Cold Call Openers 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.

Most sellers take the time to master their pitching or objection handling skills. However, do you ever stop to take the time to master your active listening skills? Join me in this episode with my guest, Zach Bradshaw, President of Business Development at Brightkey, as we deep dive into the nuances of active listening in sales. Introduction: Meet Zach Bradshaw Zach is the Vice President of Business Development at Brightkey, a company that specializes in providing managed services to businesses.  His success stems from the many failures and obstacles he faced throughout his professional journey.  Overcoming rejected proposals and poor approaches has allowed him to hone his ability to listen to clients.  Now, he guides his team to approach client interactions without preconceived notions and to focus on genuinely understanding clients' problems in order to address them.  The Power of Listening in Sales Recently, I conducted a LinkedIn poll and discovered that one of the most important sales skills is active listening.  However, this doesn't just involve using your ears to understand consumers' pain points. Zach shares that a seller must also take the time to understand the unsaid and read between the lines, which is a crucial aspect of active listening. Preparing for Effective Sales Conversations Always prepare yourself before engaging in sales meetings. Zach advises sales reps to conduct comprehensive research on their prospects to gain a deep understanding of their businesses.  Analyzing CRM data and reviewing past interactions allows you to anticipate potential challenges and tailor your marketing approach accordingly. This preparation sets the stage for a more meaningful and productive dialogue with potential clients. The Role of Team Collaboration and Continuous Learning Stop holding isolated one-on-one meetings and adopt the collaborative approach that Zach uses with his team at Brightkey.  Holding meetings with your team allows everyone to share their experiences and insights on the company's sales.  This culture of continuous learning and shared knowledge helps team members develop a well-rounded understanding of various sales scenarios and enhances their ability to ask the right questions. Overcoming the Fear of Asking Difficult Questions Are you afraid to ask questions that might disrupt the flow of a conversation? Learn Zach's strategy to overcome this fear and adopt a partnership-based approach. "Don't go in with a preconceived solution. Don't go in thinking that we're going to push a and b product because it was brought up at the most recent meeting." - Zach Bradshaw. Resources Zach's email: zbradshaw@brightkey.net Zach's LinkedIn  Brightkey.net  //thttpshesalesevangelist.com/opener 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.

Recently, I attended HubSpot's 2024 INBOUND event, a three-day conference showcasing the latest in marketing, sales, and AI. Listen to this episode to hear the three biggest takeaways from the event. Why is HubSpot's INBOUND Conference Important? HubSpot is one of the leading marketing companies, dedicated to gathering and sharing essential industry insights. The conference is a key platform for unveiling the latest trends and innovations in marketing, and sales. INBOUND brings together industry leaders, offering attendees the chance to network, share ideas, and build partnerships with top professionals in their fields. It also features thought leaders and innovators who inspire attendees with new perspectives and creative solutions to business challenges. 1. Search is Dying To some extent, search engines are declining. Is it even worth caring about what Google thinks of ChatGPT writing anymore? HubSpot estimated that search is projected to decrease by 25% by the year 2026.   Why is this happening? Honestly, what's the point of using Google when you can just use AI? 2. Personalize, Personalize, Personalize There are some terrible cold emails out there, and recently, I received one. A guy literally pitched podcasting services to me (Donald C. Kelly

In 2024, building a personal brand is essential for success. In this episode, I sit down with Ian Agard, a sales coach specializing in personal branding, to discuss how sales reps can strengthen their brand to enhance sales performance. Tune in to hear Ian's insights on leveraging your personal brand to close more deals. Meet Ian Agard Initially, Ian started his career as a marketer and eventually transitioned into becoming a proficient seller. His exceptional ability to connect with people, attributed to the strong personal brand he has built over time, sets him apart.  Ian has progressed through roles as a sales leader and a sales coach, where he now runs a sales coaching program called "Level Up."  His program is designed to help Business Development Representatives (BDRs), Sales Development Representatives (SDRs), and Account Executives (AEs) earn their next promotion within three to six months by focusing on mindset, habits, and mastering essential sales skills.  Why Personal Branding Matters A personal brand is what people think of when they see or hear your name. This is how you share your values, expertise, and journey, without having to explain it to every potential client. Ian shares how building a personal brand allows salespeople to create a strong connection with followers and better opportunities for sales growth.  Building Your Brand: A Step-by-Step Guide Ian shares how sales representative can start building their personal brand in three simple steps:  Vision and Values: Start by having a clear vision for your life and understanding your core values. Profile Setup: Ensure you have a professional photo and a value statement on your LinkedIn profile. Consistent Posting: At a minimum, post once a week sharing your journey, challenges, wins, and relevant industry insights. Ian also shares how niching down can help with finding your target audience. He shares his own experience of focusing on helping lawyers with digital marketing and the success that came from being a recognized expert in that niche. “Start today and build your brand. It's like farming. If you plant those seeds today, in 90 days, in 120 days, you're going to see some fruit and you'll be like, wow, why didn't I start this a year ago?” - Ian Agard. Resources Ian Agard on LinkedIn  Donald Kelly on LinkedIn https://thesalesevangelist.com/opener 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.

There's no denying how AI has changed the way we do business in the sales industry. In some areas, it's better and in others, we're still working out the kinks. But, has it improved the way we do cold calling? In this episode, I have an engaging conversation with Rabi Gupta, the CEO of Evabot, on how AI can bridge the gap between sellers and buyers. Learn how to use AI tools to improve your cold calling techniques.  Meet the CEO of Evabot Rabi Gupta is a co-founder and CEO of a startup company. His day-to-day responsibilities involve managing various aspects of the business.   He is passionate about identifying and solving problems that salespeople face by using innovative technology and artificial intelligence.  Rabi's leadership and expertise drives his company's mission to enhance the efficiency and effectiveness of sales teams. Cold Calling 2.0 Defined Buyers are tired of hearing the same old tired pitches, making it harder for sellers to meet their quotas.  Cold Calling 2.0 uses AI technology to help sellers become more efficient in researching buyer's potential pains and challenges. For example, a seller can use an AI tool to find a specific issue highlighted within a company's quarterly report. The unique approach keeps sellers from using generic sales outreach techniques and makes cold calls more valuable to prospects.  AI's Role in Sales Enhancements AI enables sales teams to automate routine tasks such as lead qualification, customer segmentation, and follow-ups. This allows sales reps to focus more on building genuine connections with prospects and close deals faster. With advanced data analytics, sellers can analyze vast amounts of customer data to identify patterns and predict future behavior.  Sales teams can tailor their approaches to individual customer needs more accurately.  Also, AI enhances cold outreach by providing relevant, precise, and timely information about prospects. This creates sales messages that are more personalized and impactful.  "What we have seen is if you start with the research part first versus any other greetings, it works really well because today everyone is like, hey, I'm this. I'm calling from this." - Rabi Gupta. Resources Evabot  https://thesalesevangelist.com/opener 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 powerful tool for growing your business and gaining clients. However, using the marketing tool can be a bit complicated. If you're unsure how to use Sales Navigator, tune into this episode. I chat with Josh Shirley, a seasoned sales professional from Sandler, on the most effective ways to use the tool to help grow a sales pipeline.  Josh Shirley's Background Josh Shirley is a representative of Sandler, a renowned sales training organization.  He highlights that his relevance arises when sales leaders seek an institutionalized system offering predictable outcomes based on set inputs.  Sandler's methodical approach provides sales professionals with the structured support similar to those in other professions with established educational backgrounds, enabling them to perform effectively right from the start. Referrals: The Gold Standard of Leads Referrals are the golden component of receiving sales leads. Josh shares personal experiences about how structured approaches to request referrals can significantly enhance lead generation. The LinkedIn Rule of Seven Josh shares explains that for every seven LinkedIn connections, there's typically one person willing and able to refer you. He outlines three practical applications of this rule to improve your referral tactics. One to Many Referrals: This is suitable for territory managers who need leads from various potential clients. Many-to-One Referrals: Useful for targeting named accounts where multiple mutual connections might lead you to a high-value prospect. One-to-One Referrals: This involves asking one referrer about one specific prospect and repeating the process. Practical Execution with LinkedIn Sales Navigator Josh explains how LinkedIn Sales Navigator simplifies the process of finding mutual connections who can act as referrers.  He provides detailed steps on how to filter through profiles using Sales Navigator's advanced search functionalities to make this task more efficient. Overcoming Psychological Barriers One of the barriers salespeople face when asking for referrals is the fear of appearing needy or intrusive.  Josh advises on shifting this mindset and adopting the belief that people generally want to help you succeed. "It's not that you don't know how to ask for referrals. It's that there's something in you stopping you from asking because You're afraid you're going to come across as needy." - Josh Shirley. Resources Josh Shirley on LinkedIn  Sales Tales Podcast https://thesalesevangelist.com/opener 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 call a potential client, and when they answer the phone, what do you say to reel them into your offer? “Hello, how are you doing? My name is Kevin?” No, this is going to get you hung up on. Listen to this episode to find out what you're supposed to say instead. I share five effective cold call openers to help you start conversations with prospects. Also, don't forget to download the call opener document for the other five tactics.  1. Curiosity Opener Curiosity makes a prospect more interested in your call and open to conversing with you.  Try verifying the prospect's name and referencing something you saw about them on LinkedIn. Make sure it's relevant to a business problem they're currently having. This initial spark can pave the way to a longer dialogue where you can provide value. 2. Referral Opener You can consider this one as the golden opener.  Use this call opener when you know someone within the prospect's professional network to boost your credibility. Mentioning a mutual contact can make the prospect more inclined to listen to what you have to say. 3. Problem Solver Opener Take time to research a common challenge in the prospect's industry.  Start by stating that you've spoken to others in the same field who have faced similar problems. Then, ask how they are currently handling this challenge.  This approach not only shows your understanding of their industry but also positions you as a potential problem-solver. 4. Industry Insight Opener A part of being a seller is being an expert in industry trends, and you can use this as an advantage when cold calling. After you verify the prospect's name, share an interesting trend within their industry. This will show the potential buyer that you're well-informed and that your solution is timely and beneficial to their needs. 5. Value Proposition Opener If nothing else works, then try to deliver a compelling value proposition.  Be specific on how you've helped similar companies to achieve measurable results. This can immediately capture the prospect's interest and make them more willing to continue the conversation. "You want to spark curiosity. It makes it more intriguing for the prospect." - Donald Kelly. Resources https://thesalesevangelist.com/opener TSE Sales Mastermind Class TSE studios Donald C. Kelly on LinkedIn Sponsorship Offers 1. This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

You may be working at a company that doesn't have a good CRM, which can easily make your job stressful. How can you overcome this challenge to boost your sales? Listen to this episode and hear my conversation with a ten year veteran sales professional. I chatted with Moustafa Moursy on how to develop your own personal sales system to help close more deals fast. Moustafa Moursy's Background Moustafa Moursy runs Push Analytics, a full-service digital agency.  His team specializes in various areas, including CRM implementation and consulting, helping businesses elevate their operations to the next level.  With experience across numerous industries, Push Analytics is a top-tier HubSpot partner and offers tailored solutions for complex business needs Why Do Sellers Need a Workflow? If you don't have a personal system of management, you're only going to get so far. You may be good at the day-to-day workflow or a specific skill, but without a personal system, you're only going to get so far. The personal system allows you to recognize your strengths and weaknesses.  What Should Be In Your System? It depends on what type of service or product you're selling. The more complex your workflow is, the more planning you will have to do to build your system. Moustatafa shares that you should start by organizing your day-to-day workflow: Build healthy habits to help you be productive List out the tasks you plan to do for the day Have a positive mindset If your company doesn't have a good CRM, Moustafa shares how you build a spreadsheet to create a system.  Have checkpoints, and at the end of the week, review them. This will help you stay on track with your system, and if something falls through the cracks, you'll be able to catch it.  Building Your Personal System Moustafa shares several steps to help you build a personal sales system: Organizing your CRM or spreadsheet Writing out what you want your system to be Building habits to create your system “Maybe I would have been able to close a deal, if I had follow-up. That's the point of having a personal system.” - Moustafa Moursy. Resources Reach out to Moustafa: hello@pushanalytics.com and use TSE” in the subject line for a consultation. 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.

Where does the state of sales stand today, and what should you prioritize to strengthen your pipeline? In this episode, I explore the Salesforce 2024 State of Sales Report to provide answers. Join me as I uncover the top three insights from the report. Partnerships In the Salesforce report, I came across a compelling statistic: 89% of teams currently leverage partnerships, and 50% expect to do so within the next year.  As reaching prospects becomes increasingly challenging, partnerships offer a powerful solution by providing direct introductions within organizations.  I share an example of why partner deals are so effective and why this approach is set to become a major trend in the sales industry. Recurring Sales Revenue More companies are shifting towards recurring revenue models instead of relying solely on one-off sales.  Recurring revenue provides a more stable and predictable income stream, which is crucial in today's fluctuating market.  This approach is important because it enhances financial stability and drives long-term business growth. Importance of Personalization According to the Sales report, 86% of buyers are more inclined to make a purchase when their goals are understood.  Yet 59% of buyers feel that sales reps fail to take the time to understand them. Personalization involves taking the time to understand their problems and offering tailored solutions. “If you're going to be more effective at personalization, look for ways you can personalize around the challenges people are facing.” - Donald Kelly.  Resources Salesforce 2024 Report TSE Sales Mastermind Class TSE studios 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. 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.

In the world of sales, the relationship between sales teams and their CRM tools can often be strained. But what if I told you that the problem doesn't lie with the CRM itself, but in how it's being used?  Imagine having a toolkit that can drive your business to the next level when configured and utilized correctly. This is where the expertise of Moustafa Moursy, the insightful founder of Push Analytics, comes into play. Listen to our conversation to discover how to make your CRM work for you and not against you. Guest Introduction Moustafa Moursy runs Push Analytics, a full-service digital agency.  His team specializes in various areas, including CRM implementation and consulting, helping businesses elevate their operations to the next level.  With experience across numerous industries, Push Analytics is a top-tier HubSpot partner and offers tailored solutions for complex business needs. Common Misconceptions About CRMs We dive into the common pitfalls organizations face regarding CRM expectations.  A prevalent issue is the assumption that simply having a CRM will automatically boost sales.  Moustafa clarifies that a CRM is merely a tool. To make the CRM effective you have to properly set it up and strategically plan on how to use it for your business.  Choosing the Right CRM Moustafa explains the importance of selecting a CRM that aligns with your business needs.  He points out that while HubSpot is versatile and user-friendly, other CRMs like Salesforce might be suitable for highly customized or niche requirements.  Setting Up for Success Moustafa suggests an initial assessment of current workflows before configuring a CRM.  Understanding the specific needs of your sales and marketing processes ensures that the CRM enhances productivity rather than becoming a cumbersome add-on. "Really understanding the business needs and the resources available allows you to overlay what you can puzzle together to make things work." - Moustafa Moursy. Resources Reach out to Moustafa: hello@pushanalytics.com and use TSE" in the subject line for a consultation. 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 many times do you follow-up with a potential customer? Is it just one time? This may be the reason why you're not meeting your sales quotas. In this episode, I chat with Guitze Messina, the Director of Latin America for HARDI, on the importance of following up. Listen and learn essential follow-up techniques to help you close more deals. Guest Introduction Guitze Messina brings a wealth of knowledge and experience as the Director of Latin America for HARDI.  The organization groups together distributors and manufacturers of HVAC equipment across North and South America.  Guitze has a strong background in sales and recurrent sales strategies, which he shares in this episode. Importance of Follow-Up Starting off, I share how follow-up is a known driver of sales success and most reps fail to execute it effectively. Guitze supports this by sharing startling statistics: 44% of salespeople follow up only once, and a whopping 56% don't follow up at all.  Moreover, 88% of business is closed after five follow-ups, underscoring the necessity of persistent follow-up. Strategies for Effective Follow-Up Guitze shares practical strategies for making follow-up less daunting and more effective: Get Permission: Always ask for a follow-up time when sending a quote. This ensures that the customer expects your call and doesn't view it as an intrusion. Set Reminders: If you don't reach the customer at the agreed-upon time, leave a message indicating when you'll follow up next. This shows professionalism and persistence. Reduce Unproductive Quoting: Sales managers should guide their teams to focus on productive activities and better target customers likely to convert. The Role of Sales Managers Sales managers play a crucial role in instilling good practices. Guitze outlines three critical responsibilities for sales managers: Guidance Through Data: Use data to identify real customers and focus efforts. Activity Monitoring: Ensure salespeople are engaging in productive sales activities, not just quoting endlessly. Effective Coaching: Use questions, not directives, to coach salespeople. This approach has been proven to be more effective. “What is the number one sales activity that any salesman should be doing? Calling.” - Guitze Messina.  Resources MONEYCALL: A Proactive Sales Method for Recurring Sales with Less Prospecting Guitze Messina 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.

Lebron James is 39 years old and is still playing basketball as if he just got out of high school. Do you know why he's still able to run up and down the court so smoothly while most of us can barely make it up a flight of stairs? It's because he puts in the time and effort to keep his body in tip-top shape.  This example provides you with what to expect from my conversation with my guest, Kristi Jones. She shares what the top ten percent of sellers are doing outside of work that's helping them close deals. Tune in and hear what separates top performers from the rest of the pack. Met Kristi Jones Kristi Jones is a seasoned sales professional with a wealth of experience in helping organizations improve their sales processes and achieve remarkable results.  She has worked extensively in the sales arena, collaborating with various companies to refine their strategies and elevate their performance.  Kristi is also an accomplished author, having written books that delve into sales and personal development.  Personal Sales Math Understanding your own sales metrics is crucial for success. Kristi emphasizes the need for sales professionals to know their average sales, sales cycles, and close rates. This allows individuals to tailor their pipelines and targets, making it easier to hit quotas consistently.  Top performers are those who understand their personal sales math and apply it diligently. Beyond the Surface Kristi explains that the habits of top 10% performers often go unseen. She draws parallels between sales professionals and athletes, emphasizing that peak performance is achieved through rigorous discipline both in and out of the workplace.  Activities like regular exercise, maintaining a balanced diet, having a spiritual practice, and ensuring enough sleep all contribute to sustaining high performance levels. The Power of Accountability Having an accountability partner can significantly boost your chances of achieving your goals. Kristi suggests partnering with someone who can hold you accountable for your actions, be it related to business or personal growth. This external accountability often makes it easier to stick to new habits and routines. "The work to get to the top doesn't actually happen at work. It happens after work." - Kristi Jones. Resources “Selling Your Way In,” by Kristi Jones Kristi Jones 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.

Cold calling is becoming increasingly difficult for sellers. The old methods aren't working, and you have no clue what the new cold outreach techniques are. Don't worry, I got you covered. In this episode, I'm joined by Armand Farrokh and Nick Cegelski, co-authors of the book "Cold Calling Sucks, That's Why It Works." Together, we discuss the challenges of cold calling and share proven strategies to improve success rates based on their extensive experience and data analysis. Data-Driven Strategies for Success Nick shares data on the success rates of different call openers. He recommends using well-researched and context-based openers to increase success.  My guests also discuss the effectiveness of describing a problem with dangerous specificity to establish credibility and capture the prospect's attention. The Power of Personalized Openers Armand and Nick emphasize the importance of using personalized, context-based openers to stand out from the typical cold caller approach.  You can establish a friendly rapport and credibility with prospects by conducting moderate research and focusing on relevance. Handling Objections with Empathy and Humor My guests stress the need for cold callers to recognize objections as interruptions and respond with understanding and humor, rather than being defensive.  They recommend isolating and practicing core talk tracks, such as openers and objections, to improve the overall sales conversation. Problem-Centric Approach and Storytelling Armand underscores the value of leading with a problem-centric approach.  By pinpointing a specific problem that resonates with the prospect, you can create a visceral reaction and position yourself as a strategic partner in solving their issues. Armand and Nick's Book: Cold Calling Sucks, That's Why It Works Armand and Nick challenge the common perception that cold calling is an ineffective sales strategy in their book.  Drawing from their extensive experience and data analysis of over 300 million cold calls, the authors present a compelling case for the power of cold calling when done correctly. The book offers practical strategies and insights for crafting personalized, context-based openers to set sellers apart from the typical cold caller approach.  “We recommend finding the top five triggers that would make you believe someone could be a good customer. When you're looking for those five triggers in order and find one, that's your reason for calling them. You don't need to keep researching, so you can start operationalizing this stuff and become far more efficient.” - Nick Cegelski.  “It should take 30 seconds to disqualify, 30 seconds to research. Find one thing. That's what you put in your opener.” - Armand Farrokh.  Resources order.30 mpc.com/book 30 Minutes to President's Club 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 gracefully sauté around the nay-sayers when making cold calls? You might have to learn from a ballerina to find out.  In this episode, I sit down with Wendy Weiss, the Queen of Cold Calling, to discuss the power of mastering the art of cold calling. Wendy shares her journey from ballerina to sales trainer and how the principles she learned in ballet class have transformed her approach to sales. Meet Wendy Weiss Initially, she aspired to be a ballerina and pursued a dance career. However, she worked at a telemarketing agency focused on business-to-business development to support herself financially between dance gigs.  Years later, when her ballet career ended, Wendy realized that her expertise in cold calling was a marketable skill. This realization led her to write her first book, "Cold Calling for Women," and launch her own business. Now she helps business owners, sales professionals, and individuals build their sales pipelines and grow their businesses more effectively. The Ballet Class Model Wendy explains the three-step model she learned in ballet class and how it applies to sales: Warm-up: Define your target audience and create a script that resonates with them. Rehearsal: Practice your script and prepare for potential objections. Performance: Execute your cold calling strategy with confidence. Overcoming Fear and Rejection The fear of rejection keeps you from making the phone calls, but once you let go of it, everything else will fall into place. Wendy shares her own experience with rejection in the dance world and how it prepared her for sales.  She emphasizes the importance of practice and muscle memory in overcoming fear and building confidence. Effective Role-Playing Techniques To help sales teams master the art of cold calling, Wendy suggests implementing role-playing exercises.  She recommends having team members practice their scripts as if they were on real calls, standing up and using headsets to make the experience more realistic. She also suggests using a rapid role-play technique in which the leader raises various objections, and team members must quickly respond with appropriate answers. Success Story Wendy shares the inspiring story of her client, Tammy, who overcame her fear of being perceived as pushy or aggressive in her cold-calling efforts.  After completing Wendy's six-month implementation program, Tammy is now on track to make $25,000 per month in her commercial real estate business, with the potential to earn $300,000 annually. “We keep doing the same thing over and over and over again until you get the muscle memory. You don't have to think about it. You can just do it. It's the same in sales. You need the muscle memory." - Wendy Weiss. Resources The Salesology Sales Prospecting Toolkit Gosalesology Salesology: Conversations with Sales Leaders Wendy Weiss 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.

In the sales world, the mantra "do more with less" often feels more like a challenge than a guiding principle. In this episode, I chat with Anthony Nava, Senior SDR Manager at Crunchbase.  With years of dedicated service and experience, Anthony reveals the innovative strategies that have helped his team thrive despite tight resources. Discover how Anthony's blend of empathy, tech-savviness, and strategic thinking can transform your sales team's performance. Meet Anthony Nava He leads the sales efforts for the team, contributing significantly to their success through various innovative and strategic approaches.  Anthony has navigated the company's various transitions and challenges, leveraging tools like AI to maximize efficiency and performance.  Before joining Crunchbase, Anthony amassed valuable skills and knowledge that have made him an effective leader and a critical asset to the organization. Embracing AI to Boost Sales Efficiency When faced with limited resources, Anthony leverages AI tools to drive efficiency and maintain high performance. Essential tools mentioned include: Attention AI: Helps in call listening, note-taking, and integrating insights into Salesforce, saving time for SDRs and allowing for focused coaching. Crunchbase Insights: Using AI to determine accounts in a buying position, providing a strategic advantage by identifying potential deals before competitors. Adjusting Your Ideal Customer Profile (ICP) Anthony discusses the critical pivot toward refining the Ideal Customer Profile (ICP) to enhance sales efficacy.  His team, through data analysis and collaboration with marketing, identified key decision-makers who had a high impact on deal closures: Finance Involvement: Around 80% of closed deals involved finance personnel from the early stages. Strategic Adjustments: By aligning towards this new ICP, they ensured better engagement and quicker deal cycles. Coping Mechanisms for Leaders Anthony delves into how leaders can mentally and emotionally prepare themselves: Empathy: Understanding the team's challenges and adjusting leadership styles accordingly. Positive Reinforcement: Continuously highlighting the exciting potentials and future achievements. Offsite Meetings: Facilitating team get-togethers to discuss concerns and strategies. It also helps maintain a cohesive unit. "Data and collaboration will be your best friend in some of the toughest times." - Anthony Nava. Resources Anthony Nava 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.

Understanding human psychology will always move your sales pipeline faster than the speed of lightning. In this episode, I share a simple trick that helped my podcasting company secure valuable appointments and generate significant revenue. Discover why the "Close File" method still works and how you can use it. Understanding Human Behavior One of sales's most fundamental and overlooked aspects is understanding human behavior. Every title, email, and phone call in sales is not just a transaction, but an opportunity to connect with a real person who craves genuine interaction.  By grasping the nuances of human psychology, salespeople can navigate conversations more effectively and close more deals. The "Close File" Strategy The "Close File" strategy is an email tactic that can effectively filter out non-responsive leads and revive interest from potential prospects. I share an example of a simple yet effective email that asks the recipient if they still want to proceed or if the file should be closed.  This approach leverages psychological triggers like FOMO (Fear of Missing Out) to prompt responses. Why It Works The success of the "Close File" strategy lies in its psychological underpinnings.  People fear missing out on valuable opportunities, and the confident, straightforward approach of closing the file catches their attention.  This method cleans up your pipeline and accelerates the decision-making process for leads. “The idea of you closing something and taking it away makes them want it even more. It's kind of like when you were a teenager, and your parents told you not to do something. It made you want to do it even more.” - Donald Kelly. Resources LinkedIn Sales Navigator  TSE Sales Mastermind Class TSE studios 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.