Podcasts about sales evangelist

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

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

In this episode of Grow a Small Business, host Troy Trewin interviews Jason Kramer from Cultivate discusses his entrepreneurial journey, starting with a graphic design business before founding his current CRM strategy consultancy. He highlights the impressive growth of Cultivate, averaging 15 to 30% annually and expanding his team. Jason shares valuable insights into CRM strategy for nurturing leads and demonstrating marketing ROI, emphasising the importance of understanding your target audience. He also offers advice on key aspects of business growth, including hiring, the significance of work-life balance, and lessons learned from his experiences. Jason also touches upon the importance of good financial management and the "Profit First" methodology.   Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice.   And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? According to Jason Kramer, the hardest things in growing a small business are finding quality people who are reliable, dependable experts with good communication skills. He also notes that juggling all the different aspects of the business can be difficult for some, though less so for him due to his organised approach. Reflecting on his early days, Jason would advise himself to seek out those who have experience and made mistakes to learn from them and accelerate success. What's your favorite business book that has helped you the most? Jason Kramer's favourite business book is "Profit First" by Mike Michalowicz. He states that this book has significantly impacted how they manage cash flow in their business using a system of multiple bank accounts. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Jason Kramer recommends Donald C Kelly's podcast, "The Sales Evangelist", for valuable techniques and ideas. He also finds Jeff Blanto's "Sales Gravy" sometimes interesting. Additionally, Jason's company, Cultivate, offers "Profit Path", a tool with coaching and ebooks for tracking leads and marketing ROI. The "Grow Small Business Podcast" itself, hosted by Troy Trewin, who interviewed Jason, is also a relevant resource, with a past episode featuring Mike Michalowicz, author of "Profit First". What tool or resource would you recommend to grow a small business? Jason Kramer recommends The Sales Evangelist podcast by Donald C. Kelly for practical, actionable sales techniques and Sales Gravy by Jeb Blount for insightful tips on business and selling. He also highlights the importance of mixing in some non-business content for balance, like Conan O'Brien's podcast, which he enjoys for its humor and engaging interviews​. What advice would you give yourself on day one of starting out in business? Jason Kramer's advice to his day-one self would be: “It's going to be a hell of a ride, unexpected but worth it.” He emphasizes the importance of learning from those who've gone before — seeking out people who've made mistakes and grown from them, so you can fast-track your own success by avoiding common pitfalls​. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.   Quotable quotes from our special Grow A Small Business podcast guest: When uncertain, seek out those who have walked the path before, learned from their mistakes, and use their experiences to accelerate your journey to success – Jason Kramer Technology alone doesn't solve problems; having the right people in place is key to effectively addressing those challenges  – Jason Kramer I believe it begins with understanding who you're helping and the problems they face – Jason Kramer  

Are you struggling to scale your SaaS business while keeping your sales process human? In this episode of SaaS Fuel, host Jeff Mains sits down with Donald Kelly, sales expert and host of The Sales Evangelist podcast, to discuss how authentic engagement can drive more sales than automation alone.Donald shares key insights on:✅ The biggest mistake SaaS founders make when selling ✅ How to balance founder-led sales with product-led growth ✅ The future of B2B sales in the AI era ✅ Practical sales strategies that actually workIf you're tired of spammy outreach and want to build real relationships that lead to more deals, this episode is for you!Key Takeaways01:16 - Why automation isn't always the answer04:44 - Welcome Donald Kelly, sales expert & author09:44 - Overcoming mental blocks in sales growth13:28 - Founder-led sales vs. product-led growth18:40 - The key lesson from Sell It Like a Mango22:42 - The future of AI in sales outreach29:31 - The right way to use LinkedIn for sales41:23 - Personalization in sales without losing scale44:56 - Follow-up strategies that actually work48:52 - The future of B2B sales in the next 3-5 years51:21 - Closing thoughts & where to find Donald KellyTweetable Quotes"Automation might get your foot in the door, but authenticity is what closes deals." – Jeff Mains"SaaS founders often struggle balancing sales and growth—success comes from knowing when to step back and let systems take over." – Donald Kelly"Multi-channel engagement isn't optional anymore. If you're only using one platform for sales, you're leaving money on the table." – Jeff Mains"The best way to follow up? Stop asking ‘just checking in' and start adding value instead." – Donald Kelly"AI can help automate tasks, but relationships? Those should never be automated." – Jeff Mains"In the next five years, sales teams that master the human side of selling will have the ultimate edge over AI-driven outreach." – Donald KellySaaS Leadership LessonsAuthenticity Wins Over Automation – AI tools can help with outreach, but human connection is what ultimately builds trust and closes deals.Balance Founder-Led Sales with Product-Led Growth – Founders should transition from direct selling to creating a scalable sales system without losing momentum.Multi-Channel Engagement Matters – Relying on one platform for outreach is a mistake. Successful sales strategies blend LinkedIn, email, and even text.Personalization is Key – Real personalization (not AI-generated fluff) leads to meaningful conversations and better conversion rates.Follow-Ups Should Be Strategic – Instead of generic check-ins, offer value in your follow-ups by sharing relevant insights or content.The Future of Sales is Hybrid – AI will enhance sales processes, but businesses that prioritize human relationships will have the competitive edge.Guest ResourcesEmail - donald@thesalesevangelist.comWebsite - https://thesalesevangelist.com/Facebook - https://www.facebook.com/groups/448729615281826Linkedin - https://www.linkedin.com/in/donaldckelly/Instagram -

I'm so excited to share this special 20 min episode stack as a highlight with a powerful message. I'm publishing this curation to help you make the most of your time. The episode features segments from the episode 052, 053, & 054 featuring Donald Kelly and the following Aftercast & Solocast. https://richie.libsyn.com/donald-kelly-the-sales-evangelist ====== Richie Norton interviews Donald Kelly the Sales Evangelist. Donald Kelly helps sales professionals and entrepreneurs find more prospects, build stronger value, and close more deals. Donald has code that could turn any under-performing organization into a selling machine. In addition to training sales professionals in workshops, online courses, and keynote presentations, Donald is the host of a popular sales podcast called “The Sales Evangelist”. With listeners in over 155 countries and over 2.6 Million+ all-time downloads. The podcast has received recognition from publications such as Entrepreneur Magazine, Inc Magazine, Forbes, HubSpot, The Huffington Post, and the South Florida Business Journal. Donald's mission is to evangelize the method of effective selling and motivate sellers of all levels to DO BIG THINGS! Discover how to "gain the confidence in your ability to truly run a world class business." Also, Donald shares info about his upcoming book on how to sell "like a mango." Grab free sales evangelist resources here:  https://thesalesevangelist.com/ Continue the conversation here: RICHIE NORTON SHOW COMMUNITY: https://www.facebook.com/groups/richiepodcast RICHIE NORTON SHOW NOTES AND RESOURCES: http://www.richienorton.com/ RICHIE NORTON SOCIAL: INSTAGRAM: https://www.instagram.com/richie_norton LINKEDIN: http://www.linkedin.com/in/richardnorton FB: https://www.facebook.com/richienorton TWITTER: http://www.twitter.com/richienorton

I'm sad to say that the Int-HER-rupt Podcast is coming to an end. I know, I know—it's been a good run, and I've learned a lot from being the host of this podcast. In this episode, I'm going to share the biggest lessons I've learned from hosting Int-HER-rupt. Also, if you'd still like to hear my lovely voice, head on over to the Nourify and Beautify Podcast.  It's a new show where I co-host with Nour Abochama, diving into the secrets behind your favorite beauty products. Learn more about it in the resource section.  Sunsetting the Int-HER-rupt Podcast After four years and 200 episodes, you'd think I'd keep going with the podcast. Of course, I'd love to, but I'm experiencing an "IntHERruption" in my own career. Even though we're saying goodbye to the podcast, that doesn't mean it won't still be available. You can always go back and listen to the episodes whenever you like. The Value of Interruptions You may feel like interruptions are the worst things that can happen, but it's better to see them as something positive.  View the interruptions in your life as opportunities for growth and learning.   Those random bad moments can also be unexpected blessings in disguise. Life Lessons from Leading Women One of the biggest lessons I've learned from this podcast is that you must always know how to speak up for yourself.   You are your strongest advocate. No one will take care of you better than you. Use your voice to empower yourself and become an effective leader.   Shoutout to TSE Studios I have to thank the TSE Studios team for their wonderful help in creating and producing this podcast.   A special shoutout goes to Donald Kelly for his mentorship, and I'd like to acknowledge Shana, Nancy, and Priya for their contributions.   If you'd like to learn more about TSE Studios, click the link in the resources section.   “Sometimes, interruptions are the best blessings just around the corner. It all depends on our perspective, how we view them, and how we move forward.” - Linda Yates. Resources Nourify and Beautify Podcast TSE Studios If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

Donald Kelly is the Founder and CEO of the Sales Evangelist. For a decade he has been helping salespeople and sales leaders find success in ways that have turned heads in every market condition. He's a been a top LinkedIn voice in Sales for years, been a Salesforce Top Sales Influencer for the last 3 years, and is an expert in making Outbound sales consistent and predictable while creating customer experiences prospects appreciate. Today Donald Rejoins the podcast to talk about how outbound sales has changed…and why every sales leader needs to change along with it. You can connect with Donald on LinkedIn here. (https://www.linkedin.com/in/donaldckelly/) You can find more of Donald's resources here. (https://thesalesevangelist.com/) You can check out Donald's podcast, the Sales Evangelist Podcast here. (https://thesalesevangelist.com/the-sales-evangelist-podcast/) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.patreon.com/SalesLeadershipUnited)

Do you ever feel like you're being overly nice to your co-workers? While this may make them see you more as a friend than a leader, it can also lead to workplace conflicts. On the flip side, coming off too harsh can create its own set of challenges. So how do you find the right balance between authenticity and authority to guide your team to success? In this episode, I sit down with Jaime Russ, founder of Lynn, to discuss her valuable leadership insights and strategies. Discover how to find the right balance and drive your team toward success.  Meet Jamie Russ  Jamie Russ comes with over 20 years of experience in the field of data analytics and system integrations.  Her expertise lies in converting complex data into actionable insights, helping businesses make informed decisions that lead to sustainable growth.  She started her professional journey in data analytics, eventually transitioning into roles like project management and Six Sigma within corporate America.  Jamie now focuses entirely on assisting small and mid-sized enterprises, applying corporate structures to augment growth and enhance efficiency. Authenticity and Authority in Leadership  Jamie shares how leaders can act for the greater good, emphasizing that authenticity includes thorough research and honest communication.  She also discusses how leaders can build trust through authentic actions. Empathy and Communication in Leadership  Jamie highlights the significance of empathy and compassion in professional settings, explaining how leaders can be both direct and caring.  According to Jamie, the misconception that leaders cannot be vulnerable needs to be challenged.  She emphasizes that leaders must own their mistakes and communicate clearly to foster a healthy work environment. "Trying to really understand what you're about, but not just what you're about and what you're here for, but also how you're perceived is a huge thing." - Jaime Russ. Resources Jaime Russ on LinkedIn  Jaime Russ on Instagram  If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

Having a well-defined plan is essential for achieving your goals. However, in today's complex workplace, setting realistic long-term goals can be challenging. In this episode, I sit down with human resource expert Susan Chaplin to discuss how to develop strategic leadership skills. Tune in to gain valuable insights from her expertise! Susan Chaplin's Background Susan is a seasoned HR executive with over 20 years of experience in retail, healthcare, and customer service.  Starting from her initial work with Best Buy, Susan has navigated through various roles and industries, each shaping her strategic acumen. Her transition from retail to the healthcare sector highlights her commitment to continuous learning and growth. Defining Strategic Leadership Susan believes strategic leadership involves understanding your environment and team. She advocates for thorough analysis, such as SWOT assessments, to gain a nuanced perspective of strengths, weaknesses, opportunities, and threats.  This analytical approach ensures that leaders are proactive and sustainable business growth. Building a Strategic Mindset Susan shares how new leaders can create a strategic mindset: Learn from Mistakes: Use errors as learning opportunities.  Understand Your Team: Know what drives your team to maintain balance and productivity. Engage in Continuous Learning: Stay updated with external factors like AI developments, economic shifts, and generational dynamics. The Importance of Emotional Intelligence Susan believes in bringing one's whole self to work, fostering a genuine and authentic work environment.  By recognizing and adapting to the emotional needs of the team, leaders can create a supportive and motivating atmosphere.  "And then these generational gaps where you've got what are considered boomers versus millennials, Gen Xers, truly understanding how all of those things play together and have an impact on your business." - Susan Chaplin. Resources Susan Chaplin on LinkedIn If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher.  Audio created by Ryan Rasmussen Productions. 

As a leader, you have the opportunity to support individuals from various backgrounds. Flexibility and understanding are key to guiding your team through their challenges. In this episode, I sit down with Dr. Morgan Bell, Assistant Professor of Marketing at BYU's Marriott School of Business, to discuss why flexibility is essential for effective leadership. Tune in to learn how being adaptable can help you foster a supportive environment, empower your team, and enhance both personal and professional growth. Dr. Morgan Bale's Background Dr. Bale is an assistant professor of marketing at BYU's Marriott School of Business with a PhD in marketing from Drexel University. Her research specializes in causal inference techniques and Bayesian statistics, focusing on brand equity, retail, media, and customer loyalty. A mother of two, she balances her academic career with family life and enjoys time at the beach. Importance of Flexibility in Leadership Dr. Bale explains how flexible leadership provides opportunities for success.  Strict and inflexible rules can often limit success, affecting individuals who balance multiple responsibilities.  She highlights how her own academic journey would have been nearly impossible without the flexible support of her advisor. Leadership Tips on Building Flexibility Dr. Bale shares valuable advice on how leaders can cultivate flexibility: Meditation: She discusses how calming the mind prepares you to handle unexpected situations without being overwhelmed. Proactive Planning: Building flexibility into your schedule allows you to accept life's unpredictability better. Clear Communication: Discuss your policies with your team members so they can understand your expectations. Drawbacks on Being Too Flexible Being too flexible can lead to inconsistencies in the application of rules and policies. This can create a perception of unfairness and favoritism among team members. Also, too much flexibility can hinder progress by allowing deadlines to become fluid. Team members may take projects less seriously and undermine the urgency to meet commitments. Balancing flexibility allows leaders to enforce necessary boundaries that create efficiency and effectiveness for the team. “The flexibility in leadership allows more people to succeed. When you have strict rules and people from different backgrounds, only a select few are going to succeed.” - Dr. Morgan Bale. Resources Dr. Bale's email: morgan.bale@drexel.edu  If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

In this episode, I dive deep into a conversation with Charlotte Leonard. With over 35 years of experience in healthcare, Charlotte discusses her journey from a leadership role to becoming a franchise owner. Tune in to hear her insights and lessons learned along the way. Charlotte's Career Journey Started as an admission assistant in a nursing home in 1986. Rose to the position of Regional Director, overseeing multiple locations. Transitioned to semi-retirement and new challenges as a franchise owner of a vitamin therapy spot opening in October. Leadership Lessons Within the episode, Charlotte shares several leadership lessons she learned from her journey. Here's two of them: Trusting Your Team: Emphasizes the importance of trusting team members to do what they've been hired for. Allowing room for mistakes while providing support is key to growth and success. Adding Value as a Leader: As a Regional Director, Charlotte focused on supporting administrators to ensure their success, which in turn reflected her own success. Developing Self-Awareness as a Leader She shares different ways leaders can develop self-awareness: Listen to Feedback: Understanding what others need from you is crucial. Have a Mentor or Board of Advisors: Regularly seek feedback on how you show up as a leader. Continuous Learning: Constantly be a student of leadership, taking courses, reading, and self-assessing to improve. "Change happens sometimes to you instead of you making the change."​ - Charlotte Leonard. Resources  Charlotte Leonard on LinkedIn The DRIPBar Royal Palm Beach  If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher.  Audio created by Ryan Rasmussen Productions. 

Steering a company during economic downturns or simply adapting to everyday workplace challenges, resilience often makes the difference between thriving and merely surviving. This is why it is one of the most crucial traits a leader can possess. In this episode, I had the pleasure of sitting down with Dr. Rosina Racioppi, President and CEO of Women Unlimited, Inc., on fostering resilience as a leader. Join us as we explore Rosina's compelling journey of leadership, her invaluable tips on building resilience, and how you can harness this vital trait to propel your career and organization to new heights.  Introduction to Rosina Racioppi Rosina Racioppi heads Women Unlimited, Inc., where she spearheads initiatives to help organizations across various industries develop high-potential women leaders.  Her efforts have been instrumental in building a diverse and talented leadership pipeline that contributes to the growth and profitability of Fortune 1000 companies.  With a professional background in HR spanning across sectors like insurance, manufacturing, and chemicals, Rosina brings a wealth of knowledge to the discussion. What is Resiliency? According to Rosina, resiliency involves maintaining your footing during times of great change or upheaval.  Using COVID-19 as a reference point, she highlights how both companies and individuals demonstrated resilience through prolonged ambiguity.  Key to resilience is not letting failures stop us but rather letting them inform and strengthen us. Tips on Building Resiliency Rosina offers invaluable advice on fostering resiliency: Use Failure as a Learning Tool: Reflect on what went wrong, without placing blame, to foster a culture of learning. Reflection and Feedback: Regular reflection on projects and seeking feedback from managers and peers can build the muscle of introspection and improvement. Building Relationships: Maintain a network of colleagues who can offer perspectives and support. These relationships can be vital in managing through challenging times. Creating a Culture of Resilience As a leader, instilling resilience within your team requires creating an environment where failure is used as a learning opportunity and ongoing reflection is encouraged.  Leaders should nurture a collaborative culture that values diverse ideas and supports team members in both successful and challenging times. "You don't want to pursue a job just because you can do it. You want to pursue something because at the end of the day, you're excited about the kind of work that you do when you're using those skills." - Rosina Racioppi. Resources Women Unlimited  If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

As a leader you want your team to be filled with go getters who are ready to accomplish all tasks by the end of the day. But you also want a team of people who enjoy their work, strive to do their best, and actually care about helping others.  In this episode I chat with the dynamic and energetic Claudine Pohl, the CEO of LemonEight. She joins us to share her incredible journey and insights on how to build a team of passionate people. Claudine Pohl: A Journey of Resilience and Passion Claudine Pohl, founder and CEO of LemonEight, has a compelling background that combines business acumen with a passion for tourism. Raised in El Salvador during political turmoil, she faced significant personal challenges, including the assassination of her politician father and surviving a bomb attack meant for her mother. Claudine immigrated to Canada at nine, where she was raised by her mother and stepfather. Her love for tourism led her to study international business, starting her career in sales and training with companies like IBM. In 2020, after losing her job due to the pandemic, Claudine founded LemonEight, a training center for the cruise industry. Finding and Nurturing Passionate Team Members Claudine shares her insights on how to attract and build a team of passionate individuals. She emphasizes the importance of listening to potential team members and tapping into their interests and motivations.  Claudine explains how asking the right questions and providing opportunities for exploration can help leaders identify and nurture passion within their teams. Giving Back: A Core Value One of the standout aspects of Claudine's leadership is her commitment to giving back. From working pro bono with organizations like the American Caribbean Maritime Foundation to leaving a financial impact in the destinations they work with, Lemonade is about more than just business.  Claudine's focus on creating personal and financial impacts in the communities they touch is a core part of her company's values. “But through that, you realize what is important. You realize you could have all the money in the world, but it won't mean anything if you're not here." - Claudine Pohl. Resources Claudine Pohl on LinkedIn Claudine Pohl on Instagram LemonEight If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher.  Audio created by Ryan Rasmussen Productions. 

In a recent episode of the Sales Leadership Show, host Phil Gerbyshak sat down with Donald C. Kelly, founder of TSE Sales Training, author of Sell It Like a Mango, and host of The Sales Evangelist podcast. The episode, titled "Enabling Sales," delved into the nuances of effective sales leadership and how leaders can create environments where their teams thrive. Donald shared his journey, key lessons from both good and bad leadership experiences, and practical advice on how to stand out in a crowded sales landscape.Learning from Good and Bad LeadersDonald C. Kelly begins the conversation by sharing a piece of advice that has stuck with him throughout his career: "Look at the good leaders that you had, look at the bad leaders that you had, and you can learn from both of them." This simple yet profound idea underscores the importance of observing and learning from all experiences, both positive and negative.Donald recounts an early experience with a bad leader who projected her anger and personal frustrations onto her team. This leader's inability to separate her personal issues from her professional responsibilities created a toxic work environment, leading to poor team performance and high turnover. Reflecting on this, Donald notes, "You're not going to stand up towards that level of performance if you feel that you're not cared for or your efforts don't matter.""You're not going to stand up towards that level of performance if you feel that you're not cared for or your efforts don't matter."On the flip side, Donald highlights the impact of good leadership. Great leaders, he explains, are those who have "been through the jungle before," know the path, and understand the process. They provide guidance, support, and patience, helping their teams navigate challenges with confidence."Great leaders know the path, they have a system, and they encourage and guide you through it with patience."The Importance of Process and PatienceA significant portion of the discussion centers around the idea that effective sales leadership is not just about pushing for results but about guiding the team through a proven process. Donald compares sales leadership to leading a group through a dense jungle. The leader's job is to cut through the brush, find the best paths, and ensure the team stays on course. He emphasizes that different team members may progress at different speeds, and a great leader recognizes this and remains patient."A leader who doesn't understand the process and gets impatient can create an unsuccessful environment," Donald warns. This is the crux of enabling sales: creating an environment where every team member, regardless of their pace, feels supported and knows that if they follow the process, they will eventually succeed."A leader who doesn't understand the process and gets impatient can create an unsuccessful environment."Standing Out in Sales: Sell It Like a MangoPhil and Donald also explore the concepts in Donald's book, Sell It Like a Mango. The title draws from Donald's childhood experience of selling mangoes in Jamaica, where he learned that success in sales often comes down to how you position yourself, not just the quality of the product.Donald shares a vivid memory of trying to sell mangoes from his front yard, only to find that he couldn't sell a single one. The lesson? It wasn't the mangoes that were the problem; it was the approach. "The mango that I had was the same exact mango that was probably the one downtown," he explains. The difference was in how and where he sold them. This experience taught Donald that in sales, it's often the seller, not the product, that makes the difference."It's often the seller, not the product, that makes the difference."This principle applies to B2B sales as well. Donald emphasizes the importance of creativity, positioning, and understanding your audience. He advises salespeople to "sell it in a creative way, sell it in a unique way, stand out from the others." By doing so, salespeople can differentiate themselves in a crowded market.Practical Tips for Sales SuccessThroughout the conversation, Donald offers a variety of practical tips for sales professionals looking to stand out and enable their own success:* Do the Opposite of What Everyone Else is Doing: Donald encourages salespeople to find creative ways to differentiate themselves. Whether it's through personalized LinkedIn engagement, sending recap emails, or using video messages, small, thoughtful actions can make a big difference.* Respect Time and Be Prepared: Being punctual and sending agendas before meetings are small but impactful ways to show respect for your client's time and stand out as a professional.* Leverage LinkedIn: Donald is a big proponent of using LinkedIn not just as a networking tool but as a platform for educating potential clients. He suggests posting relevant content regularly to establish authority and build connections with your ideal customer profile (ICP).* Engage in Genuine Conversations: Whether on LinkedIn or in person, genuine engagement is key. Donald advises salespeople to focus on building real connections rather than just trying to sell.* Be Patient and Trust the Process: Finally, Donald reiterates the importance of patience in the sales process. "If you continue to do the system, you're going to get to the end goal," he assures. Great leaders understand this and create an environment where their team can thrive at their own pace.Conclusion: Be an Educator, Not Just a SellerAs the episode wraps up, Phil and Donald discuss the importance of being an educator in sales. With 44% of executives discovering new products through social media, there is a huge opportunity for salespeople to stand out by providing valuable, educational content rather than just pushing for a sale.Donald sums it up perfectly: "Be an educator, not a seller." This approach not only builds trust but also positions the salesperson as an authority in their field, making it easier to build relationships and close deals."Be an educator, not a seller."For those looking to dive deeper into Donald's insights, his book Sell It Like a Mango and his podcast The Sales Evangelist offer a wealth of knowledge for anyone in sales, whether you're just starting out or looking to take your skills to the next level. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

Are you a leader who multitasks at different levels within the company? Letting others do their tasks can be hard when you know how things should be done.  This is called micromanagement, and even though you might mean well, you're really doing a disservice to your employees when you take over their tasks. Listen to this episode with my guest, Dana Mullins, on how to stop micromanaging as a leader and what to do instead to help your employees grow.  Dana's Leadership Journey Dana has always been drawn to leadership roles, starting from high school. She found her passion in human resources and had mentors who helped her grow. Over 25 years, Dana has grown with PenAir Credit Union from a department manager to a C-suite executive. Defining Micromanagement Micromanaging is the inability to let go of tasks and responsibilities delegated to others. It often stems from a leader's comfort zone and desire to ensure things are done their way. Micromanaging frustrates employees, stifles growth, and ultimately harms the leader's own performance. Advice for Those Being Micromanaged Take a step back and ask why it's happening; is it a trust issue or something you're doing? Have an honest, direct conversation with your leader about what you can do to build trust and show your capabilities. Correct any mistakes or shortcomings on your end to demonstrate your worthiness of trust. Tips for Leaders to Avoid Micromanaging Look inside yourself and identify the reasons behind your micromanaging behavior. Get out of your comfort zone and focus on your own responsibilities at your current level. Trust that you have the right people around you to handle the tasks you've delegated. Staying Motivated as a Leader Find something you're passionate about, whether it's your profession, hobbies, or volunteer work. Create a routine around the things you enjoy and stick to it. When life throws curveballs, allow yourself to grieve, then find a way to incorporate changes into your routine and maintain a forward focus. “I relate this to whenever someone gets their first supervisor or their first leadership role, usually, they have come from a doer. They're comfortable with it and enjoy it, but now they've taken on different responsibilities. But because maybe that's uncomfortable, you're learning how to navigate that. You want to return to your comfort zone and keep your hand in that, even though you've now turned that over to someone else.” - Dana Mullins. Resources Dana Mullins on LinkedIn If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

Leaders who actively recognize and embrace gender diversity can foster innovation, enhance decision-making, and boost financial performance within their organizations. However, this factor is often overlooked in leadership positions.  In this insightful episode, I engage in a delightful conversation with Kate Suslava, an associate professor of accounting at Bucknell University, to delve into the intricate dynamics of leadership through the lens of gender differences. Tune in to discover how you can be part of the solution and help create a more equitable and prosperous future for all. Meet Kate Suslava Kate Suslava has a unique background that blends linguistics and accounting. Originally from Belarus, she initially studied linguistics at Minsk State Linguistic University, where she learned English, Italian, and Polish, with aspirations of becoming a translator.  After moving to the United States, she shifted her focus to accounting, earning an MBA and later a PhD from Rutgers University.  Her diverse educational and professional experiences now inform her research on executives' verbal patterns in corporate disclosures and communications with investors. The Gender Gap in Leadership Roles Kate highlights the stark contrast between the number of women hired at entry-level positions in accounting firms and the lack of gender parity in upper echelons of leadership.  She notes that despite the benefits of gender diversity in decision-making and company performance, women only make up around 11-12% of CFO positions and an even smaller percentage of CEO roles in publicly traded companies. Gender Differences in Communication One key difference Kate has observed is how men and women communicate in the workplace.  Her research shows that men speak more than women in business meetings. She emphasizes the importance of leaders creating an inclusive environment where everyone's voice is heard, regardless of gender or communication style. Acknowledging Biases and Promoting Inclusivity To address gender differences, Kate suggests that leaders first acknowledge the existence of biases.  She recommends investing in training to make people aware of these biases, especially regarding hiring and promotions.  Additionally, leaders should strive to create diverse teams and consider the needs of all employees when planning team-building activities. The Benefits of Gender Diversity Kate emphasizes the importance of being open to the opposite gender, as diversity brings numerous benefits to the workplace.  She provides an example from her research on financial analysts: Women excel at writing clear and readable reports, while men tend to include more quantitative information.  By working together, they can produce better work products than teams consisting of only one gender. “No matter what gender or who you are, everybody's voices should be heard. Unfortunately, in meetings, the voices that are heard are often heard by loud and aggressive people.” - Kate Suslava.  Resources Bucknell University  Kate Suslava on LinkedIn  If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

In today's rapidly evolving workplace, employees crave more than just a paycheck. They seek purpose, growth opportunities, and recognition for their unique contributions. How do you ensure that each individual's efforts are acknowledged in a way that resonates with them personally? In this episode, I discuss this topic with Marty Bryson, an experienced HR professional and Benefits Manager at Chapters Healthcare. Learn how she creates tailored reward systems that recognize employee achievements and foster an environment of continuous learning and personal development. Marty's Career Journey Marty Bryson has built an extensive career as an HR practitioner with over 25 years of experience, primarily focusing on helping employees navigate their benefits.  Currently, she serves as the Benefits Manager for Chapters Health and is the President of the HR Florida State Council, continuing her mission of improving employee welfare and education opportunities. When to Reward Employees Many leaders wonder how often they should reward their employees.  Marty explains that recognizing small achievements can have a significant impact.  This recognition shows employees that their efforts are noticed, which can be motivating, especially during challenging times. The Importance of Individualized Rewards Marty highlights the significance of personalized rewards. She states emerging professionals often seek mentors and education opportunities, while seasoned employees might want bigger projects and continuous learning opportunities.  Lifelong learning is a substantial intrinsic reward that companies can offer their employees. Types of Reward Systems There are both tangible and intangible reward systems.  While fair pay and robust benefits are fundamental expectations, intangible rewards like thank-you notes and public recognition can be more impactful.  Marty suggests options ranging from using a dedicated module in an HR system to simple bulletin boards for kudos. Personal Reward Stories Marty shares a touching story about receiving handwritten notes from conference attendees and team members, recognizing her impact.  I follow with my own story of a treasured plaque from a historic hotel, emphasizing that rewards don't need to be expensive but should reflect genuine appreciation. “Someone who is maybe more seasoned in their career journey wants bigger projects. They also want education opportunities. Most adults these days are lifelong learners, and given the opportunity to learn something new, they will grasp it. So, one of the biggest intrinsic rewards that a company or organization can give an employee these days is the opportunity to learn.” -Marty Bryson.  Resources Marty Bryson on LinkedIn HR Flordia State Council If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher.  Audio created by Ryan Rasmussen Productions. 

Don't you just want to pull every last strand of hair out after work? If so, you may be experiencing burnout and need to listen to this week's episode of the Int-HER-rupt podcast.  I chat with my guest, Victoria Baylor, a certified leadership coach, about coping with work-related stress. Whether you are a seasoned leader or just beginning your journey, this episode is packed with insights and actionable advice on overcoming burnout and maintaining productivity. Meet Victoria Baylor Victoria Baylor is a seasoned professional with a rich background in leadership and development.  She is a certified leadership mindset coach, organizational development consultant, and TEDx speaker with a profound passion for unlocking the brilliance in others.  Her holistic, human-centric approach to leadership fosters mindset growth and enhances leader well-being, team effectiveness, and organizational cohesion. Understanding Burnout and Its Impact Victoria emphasizes the importance of self-awareness and understanding one's limits. She highlights that high-performing individuals often overlook signs of stress and push themselves harder, which can lead to severe burnout.  Using her personal experience, Victoria elaborates on how burnout affected her confidence and decision-making abilities, and why it's crucial to pause and reflect rather than speeding up to overcome challenges. Recognizing Burnout: Key Indicators One of the critical aspects of managing burnout is recognizing it early.  Victoria outlines several indicators, such as a lack of motivation, diminished productivity, increased self-doubt, and changes in behavior.  She stresses the importance of leaders cultivating strong relationships with their team members to detect these signs early.  Strategies for Overcoming Burnout Victoria provides practical recommendations for overcoming burnout, emphasizing a holistic approach.  She advises stepping back and accepting one's current state without self-judgment.  It's essential to align actions with personal values and prioritize activities that rejuvenate and recharge.  For leaders, she suggests creating an environment where team members feel safe to express their challenges and stresses. Maintaining Motivation and Energy Victoria shares her personal strategies for staying motivated and managing energy.  As an introvert, she finds solace in spending time alone, engaging in hobbies, and nurturing personal relationships.  She also stresses the importance of having quick recharge methods for energy management, which can be as brief as 1-3 minutes. “Stress is not a bad thing. It is actually kind of good in the right dosage. But what happens when it becomes excessive?” - Victoria Baylor.  Resources Victoria Baylor Victoria Baylor on Instagram Victoria Baylor on LinkedIn If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

How can companies create inclusive and dynamic work environments? In this episode of the Int-HER-rupt podcast, I chat with Lee Caraher, a renowned expert in building dynamic work environments and author of "Millennials and Management." Lee details the importance of adaptive leadership, effective communication, and diverse, inclusive environments in today's world. Listen to her stories and practical tips to equip yourself to drive positive change in your own organization. Meet Lee Caraher ●       Lee Caraher is a seasoned public relations and communications expert with a rich professional journey spanning over two decades. ●       She started her career in public relations and steadily climbed the ranks into significant leadership roles. ●       Her extensive experience culminated in the founding of Double Forte, a well-regarded public relations and marketing firm dedicated to fostering dynamic and inclusive work environments.  Maintaining Company Culture and Values ●       Lee explains the importance of maintaining company values and behaviors amidst an ever-changing work environment. ●       She emphasizes that a positive and inclusive culture is crucial for the long-term success of any organization. Challenges and Strategies in Inclusivity ●       Lee shares her experiences, including her efforts in creating an inclusive language guide and the challenges faced in adapting to a male-dominated culture. ●       She recounts a personal story of inadvertently excluding a gay employee, which served as a humbling lesson on the impact of language. This experience sharpened her focus on fostering a truly inclusive environment. Practical Tips for Inclusivity ●       Lee provides three practical tips for individuals and leaders striving to create an inclusive environment: ○       1. Conduct an annual blind audit to identify and address biases. ○       2. Actively check in with employees to understand their needs and experiences. ○       3. Implement unbiased recruiting practices to attract a diverse pool of talent. ●       She also discusses the advantages of blind recruitment in improving workplace diversity and draws parallels to the unbiased selection of musicians behind a screen. Evolving as Leaders ●       Lee stresses the necessity for leaders to continuously evolve and understand their place in the world, particularly about their company and its employees. ●       This evolution is crucial to avoid failure and ensure the company adapts to changing conditions without losing its core values. “Being a dynamic company means understanding how you maintain your values and the behaviors your values dictate. You will dictate your behaviors, and that is what values are. Values are the behaviors that you will encourage and/or allow, and then how do those stay the same? So your culture is that way—positive, inclusive, whatever, but recognizing how conditions change.” - Lee Caraher. Resources Lee Caraher Lee Caraher on LinkedIn  If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher.  Audio created by Ryan Rasmussen Productions.

Are you excited to enter the world of sales? In this episode of The Sales Evangelist podcast, I chat with Jay Johnston, an expert in tech sales and job placement.  We explore the vital steps aspiring sales reps need to take to land their first job. Jay shares his insights on the three crucial elements every seller must master to secure their dream job. Additionally, he offers practical advice from his own experience and how he successfully navigated the tech sales landscape. Jay Johnston's Background Jay Johnston is a seasoned professional with a remarkable background in the tech sales industry.  Having achieved significant success at Dell, Jay advanced through four different roles in just two and a half years. He is now dedicated to helping others land competitive roles in tech sales through his company, where he serves as both a coach and mentor.  Importance of Good Documentation Jay Johnston emphasizes that your resume and LinkedIn profile are more than just documents; they are your Trojan horses. These documents often create the first impression and strongly influence hiring managers' perceptions of you.  Jay shares tips on crafting a visually appealing resume and a compelling LinkedIn profile that stands out.  Power of Proper Preparation Preparation is key to crushing any job interview.  Jay details his approach to categorizing potential interview questions into three sections. He explains how different types of questions require different preparation strategies.  Asking Amazing Questions The ability to ask thoughtful, insightful questions can set you apart from other candidates.  Jay discusses the importance of doing your homework and crafting questions that show your interest in the company and demonstrate your analytical skills.  Asking questions that reveal your awareness of the company's goals and challenges can make a lasting impression on hiring managers. “How can you show the characteristics a hiring manager cares about without being dull and boring like every other candidate?" - Jay Johnston.  Resources EliteTechSales Jay Johnston on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

Can a disability impact your leadership abilities negatively or positively? Find out in this episode of the Int-HER-rupt podcast.  Host Linda Yates chats with guest Monica Dreger, a distinguished guest with a rich background in overseeing research initiatives at companies like Airbnb and as a volunteer advisor for the Bereavement Center. Monica delves into topics surrounding human decision-making, her career evolution, and hearing loss's impact on her personal and professional life.  Click play now! Professional Journey in UX Research Monica Dreger shares her role in user experience (UX) research, explaining her goal to understand human decision-making.  Her background in advertising and psychology has been instrumental in creating successful ad campaigns by tapping into fundamental human truths.  This interdisciplinary expertise has provided a robust framework for her subsequent industry roles. Navigating Hearing Loss Monica shares her journey with hearing loss that started when she was a young child. She recounts how it affected her ability to moderate focus groups, leading her to seek professional help and eventually pivot her career.  Monica's experience underscores the importance of awareness and advocacy in managing hearing impairment.  Despite the hurdles, she views her hearing loss as a part of her identity and a source of resilience. Importance of Kindness and Empathy A crucial part of Monica's philosophy is responding to incorrect answers with kindness and empathy.  She emphasizes these values as essential for effective communication and fostering a supportive environment, particularly when dealing with communication challenges arising from her hearing impairment. Advocacy and Self-Advocacy in Business Monica's discussion on self-advocacy sheds light on the difficulties soft-spoken individuals face in the business industry, often rewarding louder voices.  She articulates how overcoming societal expectations and advocating for oneself is essential, especially for female empowerment.  Monica frames her advocacy for herself as a way to pave the path for the younger generation, particularly young women, in the corporate world. Leadership and Community Building In her leadership style, Monica leads with genuine curiosity and prioritizes building a strong community among her team members.  She believes in surrounding herself with skilled and collaborative individuals, which she considers a crucial leadership lesson. Communication Challenges and Personal Strength Monica reflects on her communication challenges, often having to piece together sentences due to mishearing words.  This experience has reinforced the importance of empathy in communication and recognizing the personal strength required to navigate such challenges daily. To understand decision-making, I have to listen to people, which is ironic in itself but kind of, you know, in a beautiful bow of irony. - Monica Dreger. Resources Monica Dreger on LinkedIn If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

In this episode, Andy highlights a short but invaluable discussion with a panel of top-tier sales pros from his most recent podcast, including: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline. They dive into the revolutionary, yet simple idea of transforming sales professionals from product sellers to strategic consultants. Exploring how focusing on driving change rather than just pushing products can elevate the sales professional and the profession as a whole. They discuss the role of mindset and AI in this transition and highlight the importance of education and continuous learning for both sellers and buyers.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Welcome back as Andy focuses in on an incredibly informative part of his most recent discussion with a blockbuster panel of sales pro's including Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline podcast. They dig into the paradox of new sales technologies not improving overall sales effectiveness. They explore how AI can fundamentally change the landscape by automating repetitive tasks, enhancing some sellers' skills, and addressing the root causes of inefficiency in sales processes. they give real-life examples that highlight AI's potential to increase productivity but explain that it only matters if you can parlay that into a more value-driven approach to better serve buyers.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this episode of The Sales Evangelist podcast, I chat with Brian Town, a top salesperson and marketing firm owner from Michigan. Our discussion focuses on mindset, visualization, and confidence as crucial tools for achieving sales success. Discover his secrets to moving a sales pipeline faster than ever before! Meet Brian Town Brian Town is a sales professional who wears many hats. He is the driving force behind a successful marketing firm collaborating with major organizations to enhance brand visibility.  As a seasoned author and the top salesperson in his company, Brian brings a unique blend of expertise and experience.  His profound understanding of sales strategies has been instrumental in overcoming common challenges that sales professionals face. Importance of Mindset and Visualization Amid the uncertainties brought on by the pandemic, maintaining a positive mindset has never been more crucial.  We discuss the powerful concept of "flick back, flick up." This technique involves recalling a past successful moment to regain composure and confidence during sales pitches.  Brian shares anecdotes from his sports and sales experiences, showcasing how visualization has enhanced his performance.  The emphasis is clear: visualizing moments of peak performance can significantly boost one's effectiveness in sales. Rejection and Motivation Navigating through rejections is an inherent part of the sales profession.  We stress the importance of persistence and finding motivation in the relentless pursuit of closing deals.  This understanding fosters a connection with potential clients, enabling sales professionals to move deals through the pipeline more efficiently. Confidence and Belief Brian shares insights from his forthcoming book, "The Lonely CEO," where he outlines strategies for building confidence in sales.  He emphasizes the psychological aspect of recalling past successes to fuel present confidence.  I reinforce this point by elaborating on how confidence can significantly impact the outcome of sales conversations. Moral Obligation and Client Advocacy We discuss the responsibility of guiding clients away from potentially wrong decisions, even if it means offering free consulting.  This principle of client advocacy not only builds trust but also establishes a strong foundation for long-term relationships. "I think the reason, the thing that I found in confidence in selling, is the belief, that simple belief in yourself and your team that you can deliver." - Brian Town. Resources MichiganCreative Brian Town on LinkedIn  Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

In this episode of the Win Rate Podcast,  Andy welcomes an incredible panel of experts: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss, and Amy Hrehovcik, Director of Enablement at the CROP organization. They explore the role of AI in sales, the importance of understanding buyer motives, and the impact of personal connection. They also discuss the intersection of sales and technology, strategies for better buyer engagement, methods to ensure sellers are actually providing genuine value, the importance of curiosity, specialized knowledge, and making informed choices to drive sales success.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Curious about the role of small talk in career transformation? In this episode of "Int-Her-rupt," Linda Yates engages in a conversation with Amy Buchan Siegfried, a seasoned expert with over 20 years of experience in audience engagement and the art of building confidence, connections, and collaborations.  They also explore the intricacies of social media, advocating for a communication style that is both casual and approachable. Tune in to discover how to maintain professionalism while adopting a casual speaking style on social media. Amy's Leadership Journey As the CEO of Last Night's Game, Amy brings a fresh perspective to casual conversations.  She serves as a corporate executive chair of Irish Angels and is an adjunct professor. Amy has navigated diverse leadership styles throughout her career, learning to unlearn toxic behaviors while advocating for supportive and inclusive team dynamics.  Supporting and Encouraging Team Members Amy highlights the critical role of supporting and encouraging team members, irrespective of gender.  She reflects on her encounters with female leaders who, unfortunately, operated under the "I got here, you need to hustle as hard as I did" mentality.  Contrary to this, Amy advocates for bringing people along on the career journey, emphasizing that aiding team growth only enhances individual success. The Casual Speaking Style Amy shares her distaste for the overly formal and often insincere tone prevalent in platforms like LinkedIn.  Amy prefers enthusiastic expressions and a personalized, conversational approach that makes content more approachable and engaging. This method enhances social media engagement by making communication relatable and human. Content Approachability and Audience Adaptation Amy provides practical examples to illustrate how replacing formal language with casual, enthusiastic expressions can foster relatability.  She points out that while there is a time and place for both casual and formal communication styles, infusing personality into content is always beneficial.  Consistency and Professionalism in Communication Despite the casual approach, Amy stresses the importance of maintaining communication consistency, correct grammar, and spelling to ensure a polished presentation.  This balance between informality and professionalism is crucial for effective business branding and creating a positive professional image.  Social Media Context and Personalization Illustrating the significance of context in social media, Amy advises that content should be crafted to stand on its own, even when taken out of context.  Linda's practical experience with "Motivation Mondays" is a prime example, where she posts casual, unprepared content, highlighting the value of authenticity and self-reflection in engaging with the audience. "Everyone has something to offer, and so go in and be confident in that skill of being able to make a brand approachable, knowing what that looks like, knowing how to make that personable." - Amy Buchan Siegfried.  Resources Last Night's Game Amy Buchan Siegfried on LinkedIn If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

Your friend recently told you that nothing is going right and there's only one way to solve it. Could a simple conversation change their mind from ending it all?  In this episode of the Int-HER-rupt podcast, host Linda Yates has a deep, meaningful chat with special guest Nicole Ferry on mental health and resilience. Listen to Nicole share her powerful journey from battling trauma in her career to finding healing and psychological safety. Before you click play, here's a warning! This conversation is tough, and if sensitive topics trigger you, this episode may not be for you.  Guest Introduction: Nicole Ferry Nicole Ferry is a distinguished veteran with a unique military and law enforcement background.  Her career spans from the Massachusetts Army National Guard and private policing for a railroad to various roles within law enforcement.  Despite a learning disability and discouragement from educators, Nicole's tenacity led her down a path filled with both proud accomplishments and profound challenges. A Traumatic Journey Nicole opens up about her time at a trauma treatment facility tailored for first responders, where she stayed for an extensive 142 days.  Initially, she sought treatment for the benefit of her team but soon found herself overwhelmed by worsening symptoms. This prompted her to leave work to focus on her mental health. A Moment of Crisis and Hope In a moment of sheer despair, Nicole shares her story of contemplating suicide. Miraculously, her husband's sudden arrival transformed this potentially tragic scenario into a turning point. Tune in and listen to the life-saving power of intervention and the significance of having a support system. The Importance of Open Conversations Nicole highlights the necessity of having open, honest conversations with trusted individuals.  She draws a parallel between difficult parenting discussions and conversations needed for mental health support and suicide prevention, stressing that such dialogues can make the difference between life and death. Leadership and Vulnerability Nicole encourages leaders to cultivate an environment of vulnerability and trust within their teams.  Leaders can foster psychological safety and facilitate tough but necessary conversations by working on themselves and knowing their employees personally. In this insightful episode, Nicole Ferry's story serves as a reminder of the importance of mental health support, open conversations, and personal resilience. Whether you're a leader, a parent, or someone facing your own mental health struggles, Nicole's journey offers valuable lessons and inspiration. “I feel alone. Even though I have a husband, kids, and all these people, I feel so utterly alone. My vision has gone dark on the outside, so physically, I feel like my world is dark.” - Nicole Ferry. Resources Nicole Ferry Nicole Ferry on LinkedIn If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

Today, we're talking with Jacquelyn Nicholson, a sales and leadership executive with some of the world's top brands.  In our conversation, we talk about finding opportunity in adversity, controlling your day, working through conflict, avoiding the urge to overshare, the power of a good lunch and so much more! Contact Jacquelyn LinkedIn: @jacquelyn-nicholson About Jacquelyn I want to start with my favorite part of Jacquelyn's bio which really struck me and sums everything up about her so well and that is this. Jacquelyn is passionate about being the woman her husband would marry again, the mom her kids are proud of and the person her boss or customer would work with again. Career-wise, Jacquelyn has had a three-decade career traveling the world to work with the best brands to grow businesses in new markets from scratch. With a career focused first in R&D, then consulting, and finally sales and leadership, her successful track record managing relationships with J&J, Roche, Novartis, United Airlines, Transamerica, Cisco, Bayer, Sanofi, Discover, Verizon, McDonald's, Juniper, Zurich, and Takeda make her a versatile author, speaker and saleswoman. She is Co-Author of Sales Success Stories Volume I, a prolific speaker at Sales Success Summit and on various podcasts like Sales Success Stories, Surf and Sales, Sales Evangelist, and Your Legacy. She has spoken at UC Berkeley's Women in Science group, and was on panels for BioNetwork - Mastering the Science of Due Diligence, Elsevier - Takeda's Acquisition of Nycomed, Capital Roundtable on Private Equity in Healthcare - Legal & Regulatory Issues & Due Diligence, and with GLG and Bloomberg on ROI of Innovation. She has won numerous President's Clubs 1999 to Present, and the J&J Achievement Award for global performance above level. She spends time serving at Watermark Church Dallas with her husband as leaders in the Marriage Ministry and their Community Group. An avid runner, yoga fan, and prolific wine collector, Jacquelyn is a trained sommelier who loves to cook and bake. 

Have you ever found yourself tangled in the intricate web of workplace politics, unsure how to navigate and thrive? If so, you're not alone.  Many seasoned professionals occasionally struggle to manage the complex socio-dynamics within their organizations. In this episode of the “Int-HER-rupt Podcast,” host Linda Yates welcomes Vicki Bradley, a seasoned executive with over 25 years of experience in the retail industry.  Vicki shares her invaluable insights on navigating workplace politics, fostering workplace trust, and the importance of conscious leadership. Click play to discover how you can turn workplace challenges into opportunities for growth and leadership.  Early Career and Executive Experience in Retail Vicki's extensive executive experience in the retail industry spans across North America. She has held significant roles, including President of the Bombay Furniture Company in Canada, VP of Sales and Operations for Bombay USA, Senior VP of Sales and Operations with Marks and Spencers, and VP of Sales and Operations with Holt Renfrew.  Vicki shares how these roles shaped her understanding of workplace dynamics and political dynamics in organizations. Navigating Workplace Politics and Office Dynamics Vicki delves into what office politics entails and confirms that political dynamics are a reality in every organization.  She shares practical advice on building trust in organizations and how executives can effectively handle workplace resistance.  Vicki also emphasizes the importance of slowing down to accelerate progress and the need for understanding and adapting to the existing corporate culture before attempting a significant organizational transformation. Building Trust and Employee Engagement Vicki discusses the necessity of workplace trust and its role in successful leadership. She highlights the importance of transparency, active listening, and walking the talk to foster trust.  Vicki also explores how employee engagement is crucial for achieving organizational objectives and the need to address issues such as employee attrition and productivity. Practical Tips for New Executives Vicki offers practical tips for those new to an organization navigating the initial stages of their role.  She advises newcomers to ask questions in the workplace, build a support system, and understand the organizational mission and values.  By doing so, new executives can better align with their company's culture and contribute more effectively to its goals. “I highly recommend during the interview process that you try to get a sense of who they are and how they operate as an organization."- Vicki Bradley. Resources WIL Empowered Vicki Bradley on LinkedIn WIL Empowered Instagram  WIL Empowered Facebook If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions. 

If you can't advocate for yourself as a leader, how do you expect to advocate for others in the workplace? In this episode of the Int-HER-rupt podcast, host Linda Yates chats with Abbe Large, a distinguished financial planner, about advocating for oneself and navigating the leadership journey. In this insightful conversation, Linda and Abbe delve into key aspects such as developing essential leadership skills, empowering women, and the significance of self-reflection and authenticity in professional growth. This episode is packed with practical insights to empower you to become a successful leader. Don't miss out on this enriching conversation! Abbe Large's Background Abbe Large brings a wealth of experience to the table. With a background in financial planning spanning over 30 years, she has been recognized as a Forbes top advisor for multiple years. But her dedication doesn't stop there! Abbe is committed to fostering meaningful relationships, providing exceptional customer service, and empowering women to take control of their finances. Her journey is a testament to her resilience and commitment to advocating for oneself in the workplace. Overcoming Challenges and Building Client Relationships Abbe candidly discusses workplace challenges, the impact of self-advocacy, and effective communication strategies for overcoming interruptions. Click play to hear her valuable insights on building client relationships, emphasizing kindness, and effective communication for successful interactions. Empowering Women and Financial Literacy Abbe is passionate about empowering women through financial literacy. Listen to her touching story of supporting a widow after a client's passing and why financial empowerment is essential.  Motivation and Self-Empowerment Abbe enlightens viewers on her sources of motivation, emphasizing the significance of self-care, healthy relationships, and the drive to empower others. Her dedication to financial literacy and empowering women reflects her commitment to self-motivation and making a positive impact. Join host Linda Yates as she delves deep into advocating for oneself in the workplace with the remarkable Abbe Large. She shares invaluable insights on leadership, authenticity, and navigating challenges with grace and assertiveness in this enlightening episode. Tune in and let Abbe's empowering words guide you toward self-discovery and success. Don't miss out on this enlightening episode filled with wisdom that will reshape your approach to leadership and self-advocacy. "If you're not making mistakes, how can you grow?" - Abbe Large. Resources Abbe Large on LinkedIn LenoxAdvisors Email: Abbe@alargenicsadvisors.com If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor,  The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on  Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

Do you often find yourself second-guessing the decisions you make as a leader? How do you overcome the fear of making a mistake for the company? In this episode of the "Int-HER-rupt" podcast, host Linda Yates chats with Eisha Armstrong, a multifaceted leader, executive, and author. They delve into overcoming the fear associated with decision-making in leadership and entrepreneurship.  If you're a leader or aspiring to make impactful decisions without succumbing to the paralysis of fear and insecurity, this episode is custom-crafted for your aspirations. Click play to forge your path to fearless leadership! Eisha Armstrong's Background Eisha is the co-founder and executive chairman of Vecturis and a successful author.  She is passionate about transforming service-oriented businesses by productizing their offerings, which she explores in her best-selling books, particularly "Productize" and "Fearless."  Living in Cincinnati with her family and being a yoga teacher, she brings a unique leadership and fear management perspective. Overcoming Fear in Decision-Making Eisha explains how fear plays a substantial role in business decision-making, especially when significant investments and technological advancements are involved. She elaborates on how fear often impedes corporate and personal growth by causing an overemphasis on risk aversion. Strategies for Risk Mitigation and Fear  Eisha describes practical strategies for mitigating risk and managing fear in business settings.  She emphasizes the "test and learn" approach and creating a portfolio of bets to distribute risk effectively.  Eisha also covers the personal aspects of fear, like fear of failure, judgment, and irrelevance, underlining the importance of open conversations about these issues. Practical Takeaways: The LEAP Framework Eisha introduces the "LEAP" framework designed to help leaders navigate through fears: L: Listen - Attuning to one's intuition E: Expect less than perfect - Embracing imperfections in outcomes A: Ask for help - Leveraging collective strength and advice P: Practice gratitude - Maintaining a positive focus and celebrating small wins Real-World Applications and Examples Bringing theory into real-world application, Eisha uses the example of a large accounting firm incorporating generative AI into their processes.  She outlines the initial resistance due to fears around job security and traditional revenue models, illustrating how leadership can pivot focus from efficiency to growth to overcome these barriers. In this enriching episode with Eisha Armstrong, you'll journey through the realms of leadership, overcoming fears, and embracing innovation in professional services. Whether you're a leader in your field, an entrepreneur gearing up for your next big venture, or a professional curious about pushing the boundaries of traditional services, this episode promises valuable takeaways.  Tune into this episode and empower yourself to step up, face your fears, and lead confidently and creatively in today's dynamic business environment.  "Our brains are wired for fear because thousands of years ago, we needed that fear to keep us alive. But now it can be kind of overreactive, and we look more at the risks rather than the upsides of taking action." - Eisha Armstrong. Resources Digital copy of “Productize,” by Eisha Armstrong Eisha Armstrong Eisha Armstrong on LinkedIn If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions. 

Sadly, there is no sense of community in today's society. If you're finding yourself lost in your professional life, this episode of the Int-HER-rupt podcast is a must-listen. Host Linda Yates chats with Amy Pocsik, co-founder and CEO of the Women's Business League, to explore the vital topic of community in leadership. Tune in and hear why having a professional community is essential for success. Ready to explore the leadership insights that could redefine your path? Press play now! The Meaning of Community in Leadership Amy delves into the essence of community, articulating its many forms, including peer groups, support teams, and extended networks.  She describes the community as a critical foundation supporting leaders in achieving their goals.  Empowerment Through Asking Amy emphasizes the power of boldly communicating one's goals and needs.  She shares strategies for making specific, goal-aligned requests in networking scenarios, highlighting the power of reciprocation within one's community. Investing Time in Your Network Amy advises setting aside regular time to build relationships and a network.  She points out the importance of nurturing these connections long before they're needed, ensuring a supportive network when opportunities arise. Tips for Nurturing Your Own Community Amy offers three practical tips for building a community: start with warm connections and small steps, prepare thoughtfully for meetings, show respect for others' time, and focus on creating value for others by prioritizing their interests. Staying Motivated and Energized Amy shares her 1412 strategy—a system to ensure regular personal and professional highlights throughout the year to recharge and stay motivated.  She stresses the significance of maintaining high energy as a personal responsibility for every leader. If you're a leader—or see yourself becoming one—you can't afford to miss the insights and strategies Amy shared. Tune in to witness how the synergy of ambition and community ties can redefine success in leadership. Don't leave your potential untapped—join in and let Amy Pocsik's energy and Linda Yates's probing questions energize your leadership journey! “If you have a dream you can achieve on your own, you have to dream bigger because a dream worth pursuing will need a community. If you're going to have a big impact and pursue a mission, you will need to bring in other people along with you to help. And so I think networking can make that happen for you.” - Amy Pocsik. Resources Amy Pocsik on LinkedIn Amy Pocsik on Instagram Women Business League If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

Are you struggling to pivot sales strategies based on a single customer's feedback? Is it hard to understand why a seemingly perfect sales approach failed? If you answer yes to both questions, you must listen to this episode of The Sales Evangelist. Host Donald Kelly chats with Brady Jensen, a leading expert in market research and customer identification, about the importance of real-world data in crafting effective sales motions and enhancing customer credibility. Click play now to learn how to build a reliable, data-driven sales process! Brady Jensen's Background  Brady Jensen is a seasoned professional with expertise in harnessing real-world data to enhance go-to-market strategies for sales organizations.  As the CEO of Aggregate Insights, he specializes in translating non-sales interactions into valuable sales insights.  His company aims to help create stronger connections between sellers and buyers. Tune in and hear how his knowledge will boost your team's credibility and competitive advantage in sales scenarios. Real-World Data for Go-to-Market Professionals  Brady shares how go-to-market professionals can leverage real-world data and refine their sales strategies.  Hear how this approach helps sellers understand buyer's behavior and assists in tailoring the sales process to meet the customers' exact needs. Sales and Marketing Alignment: The Key to Consistent Success  Brady shares that true sales and marketing alignment begins with both teams having a profound understanding of each others' roles.  Discover how this partnership fosters a conducive environment for strategic accounts and helps nurture leads more effectively. Identifying and Avoiding False Sales Patterns  Don't make the mistake of identifying misleading sales patterns to detriment the sales process.  Brady explains how sales and marketing alignment is crucial in avoiding biases that often mislead sales strategies.  Listen to this episode to discover why you need to focus on feedback analysis and win-loss analysis to understand what strategies worked and which didn't.  He also shares how this approach helps sellers find their Ideal Customer Profile (ICP). Actionable Strategies for Sales Reps and Leaders Brady shares three actionable tips for reps and leaders to improve sales methodologies. But to know what they're, you must click play and listen to this episode! Today's discussion with Brady Jensen highlights crucial techniques like customer identification and enhancing sales motion. You'll also learn why it's essential to integrate sales training with strategic insight into buyer behavior and market research. Tune into this episode to equip you with the knowledge to excel in the competitive world of B2B sales. "It's really about bringing insights from people in a non-sales context to help sellers understand exactly who they're selling to, what they care about, what motivates them, and helping translate that into a selling motion that helps your prospects feel like you get them." -Brady Jensen. Resources Aggregate Insights Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Are you ready to take control of your financial story and transform how you interact with money?  In this eye-opening episode of the “Int-HER-rupt podcast,” host Linda Yates chats with Tania Vasallo, a renowned money mindset expert and leadership coach, on how women can create a path to financial freedom.  Explore the pivotal moments of Tania's life, from corporate challenges to entrepreneurial triumphs, and learn how embracing curiosity about finances and investing can rewrite the script of your own success story. You'll uncover the secrets to cultivating a healthier relationship with money through her knowledge. Click play now! The Importance of Financial Education Tania Vasallo discusses the underlying patriarchal influences that significantly affect women's approach to money.  She delves into her personal awakening to the world of finances and how it transformed her life.  Tania sheds light on women's need to develop a positive and proactive relationship with money. Investment Journeys: Stocks and Cryptocurrency Exploring her personal experiences, Tania discusses how venturing into stock and cryptocurrency investments altered her perspective on monetary matters. She advocates for the importance of women actively participating in the financial discourse to foster self-empowerment. A Shift from Corporate to Entrepreneurship Tania's transition from the corporate sector to entrepreneurship is a riveting tale of transformation.  It highlights the significance of understanding money's role as a neutral tool that can amplify one's character and the power of positive cultural shifts. Demystifying Taboos Tania tackles the societal taboo surrounding women discussing their finances.  She emphasizes learning about money management proactively, rather than waiting for a crisis to strike, and approaching financial decisions with a balanced emotional mindset. Building Financial Confidence Tania offers actionable advice on how women can build confidence in negotiating better remuneration.  She urges listeners to address limiting beliefs, embrace education about wealth generation, and surround themselves with financially positive individuals. Tania Vasallo's powerful message is not just a call to action; it's a beacon of empowerment for women worldwide. Her candid sharing of her financial journey offers a heartfelt roadmap to financial liberation.  Tune into the shared wisdom and embark on your journey to financial empowerment. Don't forget to connect with Tania's podcast for more enriching content and grab the free guide to managing money — because when women thrive, societies flourish. Listen now, and take the first step towards a richer, more empowered you! “Learn to love people and use money versus love money and use people.” - Tania Vasallo. Resources Women's Top Money Mistakes Tania Vasallo on LinkedIn Tania Vasallo on Instagram The Courage To Be Happy If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

Consider your organization and ask yourself, "How many women are in leadership roles?" Many companies may have fewer than five women in senior positions. But what's the reason behind this? Could it be that we're still navigating a male-dominated society? Or perhaps some women feel reluctant to step into these roles? The reality behind the second query might astonish you. In this episode of the Int-HER-rupt podcast, host Linda Yates engages in an insightful discussion with executive coach Loree Philip on the disparity of women in senior leadership positions.  Linda and Loree share inspiring anecdotes from their own journeys and offer valuable strategies for navigating the complexities of leadership in male-dominated industries. Embark on a journey of empowerment and enlightenment in this episode! Loree Philip's Background Loree Philip is a former Boeing professional turned entrepreneur, executive coach, and the host of the top 5% global podcast "Daring to Leap."  She is also the founder of weSpark, a coaching and training firm dedicated to empowering women to overcome self-doubt and fears to advance in their careers. Breaking Down the Barriers to Women's Leadership Linda and Loree elaborate on the disparities in senior leadership positions between men and women, citing research and statistics to set the stage for their discussion.  They pinpoint the decline in the percentage of female CEOs of Fortune 500 companies and discuss the need to address why women shied away from leadership roles. Loree's Leadership Journey at Boeing Loree shares her experience working in a heavily male-dominated setting within the engineering and defense sectors.  Her career progression and the observations on the challenges women face in leadership roles provide a powerful context for the discussion. Why Women Shy Away from Leadership Linda and Loree delve into the factors contributing to women self-selecting out of leadership positions.  Loree emphasizes the lack of relatable female role models, the pressure to sacrifice family time, and the internal and external barriers hindering women from thriving in leadership roles. Advice for Women Considering Leadership Roles Loree offers empowering advice to women who may feel uncertain about stepping into leadership positions. She underscores the significance of recognizing their qualifications and being open to stretch assignments as opportunities for growth. Also, Loree emphasizes the significance of authentic leadership as a key trait for women leaders. She encourages women to embrace their unique leadership styles and bring authenticity to their roles. Loree's insights offer a compelling narrative of growth and empowerment. The episode delves into women's barriers and how to navigate them with clarity, support networks, and resiliency.  Don't miss out on this opportunity to gain valuable insights and empower your own leadership journey. Tune in now to join the conversation and take your own daring leap! “One of the things that I've noticed is that for women looking towards those roles or testing them out is that we don't have a lot of good female role models to look at these leadership positions, see ourselves in them, and see ourselves doing them successfully from an authentic way." - Loree Philip.  Resources weSpark Daring To Leap Podcast Loree Philip on LinkedIn If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

On this episode of the Better Presentations More Sales podcast I'm talking LinkedIn video as a sales tool with founder of The Sales Evangelist and host of the The Sales Evangelist Podcast Donald C KellySo are you one of the many people on LinkedIn who are either inactive or have a profile that is out of date or simply aren't using the platform to grow your business and boost your salesDonald shares some great tips and ideas particularly around the use of video on LinkedInIncluded within that is news that LinkedIn is adding a new button to phone at just to enable users to more easily create video contentSo how can you create video content and what should you use it for?Donald suggests videos should be around 20 seconds and the video is a great way of communicating with people on LinkedIn simply because it enables them to get much more of a feel for you as a person and it will help you stand out from everyone else who is still currently using typed messagingAnd when you think about how so many people are still sending emails speculatively that don't go anywhere so what a difference could happen if you swap sending those emails to send in LinkedIn video messagesWe also briefly talk about sales training and how online, on demand training materials are becoming much more a key part of the training/learning process, particularly for sales teamsDonald's two tips for listeners to put into action straightaway are:Go and update your LinkedIn banner – using Canva if necessaryAnd secondly start sharing content, either content you have created yourself or indeed that someone else has already createdIf you don't like the idea of learning how to transform your business presentations in a group environment then take Trevor's online course Transform your Business Presentations and learn at your own pace. Go to https://trevorleecourses.thinkific.com/courses/transform-your-business-presentations and you can then:Take the free taster course which shows you how to deliver your first ‘big' presentation orSign up for the main course - the first 25 people who sign up and us the code 7steps50 at the checkout will enjoy the course at a 50% discount bringing your investment in yourself below £100! To find out more Trevor's sales and presentation skills services visit trevorjlee.comIf you or your team are keen to develop their sales or presentation skills, or both then let's start a conversation. Book a 15-20 minute informal no obligation no fee chat with Trevor Lee on Zoom. Simply click here: Trevor Lee 15 minute meetingHere's how you can connect with me, Trevor Lee, and find out more about how I can help you deliver confident and successful presentations and sales pitches.One to One Business Leader Presentation Coaching Business teams Presentation Training 15 Minute Free 'How can I help you' Zoom callTrevor Lee WebsiteTrevor Lee Linked Trevor Lee You TubeBook: 12 Business Lessons from Running an Ultra Marathon

Are you tired of pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp.  But what if you could pinpoint why your deals are stalling and prevent it before it happens?  In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes! The Stall Deal Dilemma Donald shares his insight into a common pitfall where sales professionals are left in the dark, wondering what went wrong.  He unveils that critical question you might not be asking—one that can make the difference between a deal stalling or sailing smoothly through your pipeline. Mastering Communication: Asking the Right Question Donald emphasizes the importance of this essential yet often overlooked question: "What do you see that could prevent us from partnering together?"  Multiple variations of this question can be useful, but the core idea remains the same—identifying potential roadblocks early in the sales process.  By tackling these issues upfront, you can avoid stalled deals and foster better communication with your prospects. Why Don't Sellers Ask the Hard Questions? Many sellers hold back on asking probing questions due to a lack of confidence or fear of jeopardizing the deal.  Donald dispels these concerns, advocating for professionalism and assertiveness in sales interactions.  By asking tough questions, you become a knowledgeable advisor and not a pushy salesman.  Benefits of Uncovering Objections Early Donald discusses the advantages of early objection handling, which include:  Building trust and authenticity with your prospect. Demonstrating your experience and foresight as a sales professional. Enabling a clear path to address and mitigate potential obstacles. Suppose you've found yourself staring at your phone, wondering why a once-promising prospect has ghosted you or why a deal isn't advancing as planned. In that case, this episode of The Sales Evangelist podcast is a must-listen! Remember, this podcast is dedicated to guiding you toward dominating your deals. It's not about quick fixes but about sharpening your sales skills. Apply the insights from this episode to your sales strategies and watch your pipeline thrive! "The question is simply asking the prospect early on in the sales process, perhaps in your discovery, after they've explained their challenges and you talk to them about your solution, and they see that this could work." - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

How does one find joy in the storm of life's uncertainties?  This intriguing question sets the stage for an insightful conversation between Linda Yates, the esteemed “Int-HER-rupt” host, and the charismatic Michelle Phillips, a renowned corporate training and coaching expert and the author of “Happiness is a Habit.”  Michelle delves into the transformative experiences that led her toward an unshakeable pursuit of happiness—even when faced with life's inevitable interruptions. Together, they unravel the compelling concept of energy transference and the role of positive psychology in shaping one's happiness, offering listeners an empowering toolkit for cultivating a fulfilling life.  Join us in exploring the profound realizations and actionable strategies unveiled in this unmissable conversation on finding and fostering happiness during the most challenging times. Michele Phillips' Background Michele Phillips is a corporate training and coaching expert, and the author of “Happiness is a Habit.”  She shares her vibrant leadership journey, emphasizing the crucial roles of energy, optimism, and positive psychology. Energy Transference: The Power of Positive Action Linda and Michele discuss energy transference, analyzing how our behavior can significantly affect circumstances around us.  They emphasize the significance of conscious effort in maintaining a positive energy flow, seeking new experiences, and continuously growing. The Ephemeral Nature of Event-Driven Happiness Research indicates that happiness derived from major life events such as promotions or personal milestones is transient, offering a boost for around three months.  Linda and Michele explore sustainability in happiness beyond these short-lived high points. The Poker Analogy: Building Happiness Daily Comparing happiness to a poker game, Michele discusses accumulating 'chips' of satisfaction through daily positive actions.  She also shares how these contribute to a resilient state of contentment in the long term. Harnessing Moments of Joy for Forward Movement Michele talks about her strategy for transforming negative circumstances by recognizing and focusing on the happiness and luck that exist even in dark times. This shift not only changes the narrative but pushes forward momentum. Embracing What Can Be Controlled Linda and Michele discuss the power of letting go of the uncontrollable and directing focus on what's within one's influence to find happiness.  Techniques such as the 'easy button' and the use of a clicker are highlighted as tools to acknowledge and celebrate positive moments. Discovering the Five Levels of Happiness Finally, the five happiness levels are discussed, with Michele sharing how happiness flourishes when contributing to someone else's joy.  She ends the episode by relaying a story that serves as a testament to the lasting influence of positive interactions. In this episode, Linda and Michele guide you through the ebbs and flows of life's unpredictable river. Learn from Michele's strategic approach to building a life 'poker chip' at a time with positive actions and shifts in perspective.  Discover the five levels of happiness and how contributing to someone else's joy amplifies your own. Listen to the full episode, connect with Michele's enriching content, and start forging your happiness habit today. Your next moment of joy could be just one play away! "You can't get to the bottom of a hole you're digging. So stop digging the dark hole. And put down the shovel." - Michele Phillips. Resources Michele Phillips on LinkedIn Michele Phillips on Instagram Key2unlock.com If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.   

You and your friend are in the middle of having a great conversation. Out of nowhere, someone asks you a million questions right when your friend is about to respond to you. What's the best way for you to handle this interruption? Listen to this episode of the Int-HER-rupt podcast. Host Linda Yates shares her story of a situation similar to this. Through this real-life scenario, she offers valuable insights and practical tips on handling interruptions in various settings. Tune into this episode and unlock the potential to transform difficult conversations into opportunities for growth and empowerment. Real-Life Experience Linda recounts an incident at a conference where she and her friend were conversing, only to be interrupted twice by a gentleman. Feeling irritated, Linda boldly confronted the interrupter, expressing her displeasure at his behavior.  Her decision to speak up stemmed from her strong awareness of the impact of interruptions, a topic she regularly engages with on the show. Apology and Reflection After the incident, Linda experienced conflicting emotions and decided to extend an apology to the interrupter to ensure the relationship was not adversely affected.  This segment explores the complexities of navigating social interactions, highlighting the importance of considering one's intentions, impact, and the desired outcome in such situations. Tips for Handling Interruptions From her extensive experience, Linda shares practical tips for effectively managing interruptions professionally and personally.  Emphasizing the significance of maintaining composure and striving for collaboration rather than combativeness, she offers guidance on using assertive communication strategies and body language to address interruptions confidently. The Power of Assertion Linda highlights the key strategies that individuals can employ when faced with interruptions, including making eye contact, using "I" statements, and pausing and gathering composure.  She stresses the value of using assertive language and tone while avoiding apologetic or submissive expressions. Assertive Communication Techniques Linda delves into specific communication techniques, such as adjusting speaking volume and utilizing authoritative vocal tones to address interruptions effectively.  She also presents a valuable perspective on the significance of replacing adversarial language patterns with more inclusive and affirming phrasing for impactful communication. Through Linda's real-life experience, you'll learn practical tips for navigating interruptions in the workplace and life. Her advice will equip you with the tools to maintain composure, assert yourself effectively, and uphold collaborative communication in the face of interruptions. Tune in now and embark on a journey of growth, empowerment, and insightful conversations.  Also, subscribe to the YouTube channel and join the Facebook group page for more enriching content that brings together diverse perspectives worldwide. "I just want to remind you, because I know this, that you have strengths waiting to uncover possibilities, to realize so that you can accomplish your goals and dreams." - Linda Yates. Resources Linda Yates Coaching & Consulting Facebook Group YouTube Channel  If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

You walk into the office, thinking everything will be smooth sailing for the day. It's Friday, and you're ready for some fun over the weekend! During the meeting, your boss announced that a recent disrespectful incident is making the company make changes. Everyone will implement these changes today to start improving the toxic culture within the company. Now you wonder, "How can I improve company culture as the CEO?" Great, now your simple day is ruined! You also need to learn how to lead through culture change. Listen to this episode of the Int-HER-rupt podcast to discover leadership tips on organizational culture changes. Learn how to create a positive team culture where everyone feels valued, heard, and motivated to embrace change with host Linda Yates and lovely guest Chellie Phillips.  Hit play, and let's unlock the door to nurturing a thriving, harmonious work community where everyone can spread their wings and fly. Chellie Phillips' Background Originally from the South, Chellie Phillips has transitioned from a successful career in broadcast journalism to leaving a significant mark in PR and marketing.  As a corporate trainer and coach, she uses her vast experience to spearhead organizational cultural change, showcasing the profound impact of leadership evolution on company culture. Embrace Leadership in Action - Beyond Just Titles Phillips emphasizes that true leadership transcends titles, advocating for you to embody action-oriented leadership.  She encourages you to become a catalyst for change, positively influencing your company's culture, regardless of your position. Shift Towards Coaching Leadership Phillips sheds light on the transition to coaching leadership styles.  She discusses the importance of recognizing and valuing the unique contributions of your employees and engaging them in a way that drives positive change across your organization. Manage Resistance to Change Phillips offers essential leadership tips for facilitating smooth transitions by tackling the natural human resistance to change.  These examples include involving stakeholders in the communication process and rewarding those participating in change efforts. Create a Positive Organizational Culture Phillips shares the foundational elements of building a positive company culture through leadership, communication, and recognition.  She highlights the transformative effect of valuing your employees both professionally and personally. Discover Chellie Phillips's insights on leadership and organizational culture in this episode of the Int-HER-rupt podcast. Her knowledge provides you with strategies for building a positive team culture that can thrive amid change. Don't miss out on the opportunity to transform your work culture and inspire those around you! Listen to the episode and take the first step towards fostering a thriving, supportive, and engaged work environment. “When you have that conversation, and you're getting that feedback from the people involved, they feel they're part of that change from the ground up.” - Chellie Phillips. Resources Chellie Phillips on LinkedIn www.chelliephillips.com Culture Secrets: Secrets Leaders Use to Build a V.A.L.U.E.  When In Doubt, Delete It! and Get Noticed Get Noticed, Get Hired If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.   

In the world of business leadership, confidence is vital to being successful. However, many women struggle to assert authority in a domain traditionally dominated by men.  How can you overcome this all-too-common challenge and battle self-doubt within the corporate landscape? Listen to this episode of the Int-HER-rupt podcast. Host Linda Yates chats with Irene Sim, an Executive Leadership Coach, on different strategies to overcome imposter syndrome and the importance of fostering an environment where women leaders can thrive without reservation. Join us as we explore the crucial steps toward empowering female CEOs to wield their authority confidently and break free from the chains of imposter syndrome. Irene Sim's Background Irene Sim is an industry-accredited executive leadership coach with extensive senior organizational leadership experience.  Irene understands that deeply ingrained and often invisible systemic gender bias holds women back and makes the situation even worse when mixed with other biases like racial bias. As a coach, she has successfully worked with countless women at all stages of their journey to overcome these societal biases, establish their own terms, and thrive as influential and authentic leaders. Within the episode, Irene shares her robust background more and discusses how being a minority in two different countries has affected her leadership abilities. Exercising Authority: Why Is It Foreign to Women? Irene discusses how women get told the same stories over and over throughout their careers. “You're not good enough to be in that position,” or “A man would never make that mistake.” These statements often cause women to self-doubt, even when the comments are not directly told to them. Society has taught women to feel this way, and it can lead some to have imposter syndrome.  Irene shares her story of how her inner critic has made her struggle with exercising authority within her leadership roles. ABCD Process to Combating the Inner Critic Irene shares the ABCD process to help other women combat their inner critic and start thriving in their leadership positions. Step A: Acknowledge and accept your emotions. If you're feeling fear, anxiety, or insecurity, take them, and don't judge yourself for feeling this way. Step B: Be Brief. Don't rush to react to opportunities; instead, take the time to decide on your choices and how you will show up.  Step C: Choose your thoughts. Decide how to make a difference and focus on those thoughts and feelings.  Step D: Act accordingly. Lean in and do what you need to do to be of service. And if it means to lead to give clarity to exercise authority, do that. Irene also discusses how important it is to practice authority and the ABCD process if you want to see positive changes within yourself. For many women in positions of authority, the struggle against the internalized voice of imposter syndrome can seem like a relentless battle. However, the journey of empowerment and self-discovery holds the key to overcoming these challenges and mastering the art of confident leadership.  Are you ready to embrace your unique leadership style and leave imposter syndrome behind? Listen to this enlightening podcast episode, where we explore powerful strategies for women leaders to thrive. “We women have been marinating in societal expectations and limitations. And that's where we've got that constant murmuring in our inner critic that tells us we're not good enough.” - Irene Sim. Resources Irene Sim on LinkedIn If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.   

Are you ready to revolutionize your approach to finding prospects? Do you sit back and hope they'll come to you, or are you casting wide nets on LinkedIn, crossing your fingers for a response? Let's face it. These tactics scream "lazy prospecting." But fear not! In this thrilling episode of The Sales Evangelist, the charismatic Donald Kelly is here to transform your strategy. Dive into this power-packed five-minute episode and unravel the secrets behind proactive prospecting. Say goodbye to the old ways and hello to a new era of engagement. Don't miss out! What Is Lazy Prospecting? What exactly is lazy prospecting? In the episode, Donald explains it's making a phone call without researching the prospect. When prospecting, you should do your prep work. This involves seeing who else works in the organization and looking at the individual's LinkedIn profile. However, most sellers take this time to scroll through their phones, hoping for the best. Donald explains how most sales representatives become lazy prospectors without realizing it.  LinkedIn Profile Before making a phone call, review the prospect's LinkedIn profile. Scroll through to see their achievements, recent work events, or posts they're engaging in.  Donald shares how you can use this information during a phone conversation with your prospects. Hint: Use LinkedIn Sales Navigator during your research! Multi-Threading in Sales Speaking of Sales Navigator, it's the ideal tool for multi-threading. Use it to find someone within our prospect's organization you can engage with and talk to on LinkedIn. Donald shares how to multi-thread within the episode correctly to help you connect with your prospects and close a deal. Are you a fan of quick, impactful insights? Dive into our five-minute episodes that pack a punch! Hit subscribe and immerse yourself in the latest trends and updates from the sales world. Our mission? To empower you to double your deal closures by enhancing your pipeline like never before. Join us for these brief yet potent episodes and say goodbye to lackluster prospecting. Transform into the sales leader you're destined to be. Let's do this! “The more shots you take on goal, the more chances you have of scoring.” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

You're sitting in a meeting listening to your co-workers review business plans. But while you're listening to them, the little voice in your head keeps telling you you're not good enough. Your inner voice is saying it so much you start going down a self-doubt spiral. How can you quiet this voice in your head and build your self-confidence back up to tackle your projects? Listen to this week's episode of the Int-HER-rupt podcast. In this episode, host Linda Yates chats with Tiffany Houser, leadership coach & founder of Evolve, on shifting the negative talk into positives. Tune in to hear Tiffany's insight and advice to help stop you in your tracks when the little voice becomes too much! Tiffany Houser's Background Tiffany is the CEO and founder of Evolve, where she helps senior leaders and founders transform their self-worth through an authentic leadership style, vision, and purpose. She is also the creator of Self-Worth Advantage, which provides leaders and their people partners with strategies and a framework to leave the imposter's feelings behind for good.  Tiffany believes in cultivating compassionate, responsible, inclusive, and empowered leaders at all organizational levels. Why Is It Hard To Tap Into Your Authentic Self? For those struggling to find their authentic self, Tiffany believes it's essential to focus on the one question or choice you're facing. You know what you want, but fear gets in the way of making the right choice. Sometimes, people let their fears get in the way of their options, and their hopes stay as dreams. When this happens, self-destruction suffers in different ways, such as overeating or insufficient sleep. How Do You Determine What You Want? Tiffany believes grace is the first step to determining what you want in your career or life. When you have grace, it allows you to tap into your desires and push you to reach your goals. If you let fear or your ego get in the way, it puts more pressure on the choices you're trying to make. Three Ways To Quiet the Inner Voice Tiffany shares three tips to help you quiet your inner voice when making difficult choices.  The first advice is to ask yourself what you are afraid of when deciding on something and can't make a choice. Once you figure out what you're scared of, ask yourself why. You'll discover it hasn't happened to you and likely won't. The second tip is to ask yourself if you have what you want. This will help you stop overprotecting yourself and clarify what you want. The last piece of advice is to ask others for support. Family and friends know what you want too, because they listen to you talk. If you're unsure about something, ask for their advice to help you decide. Tiffany shares that this was how she overcame her negative thinking patterns and finally clarified what she wanted in her career and life. Making decisions in life is never easy, especially when your inner voice says you can't do it. However, when you combat the negative thinking, you'll discover that you can do it and deserve the best in life. Tune in to hear actionable tips on how to quiet the little voice in your head. Tiffany Houser shares wonderful advice to help you reach your goals and become successful. "When you are graceful with yourself, you can tap into that thing, idea, or experience you want. But if you're caught up in the ego, you're beating yourself up or pressuring yourself into what you really want." - Tiffany Houser.  Resources Tiffany Houser on LinkedIn Evolve Self-Worth Advantage If this episode connected with you, reach out to Linda and let her know. This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show. Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

You rely heavily on your sales script to win over prospects. Right? If you do, there's no need to feel ashamed about using them. The company created them to help you know what to say.  However, a creative approach in your sales pitch is a better way to gain clients. This is especially true when trying to build authentic relationships.  In this episode, host Donald Kelly engages in an insightful conversation with Grant Lira, the co-founder of the Empathy Firm, discussing the art of creatively connecting with prospects in sales. Through Grant's valuable insights, you'll learn practical strategies for establishing genuine connections with potential clients.  Tune into this episode of "The Sales Evangelist Podcast" to help you become more authentic and productive in sales interactions. Embracing Authenticity in Sales Conversations Grant emphasizes the importance of embracing authenticity in sales conversations, encouraging sales professionals to engage in genuine dialogue rather than adopting a scripted or robotic approach.  He highlights the significance of establishing a human connection, as it fosters an environment conducive to open communication and mutual understanding.  By approaching potential prospects with authenticity and sincerity, sales professionals can build trust and rapport from the outset. Preparing for Meaningful Interactions Grant shares proactive strategies for preparing meaningful interactions with prospects before the actual sales call.  He recommends sending a pre-call email with relevant resources, such as articles, case studies, and a personal video message.  This approach demonstrates the seller's genuine interest in the prospect's needs and equips the prospect with valuable information to enhance the upcoming conversation. Grant believes sending personalized video messages offers a glimpse of the seller's personality, fostering a more personable connection before the call. The Power of Humanizing Interactions Donald and Grant discuss the importance of humanizing interactions with prospects. Grant shares his approach of envisioning sales calls as conversations with a friend, advising sales professionals to engage with prospects in a manner that reflects genuine human interaction.  Avoiding the pitfall of pigeonholing prospects based on their titles, Grant emphasizes the significance of acknowledging the human experiences and challenges individuals face daily.  By humanizing interactions, sales professionals can bridge the gap between traditional sales tactics and authentic engagement. Creating Lasting Impressions Grant sheds light on the impact of thoughtful gestures in creating lasting impressions. Sales professionals can demonstrate a genuine commitment to prospects using personalized elements, such as a follow-up email with valuable resources. The approach shows you understand potential clients' needs and care about solving their issues. Grant's emphasis on creating a memorable pre-call experience aligns with the overarching theme of genuine, human-centric engagement in sales interactions. Implementing Creative Approaches Grant provides actionable insights for implementing creative approaches to foster meaningful connections with prospects.  His approaches reflect a shift towards humanizing and enriching the pre-call experience for both the seller and the prospect.  Using these creative strategies, sales professionals can establish genuine connections with prospects and differentiate themselves from conventional sales approaches. Despite how useful your sale script may be, consider improvising sometimes. Humanizing the sales process and engaging in meaningful ways cultivates genuine connections with prospects. Thanks to Grant's insights in this episode, you'll discover the transformative power of authenticity and creativity in sales interactions. Through his expertise, Grant redefines the art of connecting with prospects, illuminating the path toward more impactful and successful sales engagements. As a token of gratitude, Grant extends a special offer to listeners. Send an email to Grant with the subject line "The Sales Evangelist" for the exclusive gift. He'll improve your outreach efforts on three online platforms and boost your social media presence. “But what you should really be focusing on is, can I help these people? What does their current system look like? Can we work with it? Do we actually think we could get results? And then, if yes, you should have a pretty good explanation of what you do and how it helps them.” - Grant Lira. Resources Grant Lira Grant Lira on LinkedIn The Empathy Firm Email: grant@empathyfirm.com  Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

On today's episode of The Sales Evangelist, our host, Donald Kelly, talks with Matt Dixon about how top performers overcome customer indecision. At the beginning of the pandemic, sales went entirely virtual overnight. Matt, and his team, studied 2.5 million recorded sales calls to answer the questions: what possesses a customer to go through an entire sales process and then not follow through, and what do the best salespeople do to avoid that happening to them? The answer is the JOLT effect. What do most salespeople do when customers get cold feet? Many salespeople are taught that the reason this happens is that you haven't beaten their status quo.  They dial up the FOMO. Matt found that this increases the odds that the customer will do nothing.  Two reasons that the deal could be lost to no decision The customer still feels the pull of the status quo and they believe what they are currently doing is good enough. They don't see that switching to your product is a better alternative.  They are indecisive about changing the status quo. They don't know what to pick, they feel a lack of information, or they feel like they won't get what they are paying for.  How do you overcome customer indecisiveness? The JOLT effect During Matt's study, he found that there are four behaviors that high performers use to get customers unstuck. The acronym JOLT.  Judging the level of indecision. The best salespeople use a technique of pings and echoes.  Offering a recommendation. If everything looks good, then doing nothing seems like the best option. The best salespeople narrow the options and then recommend to the customer what they believe would be best.  Limiting the exploration. When the customer asks for more information it may feel like the customer is making progress. Beyond a certain point, the customer is engaging in analysis paralysis. To limit their exploration you need them to trust you and consider you the expert.  Taking risks off the table. Manage expectations early on and then give them a safety net.  Resources To learn more amount Matt's company visit dcminsights.com To learn more about the Jolt effect visit the Jolteffect.com Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

What makes the top ten percent of sellers different from the other ninety percent? Listen to this episode of the Sales Evangelist podcast to find out. Donald sits down with Kristie Jones in this riveting episode to discuss strategies for excelling in the sales industry.  Kristie, an expert working with early-stage startups, shares her extensive experience in formalizing sales processes and managing hiring practices. This episode delves into the intricacies of selecting the correct sales role, leveraging one's strengths, and the importance of personal development for career success. Tune in and gain insightful advice on helping young sales professionals reach their full potential. Choosing the Right Sales Role Kristie explains the motivation behind her book, addressing the common pitfall of entering unsuitable sales positions.  She stresses the vital role of self-awareness in sales success, advocating for individuals to understand themselves before attempting to comprehend the prospect.  Drawing parallels with sports, she discusses the significance of finding a perfect match in one's sales career to reach their full potential. Taking Ownership and Embracing Opportunities Amid the exploration of various sales approaches, Kristie emphasizes the necessity to take initiative and seek one's own opportunities.  Referencing sports icons like LeBron James and Novak Djokovic, she underscores the dedication and sacrifice required to achieve greatness, a principle applicable in both sports and sales. The Path to Personal Growth and Career Advancement Kristie dives into the importance of evaluating whether a job shift aligns with one's personal growth objectives.  Her interview process focuses on qualifying candidates thoroughly to ensure job alignment with long-term career goals. Donald and Kristie share insights about the significance of career clarity and making intentional job transitions. The Importance of Self-Care and Personal Development A key theme of the conversation is the prioritization of self-care and personal development by top performers.  Kristie and Donald highlight how exercising, reading, and nurturing family relationships contribute to success.  They contend that personal growth and understanding human psychology are critical in sales. Identifying and Nurturing Your Sales Superpower Kristie talks about discovering one's 'sales superpower'—a unique ability that makes individuals stand out in their field.  She shares her personal superpower and advises on identifying and refining these innate skills to thrive in sales.  Donald and Kristie also analyze the traits that mark high-performing B2B sellers in enterprise environments. Visualizing Success: Lessons from Athlete to Sales Expert As a former competitive racquetball player and current tennis enthusiast, Kristie expounds on the mental side of competitive sports.  She discusses the role of visualization and positive affirmations in achieving excellence, drawing analogies with successful CEOs and athletes. This mental fortitude, she implies, is directly translatable to the discipline needed in the sales domain. Kristie further discusses the importance of sales representatives building their foundational skills and sales leaders providing comprehensive training. Donald echoes this sentiment, encouraging listeners to seek continuous personal and professional growth. For those wanting to dive deeper into Kristie's sales philosophies, be on the lookout for her newest book. Sign up for the newsletter here, “Selling Your Way In: The Playbook for Setting Your Income and Owning Your Life.”  “When you're a top ten percenter, you have a lot of choices, and you get to select the position, that role, the company, the industry that will fit your long-term career goals best.” - Kristie Jones. Resources Kristie Jones on LinkedIn Sales Acceleration Group  Selling Your Way In Newsletter Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Do you need help finding your ideal prospects on LinkedIn? In this five-minute episode of the “Sales Evangelist” podcast, you'll discover seven ways to find the perfect clients. Host Donald Kelly shares simple methods to help sales representatives find clients they really want to work with.  Discover the seven best ways to find the right LinkedIn contacts. 1. Use LinkedIn Sales Navigator Donald stresses the point of finding clients who need your services. He suggests creating an Ideal Customer Profile (ICP) to help you find the right ones. One of the best ways to do this is using LinkedIn Sales Navigator. You can use the spotlight filter to find engaging people posting on the platform. You can use your ICP to target potential customers based on their industry, interests, and the companies they work for. Also, pay attention to how often they post on LinkedIn. Potential clients are more likely to engage with you than ignore you. 2. Look at the Engagement on LinkedIn Posts Consider looking for LinkedIn posts based on your industry. Then, pay attention to the individuals engaging with these posts. Look through their profiles and see if any of them match your ICP. 3. Industry Influencers No matter your industry, some individuals are prevalent within the space. These individuals are more than likely to receive the most engagement on LinkedIn. Find these influencers and see who is engaging with their posts. Again, check to see if they match your ICP. It's a great way to send a personal connection with potential customers. 4. Contacts of Companies Like influencers, searching for companies within your industry allows you to find potential customers who follow them.  Donald provides an example of how to do this within the episode. 5. People Who Follow Your Company One of the best ways to find your ICPs is by seeing who follows your company. You can easily do this with the LinkedIn Sales Navigator tool. 6. General Filter If you're not using LinkedIn Sales Navigator, you can use the general filter on the platform. Go to the search bar and use the filter to find people who fit your ICP. 7. Focus on People Who Engage With Your Post You should post on LinkedIn regularly and pay attention to those engaging with your content.  They're likely potential customers who may need your products or services. Once again, wonderful tips from Donald Kelly. If you're ready to build your pipeline and close twice as many deals as you do now, subscribe to the TSE podcast for more sales advice. “Engagement leads to conversations. Conversations lead to opportunities.” - Donald Kelly. Resources Donald C. Kelly on LinkedIn LinkedIn Sales Navigator Course Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Have you ever wondered how the sales process is in Europe? One of the key differences between American and European outreach methods is phone usage. European sales representatives rely less on phone calls than in America when contacting potential customers. But why is this, and could it be a better outreach strategy? In this exciting episode of the Sales Evangelist podcast, host Donald Kelly speaks with guest Kiran Ramaiah, a sales expert, on European outreach strategies. Sales representatives across the globe rely less on spamming their prospects and instead focus on building authentic relationships when selling. Tune in and discover why it's better to follow this method. Understanding GDPR and Sales Outreach in Europe The General Data Protection Regulation (GDPR) has significantly shifted the landscape of sales outreach in Europe.  Consent is paramount, with emails and LinkedIn messages being the go-to methods, while phone calls require prior consent.  Kiran and Donald discuss how prospecting in Europe demands a nuanced approach—longer cadences, compelling subject lines, and concise messaging—to navigate this regulated environment successfully. Prospecting with Precision Kiran outlines the cornerstone of European prospecting: tailored messaging and meticulous research on buyer personas.  He emphasizes the effectiveness of LinkedIn for uncovering trigger events and crafting relevant connections.  Donald concurs, stressing the importance of simple yet impactful messages resonating with the prospect's interests and needs. Sales Sequences in the European Market Challenges in Europe include the difficulty in cold calling and the necessity to refine sales tactics based on contacts' roles and industries.  Kiran shares why grasping buyer personas and industry-specific peculiarities is key to developing effective sales sequences. Sales Cadences and Cultural Considerations Recognizing cultural differences in outreach is crucial.  European cadences stand in stark contrast to their American counterparts, requiring thoughtful spacing of communication to respect the recipient's time and avoid being marked as spam.  Kiran advises against requesting calls in the first email, promoting respect for the prospect's decision-making process. Closing Deals with Relevance and Value Both Donald and Kiran concur on the significance of communicating value.  Kiran shares methodologies that accentuate relevance to prospects, boosting the chances of successful deal closing.  The expert duo caution against repetitive 'bumping up' of emails, advocating for personalization and aligning with the prospect's priorities. Leveraging LinkedIn and Crafting Subject Lines Kiran's strategy of leveraging LinkedIn to engage prospects illustrates the power of platform research and personalized subject lines.  Donald emphasizes using LinkedIn to stay informed on current events and fostering genuine connections. Timing and Follow-Up Communication An essential strategy that Kiran highlights is the timing of follow-ups.  He suggests allowing at least five days for recipients to respond, advocating for patience, and respecting the prospect's process. Before you try selling to a client in Europe, learn some of the techniques sales representatives use to help win them over. European sales representatives rely on social media and email before calling a potential customer.  Building a relationship with a prospect before selling to them is important. If you do it the American way, you're more than likely going to get ignored.  “But the moment you ask them for a call on the very first email, they will not even reply to you at some time. They will say, okay, not interested.” - Kiran Ramaiah. Resources Kiran Ramaiah on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

Do you have a clear vision of what you want for 2024? If not, then you are already setting yourself up for failure. This year should be about improving your income, succeeding, and thriving in the sales industry. But the only way to do this is by establishing a clear vision for yourself. In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives into the importance of creating a vision as a salesperson. He provides practical insights and tips on how sales professionals can develop a vision, set effective standards, and achieve their goals to thrive and succeed in 2024. Understanding Vision, Mission, and Standards Donald clarifies the distinction between vision and mission. He highlights that while the mission statement reflects current actions and objectives, the vision pertains to future aspirations and long-term goals. Drawing from an example by the Lassian blog, he illustrates how a sales professional's vision may encompass aspirational goals, such as becoming the top performer in their organization or making a meaningful impact in a specific area, while their daily mission involves tasks and responsibilities to achieve that vision. Incorporating Standards Donald emphasizes the importance of setting minimally acceptable levels or benchmarks, which individuals should continually work towards.  He draws parallels between standards in sales and other professions, emphasizing that standards serve as critical metrics that align with an individual's mission and vision. These standards represent the key performance indicators (KPIs) necessary to achieve long-term goals. Practical Application for Sales Professionals Donald provides actionable advice for sales professionals, focusing on implementing these principles in their daily routines.  He emphasizes identifying three critical standards directly contributing to achieving the set vision.  Additionally, he suggests incorporating specific daily goals or KPIs that align with these standards.  For instance, he recommends setting goals for prospecting time, outreach efforts, and referral requests, emphasizing their direct impact on achieving the established vision and standards. This episode provides valuable guidance for sales professionals seeking to elevate their performance and achieve long-term success in 2024. Join Donald as he shares his insights and  actionable strategies for sales representatives. “The vision is very different from the mission statement. The mission statement is what you or your company is doing right now. The vision is something you'll accomplish in the future.” - Donald Kelly. Resources The Sales Evangelist Master Program Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

Are you ready to unlock the secrets to boosting your sales through webinars and discovery calls? Join us in this episode as we dive deep into the world of sales with the founder of The Sales Evangelist, Donald Kelly.With a wealth of experience in sales training and coaching, Donald offers invaluable guidance in the world of selling. This episode provides expert tips and strategies to elevate your webinars and discovery calls. Please click here to give an honest Rating/Review for the show on iTunes! Thanks for your support!Kwadwo's Links:Subscribe to The Art of Online Business's YouTube ChannelDownload the Free Facebook Lead Gen Ad Setup Checklist: Set your ads up like an expert ads manager!Grab the Facebook Ads Lead Gen Cheat Code course to cut your lead costs and double your email list!Visit Kwadwo's website for Facebook Ads helpSay hi to Kwadwo on InstagramDonald Kelly's Links:Visit Donald Kelly's websiteListen to The Sales Evangelist PodcastGet access to TSE free coursesTimestamps:00:00 - Introduction00:29 - About Donal Kelly02:44 - Sales podcast grew into successful training organization12:15 -  Learn email writing, sales calls, and closing20:24 - Walking through the discovery call structure23:58 - Decide if it makes sense, note objections29:18 - Evaluate options, discuss on call if needed31:27 - Repetition, role play, and listening to calls35:35 -  Price anchor: higher price than actual cost37:45 -  Course pricing, content, accountability, facilitator sessions shown40:51 -  Criteria and objections 44:52 - Understand preferences47:45 -  Free course available, new offer coming soonClick here to subscribe to The Art Of Online Business's YouTube channel so you can see the funnel fixing advice!