Podcasts about outbound conference

Entrevisté a Pablo Pefaur sobre su experiencia como speaker en la Outbound Conference, el evento de ventas más relevante a nivel mundial.  Conversamos sobre las tendencias actuales en ventas, desde el uso de la inteligencia artificial y herramientas de prospección hasta estrategias de productividad y capacitación continua.  Súmate a la comunidad de fans en Marketing Tips

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. You're the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn't move forward—and, frankly, neither does the global economy. You're the elite athletes of the business world. Ask Jeb is about you and your real world challenges. It's your agenda and you are in control. On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting  Bob from Tullahoma, Tennessee (whom we affectionately call “Outbound Bob” because he's been to our Outbound Conference so many times!) asked a critical question: “Moving into next year, what prospecting advice, piece of technology, or technique would you offer that could apply across all sales organizations and industries? What's our ‘silver bullet'—even if it doesn't really exist?” No Silver Bullet, But... I'm the first to say there's no magic wand in sales—no easy button that instantly books appointments or closes deals. What we do have is the reality of AI-generated “crap” flooding our inboxes and social feeds. This onslaught of automated noise means salespeople must stand out more than ever. Embrace Deep, Differentiated Sequences My top recommendation is to lean heavily into deep, multichannel prospecting sequences. Use everything at your disposal: Telephone (still the fastest way to close deals) In-person visits (yes, face-to-face still works—and people love seeing a real human) Email (but make it personal and relevant) Direct Messaging (LinkedIn, Messenger—wherever your prospect is, be there) Snail Mail (because physical mailboxes are shockingly empty) Networking & Referrals (the original social media) It's not just about persistence; it's about persistence plus differentiation. If you're simply bombarding prospects with a bunch of generic touches, you're just adding to the noise. Instead, craft messaging that proves you understand their world. Messaging That Speaks to Them Good news: the tsunami of poorly written AI outreach actually helps you stand out if your message is empathetic, clear, and focused on the prospect's key interests. Take the time to truly step into their shoes. Know their persona, their industry, and how you solve their burning issues. Show them you've done your homework. Think of It as One Extended Conversation Each touch—voicemail, email, text, or social message—should flow logically from the last. You don't want to leave the same voicemail three times in a row or send “Just bumping this to the top of your inbox” emails day after day. Instead, let your communication build a case for why a conversation is worthwhile. And remember: the number of touches needed to break through keeps rising (15+ touches for warm prospects, 50+ for cold). So, buckle up, play the long game, and keep your messaging sharp. Question Two: Targeted vs. Personalized Messaging After Bob's question, we tackled another big one from a Sales Gravy Coaching client who wished to remain anonymous: How to handle short-burst prospecting and whether it helps to call businesses that share something in common, like location. Short-Burst Sprints I'm a fan of high-intensity prospecting sprints. Carve out 10–15 minutes, chop wood as fast as you can, then take a break. This approach keeps your energy up and your head in the game. Narrow Your Lists Whenever possible, focus on a list of prospects that have something in common—same industry, similar role, or even the same town. That way, your messaging can be targeted, speaking directly to a collective pain point or shared experience.

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales performance. Key Takeaways:  – Pipeline Velocity as a Critical Metric: Pipeline velocity is essential for sales success, particularly in the mid-market segment where businesses are reaching for ambitious goals. Monitoring how quickly deals move through the pipeline can significantly impact quarterly and yearly outcomes. – Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity. Moving deals through the pipeline quickly while maintaining high standards, avoiding the pitfall of focusing solely on speed without closing quality deals. – Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close. – Adapting to New Products: Sales teams can face difficulties when launching new products. Adoption often picks up once new products become measurable within the sales compensation plan, highlighting the importance of aligning comp plans with product priorities. – Coaching Through Adversity: Amy talks about how mindset plays a critical role in sales success. Coaching sellers to handle adversity effectively, particularly when deals stall or face internal resistance from stakeholders, can make a significant difference in closing deals. – The Importance of Ongoing Training: Continuous learning and training are vital for improving sales performance, especially in qualifying deals. The OutBound Conference provides an excellent opportunity for sales professionals to refine their skills, interact with industry leaders, and learn new strategies to enhance their pipeline management. https://www.youtube.com/watch?v=fuBcg1JB2yE Understanding Pipeline Velocity Pipeline velocity is a crucial metric for sales teams, especially for those operating in the mid-market. Many companies in this space have dedicated sales teams and hefty goals, and pipeline velocity can be the difference between meeting targets or falling short. At its core, pipeline velocity measures how quickly deals move through the sales pipeline. It's not just about the number of deals in the pipeline but also how fast they progress from one stage to the next. If deals are moving too slowly, there's a risk of losing momentum, and opportunities may slip away. On the other hand, moving deals too quickly without considering quality can result in low win rates or deals that aren't truly solid. In many mid-market organizations, sales teams find themselves in a balancing act. They want to move deals through quickly to meet their goals, but at the same time, they need to maintain a high level of quality. This balance is tricky, and many teams either rush deals that aren't ready or slow down too much, risking missed opportunities. The Challenge of New Products One of the challenges sales teams often face is launching new products or services. Salespeople who are comfortable selling established products may be hesitant to push new offerings, even if they know those products are key to the company's growth. Without the right level of comfort and confidence, sellers may not focus on the new product, preferring to stick with what they know. However, when new products become part of a measurable sales goal or compensation plan, things can change. Sellers are more motivated to include the new product in their conversations with prospects. This shift can lead to increased pipeline velocity, as salespeople become more confident in discussing and selling the new product.

Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate your executive briefings, and gain valuable insights on navigating a potential recession. Key Takeaways:  – Behavioral Changes for Success: Incremental improvements and a willingness to change behavior are critical for success in sales. Consistent effort, particularly in prospecting, is emphasized as key to long-term success. – Economic Outlook: Economic headwinds suggest a potential recession, and sales teams should be proactive by focusing on activity, knowledge, and behavioral adjustments to stay competitive. – Sales as Self-Competition: Sales is often a competition with oneself. A disciplined, daily commitment to prospecting is essential, especially during challenging economic times. – Sales Leadership in Challenging Times: Sales leaders should focus on guiding their teams through tough economic conditions by emphasizing activity, skill development, and adapting behaviors to maintain a competitive edge. – Value of OutBound Conference: Attendees of the OutBound Conference will gain insights and strategies to enhance their sales performance, especially as the year-end approaches, making it a valuable opportunity for those looking to improve their results. https://www.youtube.com/watch?v=jBWwl_fLFmM Unlock Sales Success at the OutBound Conference The OutBound Conference, happening from November 6th to the 8th in San Antonio, Texas, is set to be one of the most impactful sales events of the year. Salespeople, sales leaders, and executives are encouraged to attend to gain valuable insights that can help them elevate their sales performance. This event is designed for anyone in the sales field who wants to sharpen their skills and learn from top industry experts. Stay Ahead of the Competition One of the key benefits of attending OutBound is the opportunity to stay ahead of the competition. With economic uncertainty on the horizon, many companies are coming out of some of their most successful years but now face challenges in maintaining growth. By attending OutBound 2024, sales professionals can learn strategies that will help them navigate these tough times, adapt their behavior, and position themselves for success, no matter what the market brings. Guiding Sales Teams Through Tough Times As companies face economic headwinds, staying active, increasing knowledge, and adapting behaviors will be essential for continued growth. OutBound offers key strategies on how to guide teams through tough economic periods. Encouraging a culture of continuous improvement, focusing on daily activities that lead to success, and fostering a positive mindset within the team will be critical to maintaining high performance. The Power of Behavioral Change Behavioral change is a critical theme that sales professionals need to focus on if they want to succeed. Consistent, incremental improvements can make all the difference in a competitive market. Success doesn't happen overnight. Instead, it comes from daily actions, like prospecting, following up with leads, and continuously refining one's approach. Attendees of OutBound 2024 will learn how to apply these small changes in a way that leads to significant long-term results. Positivity Fuels Sales Success In addition to learning actionable sales techniques, attendees can benefit from insights on personal development. One key takeaway is the importance of reducing negativity in everyday life. Just like the phrase “crap in, crap out,” the idea is to reduce negative influences to create a more positive mindset. In sales, having the right mindset is often the difference between hitting goals and falling short. Learning how to maintain positivity, even in challenging situations, will give sales professionals an edge in their careers.

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. Victor offers valuable insights on how to leverage cutting-edge technology to boost your sales productivity, overcome common challenges, and achieve peak performance in 2024 and beyond. Key Takeaways:  – The Role of AI in Sales: Sellers are being inserted deeper into the sales process, with AI managing much of the early stages such as lead generation and pipeline building. This shift makes human skills even more essential in later stages of the sales process. – Mindset Shift for Sellers: Salespeople often need to adjust their mindset when handling objections and friction. For example, instead of fearing customer reactions based on past experiences, sellers should prioritize addressing concerns promptly, reducing anxiety and maintaining customer trust. – Value-Based Selling: One of the major challenges in sales is convincing prospects to see beyond the initial costs and focus on the long-term benefits. This is crucial for sellers to prevent buyers from shortchanging their own success by opting for cheaper but less effective solutions. – Action Over Avoidance: Procrastination in sales, such as delaying difficult customer conversations, can lead to missed opportunities. A proactive approach, where sellers "rip the Band-Aid off" and address issues head-on, often leads to smoother resolutions. – Continuous Improvement: Moving from a "B+ seller" to an "A+ seller” requires mindset improvements, including overcoming mental blocks, addressing challenges quickly, and refining the approach to proposals and customer interactions. – Networking and Learning at OutBound: The OutBound Conference offers a unique opportunity for sales professionals to learn from top industry experts. Attendees can network with peers, gain insights from successful speakers, and improve productivity, prospecting, and sales pipeline strategies. https://www.youtube.com/watch?v=lygNfsTjdUk Unlocking Sales Success at OutBound 2024 Sales professionals are constantly looking for ways to improve their strategies and stay ahead in a competitive market. The OutBound Conference, taking place from November 6th-8th, 2024, at the J.W. Marriott Resort in San Antonio, Texas, is the perfect event for sellers who want to sharpen their skills. With top industry speakers, practical sales strategies, and opportunities to connect with fellow salespeople, this year's OutBound promises to deliver the ultimate sales bootcamp. Whether focusing on mindset, productivity, or pipeline building, OutBound 2024 has something for every salesperson looking to finish the year strong and charge into 2025 with fresh energy. Embracing the Role of AI in Sales One of the key topics discussed at OutBound is the evolving role of artificial intelligence (AI) in the sales process. AI has made significant advances in automating lead generation and building robust pipelines, but that doesn't mean the human touch is becoming less important. In fact, it's the opposite. As AI takes over many of the early stages in sales, sellers are now responsible for mastering the later stages of the process, where human interaction is critical. At OutBound, participants will learn how to use AI to their advantage while refining their interpersonal skills to close deals. This combination of AI and human skill sets the stage for salespeople to be more effective than ever. Developing the Right Mindset for Sales Success The mindset of a salesperson plays a crucial role in determining success. One of the major themes of OutBound 2024 is how sales professionals can shift their mindset to overcome common challenges. Every seller faces friction at some point, whether it's objections from prospects, hesitations in decision-making, or issues with pricing. What separates great salespeople from average ones is how...

On this episode of The Sales Gravy Podcast, Jeb Blount Jr.had the pleasure of speaking with Pablo Pefaur, a seasoned sales professional who specializes in the Latin American market. Pablo shares some key insights on prospecting, the importance of follow-ups, and cultural nuances that every salesperson should know. Key Takeaways:  - Value of Outbound Conference: The Outbound Conference 2024 is a critical event for sales professionals, focusing on productivity, prospecting, and performance. - Help Announcement Strategy: The concept of a "help announcement” is introduced, where sales professionals should approach prospects with a specific, value-driven message to solve a particular problem, rather than overwhelming them with multiple pitches at once. - Systematic Approach to Prospecting: Effective prospecting requires a systematic approach, focusing on delivering a clear, single message to avoid getting lost in the noise and to resonate with the prospect. - Importance of Follow-Up: Following up after initial contact is crucial. We discuss the strategies to help sales professionals improve their follow-up processes, ensuring continued engagement with prospects. - Cultural Considerations in Latin America: Understanding cultural differences is key to successful prospecting in Latin America. These cultural nuances and how they impact sales strategies are highlighted. - Continual Learning: Sales professionals are encouraged to continually learn and adapt their strategies by attending events like the Outbound Conference and by engaging with thought leaders in the industry. https://www.youtube.com/watch?v=z7mtPgiAFRA Latin America's Unique Market Challenges Latin America is a diverse and rapidly growing market with unique opportunities for businesses looking to expand. However, many sales professionals struggle with the challenges of entering this market. These challenges include understanding cultural differences, navigating language barriers, and tailoring sales pitches to resonate with Latin American prospects. Pablo has spent years mastering these elements, and his expertise is invaluable for anyone looking to succeed in this region. Latin American culture places a high value on relationships and trust. Unlike some other markets where sales can be more transactional, in Latin America, building a genuine relationship with your prospect is crucial. This means taking the time to understand their needs, showing empathy, and demonstrating that you are there to help them, not just to close a deal. The Power of a “Help Announcement” A key strategy for successful prospecting is a concept called a “help announcement.” This is a simple yet powerful concept. When reaching out to a potential client, your goal should be to offer a specific piece of help or a solution to a problem they are facing. The idea is to be clear and direct about how you can add value to their business. For instance, instead of bombarding a prospect with a long list of services or products, focus on one particular area where you know you can make a difference. This approach not only makes your message more effective but also helps in establishing trust with the prospect. They'll see you as someone who genuinely wants to help, rather than just trying to make a sale. Being too broad or trying to cover too many points in one pitch can overwhelm the prospect. It's better to address one issue at a time, making sure your help announcement is relevant and tailored to the prospect's specific needs. This targeted approach increases the chances of your message being heard and appreciated. Systematic Follow-Up is Key Another crucial aspect of successful sales is the follow-up. Making an initial contact is just the first step; what you do afterward is equally, if not more, important. Too often, salespeople make the mistake of either not following up at all or doing so in a way that feels impersonal or generic.

¿Quieres asegurar que tus prospectos contestan tus correos y mensajes de LinkedIn? ...prueba un poquito de Híper Personalización. En este episodio del vender diferente podcast, estoy con mi amigo Pablo Pefaur y hablamos sobre el tema de la híper personalización en la prospección. Pablo destaca la importancia de conectar de manera más directa y humana con los prospectos y también de las limitaciones de la inteligencia artificial en la personalización. Hay un montón de consejos para implementar la híper personalización en los mensajes de LinkedIn y evitar estrategias agresivas y poco creíbles. Hablamos sobre cómo superar a los gatekeepers y la importancia de tratarlos con respeto y empatía. Por último, nos abordamos el desafío de las cancelaciones y los no-shows en las reuniones. Al final del episodio Pablo extiende una invitación el evento "Outbound 2024" en San Antonio Texas. Si te interesa asistir puedes usar el codigo de descuento LATAM en la pagina web de Outbound Conference.

Gina and Susanna are back with a remote recording from a hotel room in Atlanta with some champagne while at this year's amazing Outbound Conference. Susanna asks Gina about flattery and how it effects those that give and receive it. Gina makes the distinction between honest flattery and phony flattery and shares a story where some people felt that giving a genuine compliment about someone's appearance was inappropriate. Of course they bring this back to the workplace and sales environments. People want praise for the work they do, but often find it lacking from their managers. Gina talks about the corporate love language and the importance of leaders to know how to best treat and motivate their team members as individuals. Susanna talks about how growing up with lots of praise has both built up her confidence but also made her more needy for compliments and attention in her adult life. Which leads to the question, how do you you nurture people to self-motivate? Also, how to accept both praise and criticism in a healthy and productive manner, and the delicate nuances of the ‘shit sandwich.' Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She's always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy's vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

Video content is a powerful tool to help any seller accomplish their selling goals. However, it's only powerful when executed and distributed properly. In today's episode of The Sales Evangelist, Donald is joined by digital marketing professional and owner of KickStart Dental, Chris Pistorius, to learn how any seller can capitalize on video production to garner prospects' attention. What are things people get wrong with video production? There isn't a process in place. He uses Lucidchart, a mind-mapping software that helps chart the process and gather steps for a seller to visualize. Map it out and have a plan, but continue with the understanding that it will likely change. Have your Dream 100 - the list of one hundred targets you'd like to acquire as clients. Get a CRM system that fits our needs. Chris uses Pipedrive, but Salesforce and other top CRM systems are viable options depending on your volume and process.  Maintain consistent communication: GoHighLevel is a tool built for marketing agencies that set up automated email sequences depending on the receiver's responses (or lack thereof.) Use a variety of channels to interact with prospects. Send an email offering a unique video email to each prospect offers an individualized follow-up that can be made once someone has expressed interest. In your video content, magnify the existing pain points the prospect has to validate their belief in the pain point and encourage them to use you to solve that pain. Use platforms like Loom to screen-share and personalize the video content sent to prospects. Chris's major takeaway? Done is better than perfect. If you take too much time perfecting your studio or finding the ideal tools, you'll never get it done. Once you put a plan in place and track your progress toward your goals, you'll find opportunities between what you're doing and what you need to do. Visit Chris's website at kickstartdental.com for a free strategy session (P.S. you don't need to be a dentist.) This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Whether you're a sales professional or work in another industry, hearing the word ‘no' can get anyone in a negative mindset. In today's episode of The Sales Evangelist, Donald is joined by Harry Spaight, a sales coach and consultant who wants to help every salesperson overcome their fears to find sales success. Why does discouragement affect us so badly? As sellers, we frequently take rejections personally.  Even if the sale is rejected for a myriad of reasons, the seller will still assume they are the reason the prospect is not interested in the sale. We make offers through options, just like a fine-dining server. Each time a server makes an option, they expect a rejection. If professional offers can get into the same mindset, we can lead with service in mind. If someone doesn't want your offer, think about what other options might impact their business or be helpful to their work. Sales is a place of service. There are so many choices with what you're selling. Make it easy for a buyer to work with you and you'll find sales naturally coming your way. Help buyers quantify their pains. Don't encourage someone to purchase your product if the pain is not enough to justify the purchase - it results in remorse for the product. People will solve their problems one way or another. If you can provide benefits in addition to a solution, you'll give long-term value the buyer can't supply themselves. Sales isn't a numbers game; it's a skills game. If you believe sales is a numbers game, you do a poor job with the person in front of you to get to the easy yes. Dig deep and find the prospect's challenges to determine if they're a viable candidate for the product. There are numbers tied to sales that are important. However, the numbers shouldn't be at the expense of the conversations with the prospects in front of you. Hary's major takeaway? Serve the person across from you, and good things will happen. His book, Selling with Dignity, and his podcast, Sales Made Easy, discuss the standards of selling with service in mind.  This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Anyone in sales sends emails. (If you don't, we're a bit concerned.) But how can you go about sending emails effectively that generate results? In today's episode of The Sales Evangelist, Donald discusses five things you need to be aware of to send an effective email.   You don't need to tell them your name.   Your email is full of precious information, and emails already have the ‘from' section, email domain, and signature. AKA, the prospect already knows who you are!  While you might want to explain on a phone call, it is repeated information in an email.   Explain a relationship or medium the prospect can refer back to.   The point of reference connects you to the prospect. For example, did you meet them through LinkedIn, or did a mutual connection refer you? State this existing relationship to build pre-existing rapport with the prospect. If no relationship exists, tie your outreach to the organization's goals or content the company posted online.   State the use case.   Give the prospect a reason to continue reading.  Provide the use case quickly in the email, or you risk turning the prospect off before they understand what value you can offer.   Don't put things that trigger the spam filter.   The fewer links in your email signature, the less likely it will trigger a spam filter.  Research what elements of an email contribute to a spam filter, and rewrite or restructure your emails to avoid those pitfalls.   Have just one call to action.   People are busy. If you ask the prospect for multiple different things, they're less likely to fulfill any of those actions.  Make it simple to give people an easy way to respond and move further into the pipeline. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

When it comes to improving sales, all it might take to reach your goals is a shift in mindset. In today's episode of The Sales Evangelist, Donald is joined by Justin Cunningham to learn how any sales professional can stand out, transform, and optimize their mindset for better performance.  You won't be able to sell until you believe you can sell. Adjust your beliefs. Try integrating a value-based reframe - People will form their beliefs after an experience. During your next relationship or interaction, you'll subconsciously look for those same affirming beliefs to support your existing notion.  Decide that you want something better and find evidence to support that new belief. Set yourself apart to win larger-scale accounts: Learn what they're passionate about and what drives their bottom line to integrate a plan framed directly to them. A gatekeeper will pass individualized materials and information to a decision-maker rather than a mass-sent supply of information. Don't act like an employee; act like a business partner. When you focus on creating unique connections, relationships, and moments with others, you'll realize you're far more critical than a cog in the business machine. If you try something new, what's the worst that can happen? Propose new growth ideas and ways to improve your organization; if that is considered negative, it likely isn't the best environment for you. How leadership empowers their teams: Most people are completely underutilized. People are motivated by many different things, and determining your team's perspectives and mindset can be a powerful way to unify positions toward a common goal. Ask yourself and your team if your current actions are contributing to the company goal. If not, change your behavior. Justin's final takeaway?  Believe that your radical insights are worth sharing. Don't be afraid to tell your ideas to those around you. Read Clicking by Faith Popcorn for more ideas about this topic, and visit ishiftresults.com to connect and interact with Justin. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

It's an all-too-common sales tactic to reduce your price to drive more sales. However, it can be easy to reduce our worth far below the time, energy, and thought it takes to provide the service we have. In today's episode of The Sales Evangelist, Donald is joined by professional sales coach Steve Brossman to uncover his secrets to creating sales without lowering your worth. The three levels of influence: Imposed: Present and pitch information to the client to make an informed buying decision Collaborative - When the client is involved, they invest to co-create a solution. Self-influence - With the right connections and collaboration, the buyer knows you'll deliver more than whatever money you charge. Shift your sales mentality: Instead of portraying selling as taking from buyers; shift your perspective. Instead, think of it as giving greater value than what they're willing to invest. Create information and relationships through your videos, content, and messages to potential buyers.  Come with high energy. Build the buying energy, not just the sharing of information. Steve's four-letter framework to sell anything: D - Data, demonstrate, and deliver information.  N - Narrative. Use a narrative to frame the solution, whether it's a quick story about how you've used it or a case study. Q - Quantifiable results. Those results are significantly greater than the investment to deliver C - Confirm and continue with the sale.  Steve's major takeaway? Collaborate, don't convince. You'll never win the sale with just a pitch and close; it takes collaboration, research, and work to make the close. For more information and content from Steve, email him at steve@stevebrossman.com. For TSE listeners, Steve is also offering a free back pocket guide (How to Sell Yourself Without Selling Your Soul), available at stevebrossman.com/bpg.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Working in sales becomes drastically easier when we have a mindset and behavior that encourages our best work. But how can we curb limiting beliefs to develop a consistent and positive change in behavior? In today's episode of The Sales Evangelist, Donald is joined by speaker, author, and podcast host Heather O'Neill to discuss how sales leaders can inspire change in their mindset for performance growth.  Our existing beliefs can hold us back:  Our perceptions about the profession, money, or industry can all hold us back from our full potential.  More importantly, our beliefs about ourselves can have the same impact - the idea that we don't have enough experience, work, or ability to get the job done. These limiting beliefs often aren't true and are inspired by what others tell us, not necessarily what we believe. Your brain doesn't know what's true and what isn't - it'll believe whatever is easier. If you tell yourself you're a confident speaker, you'll be more confident with it. (And yes, the reverse is also true.)  It comes down to where you choose to direct your energy. Both bad and good things happen every day - choose where you focus. Shaping positive beliefs: When we become aware of our negative beliefs (and choose to let go of them), we generate the space for more positivity to ward off those prior beliefs.  Shift to the opposite (and then dive deeper) to uncover a more nuanced perception. Surround yourself with successful people further in their careers. We inadvertently hold ourselves back when those around us want the people around us to stay the same. Removing negative ideals: Negative generational beliefs are often passed down, whether through family, friends, and coworkers. Generational beliefs are often negative and are based on prior misconceptions that lead to biases. We get beliefs from everyone around us and any external situation. But if we're on guard for it, we can stop ourselves from prescribing. Heather's final takeaway? You have more power over this than you might believe. When you control your beliefs, you'll experience more freedom and joy. For more information and content from Heather, connect with her on LinkedIn or visit her website at heatherhansenoneill.com. Tune into her podcast, From Fear to Fire, available on Apple Podcasts, Spotify, and wherever podcasts can be found. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Even the best sellers must overcome the feeling of burnout at one point or another. But how can we maintain performance while finding time for our physical and mental health? In today's episode of The Sales Evangelist, Donald is joined by Chris Prangley to discuss his own experience with burnout and how any seller can maintain success and momentum in their careers. Making good money can also come with stress:  Review your ‘why' to maintain motivation toward your financial goals or realign with your company mission and personal goals.  If you don't maintain your health and well-being, you'll eventually burn out. How do you determine why you do what you do? Making a certain amount of money is a great goal, but it is not a ‘why.' Instead, it should be more profound and connected to who you are. You'll find the most success at the intersection of your why and the company's mission. Try journaling about your traits and values to determine what you care about and continue to explore that. Look for the niche that excites you. What about the company or industry intrigues, inspires, and motivates you to sell it? Five things sellers can do to get recharged and handle burnout: Get out of the country at least once per year. Depart your normal and discover new cultures. The power of massage is incredible. Sitting at a desk all day can lead to tension and stress you don't realize is present. Work out or exercise early in the morning; you'll have more energy and be more productive. End your day with journaling, praying, or just expressing gratitude for what's happening in your life.  When you have an exhausting day, turn on your favorite song and spend a few minutes dancing. Find the things that work for you because we're all different, and different things will recharge us. Chris's major takeaway? Know that it's okay to feel overwhelmed. But there are amazing tools you can use to continue reaching your goals. Check out Chris's book, Tech Sales Warrior, available on Amazon and connect with him on LinkedIn or his company website at techsaleswarrior.com/. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Sales isn't rocket science. However, we want to cover our bases just in case. In today's episode of The Sales Evangelist, Donald is joined by former NASA flight control engineer and CEO of ElevenPoint2, Kristin Taraszewski, to learn how sales organizations can adequately train their employees with technical knowledge to close more sales.  Many sellers require technical training to sell their products, and that training has become more scarce. In 2021 alone, 39% of all salespeople switched jobs. Unfortunately, that shift led to a huge need for training that hasn't been fulfilled. It's difficult to keep up with the rapid changes of the world as quickly as the solution is needed. Many companies don't have a definitive onboarding and training program beyond a few online courses. It's expensive to pull salespeople out of the field to train, and lecture-based training historically has a 10% retention rate, making it challenging to implement successfully. Give sellers a clear map. When training sellers, a clear pathway with clear direction is necessary to help people succeed and thrive. You can't shortcut the learning map. Ask your technical team, sales team, and other necessary departments to determine what information is critical for the seller to know. Then, devise and implement a plan that teaches those elements. Think in the context of the customer. Teaching and training should be integrated. Learning one segment of the process at a time, like tech or applications, is not as helpful as full exposure. To get your foot in the door, a seller needs to prove they have something the buyer requires that solves a problem they experience. Utilize gamification to build successful programs: Training should be individualized as much as possible to help the people retain the information in the best way for them. To implement gamification, replicate the scenario a salesperson might experience while training. Get the trainee to explain the technical aspects, starting from the macro level and refining into finer details. Without a way for sellers to get better at their jobs, a company will begin to stagnate. Implementing strategies and tools to increase learning knowledge is synergistic for all levels of an organization. For more content and information from Christina and her company, visit their website at elevenpoint2.com. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Your personal brand and image impact everything about your sales process. Creating and maintaining a professional self-care routine is necessary to put your best foot forward to make the most money and foster the most connections. In today's episode of the Sales Evangelist, Donald shares some quick tips for any seller to improve their confidence and build a personal brand that reflects the hard work you do each day. Sometimes, we neglect the emotional for the physical: Sure, scoring that meeting or closing the deal can be nice. However, it's not as nice when it comes at a cost for our own physical and emotional needs as human beings. The Sales Evangelist is launching a course to build your professional self-care routine; check out the information here: thesalesevangelist.com/free-sales-training Build a positive attitude and confidence: One of the biggest things to help you be more effective is confidence.  Even if you don't know a lot about the industry or individual, learn the company basics. Research the company to have more poignant discussions about the material to drive confidence.  If you are genuinely interested in the conversation with the potential buyer, you'll inherently come across as more confident and competent in the conversation. Dress to the customer's needs: If you're meeting with an executive or higher-level individual, dress to their level. Leave the hoodie at home and wear what instills confidence in yourself and the buyer.  Especially if you work from home, dressing professionally will make an impact where lower dress scales are more common. Your personal brand is critical: Pay attention to how you project yourself online and on social media.  Amid a potential recession and the Great Resignation, ensure your content, language, and tone are transferable wherever you want to go.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

In today's episode of The Sales Evangelist, Donald is joined by frequent guest and CEO of Sales Gravy, Jeb Blount, to discuss an important (and often avoided) topic: selling a price increase to clients.  The price increase conversation is awkward, especially if you've never done it before. A seller's main priority is to get the increase without losing the customer or order. Increases are good for the health of an organization. They're essential to ensure you get the resources to sell more deals, help prevent layoffs, and service quality initiatives.  Understand what kind of price increase is occurring: Defensive increases are smaller and leveraged across the entire company. In addition, having a relationship with the customer makes discussing a price increase easier. The status quo means it takes a lot of work for a buyer to leave - many customers are likely to stay with you despite the price increase.  Popular narratives sellers can use to discuss: In an inflationary period with supply chain issues, price increases constitute an economic fairness narrative. Costs have risen, impacting your ability to serve customers. Future value narratives occur when you add features, services, and additional expertise that justify the price increase. Project-based narrative - To successfully meet a particular benchmark, timeline, or quota, you need additional funding.  Weave narratives together to weave a custom reason for your client - it should be whatever best helps them explain the increase.  Connect with Jeb on LinkedIn for more content and information. You can find his new book, Selling the Price Increase, on Amazon, and a free downloadable companion guide at salesgravy.com/resources. Finally, tune in to his podcast, the Sales Gravy Podcast, on Spotify, Apple Podcasts, and anywhere else podcasts can be found.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Many buyers see sellers as a commodity. While the goal of every seller is to close more deals, how are you supposed to do that without being memorable to the buyer? In today's episode of The Sales Evangelist, Donald is joined by a sales coach and expert, Casey Jacox, to learn how sellers can stand out and be memorable to their prospects. Sellers are under a lot of pressure: Whether that pressure is to hit KPIs, increase quarterly figures, or just contribute to company growth, sellers have a lot to worry about. However, sales leaders are unlikely o slow down and contribute to sellers' foundational skills (AKA building relationships.) The ultimate goal? To make internal and external connections that help sellers improve their close rate while enjoying their position more than before. Six things sellers can do to be more memorable: Bring a positive attitude to your team Manage expectations of your team and prospects Understand the difference between listening and hearing Document and record interactions, goals, and data to inform your questions Let your authentic self shine Relationships take time Have a boomerang mindset. Think about ways to be nice and positive to those around you - set the precedent for communication.  Give what someone asks for, and communicate with stakeholders if something might prevent you from reaching a certain benchmark or KPI. For more content and information from Casey, tune in to his podcast, The Quarterback DadCast, available on Spotify, Apple Podcasts, and anywhere else podcasts can be found. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Today Gina and Susanna welcome Stu Heinecke back to the show! Stu is an author, speaker, a WSJ cartoonist, and is known as 'The father of contact marketing.' He will also be presenting at this year's Outbound Conference. He starts with the subject of his latest book, How To Grow Your Business Like a Weed, and how people in business and sales need to strive to act more like a weed. Persistent, relentless, adaptable, overtaking territory, probing every possibility to take root and grow. How are weeds able to do this? Stu explains that it's because they have many unfair advantages, and he shows you how you can discover your unique unfair advantages in order to leverage them. He continues giving priceless advice on how to stand out, how to get any meeting, humanizing yourself, making yourself irresistible to potential clients, the superpower of engaging both the right and left side of your brain, and using “yes and” to pivot out of anything that's thrown at you. Go check out all of Stu's books books, including How To Grow Your Business Like a Weed Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She's always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy's vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.

When you think of the core abilities of a great salesperson, oneupmanship's not likely to spring to mind. It should be. In this episode Darryl is joined by THE Anthony Iannarino, international sales leader, speaker, and author. In this conversation Anthony explains the art of the sales one-up: why it's an essential ingredient in successful relationships, what it has to do with ancient times, and how to speed your result. You'll also hear Darryl's unsinkably sparkling dialogue encounter some exceptionally stiff competition.

Let's dive into insights I've pulled together from the OutBound Sales Conference Virtual Sessions. Make sure you have your notebooks out, I will review the following sessions: Time Management Strategies for Sales Professionals, a session done by Jessica Stokes, Master Sales Trainer at Sales Gravy How to Use LinkedIn to Generate Outbound Sales Opportunities, a session by Daniel Disney, Keynote Speaker, Author, Social Selling & LinekdIn Trainer You Don't Have A Closing Problem was done by Jeff Bajorek, Sales Trainer, Coach, Consultant, Author There are a lot of concepts here, tune into the next Episode of KD's Journey for more insights from the 2021 Outbound Sales Conference. Take a listen! --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/kaleigh-dwyer/message Support this podcast: https://anchor.fm/kaleigh-dwyer/support

Live from the OutBound Conference ... it's Sales Logic Podcast! Meridith and Mark share the insights they took away from this year's OutBound Conference. John asks: “What other marketing questions were top of mind?' Book recommendation: Eat Their Lunch by: Anthony Iannarino Lightning round: Top things we learned from OutBound. Get your tickets for OutBound 2022 at outboundconference.com/home22/ Submit your questions at #SalesLogic or through saleslogicpodcast.com

Live from the OutBound Conference ... it's Sales Logic Podcast! Meridith and Mark share the insights they took away from this year's OutBound Conference. John asks: “What other marketing questions were top of mind?' Book recommendation: Eat Their Lunch by: Anthony Iannarino Lightning round: Top things we learned from OutBound. Get your tickets for OutBound 2022 at outboundconference.com/home22/ Submit your questions at #SalesLogic or through saleslogicpodcast.com

Did you attend the OutBound Conference this year? If not, hear why you should do it next year, and if you were in attendance, enjoy the recap. In this episode of INSIDE Inside Sales, Darryl is in quarantine and without a guest, so he's using this unique opportunity to share his reflections from the OutBound Conference, an incredible show put on by sales reps for sales reps. Darryl discusses his experiences from Atlanta, getting to meet with industry legends, struggling then overcoming stage anxiety, and sharing the valuable content he recently learned. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and find out why OutBound should be your choice if you can attend only one show!)

On this episode of the Sales Gravy Podcast, Jeb Blount and Anthony Iannarino recap some of the many lessons and takeaways from the OutBound Conference. In particular, they dive into two mindsets - Scarcity and Abundance - and how these mindsets can either make you a winner or inhibit your long-term success.

With many economies reopening, sales and marketing professionals need to strategically adjust their approach. Today's guests, Larry Levine and Nigel Green believe that companies need to consider their approach rather than going back to what they did before the pandemic. You'll enjoy this provocative discussion recording on-site at the Outbound Conference.

With many economies reopening, sales and marketing professionals need to strategically adjust their approach. Today's guests, Larry Levine and Nigel Green believe that companies need to consider their approach rather than going back to what they did before the pandemic. You'll enjoy this provocative discussion recording on-site at the Outbound Conference. Learn more about your ad choices. Visit megaphone.fm/adchoices

Are you a LinkedIn connection hoarder? Your 500+ connections are a dead asset if you don't engage, talk to, and interact with them. In this special episode of INSIDE Inside Sales, Darryl welcomes the one and only Sales Evangelist and OutBound Conference speaker, Donald C. Kelly to talk about the power of LinkedIn for success in sales, and why it's essential to take action instead of sitting back on the sidelines. Tune in to find out how to build and establish a strong presence on LinkedIn, why vanity metrics don't matter, and what you should do in order to be successful, especially when it's the opposite of what everyone else is doing. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn why being different on social media will get you to the top.)

Have you ever found yourself so caught up with working your deals that you end up ignoring the growth of your sales pipeline?  In this episode of INSIDE Inside Sales, Darryl talks to Rod Santomassimo, a rockstar business growth coach and OutBound Conference presenter, about why it's crucial to approach your number as a business and sell like a CEO. The two of them will teach you how to avoid one of the most expensive sales mistakes – depleting your pipeline. They also delve into why adopting an entrepreneurial mindset is a big deal in sales, as well as how to achieve this. Subscribe now and learn how to simultaneously build your sales pipeline while selling like a CEO. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast now)!

How are you when it comes to using cadences? Do you focus more on email over the phone? When it comes to reaching your prospects, are you confident that you are using all of the channels available to you? In this episode of INSIDE Inside Sales, Darryl is joined by one the 4 founders of the OutBound Conference, the unmistakable Jeb Blount. Darryl and Jeb go over the importance of using cadences as a part of your sequence and offer up advice that can drastically improve your success rate. They discuss tips such as taking advantage of personalizing emails, creating a wish list of dream accounts, as well as answering some of the questions and criticisms regarding using the phone in the age of email. Learn how to streamline and optimize your cadences on this episode of INSIDE Inside Sales! https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast now)!

Jeb Blount has been at the epicenter of sales and marketing alignment. Today he shares his perspective on how sales and marketing teams can work together to drive revenue growth. To maximize revenue growth we need to ensure our sales and marketing processes are aligned. Today, you're going to hear an excerpt from a session with Jeb Blount, author of Fanatical Prospecting, Virtual Selling, and many other great sales books. Jeb shares stories and insights from his experiences working as the sales liaison in the marketing department for a large company. He also brings insight from the companies he now serves as the founder of Sales Gravy. This is an interesting and provocative conversation packed with challenging ideas. A special shout out today to the Outbound Conference. I'll be speaking at this powerhouse event in June along with Jeb Blount, Mark Hunter, Meridith Elliott Powell, Mike Weinberg, Larry Levine, and many more thought leaders. You can get $100 off your ticket when you use the code alignment 100 at www.outboundconference.com.

Jeb Blount has been at the epicenter of sales and marketing alignment. Today he shares his perspective on how sales and marketing teams can work together to drive revenue growth. To maximize revenue growth we need to ensure our sales and marketing processes are aligned. Today, you’re going to hear an excerpt from a session with Jeb Blount, author of Fanatical Prospecting, Virtual Selling, and many other great sales books.  Jeb shares stories and insights from his experiences working as the sales liaison in the marketing department for a large company. He also brings insight from the companies he now serves as the founder of Sales Gravy. This is an interesting and provocative conversation packed with challenging ideas. A special shout out today to the Outbound Conference. I’ll be speaking at this powerhouse event in June along with Jeb Blount, Mark Hunter, Meridith Elliott Powell, Mike Weinberg, Larry Levine, and many more thought leaders. You can get $100 off your ticket when you use the code alignment 100 at www.outboundconference.com.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Author Mark Hunter returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, A Mind for Sales: Daily Habits and Practical Strategies for Sales Success, sales visionary Mark Hunter joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about: being quarantined in Omaha, Nebraska, how he and his wife celebrated their 40th wedding anniversary (in lieu of a trip to Italy), how the pandemic is affecting sales (possibly permanently), the Outbound Conference being rescheduled to 2021 and why competing on lowest price is a fast track to business failure. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/mark-hunter

How are you when it comes to using cadences? Do you focus more on email over the phone? If you use the phone, do you even bother to leave a voicemail? When it comes to reaching your prospects, are you confident that you are using all of the channels available to you? In this episode of INSIDE Inside Sales, Darryl concludes his epic series with the 4 founders of the OutBound Conference as he welcomes the unmistakable Jeb Blount to the show. Darryl and Jeb go over the importance of using cadences as a part of your sequence and offer up advice that can drastically improve your success rate. They discuss tips such as taking advantage of personalizing emails, creating a wish list of dream accounts, as well as answering some of the questions and criticisms regarding using the phone in the age of email. Learn how to streamline and optimize your cadences on this episode of INSIDE Inside Sales! About Darryl's Guest: Jeb Blount is the bestselling author of nine books and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.  Jeb is an in-demand speaker and spends more than 250 days each year crisscrossing the globe, delivering keynote speeches, workshops, and training programs to high-performing sales teams and leaders. Meeting planners rave about Jeb’s ability to keep audiences engaged and on the edge of their seats. His approach to human relationships in the workplace is straightforward, passionate, and entertaining. He equips business leaders with the human relationship tools they need to leverage a diverse workforce to accelerate performance and effect real, lasting change. Leadership. Sales. Customer Experience. It’s all human. When your people master interpersonal skills, you gain a powerful competitive advantage that transforms your entire organization.  Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.  INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

When it comes to prospecting, the simplest misstep can lead to disaster. Which channels should you use? Should you focus solely on email or on cold calls? How many times should you contact someone before they become annoyed? At which stage should you make your pitch? If you don’t already have solid answers to these questions, that’s OK. We do. In this episode of INSIDE Inside Sales, Darryl speaks with another founder of the incredibly popular OutBound Conference, international speaker and bestselling author Anthony Iannarino. Darryl and Anthony discuss the 5 enormous mistakes you need to avoid when prospecting, such as ways to offer content before even thinking about going into your pitch. They also share the right formula for outreach and offer ways to be persistent without being annoying. Don’t take a run at it and hope for the best, learn some solid prospecting tips on this episode of INSIDE Inside Sales! About Darryl's Guest: Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals. Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.   ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

How are you at prospecting? Do you have an idea of who you want to target? Do you rely too heavily on inbound or outbound leads? Are you struggling with which criteria to use for your ideal customer profile? In this episode of INSIDE Inside Sales, we continue our series with the founders of the wildly successful OutBound Conference as Darryl speaks with the one and only Mark “The Sales” Hunter. Darryl and Mark discuss ways to help you determine how to find your perfect prospect. They go over the importance of your messaging as well as the medium you are using. Darryl and Mark also go over how impactful it is to have a separate cadence for different targets, as well as advice on using your ICP to better understand your prospect’s pains. Learn how to grow your list of prospects on this episode of INSIDE Inside Sales! About Darryl's Guest: Mark Hunter, known as, “The Sales Hunter,” is globally recognized for his expertise in sales leadership. He specializes in business development and guiding organizations to find and retain high-quality prospects without discounting their fee. His ability to inspire sales teams to create self-motivating and integrity-driven cultures, makes Mark Hunter a highly sought-after keynote speaker, consultant, and coach. Mark has taken his vision for sales leadership to more than 25 countries and 5 continents where he leads and consults with companies ranging from small startups to global giants. Whether you engage Mark at a conference, reading one of his books, or a coaching call, you will immediately notice his high energy and authentic approach. Mark’s number one focus is relationships. He considers it an honor and privilege to connect with the people he is in a relationship with each day. It is this passion that has set him apart as a thought leader in the sales and leadership space. When Mark is not traversing the globe, he makes his home in Omaha, Nebraska with his wife Ann Marie, whose support and love he would be lost without. He spends his spare time visiting his grandchildren and is never too busy for daily calls with his children.  ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Podcast: Play in new window | Download (Duration: 59:06 — 47.4MB) Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSS There's a reason that Anthony and Mike have been friends for almost a decade, co-founded the OutBound Conference together, and have written the foreward for 3 of each other's 6 books. They share a passion for helping salespeople learn the truths about selling, even when those truths may be unpopular or require more work. On this episode of In the Arena, Anthony and Mike debunk myths and present truth in the areas of social selling, sales motivation, prospecting, and time management, and discuss how the principles in Mike's latest book, #SalesTruth, can help you win more new sales. What compelled Mike Weinberg to write his new book, #SalesTruth, was that what he was reading online about how to succeed in sales did not align with what he saw in real companies across the globe. Hear more on this episode of In the Arena.Click To Tweet Kylie Jenner Didn't Cold Call Her Way to a Billion Dollars in Net Worth The chief sales officer of a well known social selling firm took a selfie, standing in front of a Forbes magazine with Kyle Jenner on the front cover, and declared that social selling leads to real sales. These are the kind of myths that are being sold to weaker, more gullible salespeople looking for a quick fix. It's easy to believe that you can get deals without having to pick up the phone, but it's just not the truth. Drawing from his many years' of experience in B2B sales, Mike talks to Anthony about what salespeople can do to connect with their dream clients beginning with the first sales call. In this conversation, Mike recalls the sales fundamentals that have proven to be successful whether he was selling envelopes and prints or plastic parts. Be sure to listen to see if your sales strategy includes any of his powerful principles. Prospecting is Not Optional Top salespeople are always prospecting, but Anthony and Mike discuss how some salespeople are under the impression that they don't have to prospect. They think they can leave the work of prospecting and qualifying to account managers, but the job of a sales executive is to sell, and you cannot sell without prospecting. The truth is, when your funnel is full, you sell smarter. Mike tells about how he trains his sales teams to reach out to dream clients before they are zero percent through the buying process. He suggests practical ways to make sure you are constantly adding to your funnel, and how you can avoid the distractions to which many salespeople fall prey. This conversation is full of practical questions you can ask yourself to make sure you are being productive when it comes to prospecting. Be sure you listen and take notes. 'The only thing that will inoculate you from a bad outcome is a pipeline.' Anthony talks with Mike Weinberg about his new book, #SalesTruth on this episode of In the Arena. Listen now!Click To Tweet Ignore Your Hot Deals Many times, salespeople can be so anxious to close deals, they default to service work, but in Mike's book, #SalesTruth, he flips that idea on it's head. His advice? Ignore your hot deals, at least at the beginning of the day. Beginning the work day with the hardest work - opportunity creation, prospecting, cold-targeting - frees up the rest of the day to do the service work that needs to be done, and play with warmer opportunities. Mike believes you should turn the funnel upside down and work on the coldest items at the top of your funnel first. In this conversation, Anthony talks about the importance of spending the first 90 minutes of your day prospecting, and Mike says that the most effective leaders and the most productive salespeople extricate themselves from participating in things that are of low-value. 'You'll never be opportunity starved if your best selling time, early in the morning, is spent trying to create opportunities.

Podcast: Play in new window | Download (Duration: 59:06 — 47.4MB) Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSS There's a reason that Anthony and Mike have been friends for almost a decade, co-founded the OutBound Conference together, and have written the foreward for 3 of each other's 6 books. They share a passion for helping salespeople learn the truths about selling, even when those truths may be unpopular or require more work. On this episode of In the Arena, Anthony and Mike debunk myths and present truth in the areas of social selling, sales motivation, prospecting, and time management, and discuss how the principles in Mike's latest book, #SalesTruth, can help you win more new sales. What compelled Mike Weinberg to write his new book, #SalesTruth, was that what he was reading online about how to succeed in sales did not align with what he saw in real companies across the globe. Hear more on this episode of In the Arena.Click To Tweet Kylie Jenner Didn't Cold Call Her Way to a Billion Dollars in Net Worth The chief sales officer of a well known social selling firm took a selfie, standing in front of a Forbes magazine with Kyle Jenner on the front cover, and declared that social selling leads to real sales. These are the kind of myths that are being sold to weaker, more gullible salespeople looking for a quick fix. It's easy to believe that you can get deals without having to pick up the phone, but it's just not the truth. Drawing from his many years' of experience in B2B sales, Mike talks to Anthony about what salespeople can do to connect with their dream clients beginning with the first sales call. In this conversation, Mike recalls the sales fundamentals that have proven to be successful whether he was selling envelopes and prints or plastic parts. Be sure to listen to see if your sales strategy includes any of his powerful principles. Prospecting is Not Optional Top salespeople are always prospecting, but Anthony and Mike discuss how some salespeople are under the impression that they don't have to prospect. They think they can leave the work of prospecting and qualifying to account managers, but the job of a sales executive is to sell, and you cannot sell without prospecting. The truth is, when your funnel is full, you sell smarter. Mike tells about how he trains his sales teams to reach out to dream clients before they are zero percent through the buying process. He suggests practical ways to make sure you are constantly adding to your funnel, and how you can avoid the distractions to which many salespeople fall prey. This conversation is full of practical questions you can ask yourself to make sure you are being productive when it comes to prospecting. Be sure you listen and take notes. 'The only thing that will inoculate you from a bad outcome is a pipeline.' Anthony talks with Mike Weinberg about his new book, #SalesTruth on this episode of In the Arena. Listen now!Click To Tweet Ignore Your Hot Deals Many times, salespeople can be so anxious to close deals, they default to service work, but in Mike's book, #SalesTruth, he flips that idea on it's head. His advice? Ignore your hot deals, at least at the beginning of the day. Beginning the work day with the hardest work - opportunity creation, prospecting, cold-targeting - frees up the rest of the day to do the service work that needs to be done, and play with warmer opportunities. Mike believes you should turn the funnel upside down and work on the coldest items at the top of your funnel first. In this conversation, Anthony talks about the importance of spending the first 90 minutes of your day prospecting, and Mike says that the most effective leaders and the most productive salespeople extricate themselves from participating in things that are of low-value. 'You'll never be opportunity starved if your best selling time, early in the morning, is spent trying to create opportunities.

It's a special "On the Road" edition of the podcast this week. Live from the 2019 Outbound Conference in Atlanta, Georgia, Jeff And Christie sit down with Larry Levine and Darrell Amy of the Selling from the Heart Podcast. These 4 sales and personal development powerhouses discuss what they've learned at OutBound, the importance of selling basics, selling practice habits and what they will take home with them and implement from what turned out to be an idea-filled gathering in Atlanta. Jeff and Christie were also on the Selling from the Heart Podcast, you can listen to that episode here.  On today's podcast… 04:04 - What happens when you execute the fundamentals well? 05:58 - Larry talks to pro baseball players about practice. 08:56 - Social Selling is the reinforcement of connection 11:19 - Who are the best people to practice with? 13:30 - We all have the same problems. 15:49 - Sales is a beating. 19:27 - Jeff talks about his "mastermind group." 22:00 - The differences in sharing with your coach vs. with your manager 24:39 - The importance of finding a really good coach and investing in yourself. 28:42 - What are Larry and Darrell going to implement as a result of the OutBound Conference 29:32 - Check out Jeff's fundraising campaign. Go to www.jeffbajorek.com/chosenvision 31:49 - Larry's first take-away to implement. 34:22 - Write down 10 things that you do that bring value for people. 36:25 - What's your value statement? Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits Women Your Mother Warned You About  

Live from the 2019 Outbound Conference, Larry Levine and Darrell Amy are joined with Selling From the Heart friends, Jeff Bajorek, Bernadette McClelland, and Christie Walters. We'll discuss some of our key takeaways from this idea-packed event.

Live from the 2019 Outbound Conference, Larry Levine and Darrell Amy are joined with Selling From the Heart friends, Jeff Bajorek, Bernadette McClelland, and Christie Walters. We'll discuss some of our key takeaways from this idea-packed event. 

Live from the 2019 Outbound Conference, Larry Levine and Darrell Amy are joined with Selling From the Heart friends, Jeff Bajorek, Bernadette McClelland, and Christie Walters. We'll discuss some of our key takeaways from this idea-packed event.

Could domination of your marketplace come down to your capacity to care for strangers? After spending a day at the Outbound Conference in Atlanta, GA and hearing from some powerful sales thought leaders like Anthony Iannarino and Jeb Blount, I share some of my insights on how,ultimately, selling is caring.

In anticipation of Larry Levine's session at the Outbound Conference this week we're talking about the importance of getting valuable before you get visible. As sales professionals, we all want to be seen by our prospects. However, we must be careful to make sure we are bringing value. What can that value look like? Darrell Amy shares some ideas from his upcoming book on different sources of value.

In anticipation of Larry Levine's session at the Outbound Conference this week we're talking about the importance of getting valuable before you get visible. As sales professionals we all want to be seen by our prospects. However, we must be careful to make sure we are bringing value. What can that value look like? Darrell Amy shares some ideas from his upcoming book on different sources of value. 

In anticipation of Larry Levine's session at the Outbound Conference this week we're talking about the importance of getting valuable before you get visible. As sales professionals we all want to be seen by our prospects. However, we must be careful to make sure we are bringing value. What can that value look like? Darrell Amy shares some ideas from his upcoming book on different sources of value.

  I was honored to talk with Anthony Iannarino in this episode called, Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market. Anthony is at TheSalesBlog.com. He's an author of numerous books including the most recent book, Eat Their Lunch: Winning Customers Away From Your Competition. He is one of the co-founders of the OutBound Conference, which we discuss but I started out by asking, "Anthony, we've got to get the elephant in the room. We got to cover it first. Why, Anthony Iannarino, do you hate social selling?" Anthony's give us his answer:  Here's a taste... listen in for his whole response and a lot more! I don't know if you know this or not, but social selling is dead, and I would challenge you to go find anybody that's really talking about it even on LinkedIn anymore. It all went away and was replaced by account-based marketing and now what is being called the digital transformation of sales, which so far nobody can explain to me. __________________________________ Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  Each week at 11:30 am Pacific time (plus 8 hours UTC Time) Matt Heinz interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to: sheena@Heinzmarketing.com

Even with all of the social media and automated sales tools available, a one-on-one conversation over the telephone can still be a powerful selling tool, especially among consumers that value authenticity. The resurgence of the telephone call is one of the things that today’s guest talks about in this episode. Mark Hunter is an author, speaker, coach, and consultant, as well as the Co-Founder of the Outbound Conference. Listen to the episode to hear what Mark has to say about what’s new in prospecting, the difference between informed calling and col calling, and how to get into the prospecting mindset. Episode Highlights: What’s new in prospecting Why the telephone is making a resurgence and what Millennials have to do with it Informed calling vs. cold calling The place of automated follow-up systems in prospecting Positive feedback that Mark has gotten about his book Using social media for prep work How to get into the prospecting mindset The Outbound Conference Resources: Mark Hunter The Sales Hunter High-Profit Prospecting Outbound Conference

”OutBound 2019 is Cirque du Solei takes over a rock concert to disrupt a sales meeting.” -- Mark Hunter “That's how over the top OutBound is. It's an amazing event because it's all about outbound prospecting, 100% outbound prospecting,” says Mark Hunter, co-founder of the conference, nationally in-demand sales speaker, and the best-selling author of High-Profit Selling: Win the Sale Without Compromising on Price and High-Profit Prospecting. For the third year in a row, the OutBound Conference (Atlanta, April 23-26, 2019), promises to rock the world of sales with the themes of Prospecting, Productivity, and Pipeline. This year's speakers includes: Jeb Blount, Anthony Iannarino, Mark Hunter, Mike Weinberg, Colleen Francis, Andrea Waltz, Victor Antonio, Jeffrey Gitomer, Bob Burg, Waldo Waldman, Shari Levitin, Jen Gluckow, Larry Levine, James Muir, Max Altschuler, Chris Beall, Bernadette McClellan, Meredith Elliott Powell, Lee Salz, and Gene McNaughton.

Rejection is a reality for every sales professional. This week we're joined by Andrea Waltz, author of Go for No! Yes is the Destination, No is How You Get There. In this frank discussion we explore how to handle the inevitable rejection that we all face. You'll leave with some practical ideas that will help you sell with more confidence.Andrea will be at the Outbound Conference along with Larry Levine. Get a $100 discount on your ticket with the code, "heart100". We look forward to seeing you there!

Rejection is a reality for every sales professional. This week we're joined by Andrea Waltz, author of Go for No! Yes is the Destination, No is How You Get There. In this frank discussion, we explore how to handle the inevitable rejection that we all face. You'll leave with some practical ideas that will help you sell with more confidence. Andrea will be at the Outbound Conference along with Larry Levine. Get a $100 discount on your ticket with the code, "heart100". We look forward to seeing you there!

Rejection is a reality for every sales professional. This week we're joined by Andrea Waltz, author of Go for No! Yes is the Destination, No is How You Get There. In this frank discussion we explore how to handle the inevitable rejection that we all face. You'll leave with some practical ideas that will help you sell with more confidence. Andrea will be at the Outbound Conference along with Larry Levine. Get a $100 discount on your ticket with the code, "heart100". We look forward to seeing you there!

Brace yourself for a challenging and inspirational conversation about prospecting with The Sales Hunter himself! This week we talk with Selling From the Heart Champion, Mark Hunter, author of High Profit Prospecting. If you want to grow your pipeline, you are going to love this honest conversation about prospecting. Enjoy! It's not too late to get your tickets to the Outbound Conference. There are still some tickets available, but they are going fast. Larry Levine and Darrell Amy, your hosts, will be there with Mark Hunter. You'll also hear from Jeb Blount, Anthony Iannarino, Mike Weinberg, and many more! Use the code "heart 100" to get a $100 discount when you check out.

Brace yourself for a challenging and inspirational conversation about prospecting with The Sales Hunter himself! This week we talk with Selling From the Heart Champion, Mark Hunter, author of High Profit Prospecting. If you want to grow your pipeline, you are going to love this honest conversation about prospecting. Enjoy!It's not too late to get your tickets to the Outbound Conference. There are still some tickets available, but they are going fast. Larry Levine and Darrell Amy, your hosts, will be there with Mark Hunter. You'll also hear from Jeb Blount, Anthony Iannarino, Mike Weinberg, and many more! Use the code "heart 100" to get a $100 discount when you check out. 

Brace yourself for a challenging and inspirational conversation about prospecting with The Sales Hunter himself! This week we talk with Selling From the Heart Champion, Mark Hunter, author of High Profit Prospecting. If you want to grow your pipeline, you are going to love this honest conversation about prospecting. Enjoy! It's not too late to get your tickets to the Outbound Conference. There are still some tickets available, but they are going fast. Larry Levine and Darrell Amy, your hosts, will be there with Mark Hunter. You'll also hear from Jeb Blount, Anthony Iannarino, Mike Weinberg, and many more! Use the code "heart 100" to get a $100 discount when you check out.

The value of persistence in sales extends beyond the numbers game and into the attributes that make a complete salesperson.  In this episode, Mike Weinberg, Author of New Sales Simplified and Founder of Outbound Conference, talks to us about winning clients and excelling in situations by being persistent.   Earning a chance to meet with someone and potentially compete for their business isn't always how talented or smart you are, but about your ability to never give up. Learn more about your ad choices. Visit megaphone.fm/adchoices

Persevering is about the long game.   When you’re trying to break into a new account, they don’t necessarily want to talk to you because they don’t know who you are, but you know you can help them.  Unless you’re persistent you will get get stopped in your tracks. On this episode I had some time with Mark Hunter - Author of High Profit Selling and HIgh Profit Prospecting, President of The Sales Hunter, and one of the original co-founders of the Outbound Conference - to discuss how we and the people around us contribute to the ability to persevere. Sales it not a solo activity; it’s a team sport.  And if we play on a team, it’s amazing how much better we’ll be. Learn more about your ad choices. Visit megaphone.fm/adchoices

Christie is back from the Outbound Conference in Atlanta and has a LOT to share on this Monday Musing. Salespeople everywhere are being inundated with strategies and advice about advancing their online and social sales presence. But if you lose sight of the basics of connecting you could end up with a false sense of reach and very little reputation. Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information. Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. Want more from Jeff and Christie? We have a newsletter!

Freshly energized from the sold out Outbound Conference, Larry Levine shares his top five takeaways from speakers like Jeb Blount, Mike Weinberg, and Anthony Iannarino. Here are the top 5 takeaways:Pipe is Life!Don't OvercomplicateRecognize the Importance of StoryBuild a Model Sales WeekSocial is Jet Fuel for OutboundAlso, check out Larry's newest special report: How Sales Teams Can Integrate Social To Grow Net-New Revenue.

Freshly energized from the sold out Outbound Conference, Larry Levine shares his top five takeaways from speakers like Jeb Blount, Mike Weinberg, and Anthony Iannarino. Here are the top 5 takeaways: Pipe is Life! Don't Overcomplicate Recognize the Importance of Story Build a Model Sales Week Social is Jet Fuel for Outbound Also, check out Larry's newest special report: How Sales Teams Can Integrate Social To Grow Net-New Revenue.

Freshly energized from the sold-out Outbound Conference, Larry Levine shares his top five takeaways from speakers like Jeb Blount, Mike Weinberg, and Anthony Iannarino. Here are the top 5 takeaways: Pipe is Life! Don't Overcomplicate Recognize the Importance of Story Build a Model Sales Week Social is Jet Fuel for Outbound Also, check out Larry's newest special report: How Sales Teams Can Integrate Social To Grow Net-New Revenue.

Nothing Brings About Success Like Walking Through The Right DoorsThose close to me, who know the real me, know I have no problem asking for help. Asking for help is not a sign of weakness. It is an opportunity to expand your horizons. I'm flabbergasted by the amount of people who simply fail to ask for help.I've made it my mission to educate, engage and excite all those inside the sales world. Sales leaders and their sales teams must stand up, unite and transform how they go to market in a world full of sales sameness.I believe every single sales rep must articulate a strong value proposition and tailor them to different stakeholders. They must be able to devote a tremendous amount of effort to understanding the customer, their needs, their wants, their issues; packaging all of this up by focusing on adding value every step of the way.I spent 27 years inside an extremely old school sales channel, laggard in nature and slow to adopt to modern ways of growing business; the copier channel. I've directed many pointed blogs at the industry such as, Sales Transformation... The Key To Success As A Copier Sales Rep I speak loudly to how copier sales reps must transform themselves. They must take it upon themselves to innovative inside a very slow to adapt sales channel.I now direct this same message to every sales channel out there... How are you innovating? How are you adapting to what is happening around you? What's standing in your way?EVOLVE OR FACE THE CONSEQUENCESIn life, shit happens! The spring of 2015, I found myself in a position where life took a massive turn. We all face challenging times in life. We can either let it consume us as we fade into a downward life spiral or we can use it as a launching pad to reinvent, reinvigorate and reignite passion; a passion to challenge ones mindset and skill set to start something new.A special shout out to my close friend and mentor who started his journey at the same time Scott MacGregor, at SomethingNew.I've had the fortunate experience of meeting many amazing people throughout my lifetime. A special thank you to my dear friend, Darrell Amy. Without a doubt, the most genuine, authentic and caring individuals I know. His belief in me and more importantly his ability to push me out of my comfort zone has changed me for the better, and I am forever grateful!THE LAUNCH OF SOMETHING SPECIALEvolve or perish! Two words being thrown at sales reps all over the world. Evolve to me means trying something new, adapting and adopting; constantly being on the look out to improve everything about what you do.With the heartfelt support of Darrell Amy, my business baby was launched to the sales world! The Social Sales Academy is fully committed to helping B2B sales teams integrate social into their sales process to ignite and fuel sales growth. We want you to get results. We're passionate about doing this the right way, the genuine way, the authentic way! Straight from the heart!ARE YOU CREATING VISIBILITY"How do you expect to get noticed in a marketplace when nobody knows you exist?"In a highly digitally business world, how do sales people get noticed? How do they rise above all others to stand out?You have to be willing to put yourself out there. Integrating social is jet fuel to anybody in sales who uses it in conjunction with every other prospecting strategy. I threw myself out into the marketplace to get noticed. Combining a strict work ethic, I leveraged outbound strategies coupled with a commitment to social and marketed what I was all about inside the sales channel I grew up in, the copier channel.I pounded the phone. I drove emails. I spoke at industry events. I wrote articles in industry magazines. I started blogging. I leveraged every single business development tool available to get noticed. I made this a non-negotiable deal. In the span of two years, I've written over 135 blogs, over 40 published articles and have spoken at events all over the United States, Canada and Australia.I've worked with sales leaders and their teams throughout the United States, Australia and Canada. I've infused excitement and proof that social integrated into the sales process does work. I like to consider myself the biggest excuse remover out there!I'm in the process of publishing my first book, Selling From The Heart... How Your Authentic Self Sells You (to be released by the summer of 2018).I share this with all of you as you all have the capability of making this happen. We've all been giving the same sets of tools to use, it's how we choose to use them. The commitment I made to myself matters the most. My personal goal and commitment... I want to make a difference by helping sales people become the sales professionals I know they can become.SELLING FROM THE HEART PODCAST AND JEB BLOUNTApril of 2017, the Selling From The Heart Podcast was born. This was another avenue for Darrell Amy and I to get our message out to the sales world. Our podcast is all about being genuine, being real, being authentic and speaking from the heart as we help the sales community all over the world.The guests that come onto our podcast share our same mission and are advocates in selling from the heart.It was this podcast episode that changed my world... Jeb Blount, CEO of Sales Gravy. As the author of Sales EQ, Jeb shared his research about curiosity as a core sales skill on our podcast. Here's where it takes a turn... later that same evening I hear my cell phone ringing, looking at it and not recognizing the number I almost didn't answer but I did."Hey Larry, it's Jeb... Just wanted to call to say thank you again for having me on the podcast". I'm saying to myself, "Wholly crap!" For the next hour and a half we had a phenomenal conversation. The turning point in the conversation came when Jeb mentions to me that in April of 2018 he along with Mark Hunter, Mike Weinberg and Anthony Iannarinoare putting on the Outbound Conference. Jeb mentions, I've been following what you've been doing, what you've been writing about and I like what you stand for; would you like to share your story, your journey and how you have tied outbound with social strategies to get to where you are and speak at Outbound? Oh my freaking bleep, bleep, bleep, "Hell yeah Jeb I would be honored!"Let me tell you this ... If you never put yourself out there, how do you plan on getting noticed? How do you plan on attracting new sales opportunities? How do you plan on rising above all others, your competitors? Become comfortable with who you are. Share the real you and not some facade in hopes this impresses others to help you get noticed. The path I chose and carved out for myself has be done my way! The authentic way! The genuine way! The human way by staying real and being real by saying things that need to be said.People will see, smell and sense B.S. a mile away! If you can't be the real you then who are you?MY STORY, MY WAY, THE WAY I KNOW HOWI share this with you all for one reason and one reason only - you all have the ability to change your lives. It is believing in yourself, staying true to yourself and not allowing the voices of others take you down.We all have stories to tell. We all have a voice and the message needs to be told our way, your way; your unique way as you help to change the lives of those around you.I encourage every sales leaders and every sales professional to create a plan. This plan revolves around and encompasses leveraging every single business development tool available to help you get noticed in crowded marketplace. Think of your clients, your future clients, your network, your inner circle and your fellow teammates... How can you help them become better versions of themselves? How can you help them all in doing better business?I know you have it in you. If a 53 year old guy can reinvent and repackage himself then I trust you can do it. Trust me it will change your life! I'm having the time of my life. I wish the same for you.I hope this inspires you to take action. You owe it yourself, your career and your family!I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.You can find more advanced training material inside the Social Sales Academy website.I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.

How many of us keep track of calls and personas using a process that feels way too complex and doesn’t deliver the desired results? Today we’re joined by Anthony Iannarino, international speaker, sales leader, and best-selling author. His new book, The Only Sales Guide You’ll Ever Need, is an absolute must-read for anyone who wants to sell more and sell better. In this episode we’re talking all about the dangers of automating your sales process, and the research and science that backs up Anthony’s methods for creating an effective and lucrative sales process. Episode Highlights: Understanding sales by using the OODA Loop Why successful prospectors have the mindset of a competitor When asking for a referral goes wrong: Why we can’t rely on technology to do our work for us “Automation is marketing, not selling”: Why you can’t automate intimacy Creating value for multiple personas Getting into an efficient sales rhythm Resources: The Only Sales Guide You’ll Ever Need by Anthony Iannarino Boyd by Robert Coram Robin Dunbar’s Research Check out Anthony’s website for daily blogs and his YouTube channel for daily videos Want to see Anthony speak? Follow his schedule with Outbound Conference