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The Sales Evangelist

Updated 2 months ago

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

iTunes Ratings

191 Ratings
Average Ratings
182
5
0
3
1

My favorite sales pod cast so far!!

By Wild man of bornea - Nov 23 2019
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Not a lot of chit chat. It’s relevant, to the point, and engaging!! Keep up the great work!!

Donald is the man!!

By Max Branding - Mar 10 2019
Read more
He’s incredibly smart and talented and has put together an insanely helpful show. Always delivers!

iTunes Ratings

191 Ratings
Average Ratings
182
5
0
3
1

My favorite sales pod cast so far!!

By Wild man of bornea - Nov 23 2019
Read more
Not a lot of chit chat. It’s relevant, to the point, and engaging!! Keep up the great work!!

Donald is the man!!

By Max Branding - Mar 10 2019
Read more
He’s incredibly smart and talented and has put together an insanely helpful show. Always delivers!
Cover image of The Sales Evangelist

The Sales Evangelist

Latest release on Aug 14, 2020

Read more

I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

Rank #1: TSE 881: The Art & Science of Pitching Anything to Anyone!

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Oren Klaff calls sales an art form. A lifetime of raising money taught him that it requires the same process as selling: find a buyer, get his attention, hold his attention, convince him to trust you, and then convince him that what you have is scarce. Once he discovers that others want what you have, […]

The post TSE 881: The Art & Science of Pitching Anything to Anyone! appeared first on The Sales Evangelist.

Jul 20 2018

41mins

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Rank #2: TSE 771: Jeffrey Gitomer – Setting Goals & Developing a Sales Mindset

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During this episode, I was able to bring back on our VERY first guest, Mr. Jeffrey Giomer. He shared with us thought about effective planning, goal setting, and motivation. Listen to it and see how it can apply to you and your business.

The post TSE 771: Jeffrey Gitomer – Setting Goals & Developing a Sales Mindset appeared first on The Sales Evangelist.

Feb 16 2018

28mins

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Rank #3: TSE 927: Don’t Be Too Desperate

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Sales can be a little bit like dating in high school. When relationships go south, it’s tempting to try to hang on. The other person won’t answer your phone calls. It’s like you never existed. The same thing sometimes happens with inbound leads, and in both cases, remember this: don’t be too desperate. On today’s […]

The post TSE 927: Don’t Be Too Desperate appeared first on The Sales Evangelist.

Sep 24 2018

12mins

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Rank #4: TSE 939: Sales From The Street: “Ditch The Funnel”

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The traditional funnel works in a lot of industries for many sellers. It’s always true, though, that no single industry is exactly the same.  In some cases, sellers have to find a different way to operate. Jereshia Hawk had to ditch the funnel. Today on Sales From The Street, Jereshia Hawk shares how she shifted her mindset […]

The post TSE 939: Sales From The Street: “Ditch The Funnel” appeared first on The Sales Evangelist.

Oct 10 2018

17mins

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Rank #5: TSE 963: How To Help Business Owners And High Performers Hone In On Their Zone Of Genius, Work Smart And Make More Money

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In this episode of The Sales Evangelist, I talk to Phil Newton about how we can work smart and accomplish more by doing less. It all began with a “sob story of events” when Phil was diagnosed with Crohn’s Disease, an intestinal disorder with an array of symptoms that prevent him from doing business the […]

The post TSE 963: How To Help Business Owners And High Performers Hone In On Their Zone Of Genius, Work Smart And Make More Money appeared first on The Sales Evangelist.

Nov 13 2018

30mins

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Rank #6: TSE 811: How Do I Handle Objections?

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Your success as a sales professional depends largely on your ability to handle objections. Give up too quickly and you’ll miss an opportunity to dispel your client’s concerns. If you view the objection as a buying signal, you’ll create an opportunity to collaborate with the customer. On today’s episode of The Sales Evangelist, Jim Jacobus […]

The post TSE 811: How Do I Handle Objections? appeared first on The Sales Evangelist.

Apr 13 2018

35mins

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Rank #7: TSE 800: Some of The Best Tips From Over 800 Episodes Published

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Today’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast. I’ve pulled together the best sales tips I’ve heard on the show, as well as some details about how I got started in sales and why it matters so much to me. We also discuss […]

The post TSE 800: Some of The Best Tips From Over 800 Episodes Published appeared first on The Sales Evangelist.

Mar 29 2018

43mins

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Rank #8: TSE 1051: How To Solve The Most Common Sales Problems

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Sales leaders who can solve the most common sales problems will increase their productivity and improve their performance.

Today, Charles Bernard explains how a disciplined system for selling and managing can remove barriers to performance for sales leaders.

Bernard founded ‘Criteria for Success,' an organization that develops online sales playbooks and provides leadership and sales management training. Charles was a top performer in his division with General Electric and has run several businesses as well.

Caught in the middle

Charles believes that the number one issue facing sales managers today is the feeling of being caught in the middle between the CEO/Management and the sales team. Sales managers must bring in the numbers, on one hand, while acting as a micromanager on the other.  He compares it to having a target on his front side with another on his back.

Charles finds that pressure from above is unfiltered and passed directly down onto the sales teams, whether it's justified or not. And, he says, the sales teams hate that.

If management feels that something is wrong or that people are not doing their jobs, for example, it is the responsibility of the sales manager to balance the push/pull of the situation. She must absorb the pressure in order to adapt the message - without losing the importance behind it - to empower the team.

Passing the pressure from management to the team does nothing to motivate or incentivize sales.

Many times, leaders fall into the trap of thinking they must have all the answers for how things should be done. An enlightened manager should be able to pull the boss and the team together.  He should encourage conversations that promote transparency and foster teamwork.

Charles prefers for his sales teams to hear directly from the bosses and he often facilitates meetings to allow for such interaction. It allows each side to learn the concerns of the other and to work as a team.

Pulled in different directions

Charles cites the challenge of staying focused as another common issue facing sales managers. Don't engage in too many meetings or with multiple different initiatives. Lack of focus prevents the managers from spending time in the field and with their sales teams.

It was a struggle but Charles eventually learned how to say ‘No’ to those who people who weren't impacting sales.

Charles recalls numerous instances where he was asked, for example, to intervene with an upset client. He had to put his foot down and direct those calls to others in the organization better equipped to handle such situations.

It is understandable that sales managers want to prove their worth to the company. But it is a mistake to do so by getting involved in matters that do not pertain to their job or to assist with sales if the team is underperforming. It only serves to further scatter the focus a sales manager needs to succeed.

The purpose of the sales manager is to be available to the team. It must be the priority.

[Tweet "If you are constantly running back and forth putting out fires, you may feel busy, but non-sales related activities do not increase the bottom line. #SalesFocus"]

Inability to set goals

Sales managers often don’t have the time to spend on the proper vetting of the forecasts. As a result, they are often unable to create realistic forecasts and to set goals.

The need for realistic forecasting is obvious. The problem arises when the decisions made on that forecast - where the growth is coming from, how much we will grow, what the profits will be, and how the funds will be reinvested - are very linear and rigid. There isn’t a lot of thought behind it.

Charles believes that people should not think about what they are going to sell in a year. People tend to miss things like backlog, which is probably going to give you the most wind behind your sails.

If forecasting in 2018 for 2019, for example, you must see all the deals that didn’t close, at the individual and team sales levels. You want to know what stage they are in because that backlog will give you a jump on each quarter.

What is your backlog going in? What is your backlog coming out?

If you begin with a strong backlog of unclosed business and put that into your forecast, you can then see where you are short and what you need to do each quarter. It is very important to have a notion of forecasting that includes backlog. Without it, you are already behind at the start.

Sales advice
  • Rank your sales team. Who are your A’s? Who are your B’s?
  • Rank your customers. Who are your partners and who are your advocates? Who buys on a whim, or transactionally?
  • Build a playbook. Take all the knowledge in the company and make it available for everyone to access.
"Solve The Most Common Sales Problems" episode resources

Charles can be reached via email at cbernard@criteriaforsuccess.com, or you can call him at 212-302-5518. Charles can also be found on LinkedIn.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

If you're not familiar with the TSE Certified Sales Training Program, it's a program designed to help brand new sales reps, as well as those who have been selling forever. The 12-week module offers videos you can watch at your own pace, as well as the option to join a group discussion. It's broken into three sections: finding, building value, and closing. It's amazing and it's fun!

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.

The episode is also brought to you by prospect.io, a sales automation platform that allows you to send cold emails in a personalized manner. To find out more about how it can help you automate your sales process, go to prospect.io/tse. Your prospecting will never be the same.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Mar 15 2019

26mins

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Rank #9: TSE 1066: Selling From The Heart

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Sellers have a bad reputation as people who are artificial and only concerned about themselves, but in order to succeed, you must focus on selling from the heart.

Larry Levine has spent 30-something years in the trenches of B2B work, and he recognized some glaring weaknesses in sales teams he worked with. He values authenticity and he points to it as a big disconnect for many sellers.

But it isn't just sellers. Think about how many times you've run into a friend you haven't seen in a while, and you toss out the phrase, "we should do lunch." It doesn't usually mean anything other than "I'll see you when I see you."

Sellers must pay attention to their words.

Use your words

The words genuine, authentic, value, and trusted advisor prompt the follow-on question: "What does that mean?"

Start by leading an authentic lifestyle. Think about this: When you say you're a salesperson or an SDR, you're already behind the 8-ball already in the minds of your clients and prospects.

For every great sales professional, there are 10 that give the sales world a bad name.

When you deal with the people in your personal life, are you genuine and true to who you really are? Most likely you are. So why can't we play that same role when we're dealing with our clients and prospects.

[Tweet "Address the misalignment that exists between who you are at work and who you are after 5 p.m. Be genuine and authentic with the people in your business just like you are in your personal life. #AuthenticSelling"]

Building relationships

Many sellers maintain a certain amount of distance in their relationships with their clients. In his book, Slow Down, Sell Faster, Kevin Davis asked how it's possible to sell something to someone if you don't spend time figuring out who they are?

  • What makes that person tick?
  • What do they care about?

Sellers try to move their prospects through the sales funnel as quickly as possible instead of investing the time to understand. Listen with intent and help them do their jobs. You'll be surprised to find that things actually speed up.

Vulnerability

If you don't build a relationship throughout multiple steps and influencers, it will be difficult to sell anything. People will buy from people they know, like, and trust.

People are beginning to understand that it's ok to bring your heart to the sales world. It's ok to be genuine and real. But in order to do that, you have to be vulnerable, which goes against what we believe about sellers.

If you asked your prospects what they truly desire in a seller, what do you think they'll say? Maybe someone who is honest and who can solve their problems. At some point, you'll hear them say "I want them to be sincere and show up after the sale."

Conversations

Have a conversation like you would with your friends.

Memorizing scripts may make you sound too robotic. It isn't that scripts are bad, but we must make the verbiage in the script our own. If you can't align to it, you'll struggle with it.

Imagine if you understood the person you were reaching out to. What are the issues and challenges they are facing.

If you're calling a VP of sales to set up a demo for software, find out the issues that VPs of sales struggle with. Offer three issues that are most common for sales teams. Ask your prospects which of those three topics he can most closely align with.

The truth is that even tenured sales reps are going about this the wrong way. Instead of the phone call being focused on setting a meeting, focus the call on starting a conversation.

Sales leaders

Time and patience matter. Your organization wasn't built in a day. You took a series of small successful steps to get where you are.

The same is true for your sales process, but no one has time or patience for it. No one wants to slow down.

Larry recalls deciding one day to focus on quality over quantity. He focused on opening at least two new conversations with two people he didn't know every single day. His phone skills improved and his mindset did, too.

Sellers who are allowed to focus on quality over quantity may find that they enjoy their roles a bit more because they are connecting with people.

Foundations

Larry's first mentor freed him from the pressure of memorizing his prospecting script word-for-word, and instead encouraged him to understand the foundation of the script. Once you've done that, make it your own.

Get back to humanizing what we've previously dehumanized in the sales world. There's a time and place for technology, but human-to-human matters. Technology can't replace every human aspect.

Larry warns against being an "empty suit with commission breath."

Once leadership realizes that there's a human on the other end of the sale rather than just a bunch of dollars and they set out to solve problems, watch what happens to the level of your relationships and referrals and profits.

Avoiding sameness

In a crowded field, in order to rise above the sea of sameness and be seen in a different light and stand out from the sales wolfpack, the differentiating moment goes back to the human aspect.

People smell sincerity immediately. Instead of juggling personalities, be authentic.

Understand that credibility and clarity sell in a world of insincerity.

[Tweet "In a commoditized market, if you open conversations in a transactional way, expect a transactional relationship. You'll be replaced by another transactional relationship along the way. #SalesConversations"]

Create a transformational experience by having a conversation. As you transform your relationships, you'll stick out like a sore thumb in a world of transactional conversations.

"Selling From The Heart" episode resources

Find Larry on LinkedIn @larrylevine1992 or on his Selling From The Heart podcast at sellingfromtheheart.net.

Grab a copy of Larry's book, Selling From the Heart: How Your Authentic Self Sells YouHis website also offers an accompanying self-reflection journal.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Apr 05 2019

32mins

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Rank #10: TSE 1237: 10 High Performance Habits That Lead To Success

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10 High-Performance Habits That Lead To Success 

An article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness. 

Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians. 

The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success: 

  • Win the morning
  • Do hard things
  • Embrace feedback
  • Learn from failure
  • Choose your attitude
  • Do one more
  • Have a purpose
  • Recommit every single day
  •  Be patient
  • Fear no one

Win the morning

Winning the morning is all about starting strong. People complain they don’t have enough time in the day but the truth is, there’s not enough time because they’re not using the time they have. Instead, they’re wasting it.  All you need to do is to start the morning strong by getting up with purpose. Successful people and high-performers are able to do hard things. Sometimes one of these is to wake up early when nobody else does. 

Move towards your goal by telling your body to get up, even when it wants to sleep. This is you practicing to dominate your body. If you do that over and over again, you are going to be able to train yourself to do difficult things. When you don’t want to pick up the phone to make a sales call, train yourself by telling yourself to pick up the phone anyway. Make that first decision ad it will get easier. Winning the morning is important because it starts your day off with taking control. Tell yourself to do one thing and attack it. 

Regardless of whether you’re a night person or a morning person, your morning begins when you wake up. Wake up strong by doing it on purpose and with passion. Set up a routine, workout, eat right, fill your mind, and fill your heart. 

There are two things that people often underestimate when trying to achieve greatness: How long it’s going to take and how hard it’s going to be. Whether you set a personal goal or a professional goal, don’t underestimate how difficult it’s going to be or how long it’s going to take for you to achieve the goals. The danger in doing so is that you’re mentally unprepared when adversity comes. When problems strike, many would-be performers pull the plug and give up. High-performers, on the other hand, have the ability to do hard things because they have acknowledged beforehand that achieving their goals may be hard. They’ve prepared themselves mentally and physically for the hard things. 

Successful people didn’t realize their achievements overnight. Many hours, days, months, and sometimes years are spent working towards their goals. They win the morning and keep going.

Whatever time you wake up, win the morning. Wake up with purpose and attack the day! #SalesTalk

Little things matter

People tend to seek out the hard actions and don’t realize the tedious detail-oriented things matter just as much. Examples are reading for on-going education and taking notes during training.  Great performers don’t take these details for granted. The details that need to be executed will be different from one person to the next. The key is to find the details that apply to your success and whatever they are, do them. 

Learn from failures

The inability to learn from failure is the number one factor that destroys would-be performers. Many professionals from various careers and industries are afraid of failure.  It’s not necessarily even the failure in itself, but their interpretation of failure. They perceive that failure means they’re not good enough. These negative phrases that play over and over in someone’s mind lead to feelings of failure but you can train yourself to understand these feelings don’t reflect the truth of the situation. Instead of viewing failure negatively, It can be looked at as an opportunity to learn. Every successful entrepreneur has seen failure and fought against it. They overcome these adversities by using failures as a means to learn from their mistakes and get better. 

Sarah Blakely, the CEO of Spanx, was asked why she’s so good at her job. She attributed her success to the training that got from her father. Sarah’s father would ask her, “How did you fail today and what did you learn from it?”  She grew up learning from failure. Those who are willing to learn from failure will fear it less and those who fear it less are more dangerous because they know how to use it.

When you can wake up every morning, not being afraid of failure, you take the pressure off yourself.  You’re able to go after your goals and take chances you might not have otherwise. You will experience failure but when you do, you’ll know how to face it, learn from it, and overcome. 

A laundry list of failures 

Prepare yourself mentally for failure by listing all the ways you could fail. List them all no matter how simple, unlikely, or outrageous these failures could be. Once you have identified them, think of ways to respond to each of these scenarios and have a plan of action. Having a bounce-back plan gives you the confidence to take care of these potential adversities because now you know you have a course of action. This will save you from reacting emotionally and negatively when failure strikes and you will be less likely to give up. 

Keeping the momentum

We can start a new venture well but it takes the right traits and qualities to keep the momentum going. Typically, the problem isn’t about the lack of motivation or the lack of competence.  Oftentimes, the problem lies in the size of the list. 

Sometimes we have too many actions on the list and we become overwhelmed. It’s important to start small. Start with one high-performance habit and when you achieve it, motivation will naturally fall into place.

There are many elements to having mental toughness. The most important thing is to identify the one thing that keeps you from excelling right now and take on a new habit to defeat that mindset or situation. Hone in and develop the behaviors around that. Once you’ve automated that one habit, go onto the next one. It’s a continuous learning process. It’s continual growth and development until you become the successful person you want to become. 

Do one more

You can also develop mental toughness by doing something even if it’s difficult to do. Your body will go where your mind takes you. The ‘do one more’ principle means telling your body what you want it to do. If a typical salesperson has a goal of talking to 10 prospects in one day, then don’t be typical. Do one more. By making this decision, you’ve taken control.  Doing this over and over again will increase your motivation as you achieve your goals. This is one of the most powerful principles that you can develop.  

High performers don’t settle for average. They go up and beyond. They hit one more call, they read one more book, and they write one more email. That is the separating factor. 

Fear no one

Fear no one but be respectful to everyone. Treat everyone the same regardless of their social status and carry this mindset everywhere you go, regardless of who you’re talking to.  Everyone is important.  

Stop trying to read other people’s minds because that will plant seeds of doubts in your own brain and you defeat yourself.  You’re allowing other people to intimidate you because of the script you’ve created in your own mind. You may have a little trepidation but that’s normal. Everyone feels some fear but you still have the opportunity to be courageous by acting despite the fear. Remember, anyone can be beaten. 

“10 High-Performance Habits That Lead To Success” episode resources

Success is a choice. As a salesperson, always make the right choice. Contact Justin Su’a via Twitter, Facebook, and Instagram. 

If you have more sales concerns, you can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning in January and we would love to have you and your team join us. Follow this link to apply to the program. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Jan 13 2020

39mins

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Rank #11: TSE 957: Sales Process 101

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When I worked for a corporate organization, I had to call executives and convince them to consider our product. I had no direction for the conversation. Until I got sales training, I didn’t know what to stay to get them to the next step. That map is known as a buying process or a sales process, […]

The post TSE 957: Sales Process 101 appeared first on The Sales Evangelist.

Nov 05 2018

14mins

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Rank #12: TSE 954: Sales From The Street: “Scary Cat”

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When you pursue prospects but don’t get responses, it can be intimidating. We don’t want to lose those prospects, but we don’t know why they aren’t responding. On today’s episode of Sales From The Street, we’re talking about loss aversion, and how it can be scary for sales reps to lose prospects, and also what […]

The post TSE 954: Sales From The Street: “Scary Cat” appeared first on The Sales Evangelist.

Oct 31 2018

11mins

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Rank #13: TSE 997: Where There is No Vision The Salesperson Perishes

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Where there is no vision the people perish, and that’s especially true in sales. Because we aren’t constructing physical structures like houses or sidewalks, the game of sales is largely mental, and it requires a visionary mindset.

The book Think & Grow Rich by Napoleon Hill, now available as a free download,  addresses the importance of vision and what can happen when you don’t have an eye on the future.

VISION FOR SALESPEOPLE

Vision demands that we look beyond the work that we’re doing today. It demands that we look into the future, perhaps to the end of the quarter or the end of the year. In some cases, we’ll look to the end of five or 10 years.

Without vision, you won’t progress and you won’t grow.

We may imagine the worst-case scenario, and then we find ourselves in a loop, playing it over and over in our heads.

Olympic gold medalist Michael Phelps shared his strategy of playing a “tape” of a perfect race in his head. His coach encouraged him to imagine how it would feel to win, the accomplishment he’d experience, and then think about that over and over.

POSITIVE LOOP

Michael had a positive loop playing in his head, so even when he found himself making bad decisions, he was able to get back on track quickly. He had a tenacious drive to succeed.

I worked with a guy once who always saw life through a negative lens. He could turn the very best outcomes into negative scenarios.

If he won the lottery, he’d likely complain about driving to Tallahassee to claim his prize, or about the fact that he had to pay taxes on his winnings.

You may work with people like this.

Avoid getting pulled into their negative mindset. When you spend large amounts of time around these people, you may allow their negativity to creep into your thinking.

CHANGE YOUR FOCUS

Emerson said that whatever we persist in doing becomes easier.

I refer to this quote all the time because it’s true that our mindset affects our outcome. If you are focused on negativity, you’ll more readily see negative outcomes.

If you focus on the fact that you’re going to set an appointment, you’re going to capitalize on an opportunity. You’re going to reach your commission and create power to accomplish those things.

When I spent too much time around my negative coworker, I spent less time on the phone and less time doing email outreach.

When I changed my focus to positive things, prospects were more willing to listen to me because I was the catalyst. I still had negative experiences, of course, but there were fewer of them.

GET RID OF NEGATIVE

When I was a young seller, I didn’t speak up to my negative coworker because I didn’t want to cause a rift between us.

If I could go back, I would push back against the negative thinking. I would share positive thoughts and read encouraging books. I would either seek to change my coworker’s attitude or repel him because he knew I wasn’t going to listen.

Be honest about the fact that you’re trying to focus on positive things.

IMAGINE THE WINS

When you achieve your daily goals, what will it feel like? What will you say to convince those people to close?

Practice seeing how that will look.

Take charge of your life. Read encouraging books. Refuse to let other people affect your personal vision.

You’re listening to this podcast, and that’s a great start.

COMMAND YOUR DESTINY

Take charge of your future.

For the team at The Sales Evangelist, 2018 was our best year ever. My 2019 vision is to double the numbers we had in 2018 and c continue to increase our customers and grow our podcast.

I had a vision last year of writing for Hubspot and we’re doing that. I envisioned being mentioned by Inc. magazine, and TSE was just mentioned as one of the top podcasts to fuel company growth.

My vision helped me connect with the right people so that I found positive opportunities.

Create positive vision for yourself.

“NO VISION” EPISODE RESOURCES

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple PodcastGoogle PodcastStitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

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Jan 01 2019

18mins

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Rank #14: TSE 818: 10 Effective Qualifying Questions Salespeople Should Ask Each Prospect

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Qualifying represents a vital piece of the sales process. Qualifying is perhaps the most underserved part of the process, and most of us are doing it wrong. Truth is, it doesn’t matter how well you close if you don’t have a good pipeline. On today’s episode of The Sales Evangelist, we’ll talk to John Barrows […]

The post TSE 818: 10 Effective Qualifying Questions Salespeople Should Ask Each Prospect appeared first on The Sales Evangelist.

Apr 24 2018

44mins

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Rank #15: TSE 866: Cold Email What Works, What’s Changed & What Not To Do

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Email is a great form of communication. It allows us to reach out to people on their time without interrupting them like a call would, but the ease of it is the reason more people are doing it. Sales professionals must unravel what works, what’s changing, and what not to do with cold email; why […]

The post TSE 866: Cold Email What Works, What’s Changed & What Not To Do appeared first on The Sales Evangelist.

Jun 30 2018

30mins

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Rank #16: TSE 892: How Can I Better Coach My Sales Team?

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When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask yourself this: How can I better coach my sales team? On today’s episode of The Sales Evangelist, we’ll discuss sales coaching, and how you can help your sales […]

The post TSE 892: How Can I Better Coach My Sales Team? appeared first on The Sales Evangelist.

Aug 07 2018

17mins

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Rank #17: TSE 1129: Sales From Street: "Better Selling Through Storytelling”

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Instead of pushing your message out to your prospects in hopes that they’ll latch on, sellers can make their message magnetic and practice better selling through storytelling. 

John Livesay is known as the “pitch whisperer” because he helps people become compelling storytellers. Plato said stories rule the world, and it’s still true, except 2,600 years later, we have many distractions that he didn’t have. 

Push and pull

Pushing your message out to sell a product or service just doesn’t work anymore. The new technique is to pull people in with great stories. John’s work as a storyteller began at an ad agency where he was tasked with creating 30-second commercials for movies. He discovered the need to tell a concise story that made people want to see the movie. 

During a stint in Silicon Valley, he competed against IBM and other massive companies to sell technical products. He realized that if you confuse people, they say no. But you can pull people in by telling the story of what the technology does.

His work culminated in a career selling ads for Conde Nast magazine, where he had to bring to life the vision of a particular brand to a particular advertiser so they could see why their brand would resonate with the stories being told in the magazine.   

Self-esteem roller coaster

John points to the fact that sellers tend to feel good about themselves only when their numbers are up. When they’re down, self-esteem suffers. 

He recognized his sense that he had to constantly push information out, which was exhausting. Even worse, if you’re pushing and trying without getting anything in return, you end up feeling bad about the whole process. 

Good storytellers allow people to see themselves in the story, which makes the message magnetic. When you become a better storyteller, people want to take your calls and open your emails. #MagneticMessage 

Campfires

The glow of PowerPoint has replaced the glow of campfires, and we often sit in meetings where someone reads to us from a slide. Don’t do that. Nobody wants to be read to. John suggests using a series of images from which you can tell a story. 

Stories work because of our right-brain, left-brain way of processing information. If you’re buying a car, when the seller shares how many miles-per-gallon it gets, you cross your arms and prepare to negotiate on price. But if you say, “Donald, let me tell you a story of someone like you who bought this car and how it changed his life,” you’ll pull the buyer into the story. 

People buy emotionally and then back their decision up with logic. 

Sellers who deal in Ferraris don’t talk about miles-per-gallon. They sell the emotion of driving a sexy car. People buy emotionally, and storytelling is the best way to tap into people’s emotions. 

If you tug at people’s heartstrings, they open their purse strings.  

Sales outreach

John recently worked with Honeywell on the sales of technical products that keep the air clean inside operating rooms. The team talked a lot about the technology and the specifications and how it was better than what the competition had to offer. 

The real story is what happens if the air isn’t clean in the operating room. The patient gets an infection and has to be readmitted for additional surgeries. 

Just about every seller has a case study or testimonial of some sort that can form the basis of a good story. 

Paint a picture

Some sellers use before-and-after pictures to sell their product or service, accompanied by a bunch of facts. There’s no emotion or story. 

A good story has exposition and it paints a picture of the work you did with a previous client. It marries the who, what, when, where, and why of a client with the problem you were solving. It demonstrates how much better life is for your client after he works with you.

But you are never the hero in the story. Tell your story so that the client can see himself in your story. It will make your closing very different because the client will want to take that journey with you. 

Tell a story with specifics, and be sure to include the drama that happened along the way. 

Presentations

Most sellers make the mistake of having too many words in their PowerPoint presentations, and failing to think about what their opening will be. Thanking them for the opportunity to be there isn’t memorable because everyone does it. The fact that you’re excited isn’t what excites your clients.

Whether you’re pitching to fund a startup, to get hired, or to tell people why they want to work with you, use an opening that pulls people in. It’s the most important part of any presentation. 

Sellers often rely on ploys like presenting last in hopes that their presentation will be the most memorable, but the best story is going to get the sale. It doesn’t matter what order you present in. 

Sell yourself first, then sell your company, and then sell your product or service. Most people skip the first two. Tell a story about yourself, then about the company and its culture, and then how you help other people. 

Elements of a story

Don’t just tell the story of how you solved a problem for a client. Paint a picture of the resolution and what the client’s life looks like now. 

John recounted a client who was dropped into the Amazon jungle when he was 18 to survive for two weeks as a rite of passage. The entrepreneur shared the story of how his lessons in the Amazon jungle translated into the concrete jungle of entrepreneurship, and he got the funding he was looking for. His investors figured if he could survive in the Amazon, he’ll figure out how to survive here.

Make yourself memorable and connect emotionally with your prospects. It gives you a tool in your toolbox that you don’t normally have.

Three stories

Anytime you’re starting out with this concept, ask yourself these questions:

  • How am I going to sell myself? Why did I take this job? 
  • What’s the company story of origin?
  • What case study can I develop into a story that people will see themselves in?

Arthur Ash, tennis pro, said the key to success is confidence, and the key to confidence is preparation.

Episode resources

Grab a copy of John’s book, Better Selling Through Storytelling. Text the word “pitch” to 66866 and John will send you a free chapter of the book that has a step-by-step process on moving from invisible to irresistible as a seller. 

You’re a savvy salesperson who wants to learn and grow. Check out audible for thousands of titles, plus a free 30-day trial, plus a free book. 

If you haven't connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I'm sharing there. I’m fairly easy to connect with. Just comment on something about my podcast. Send me an email.

You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we'd love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. When you share your experiences with the show, others will read the reviews and give us a listen.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that's in sales about the podcast.

Audio provided by Free SFX and Bensound.

Jul 03 2019

27mins

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Rank #18: TSE 1036: How To Have A Constant Flow of New Customer

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One of the biggest challenges in business is keeping that constant flow of new customers in the pipeline.  How you brand yourself and your company is imperative in producing growth and recurrent revenue.   

Johanne Wilson is co-founder of a Florida-based design agency called COOL Creative. COOL stands for Create Out of Love. Their branding comes from a creative and design standpoint.  

Challenges in sales

Every company experiences challenges when it comes to sales. Understanding those challenges and learning effective ways to overcome them can increase your sales. It can also clarify your target audience and reveal how to best go about reaching them.  

Find effective ways to pitch so you can have a healthy flow of clients and client work. When you do, you’ll create active, recurrent clients that return again and again.     

From a fashion standpoint, offer enough product and keep it updated and fresh. The customer will keep coming in to purchase product and will create recurrent revenue.  

Change product release times and inform the customer of new releases to keep him engaged..  

Strive for constant communication with the customer in order to drive sales.

Solutions to challenges

Maintain consistent growth within your business.

On the agency side, COOL Creative developed a growth plan that would move the sales needle.

For example, making an investment in the Goldman Sachs 10,000 Small Businesses program provides tools for creating an effective growth plan.

Johanne realized that she was spending too much time on client work and not enough on the sales side of her business. As the business leader, she realized she was spending a lot of time on design because she was comfortable with it. She was not investing enough time in the sales side.  

She learned that in order to be a good business person, you have to become a good sales person as well.  You must familiarize yourself with the aspects of business that you aren’t comfortable or familiar with.  

Prioritizing sales

On the fashion side, pushing more on advertising, marketing, social, communication, and partnerships with influential people like celebrities can all help drive sales. Right partnerships can lead to other agencies funneling clients your way.

Work smarter, not harder. Identify the areas that need more attention and push toward making those a priority.

As an entrepreneur, Donald neglected the sales facet. But once he made sales a priority, everything else fell into place.

As a business leader, sales is a necessity.

Nobody knows your business better than you.  Nobody can sell it better than you.

It can be hard to let go of the things that got you into business in the first place. Identify the areas of business that aren’t as strong. Invest more time and energy into those areas.

Business will become healthier and you will be able to serve clients better.  

Understand your clients’ issues and the strategies you will use in solving them. Then attach a price tag to those solutions.

When you and the client see amazing results from something you helped him with, it’s rewarding. Bringing a client’s idea to life or bringing a business objective to life makes it all worthwhile. Create Out of Love (COOL) speaks for itself when these instances occur.

Results of changes

Growth is always a good indicator for having made positive changes.

You don’t have to do anything drastic: small changes can have big rewards.

What are you focusing on? If your head is always down working on the deliverables, which is important, you must make sure there is a strong person on the sales side to keep the engine moving.  

Speaking to the creative entrepreneur, don’t forget why you are in business. While it is the creative piece that got you started, you have to get good at the business side, too. This includes sales, accurate bookkeeping, and meeting with other professionals to make sure that the business stays in good standing.

"Constant Flow of New Customers" episode resources          

You can reach Johanne Wilson online at www.coolcreativeinc.com.  Here you can link to the online shop, Instagram @CoolCreativeinc, Facebook, LinkedIn, and Twitter.

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren't able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Feb 22 2019

22mins

Play

Rank #19: TSE 961: How Do I Create A Cold Email Outreach Process?

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Processes allow us to work a campaign from end to end. They help us know how to follow up and what to say and how to proceed rather than just shooting from the hip. On today’s episode of The Sales Evangelist, Forster Perelsztejn of prospect.io talks about the importance of a campaign for purposes of cold […]

The post TSE 961: How Do I Create A Cold Email Outreach Process? appeared first on The Sales Evangelist.

Nov 09 2018

30mins

Play

Rank #20: TSE 1292: How Do I Stand Out From All The Competition?

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How Do I Stand Out From The Competition?

Are there still ways salespeople can stand out from the competition? This is an age-old question that was posed by a recent college graduate. If so, how?  In this episode, Donald will share four ways he’s learned, through his personal and professional experience, to stand out from your competition: 

  1. Be persistent
  2. Personalize
  3. Use your CRM and bring value
  4. Have energy and drive

Be persistent

Studies have shown that many sales reps give up making contact after one or two attempts. In reality, it takes 8 - 12 points of contact before a potential prospect may respond. If you want to stand out from your competition, be consistent and persistent. Of course, this doesn’t mean sitting and calling eight times in a row within a day. You have to ensure you have an organizational flow process. This is the process that moves through the buyer’s journey to get to the interest and awareness phase within the organization. 

Use an omni channel approach when strategically making multiple contacts with prospects. The buyers are not camping out in one location. Many salespeople think  the only way you can get in touch with a prospect is through phone calls and emails. With this digital world there are multiple platforms to utilize, like LinkedIn. Don’t just hop from profile to profile but truly invest your time engaging with people you’re already connecting with. Some suggested steps include the following:

  • Call
  • Send an email 
  • Reach out on LinkedIn and connect
  • Follow them on LinkedIn 
  • Follow their company 
  • Give them a second phone call
  • Send a gift through physical mail
  • Send them a gift through digital mail,like a gift card

You can modify these steps based on how you choose to reach out to your prospects. The important thing is getting beyond the first two tries. 

Always Personalize

Donald uses some important strategies when it comes to personalizing a message.  One of the most important elements in a message is to use their name. No one wants a generic message. Make use of a personalized message and let them know you’ve looked at the problems their company is facing. Address these issues in your message and bring some value that ties to their concerns. Provide a solution specific to their challenges. 

A great way to personalize a message is by sending a video.  This way, a potential client can see your personality before they ever get to meet you in person.

Personalize your message! Your first impression is not the time to be lazy. #SalesImpression

Bring in value and use your CRM

Another way to bring value is to go back to your CRM. If your company doesn’t have a CRM, you can visit Crmble. It’s an awesome tool that companies can use for free but upgrades are available. If you already have CRM already, go back to the very beginning and see what problems you were addressing then. Check out if it was a decent sale and read through a thread that might give you some current insight. While it may take some work, you'll be armed with the knowledge of the issues these customers were facing and be able to apply current solutions now and into their future. 

Energy and the drive 

Whether you are a seasoned salesperson or a new graduate, another way to stand out from the competition is to know that you are awesome! Your clients have the chance to get YOU - your passion, your desire, your work ethic … only you can bring that.  Know that you are your own best asset.  

“How Do I Stand Out From All The Competition?” episode resources 

Donald is currently working on his new book, Sell it Like a Mango. In the book, Donald has written about his experience in Jamaica, seeing people sell the same exact product and seeing some have greater success than others. You’ll learn what made them stand out in Sell it Like a Mango. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble for free now at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

May 20 2020

14mins

Play

TSE 1329: How Sellers Can Build Trust With Buyers in Remote Settings

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How Sellers Can Build Trust With Buyers in Remote Settings

Virtual and remote settings are now part of the sales process due to the ongoing pandemic. As a result, it can be hard for a salesperson to build trust with your buyers you can’t meet face to face. In this episode, we’ll look at ways trust can be built regardless of proximity. Russell Wurth is the global VP of Sales Enablement at Showpad and has had an expanding range of experience over the last 20 years.  

One of Russell’s favorite books, The Trusted Advisor, has a great formula for trust: Trust is credibility plus reliability plus intimacy divided by self-orientation. Trust is about developing credibility and reliability with a bit of intimacy. The thing about intimacy is that it’s hard to develop virtually. This is something that you build by personal interaction through dinners, lunch meetings, and other events. With the lack of personal meetings, however, sales reps now need to rely heavily on their credibility and reliability.  Developing personal relationships is the natural way to build intimacy but what elements help the process? One way is to invest time in doing research about the other person’s personal interests and focus on topics that have nothing to do with business. That research will offer insight to common ground that could lead to a great conversation. You don’t want to come across as a salesperson looking to cut a deal right away. Step out with your authentic self. 

Building credibility 

Once a relationship starts to build, you’re then able to build credibility by focusing on what the buyer is going through. Bring value to the table. Share beneficial information that will help their pain point and present it in a way they’ll be able to understand.  Don’t limit yourself to presentations that come from PowerPoints, PDFs, and videos. Think about the nurture path and feed the clients bit by bit. Provide insight instead of just unloading a pile of digital content, assuming that the client is going to read it. 

There are a lot of digital tools available that would vastly improve your presentations but as a salesperson, your goal is to make it more personal. Be authentic and show you truly care. You need to learn how to use your emotional quotient by showing empathy toward their challenges. 

Developing emotional quotient

Salespeople used to just focus on what was good for their commissions and their  company. They focused on product knowledge and how prospects could help their business.  You can still share information about your products and services but only offer as much as it is truly helpful to your client. Sell them the problem solvers.  Dive deeper and share the challenges that aren't’ just case studies but something that is relatable to them. 

As you build intimacy, make sure you don’t forget to focus on information that isn’t business oriented. #SalesCredibility

Video is the way

The best way to be out there right now is through video. Don’t be embarrassed about your background, what’s going on, or if there are kids everywhere. Be a little bit vulnerable and let them get a peek into your life. That will help you connect with your clients. You won’t just be a disconnected voice but someone they can see on camera, smiling and talking. Just be sure not to multitask while you are on a video call. Give them your full attention. The more you can show how invested you are in the conversation, the more they will return in kind. Showing them a bit of who you are can open into a friendlier conversation as it puts their guard down. 

Video calls aren’t about having the best background, it’s about finding your most comfortable spot. 

Sales reps need to be sensitive about time management especially when making calls. Set up your Google Calendar and be in 10 minutes before the scheduled time. Don’t try to wrap everything up within the hour. Your clients and prospects don’t want to feel rushed.  If you can’t finish the presentation, then break it down by segments. Open your calendar again and set up another time the prospect can continue.

You are only as good as the people who are going to vouch for you so explore how to do that in this digital world. Use this time while you’re home to build your social network and build your portfolio. 

“How Sellers Can Build Trust With Buyers in Remote Settings” episode resources

Connect with Russell Wurth via LinkedIn and check out his official websites.

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Aug 14 2020

32mins

Play

TSE 1328: The One Thing Holding You Back From Massive Success

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The One Thing Holding You Back From Massive Success

Regardless of the industry we are in, success is the goal, but it isn’t easy to achieve. It takes time and effort and oftentimes, we have to overcome mental blocks that keep us from attaining that success. In this episode, we’re talking about breaking through that upper limit to achieve sales success. 

Limiting your sales success

Gay Hendricks wrote the book, The Big Leap: Conquer Your Hidden Fear and Take Life to the Next Level. It is a powerful book that talks about how we set limitations and don’t take big leaps because of fear. As a salesperson, we set limits on ourselves about what we do on a day-to-day basis. This may include calling clients or setting appointments. We  have these upper limits, the proverbial glass ceiling,  we impose on ourselves. These are the limits we don’t go beyond. 

For example, one salesperson may limit himself to three appointments a day and when they try to go beyond that, they somehow find ways to sabotage themselves. This is because he isn’t comfortable with success that is outside of his norm. He feels the need to move himself back into his comfort zone, a place where he feels like he belongs. 

The same is true in relationships. Sometimes when things are going well, fighting starts. This isn’t just a mystical force suddenly showing its face. The fight is something we conjure up in our minds. We allow it and find ways to let it intrude on our lives. It turns a small incident into a big deal. It keeps us at a lower level. 

Go beyond your comfort zone

The sales reps that go beyond their comfort zone are the ones who typically thrive but this requires you to put yourself in an uncomfortable position. It requires you to take the big leap. 

How can you achieve your sales success? How can you go to the next level of your sales performance? 

In this pandemic, some of you may have already set your proverbial glass ceilings. You may have decided that your opportunities are limited and convinced yourself that you’re not going to be successful in this current season. The truth is, sometimes the worse things happen because we stop taking action. Are you showing up on time for virtual meetings? In what areas are you showing a lack of effort?

The Sales Evangelists are still offering the same services now as they did before.  The organization, however, is receiving more opportunities, even with this pandemic. Donald realized that this was because he didn’t limit what he could do as a leader of the organization. 

Constantly look for areas to improve 

There is always room for success when you break through the ceiling. This may be through prospecting, your LinkedIn outreach, or your social selling. Whatever those limits are, go beyond them, and position yourself as someone who can solve the problems of your ideal customers. 

It’s not easy to take the big leap, especially if you are making big changes, but there’s no other way except to break through the limitations you’ve set. 

Be the person who can solve the problem for your ideal customer. #SalesSolution

“The One Thing Holding You Back From Massive Success” episode resources

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Intherrupt, a podcast that is all about empowering women leaders. Every episode, Linda Yates interviews some of the most intriguing women in the business world and finds out what they do to be able to gain an opportunity in the business world. The podcast launches on August 24 and if you want to get on an early adopters list, go to www.salespodcastnetwork.com/intherrupt.

This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Aug 12 2020

13mins

Play

TSE 1327: Use virtual tools to do more, in less time, with better outcomes

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Use virtual tools to do more, in less time, with better outcomes

Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. 

Jeb Blount has been doing virtual sales since 2015. As he recognized the increasing need for sellers to be tech-savvy, he wrote  Virtual Selling and realized that there is so much more than integrating videos in the sales process. Virtual sales include integrating all the virtual communication tools, both the synchronous and asynchronous. The question was how to utilize all these virtual tools for sales and blend these into a viable way to sell and prospect. We say “blend” because face-to-face selling isn’t always available, especially in this season of people’s social distancing. Being able to use virtual tools makes the sales process more efficient and productive. 

Virtual calls, for example, is a good prospecting technique. Instead of getting on a traditional call, try getting your potential client on a video conference.  Face-to-face offers a better opportunity to build a relationship with your prospect. You can also save time with a virtual call because you don’t have to travel for a meeting. This frees up time to manage other activities in the sales process. The more people you get to talk to, the bigger your pipeline will be. Virtual tools are starting to reshape the way we think about selling as these tools help in shortening the sales cycle and improving closing ratios. 

Changes in the sales methods

The great recession brought about the existence of BDR and SDR. Now, with the pandemic, the landscape of sales is changing again. We have to make changes in the process and technology is the answer. Necessity is the mother of virtual selling but not all salespeople are keen on using technology. Even Gen Zs and millennials are struggling to use technology in effectively running omnichannel. Salespeople have to learn to adapt and adjust to stay competitive. 

People who are looking to go virtual have to learn new skills like email etiquette and working with a camera. Fear of being in front of the camera, and speaking to an online audience, has to be overcome. 

Familiarity isn’t something that comes easy without face-to-face conversation. With people becoming more tech-savvy, however, you can achieve the same level of familiarity using social selling and personal branding. Ask prospects if they would be interested in a video call. You will be amazed by the number of clients who jump at the opportunity. Organizations need to teach their reps that virtual calling and using virtual tools for selling is the closest facsimile to face-to-face. There are now multiple ways to build and create relationships. Studies show that there is almost a 50% increase in closing when someone is able to see a face, even virtually. 

Internet traffic is rising. It’s projected that in a couple of years, 86% of the traffic will come from videos. HubSpot also did a study on prospecting and video messaging. The study revealed that video messaging is a powerful virtual tool as it increases email conversation rates to 400%. 

Video is king. Are you part of this selling process? #VideoSales

Learning video calls etiquette

You may not be comfortable facing the camera but that can be remedied. It’s important to consider perfect framing so that your clients can see you properly. Position yourself so your clients can see your hands as trust is built when hands are visible. When you’re talking to the client, lift your hands up, make gestures, and don’t be afraid to emote with your hands. If you’re able, you can stand up. You can create depth by leaning forward or stepping back.  You can use your body to attract attention. A study revealed that people look at themselves 70% of the time when on a video call. This is something salespeople should avoid. Instead of looking at yourself, look at the camera in order to be perceived as making eye contact. Because of the limitations of video calls, you want to be mindful of projecting in a way that builds trust.  Consider investing in good quality equipment to ensure high-quality video call content. As you’re able, you can hire people to set-up your mini studio but know that you don't have to wait for that as you learn, practice, and build your skillset. 

Choosing the right virtual tool for sales 

Productivity comes from choosing the right communication channel that will give you your desired outcome while spending the least amount of time and energy. This current season is a good time for sales leaders and CEOs to take their entire sales process and research the best communication channels so their sales reps can meet buyers wherever they are. This would allow sales reps to be more productive, make more sales calls, and reduce the total cost of the sale. 

Combining video messaging with direct messaging such as WhatsApp, Messenger, and LinkedIn will improve your chances of closing sales even more. We are at a time where we have more channels and more avenues at our disposal so build your skillset and connect with people more than ever before. 

“Use virtual tools to do more, in less time, with better outcomes” episode resources

Connect with Jeb Blount via LinkedIn, Twitter, and his official website.

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Aug 10 2020

44mins

Play

TSE 1326: Using Trello to Manage Business and Sales Efforts

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Using Trello to Manage Business and Sales Efforts

Trello is an emerging platform that helps their customers manage and organize tasks. On one screen, Trello is an amazing “white board” that shows your to do list, doing list, and done list, especially when you have multiple projects and ideas being generated at once.  How do you use Trello so you can focus more efforts driving sales? Check out this episode. 

Brittany Joiner is a self-proclaimed Trello nerd as she’s been using the program for about a decade. She works full-time in marketing and is learning programming on the side. Productivity has always been something she’s passionate about learning more of. Since she saw the movie, Cheaper by the Dozen as a kid, she’s loved the satisfaction brought about by efficiency. 

Brittany has been using Trello as a tool to organize all aspects of her life and it’s been a great help in keeping track of all her tasks and schedules in one place while keeping other team members in the loop about what’s going on. Trello helps her accomplish all the things that need to be done.

Defining productivity

There’s no magic bullet when it comes to tips and tricks about how to increase productivity. What makes people productive is different for everyone. For example, one of the most common pieces of advice that is offered by experts is to wake up early, but some people are night owls and are actually more productive in the evenings. 

With the pandemic going on, people have been working from their homes and have the biggest opportunity to be able to set their work around how and when they want to do their tasks. It’s a great way to experiment with scheduling to see when the most work is getting done. 

Trello and productivity

Trello helps with general productivity. David Allen, the author of Getting Things Done, said that the mind is for generating ideas, not for holding on to them. The mind makes an effort when it keeps track of what needs to get done and this is where Trello can be of tremendous help. It’s a tool that allows you to organize all your thoughts so your brain can process better and creatively connect the dots. The brain can then solve the problems instead of just holding onto information. 

Think of Trello as a digital whiteboard with lists and sticky notes on steroids. Each card acts like a sticky note. You can add checklists, due dates, members, labels, automation pieces, and so much more. Trello is where you organize your ideas and make them accessible anytime you need them.

Brittany’s Trello system consists of three categories: To Do, Doing, and Done. She moves her tasks through these cards depending on what she’s accomplished and then completed. She also has a backlog of ideas she calls an  “idea inbox.” It’s where she puts her ideas and what she needs to work on for the week. She organizes this at the beginning of each week and it’s these lists that prompt her week’s activities. 

Satisfaction from getting things done

It feels amazing to know you are getting things done and when you are able to move a card from To Do to Done. Trello has a new feature where confetti is sprinkled across the screen when you move one card to another. Brittany has added a Yay list where she puts all the accomplishments she wants to remember.  Among them,  launching a website and creating a blog post. It’s also possible to archive cards and tasks so you can document what you’ve already finished and still keep track of them even when they’re no longer visible on your board. 

Challenges in sales in terms of productivity

According to Brittany, one of the biggest challenges is being able to take a task and apply it across the board for all team members and prospects. It can be difficult to manage and apply specific items to everyone. For example, you may find a task working for you but it’s still hard to be consistent with each person you’re following up with. If that’s the case, you can add a follow-up checklist to your card and apply this checklist to all your lead cards. With a standard sales process, you don’t have to worry about what you did and didn’t do with this particular lead. You can just check off the boxes you completed with your clients.

Another challenge in sales is the fact that many salespeople want to do sales and not the admin work. This may be true not only for people in sales, but in general. Trello has a card-repeater powerup. What it does is you can automate your card and make it pop up every Monday, or any day you want it to appear. You can also put a habit tracker to your Trello board with reminders for LinkedIn building, sales outreach, and more. 

Be productive 

Managing contacts is a struggle for many salespeople. Crmble, a plugin for Trello, is a good tool to manage your contacts and move them through your sales pipeline. It is better than a spreadsheet. You can use Crmble, set up your list, and customize it. Each contact is a card and you can import them from CSV. You can set it up automatically to sync with your form. If you have Google form, you can connect contacts that are coming through  and connect it to your Trello boards. Crmble took great care in making it attractive. You’re able to click on the dashboard and it will show you a funnel  that shows the percentages from one stage to another. You can even filter by date. 

Crmble is free at the moment but they are working on a pricing model. In the future, it may be priced based on lead volume. You can join the Facebook group for Crmble,  and ask questions to the community. 

Try things out. Don't be afraid to try something out and see if it works. Don't feel like you have to have everything all organized in a row before you take action. #SalesProductivity

“Using Trello to Manage Business and Sales Efforts” episode resources

Reach out to Brittany Joiner via LinkedIn and Twitter. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Aug 07 2020

32mins

Play

TSE 1325: Donald Kelly - The Number 1 Reason You Hear "I'm Not Interested"

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The Number 1 Reason You Hear "I'm Not Interested"

Of course salespeople like to hear positive responses from their prospects but it’s not always the case. Sometimes prospects say, “I’m not interested. Why do you hear that? Is there something wrong with your pitch? Listen to this episode and understand what prospects are thinking when they say they’re not interested. 

Donald has worked with hundreds of sales reps,has coached a variety of individuals, trained organizations, and he’s been on countless sales phone calls. All those experiences have taught him many things.  Donald’s latest lesson came from seeing Disney’s, The Princess and the Frog

The story of Tiana and the Frog

In the story, Tiana lives in Louisiana and has a dream of creating an amazing restaurant with her dad. She wants to do something with her life and have a purpose. Eventually, however, she gets turned into a frog. The prince in the story also gets turned into a frog. Together, they begin their quest to find the witch that turned them into frogs so they can be turned back to humans. Along the way, they come across an alligator who’s good at playing the trumpet, and the frog prince asks the alligator for help. The alligator tells them about a witch doctor that can help but the frogs don’t know how to get there. When Tiana asks the alligator to take them, he refuses and goes back to playing the trumpet.  The frog prince realizes they messed up their pitch and so he tries again. He goes back to the alligator and asks him about his challenges. To this, the alligator replies that it’s hard to play trumpet in front of people because they just run away. Upon hearing this, the frog prince then redirects his pitch. He asks the alligator to come with them in the hopes of being turned into a human as well. This time, he decides to join them! The frog prince was able to reframe the offer so the alligator could see the benefit to himself.

In relation to sales 

That story speaks to the platinum rule in sales - to treat others the way they would like to be treated and to tell them things that they want to hear. The focus should always be about the prospect or client with the goal of giving them what they want and need. 

Tiana asked for good will but didn’t offer any benefit. The prince got results because he focused on what the alligator  desired. The same is true when prospecting for a sale. When he saw the movie, Donald realized there were times as an account executive that he’d reached out to a prospect and led with Me, My, and I. He’d talked about his company and what they’d been doing. Nothing in his pitch was about the buyer. He eventually learned to flip it around and prioritized what they needed and wanted the most. That made all the difference.

Figuring out what they want

One of the easiest ways to figure out what a customer wants is to search for their job title on LinkedIn. You can also go to indeed.com. Try searching for what their responsibilities are. For example, if you see your prospect is a marketing director, search for that job title on LinkedIn. You’ll see that their job is to get traffic to their site, to bring inbound leads, bring in prospects that their sales reps can talk to, and eventually buy their product. 

If you call them and talk to them about your company, they’ll only listen to the first 10 seconds of your call before you hear, “I’m not interested.” As a sales rep, your job is to reach out to them with a point of reference. Connect with them via LinkedIn using the omnichannel approach. When you’ve done that, then you’re ready to make the call. 

Hey Mike, we connected on LinkedIn last week....”

Position yourself as a person with whom they’re already acquainted. You’ve already moved through the threat barrier on LinkedIn, so now you can present them a solution they want.  For the previous marketing director example, you could say, “I was looking at what you’re doing. If there’s a way I could show you how to get 10-15% more leads coming into your website, would you be open to hearing what we can do for you?” Provide a story loop to get his attention first before you ask your qualifying questions. Then you can set up that next appointment. 

The old way of doing a pitch where you present your company, and all the great things you’ve accomplished, doesn’t work anymore. Now we figure out what the clients need and present a solution that benefits them. 

Client-centered, not sales rep-centered

Your goal is to focus on what the buyer wants, use your questioning skills, and make them the center of the sales process. There is no deception when you are trying to grab their attention to solve their problem. If you’re not going into a deeper discussion, then you won’t get a close. Bring value to deepen the conversation. Provide what the prospect needs.

 If you’re trying to grab a prospect’s attention to solve a problem, there's no deception in that. #SalesTruth

“The Number 1 Reason You Hear "I'm Not Interested"” episode resources

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Aug 05 2020

16mins

Play

TSE 1324: How a Power Dialer Streamlines Your Sales Process and Improves Productivity

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How a Power Dialer Streamlines Your Sales Process and Improves Productivity

Power dialers improve your sales process and productivity. As a salesperson, have you given this any thought? Listen to this episode to help you decide if a power dialer will help you in your business.

Sean Leonard is the founder of FunnelFLARE and the CEO of Jump Demand. One of their products is FunnelFLARE and the other is a  marketing automation platform. Sean has a background in long sales cycle sales, specifically in the process automation where they are selling automation software. Interestingly, it didn’t start in sales and marketing but in manufacturing. In his early days, he was selling industrial software for manufacturing mainly in process control. Automation really played a huge part to help scale the marketing cycle. They started Jump Demand with the goal of helping people automate customer acquisition. They use FunnelFLARE for sales enablement. 

The issue in sales

Sales is about the highest paid hard work and the lowest paid easy work. All salespeople want to sell more and they are highly motivated to do that. The reality is 80% of the salesperson’s revenue comes from 20% of their activities. This means that 80% of the time sales reps are not doing revenue-generating tasks. Sales is a contact sport so we have to become proficient in making calls. Every sales organization wants its staff to talk to people and be helpful. The idea behind Sean’s products is to help salespeople reduce the effort in making calls. 

The second issue Sean was looking at is the CRM. He thinks that it’s purposely built to help salespeople succeed. There are so many CRMs out there and the evolution of the tool has been advantageous for everyone on the sales team as it helps them manage their projects and opportunities. Sean and his team found that many salespeople were spending so much time trying to add to the CRM that they were also spending more time outside of the CRM. They were having to bounce from one app to the other. These tasks included logging the calls, putting together a strategy throughout the day, updating the CRM,  and integrating the information into the calls that the salespeople make.

Sean’s efforts enable sales reps to do their work in the CRM and reduce the effort that’s spent in using the CRM. The goal is to keep members of the organization have lots of documented opportunities while still being able to maintain a relationship with people. 

Defining power dialer

Power Dialer for Sean is basically what he is doing with the CRM. It’s a list of people that he has bulk edited and flagged for his calling session. They use a Chrome extension where a dialog box appears when they click the extension. The dialog box has a pre-loaded name of the person from the flagged list. The idea behind the power dialer is that it allows you to make calls efficiently and with greater speed. 

With Power Dialer the numbers are automatically selected when you make a call. The numbers are local numbers from the region because that typically gets a better hit rate. You can put a tracking script on the website. These are prospect insights and account insights, tabs that sales reps can quickly check. This  gives them the idea of what their prospects have been up to. While the call is going on, Sean’s system records the call and builds a transcript of the call. When the call has ended, your next move is to do a follow-up email. Sean’s team has a pop-up email template that their teams can use. They also add commentary relating to the recent call to personalize the emails. When you’re ready to make the next call, you can also drop an automated voicemail if the call isn’t picked up. 

The good thing about the system is that sales reps can make changes to the metadata. You can add notes that are applied when reloaded and the notes are saved automatically. The transcripts are also saved in the CRM as notes. This makes the call process more efficient  and there’s no typing and updating involved. The data are automatically loaded into the CRM. 

Personalized voicemail vs non-personalized voicemail

If you are making follow-up calls with your existing clients, or with people that are late into the sales process, your voicemail has to be personalized. In this case you can’t drop a voicemail that was pre-recorded.

It's different when you have a warm lead. You can choose to create a follow-up email or an SMS. Oftentimes, SMS has more traction because people are flooded with emails on a daily basis. Sean usually loads up SMS and sends them to prospects before making calls. This is for the prospects to know who is going to call them. The magic in the voicemail lies in the follow-up email. When you email, give them a link to your appointment scheduler and let them when they should anticipate your next call. 

If you are talking to someone late in the sales process, you must personalize the message. #SalesPersonalization

Cadence Automation

Aside from the Power Dialer, Sean’s team also has cadence automation. These are predefined sequences that use both emails and SMS. This system allows them to use merge fields and track links. They can personalize the SMS with a template and merge fields. Every SMS link is shortened and tracked. Every time the prospects click the link, it will show up in the prospect’s insights. The next time the sales reps call, they can see the logs and the links clicked by the prospects. Based on their cases, their automation system is measured and it proves to save time by 60%. 

Automation as an account-based selling strategy

For example, you’re selling into an account called Honeywell. Assuming that you are in process control and you’re hitting your sales. You want all of your sales reps from different regions around the world to be reselling or quoting your software. What you do as the sales manager to set up your day for calling the Honeywell account, is write a uniform script that all the members of the team will be using. That script goes into your Honeywell list. You can then go to your CRM, bulk edit, and grab all the people for the account reps for Honeywell. You can then start the call using the Power Dialer. 

Selling is similar to being a doctor. A doctor is all about communicating that they understand whatever the patient is feeling. They then make a prescription based on their understanding. Doctors need to be present to know and understand their patient’s pain. The same is true in sales. You can’t jump between industries and calls. You won’t get the mindset of thinking about your client’s pain and truly be able to communicate to them that you understand them. You want to group your clients by industry so you can get into the mindset that is specific to this group.  

Not all are open to using Power Dialers and there are a number of reasons why this may not work. Some may be closing the deal and  feeling confident. When this happens, sales reps can stop following the process.  Some may start to cut corners and  don’t follow up with an email. They may not follow the script. The other reason for these systems not launching is salespeople who have been in the industry for a number of years find it difficult to learn new habits or systems.

There’s no shortcut

There is no shortcut to the system. You need to go through the process for each of your clients. The biggest challenge in automation is not letting your clients feel like they are just another number. You need to do it right. When you send them an email, don’t click before you make sure your message is personalized. Automation allows you to reuse work you’ve already done but your job is to replicate what you’re doing on a  daily basis without automating the personalization. Make use of your time while staying in the pay zone. 

 

“How a Power Dialer Streamlines Your Sales Process and Improves Productivity” episode resources Connect with Sean Leonard via his LinkedIn account. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Aug 03 2020

31mins

Play

TSE 1323: How I Creatively Booked Meetings Using Video

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How I Creatively Booked Meetings Using Video

With people being more isolated, the trend of how to set appointments is changing. Salespeople need to be more creative about how to get a prospect’s attention, such as using videos. This episode will be about using this approach to make you stand out from the crowd and get that meeting. 

Frank Weshcler works for a company called Dynamic Signal. They started in San Bruno but for the last two years, the company has branched out to Chicago. It is a communications and engagement platform to help enterprises and commercial size companies. 

The journey toward creating videos 

When Frank was still interviewing with Dynamic Signal, he was asked how comfortable he was in front of the camera. With video creation being part of their outreach, he needed to be able to do quick 30-second dynamic video clips where he could introduce himself and create a pitch. With his theater background, he was immediately comfortable and got started making videos. 

Use your creativity

Frank’s company uses Vidyard, a video platform that integrates with their sales platform. It helps them find videos easily,  attaches them into emails, and sends them. Frank has been very creative in all his videos. In one of his videos he ate the restaurant's hottest wings, with triple sauce, and recorded himself pitching to the client while his mouth was on fire! Despite the fact he was coughing and choking, he pressed on.  The client loved it, sent it out to their entire team, and Frank got a meeting.  For him, it was worth it!

Keep in mind, the meeting took time and follow-up. After not hearing from the prospect after the initial video, he reached out again with another video, but without the wings this time, to ask if the client had seen the video.  It was then that Frank was able to solidify the meeting. Don’t be discouraged after just one touch.  Clients get busy. 

The formula in creating a video 

There is no one formula in creating a video but you can do the research to find the connective niche angle that will be the focus of your pitch. For a sports car company, Frank made a video of himself building one of their cars out of Legos in his workshop using his GoPro. He titled it “I Made Your Car in My Workshop” and it became click-worthy for the client. The video was tied into their brand and interest. Put yourself in your client’s shoes. What would make something click-worthy for you?

When you create a video, tie it into the prospect’s brand or the contact’s personal interests. #SalesVideos

How to use videos

Frank loves using videos as an ice-breaker. He often sends a video for the first or  second touch depending on who he is reaching out to. After the video, the next step is getting on the phone. If he still doesn’t get a response, he sends another follow-up video just to remind them of his first video. If he still doesn’t get a reply, he lets it go.

Research plays a huge part in the process of making a video. In this stage of the process, your job is to  create an idea that will be relatable to them. What are the prospect’s interests or hobbies? What are their favorite sports teams? Here is where you can use LinkedIn and other social media platforms to dig deep. Frank discovered one prospect was a slam poet so he made a slam poetry video. Use your videos to personalize your pitch in a way your competition hasn’t.  Through your efforts, you ‘re making your introductory video a cut above the rest. 

The bane in video  creation

Not all people are using videos for their pitch and introduction because not all salespeople are comfortable in front of the camera. The trend in sales, however, is going more toward videos as salespeople are now using Zoom in their videoconferencing. Hopefully through Zoom salespeople are getting more comfortable being in front of the camera and will take advantage of this video trend as it gains popularity. Frank had never heard utilized video prospecting before joining Dynamic Signal but he’s learned the huge advantage of personalization through this mode of communication. As the use of Zoom progresses, using video prospecting may soon become the norm. Don’t limit yourself. 

“How I Creatively Booked Meetings Using Video” episode resources

Connect with Frank via his LinkedIn account. You can also email him at fweschler@dynamicsignal.com or call him at 847-521-0366. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Aug 01 2020

29mins

Play

TSE 1322: 10 things New Sellers Should Avoid Doing

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10 things new sellers should avoid doing

We all make mistakes from time to time but you can’t avoid them if you don’t know they’re mistakes. In this episode, Donald will share 10 mistakes he’s made so you he’s made so you don’t have to. 

Mistake #1: Being pushy

People hate pushy sales reps. These are the ones that are often associated with being a stereotypical “used car salesperson.” This makes buyers feel like they are being tricked into making a purchase. Buyers nowadays are educated, prepared, and they are familiar with the tactics that sellers use. These days, buyers have different options and can go somewhere else if they don’t feel you have their best interest at heart. Buyers want to move toward sellers who can educate them to make the best decision, as opposed to someone who is trying to push them into an option they don’t really need.

Pushy sellers are those who are trying to hit their own deadlines and quotas without taking into account what’s best for their customer. They have abandoned the whole idea of empathy.

Mistake #2: Not listening

We’ve all heard that we have two ears and one mouth so that we can listen twice as much as we speak … but not everyone takes this to heart. Donald was taught early on that he should only speak about 30-40% of the time. The rest of the time should be spent listening. New sellers have the notion that the more you talk, the more convincing you get. Actually, the opposite is true. Great sellers spend their time asking effective questions. When you research and come prepared with questions buyers can  respond to, it helps them see you’re more engaged. For example, ask questions pertaining to their business or personal interests . It’s during these conversations that the prospect will tell you how to sell to them. 

Having two ears and one mouth should tell you to listen twice as much as you speak. #SalesListening

Mistake #3: Saying “Tell me more about your business” 

Don’t ask a buyer about their business when there’s so much information available over the internet. Do your research before the meeting. The buyer shouldn’t have to waste their time educating you about their business. You don’t want to be caught less informed than your competition. Instead, ask them questions that pertain to their services and about the challenges their company may be trying to overcome. 

Mistake #4: Lying 

Nobody likes a liar. As a seller, you have an idea about what numbers you want to hit. Regardless of what that might be, when the buyer asks for the price, don’t tell them you don’t know if you can give them a margin to work with. Help the buyer make a decision that’s in their best interest by offering great value first, then talk price. 

If you truly don’t know the answer to a critical question, let them know you’ll get back to them. Just don’t lie. The buyer will appreciate your authenticity.

Mistake #5: Not taking No as an answer

You want to help people but you can’t force them to get your products or services. Sales work is very much like baseball. Not every swing turns into a home run. Sometimes you’re just going to get to first base or hit a line drive. The same is true with your prospects. You want to give your best but when a buyer says no, you can ask a follow-up question to make sure it’s not a problem you can solve. If it’s just not a good time, don’t be pushy and revisit down the road. 

Mistake #6: Not knowing the buyer’s true needs

It’s best to meet a client with some understanding of their needs and how you can offer solutions or better alternatives. The last thing a buyer wants is to deal with a salesperson who has no idea how to help them solve their problems. Try to understand the pain points of their business. The more you understand them, the more you’ll be able to add value. 

Case studies and testimonials can offer great insight to how problems can be solved or what the problem is. These can be found in your own company’s files, through your competitors, or your prospect’s website. Look at some of the training and videos. Look at their case studies and read on the challenges they solve for their buyers. The last thing a buyer wants is to deal with a salesperson who has no idea how to help them solve their problems. 

Mistake #7: Being late for meetings

When you set up an appointment, make sure to show up on time and don’t miss appointments. Buyers are busy and being late is a bad first impression. Be diligent with your scheduling and don’t stack appointments if you can’t follow through. Learn how to organize your time in a way that you will have extra time to prepare for your next appointment. Calculate in your travel time, the time you need to prepare your slides, and anything else that will take up precious minutes.

Be careful too of being too early and creating a burden for the client. Be there early enough to set up and then be ready to go by the time the client gets there. 

Mistake #8: Not keeping your word

This mistake ties closely to the previous one. For example, if you gave your word you were  going to bring information to the meeting, then do so. You don’t want to come across as unreliable as they will wonder if this will be how you are after closing.  Embrace the idea of  under promising and over delivering. 

Mistake #9: Overselling

Overselling can happen with new sellers. Sometimes new sellers feel they have to tell the buyers everything about the product. Your job is to show what’s specifically important to the client. If you’re selling a house and the buyer really wants a nice garage, don’t spend most of your time showing them the bedrooms - show them the nice garage. Give them what they want.

This is how your buyers gain confidence in you and the product or service you have to offer. 

Mistake #10: Not willing to learn

 As a new seller, it’s part of your job to learn from everyone. Talk to your colleagues, people from different departments, and other people in the industry. Recognize your gap and seek opportunities to keep learning and growing.  Watch videos, read books, listen to podcasts, go to training seminars, and utilize other modes of education. Be an effective seller by continuously increasing your knowledge. 

10 things new sellers should avoid doing” episode resources

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Jul 29 2020

22mins

Play

TSE 1321: How to Virtually Forge Deep Connections With Prospects

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How to Virtually Forge Deep Connections With Prospects

The pandemic has changed the methods of prospecting. Sales is still about connecting with people on a personal level but with so many people doing business virtually now, sales reps have to be able to do this without getting to see people in “the real world.” 

Steve Herz is the president of the Montag Group, a talent agency specializing in representing sportscasters, TV newscasters, weathermen radio personalities, podcast hosts, and more. Over the last four years, however, Steve has also become a coach to executive CEOs and anyone who wants to improve their communication skills to close more deals. 

Don’t Take Yes for an Answer 

Steve’s book is Don’t Take Yes for an Answer. The title might seem odd to a salesperson whose livelihood depends on a yes. In this case,  Steve means that he doesn’t want people to be surrounded by the yeses that keep them stuck in mediocrity.  It impedes your improvement.

For example, Steve was in his second year of law school, and he was one of the 30 kids working at a big law firm in New York City. By the end of summer, he was facing a verdict of either getting an offer or not. The first 29 people ahead of him received an offer. Steve did not. The managing partner told him that he didn’t have the right skill set for the job and it was suggested he go into sales, start his own company, and come back to the firm as a client. Steve reflected on this advice and it changed the trajectory of his life. This is the story behind the title of his book. He was given a life-changing no and it was the best thing for him! Steve quotes Barry Summers, who has had great success on Wall Street, who said, “The second best thing to a Yes in the business is a fast No.” 

Striving for the best version of you

It isn’t your job to say yes. Your job is to bring out the honesty from people around you. Be okay with the no that will push you to become better. Show up with a healthy vulnerability that reflects your interest in growing and learning. If you  strive to get better everyday you open the door to a better version of yourself. This positions you to connect with people who may become your mentors. 

Successful salesman vs a great salesman

To be great in sales, you need to believe you can be a success. This comes from genuinely serving the needs of others.  Be someone who knows that you are going to do your very best for the person who has entrusted their needs with you. For example, if you’re selling insurance in Florida and you know the property is prone to flooding, let the homeowners know about it. If something catastrophic happens, get them a stay in a hotel and get their house rebuilt. Exceed the expectations of a client and care about the outcome. 

Forging the connection 

Steve believes that people can still forge great connections with people, even in this virtual environment. Before the pandemic, a salesperson may have made 30 phone calls but with the pandemic, may be connecting only half as much but now, it’s on Zoom. Seeing the person face-to-face has a different effect than just speaking with them on the phone. Making eye contact, even virtually, and makes the connection much deeper, especially when you’re able to discuss their life, their interests, and their needs.

Stumbling blocks in using Zoom 

When you’re able to Zoom, set aside time to do what needs to be accomplished. Five minutes is not going to be enough. Instead, set aside thirty minutes per call so you have a chance to get to know what’s important to your potential client. Get to understand their reasons for being in the industry they’re in. If you spend the time getting to know people, eventually, enough of those people will have a need for what you’re offering.  Steve has been in the business for 25 years and many of his customers/clients have stayed with him for that 25-year period. He isn’t aiming for short-term business. Steve believes that the best customers are your current customers and maintaining them while getting new ones by referral is a great way to grow your business. 

The authentic body language

As a salesperson, you need to be confident and comfortable in your own body language. Be relaxed, have good posture, and maintain eye contact. During a sales meeting make it a habit  to be professional but authentic. You want there to be a consistency of behavior throughout your life so you can show up to prospects comfortably.  Oftentimes, we don’t even know we have bad habits. You can correct that with the help of your colleagues, friends, or family members who can be an extra set of eyes on what could be improved upon. 

Make it a habit to sit up straight and have good eye contact so it becomes natural when you’re in front of people. #SalesPosture

Be perceptive and acknowledge others

Make sure that the person you’re talking to feels welcome. Look at the conversation from the other person’s perspective and ask yourself:

-What do they want out of this? 

-What is their point of view?

-How can I frame my conversation in a way to make it about them?

Steve talked to his friend, Jeff, who ran a whole division in Citibank and built a billion-dollar business for the bank. Jeff was on the heavy side, however, and was told earlier in his career that he wouldn’t get a job in management because he doesn’t look the part. His performance was so strong, however, that he was promoted anyway to manage a whole division. Steve asked Jeff how he did it. Jeff explained that his boss noticed that in his division there was almost no turnover of people they considered integral to the business. It was because Jeff cared for his employees and whenever someone got another offer, Jeff would meet with them to ask if the offer was really the best thing for them. He would go over the pros and cons of taking the offer. Jeff supported their decisions either way, but he made it a point to create the chance to highlight that their company had already proven how much these employees were valued. Jeff was able to move through these meetings well because he’d already established trust. He genuinely cared about his people and they knew it. 

Eric Mark is now a senior VP for the Miami Dolphins but when he and Steve still worked together he asked Steve to have breakfast with him. Eric said that he was coming to Steve to talk as a friend and a boss. He told Steve that he loved working with him but he got a job that would move him towards his dream job working for the NBA. Steve told Eric to take the job, even though he wanted him to stay, but knowing that Eric’s heart was somewhere else, he knew in the long run, it was Eric’s best move. Eric thrived in the NBA for five years and eventually got the offer with the Miami Dolphins. A decade later and they are still close. 

We all need to constantly improve our mindset and the way we interact with others. No matter how successful we become, it’s mission critical to keep learning about how to show up for people and be at our best. 

“How to Virtually Forge Deep Connections With Prospects" episode resources 

Reach out to Steve Herz via his LinkedIn Account! You can also visit his official website and look up his podcast from there. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Jul 27 2020

32mins

Play

TSE 1320: What To Do When a Customer Says “Not Yet” To Closing

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What To Do When a Customer Says “Not Yet” To Closing

We’ve all gotten a “not yet” from a prospect and it can be frustrating having that delay in closing. In this episode we’ll look at how to move from “not yet” to yes.

Jeff Shore is a salesperson at heart and has been in the industry for a number of years. He started his sales career in real estate but for the last 20 years, he’s been at Shore Consulting. Jeff works with companies large and small all around the world. He is also a published author and is getting ready to launch his 10th book. He used to look at sales from the perspective of the salesperson but now, he’s looking at how a buyer buys. Instead of reading sales books, he reads psychology books to know what’s going on in the mind during the sales process that leads to the decisions people make. 

Salespeople are sales counselors because they get to the root of the problem before they try to provide any kind of solution. This is the heartbeat of sales. We understand the customers’ problems and we try to offer them the best solution.

On writing his books 

As an author, Jeff understands he has to live a book before he writes it. Jeff knows it’s not just about the sale. The follow up is just as important and Jeff is passionate about learning everything he can. He wants us all to know the greatest lessons are in how to serve customers and learning how we can add value after the initial presentation. This is what Jeff’s book is about. 

The inability to follow-up 

Not following up comes down to two things:  I can’t do it or I won’t do it. This is both an ability and a motivation issue. If you don’t know how, find someone to help you or a resource that can teach you.  Motivation entails having the right mindset.

The challenges today 

The two biggest problems in doing follow-up are that salespeople are often too slow and/or too impersonal. Speed and personalization are the superpowers that salespeople have at their disposal. The faster they serve, the more that they are able to share the message that they care. These days, people equate speed with care. If you can combine speed and personalization, you’re already 98% ahead from other salespeople who just rely on their CRM to kick out a generic email 24-hours after the initial conversation. 

Getting back in touch adds value and this is the first step in building a relationship with prospects. The second step is being personal. We all get numerous emails in a week and they come in many forms. If salespeople spent any meaningful time online, they would see there is plenty of accessible information to personalize correspondence and it would make all the difference. 

Jeff got an email from a person who just took a photo of himself holding a piece of paper that said, “Hi, Jeff!”  He knew then that the email was for him. He got Jeff’s attention and Jeff couldn’t deny him a reply.  They didn’t close a deal but it got a response and that is a huge part of the battle. 

The need to follow-up

Many salespeople are doing follow-up because of the fear of getting in trouble with their bosses. If the CRM has holes in it, then the sales reps can just blame it on the system. This isn’t enough. A sales rep has to see the importance and value behind the follow-up. Your starting point should be asking yourself how you can add value to the prospect. You need a better motivation to do the follow-up than just your boss. 

Don’t get eliminated 

There are two types of elimination: active elimination and the passive elimination. Active elimination is when a product or service isn’t a good fit. Passive elimination happens when you fall off from the prospects’ radar and become forgettable. The longer time you wait to do a follow-up, the longer period it will be that you go without having a conversation with them. This lack of communication destroys relationships. This has something to do with a psychological phenomenon called emotional altitude. Human beings are emotional creatures. We make emotion-based decisions but we buy more with our gut. About 85% of the purchasing decisions we have are instinctive or intuitive and only 15% is based on logic and supported by data. 

In a sales conversation, a prospect can start hyped up and excited. That feeling of excitement doesn’t last. Time has a way of decreasing that emotional altitude. The role of the follow-up ensures that the emotional attitude stays up. It helps to maintain an emotional engagement. 

When to stop 

The best time to stop doing a follow-up is when the prospect no longer thinks you’re adding value. Your goal in doing follow-up is to add value and be on their radar to solve future problems. Have structure in your follow-up and you put  yourself in a position where you can give what they need  over and over again. Be the first person that comes to mind when a need arises.

Your mission isn’t just to follow-up but to follow-up and close. #ClosingADeal

Adding value using a video follow-up

Videos are effective and the amount of value you can build in a 30-second length of time is astounding. One of the barricades to video follow-up is discomfort because some people just don’t like the way they look on camera. If you feel that way, just know that your customers already know what you look like. This is a follow-up video so they’re not expecting to see anyone else. The good thing about this is the ability to do it again and again until you get the perfect personalized video message. 

During the pandemic, video conferencing is the best way to talk to other people. We are now forced to use videos and this can help accelerate the video interaction long before you\re able to meet somebody face-to-face for the first time. 

Remember your speed 

Speed is your sales superpower, so use it. Send a  follow-up message as soon as you’re able. You can record a 15-second video telling your prospect how much you enjoyed the conversation  and you’re willing to help answer any questions. That’s quick and already a follow-up. The video is much better than a business card that can get thrown away. Your video will be on their phone along with your number. 

Steven Pressfield’s book The War of Art  talks to artists and writers who are dealing with blocks. Pressfield called this resistance and it keeps them from doing things they need to do. In sales, this is comfort addiction. We like to be in a comfortable place but remember that success doesn't lie in your comfort zone. If you are uncomfortable doing follow-up, you need to deal with the discomfort and breakthrough. If you can do that, then you’ll be able to uncover incredible opportunities. 

“What To Do When a Customer Says “Not Yet” To Closing” episode resources 

Connect with Jeff Shore via his LinkedIn account or subscribe to his podcast, The Buyer’s Mind and listen to his shows every Saturday. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Jul 24 2020

1hr 3mins

Play

TSE 1319: 5 Things All Sellers Should Do Before Prospecting

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5 Things All Sellers Should Do Before Prospecting

Many salespeople find prospecting daunting. Prospecting is one of the most critical actions a sales rep can do to develop leads.Donald has worked with many salespeople and he still sees sales reps who don’t prepare as much as they should when prospecting. Even people who are high in the organizational chart need to prospect. 

In this episode, Donald is sharing 5 actions that all sellers should take before prospecting.

  • Set goals
  • Plan ahead of time
  • Focus on your list
  • Do your research and find the right information about your prospects
  • Have the proper mindset

Setting your goals 

You must have a goal whenever you prospect. Having a goal allows you to have focused action in the time you’ve set aside for prospecting. Set a goal for how many prospects you want to contact in your scheduled time frame. Evaluate what you want to achieve. For example:

Do you plan on getting three new prospects?

Are you setting two new appointments?

Will you be making X number of calls?

To stay accountable, you can share your goals with somebody on your team. By doing this, you have someone to check on whether or not you’ve achieved your goals. For additional accountability, you can also check out The Sales Evangelizers, on Facebook and LinkedIn, to talk with the other sales reps who share similar goals. 

Plan it 

For many sales reps, prospecting can be treated as an afterthought. The best approach to prospecting is to have an action. Block out the time on your calendar and treat it as sacred so you can focus on your prospecting efforts. 

Use your dedicated time for prospecting and focus your efforts on that. Don’t use this time to check company emails,  Facebook notifications,or LinkedIn. 

Sales reps need to prepare more than you think you should. #SalesPreparedness

Focus on your list

Before you prospect, build a list first. Regardless of the tool you use,putting together this clearly defined list should be part of the planning process. Use LinkedIn or some other software or company to make sure the information is updated so you’re not wasting time when it’s time to make contact. Clean up the data beforehand so you make the most of your time prospecting 

Do basic research 

Donald uses a three by three approach when doing research about a new prospect: He finds three things about the prospect within three minutes using LinkedIn or their own company site. Some of this information includes their position or roles in the company, any new acquisition, new announcements in the company, new promotions, and more.

You can use the information you gathered when you’re reaching out to them to personalize the correspondence. In your research, you can find out their roles and vary your approaches accordingly. Depending on the positions they have in their organization, you can adjust the value proposition. Research can take time but it’s worth it. If you need to, ask for help from the members of your sales team or marketing and sales research departments.

The Mindset 

Meditating is one of the best ways to prepare yourself for the day. It’s a time where you can get quiet and focus. Get into the zone and picture your success. Professional athletes spend thousands of dollars on coaches to help them get the right mindset so they can stay top of their game. 

You can join Donald’s mastermind classes as they have sales reps from a variety of fields who come together and partner with us. There, you can find accountability, support, and guidance. To join, check out the website at www.thesalesevangelist.com/mastermind to fill out an application. Getting your right mind is critical for your success. You need the mindset and belief you can get those appointments and close the deals.

“5 Things All Sellers Should Do Before Prospecting” episode resources 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

Jul 22 2020

14mins

Play

TSE 1318: What To Do When a Prospect "Ghosts" You

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What To Do When a Prospect "Ghosts" You

During these uncertain times salespeople can feel they are being “ghosted” by prospects.  Someone who once seemed like a potential client has vanished with what seems like no hope of reconnecting. When this happens, what can you do?  You’ll find answers in this episode. 

Rian Laniga graduated college and moved to Australia for a year. When he went back to Ireland, he started his career in sales. After working for other companies, he decided to start his agency to help B2B sales leaders get themselves in front of people more regularly. Rian is working with clients all over the globe including Singapore, Ireland, England, and the United States. 

Defining ghosting

Ghosting is not simply sending an email and not hearing or getting a response. Ghosting is more of already having a meeting with them, arranging for a follow-up, and then they didn’t show up. It’s when you’ve reached out to them multiple times but you didn’t hear a response. It’s not a one and done deal. 

Why you may have been ghosted

When you feel you’ve been ghosted the first question people ask themselves is why. One of the ways people make it easy for others to treat them this way is that sales reps aren’t deliberate about sharing next steps with prospects. Prospects need to know what to expect after having that initial contact and you need to know if you have someone who sincerely wants to continue a relationship with you. Salespeople can mistakenly believe they have a new client when all they hear is positive feedback. Rian suggests, however, that if you hear positive words, you may need to worry. Positive words don’t mean the prospect has decided to move forward with you. As the sales rep, come up with next steps that can be mutually agreed upon so you both know where you stand. 

The calendar invite

Rian’s next suggestion is to get your prospects to accept the calendar invite. You can’t expect them to turn into a call if you don’t send them an invitation first. Many salespeople tend to forget this step. People nowadays hate to go to meetings so it’s  important you get on their schedule so there’s a lesser chance of cancelation. It’s more important that you ask for time than a meeting. Always ask for more time than you need so when you finish early, you’re able to give their time back to them. You’re Hero of the Day!

To get on the calendar initially, Rian asks prospects to open up their calendar while he’s with them so they can look at availability together.   Once the prospect offers a date and time, you can push back and offer an alternative date and time to appear a busy person. The important thing is for them to confirm on their calendar. 

The next step is a little bolder. After confirming the schedule with them, ask if there is anything that might keep them from making it to the meeting. It lets the prospect know that you’ve scheduled meetings before and you understand things can happen. This can be an  unusual occurrence, especially for people who are high up the chain such as CEOs but don’t be afraid of challenging the status quo. 

Make No an acceptable answer

Receiving a no isn’t always a bad thing because it frees  you up to chase the yeses.This is one of the biggest lessons Rian has learned. There are three possible outcomes from a phone call that you have with your prospects: Yes,  No, or a Referral. Rian has learned to ask which one it will be by the end of the call.  What makes it easier is when he takes his prospect to Starbucks, Rian says if they close a deal, he’ll pay for coffee.  If they don’t, the client gets to pay.  At the end of the meeting Rian asks who’s paying for coffee. If the answer is, “The coffee is on you today,” Rian then knows that he’s just closed a deal. As a sales rep, expect to hear a no but understand, It’s typically not a “forever no” but a “no, not now.”

Don’t take anything personally

At the end of the day don’t take anything as personal. It’s just business. Know that there’s a difference between your identity and your role and a rejection doesn’t define who you are or your value. It’s important you know the distinction. You can lose a sale and still be an outstanding person. 

On the other hand, don’t be afraid of making it big. You need to be bold and do what others may think is impossible. With confidence and a great mindset, you can! Buyers are trying to gauge if the deal is worth the risk or not. You have a higher chance of closing if the rep believes you believe in yourself and in your product. 

Reconnecting with the prospects

One thing you can do to reconnect with a prospect, is to use a different platform. Rian will initially reapproach with a private message once he finds the prospect. Rian understands people can have a change in circumstances such as losing their jobs, moving to another company, and more. Investigate the reasons that may have nothing to do with you.

Another technique Rian will use is telling the prospect that if they don’t respond, he’ll go ahead and close the file.  This has gotten the greatest response.  People in general don’t want to hurt anyone’s feelings and will jump to respond to an assumption that may be incorrect. 

Finally, if you’ve been ghosted by someone, there may be some negative residual feelings. If that’s the case, make sure you have someone else read any emails you’re sending out. They will be able to help you gauge the content of your message and can help you correct any emotional imbalance it may contain.

When there’s a possibility you may write with emotion, have someone read an email before you send it.  #SalesAccountability

“What To Do When a Prospect "Ghosts" You” episode resources 

Connect with Rian Lanigan via his LinkedIn account. If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Jul 20 2020

36mins

Play

TSE 1317: How a Steady Referral Rate Generated More Than 900 Authentic Testimonials

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How a Steady Referral Rate Generated More Than 900 Authentic Testimonials

A great way to increase the longevity of any business or sales career is to have great referrals. In this episode, we’ll explore the evolution of referrals and the stages of you can move through to receive authentic and quality testimonials and referrals.

Amber Vilhauer is the owner of the company called NGNG Enterprises, which stands for No Guts, No Glory, a phrase that her mother used as she was growing up. It reminds Amber to face her fears as she navigates the online world. 

A large part of NGNG Enterprises’ work includes developing high-performance websites. Amber understands websites are the hub and heart of a business and her goal is for people to land on your website and to experience you. In order to do that, the video has become a big part of their marketing strategy so the connection is more personal. They also have a marketing division where they help influencers start creating videos and live streaming. Amber’s team teaches them how to optimize and repurpose their content for all major channels. Consistency is part of Amber’s approach because this greatly impacts sales. For authors, Amber’s team helps them launch their books. 

Defining referrals 

Referral in the traditional sense is the sharing of information from one person to another about a particular business or service. By word of mouth, people share information with colleagues, friends, and family about businesses they believe in and trust. Getting referrals is a great way to build a customer base through people who have already used your services or products so you want to make sure you ask for the referral while the memory is still fresh and they’re excited. 

Amber has a systematic approach she uses in asking for a testimonial. At the end of every website project, they celebrate their success with their clients. While they are celebrating and happy, Amber asks the clients if they would be willing to provide a written testimonial of their experience. The client invariably asks what she wants them to say but Amber lets them know she’d rather have them articulate their own experience with her company so the testimonials are 100% true and genuine. Over the years, she has found there are consistent keywords throughout the testimonials. 

Repurposing contents

For years, these written testimonials were the norm but now, videos have become popular. Amber started asking for video testimonials when she realized it was the best way to develop a personal connection in this digital world. Video is more authentic. With the rise of live-streaming, Amber has taught her team to invite their clients to their Zoom Room live-stream. It’s an opportunity where to celebrate a book launch and they can also interview their clients. This offers two great opportunities. On the one hand, they are giving their clients a platform to share their message and grow their business. On the other hand, part of the interview entails the client being asked to share their experience while working with Amber’s team. It’s a win-win situation. Regardless of which platform or how the information is developed, Amber then repurposes the content and optimizes it for YouTube or blog content. Working from multiple platforms is a way to show potential clients that they are active in the business and it elevates the whole experience. Most sales teams fail to take advantage of these kinds of opportunities and can miss a very effective system. Once you know how to organize the flow, the entire process becomes a little more automated. 

Getting a constant referral rate

Amber is writing a book with the working title Elevate Every Experience: Develop Personal Connection to Scale your Influence. Amber believes that people should be focusing on developing personal connections with each person they’re attracting into their ecosystem. As mentioned earlier, you can draw people to you using video content. As they feel they’re getting to know you, there are things you can do to nurture that relationship and move this into the beginning of a sales experience. By the time you call, they feel like they’ve known you for a long time. 

You need to be intentional about their sales experience. Being transparent and honest in the video stages helps set you up to be liked and trusted. When you do that, you’ll be able to build that consistent experience and further deepen the relationship. 

As a sales rep, you control the experience for the people you work with. Depending on what you offer, they can start as a follower, then a prospect, then as a client. You can create a website but people will stay based on the way you make them feel. You need to have the desire to build a relationship with your customer. 

Existing customers vs New customers

Many salespeople are focused on looking for new clients and don’t realize the satisfaction, fulfillment, and profit in extending themselves to their existing customers. While it’s good to reach out and look for new clients, it’s also equally valuable to keep existing clients happy. You can’t get consistent testimonials if they are not genuinely happy by their experience. Take the time to evaluate your system and see if you are offering a good experience for your clients. 

Improve the experience 

This can be as simple as smiling more. Being engaging and being present as yourself are inviting to people and will feel more fulfilling to you. When we connect with people on a deeper level it’s typically reciprocated over time. Make their life more fun and you’ll find people happy to provide a referral.  

People move from follower to a prospect to a client by how we make them feel. #Salesjourney

Understanding your prospects 

Instead of thinking of your prospects as a lead, think of them as people. They are living, breathing people with families, and real-life problems. They are stressed with the current situation too and they are burdened with whatever they are facing on top of it all. Many people are broken and they are doing the best they can do. We certainly know how this can feel. The next time you get onto a call, remember the person you’re talking to and act with compassion. 

Getting the testimonials 

When to ask for a testimonial depends on the project.  For a website client, it’s at the end of the project when they are celebrating its launch. In contrast, Amber hosted a two-day live event called Author Up Live. It was a $3,500 event and as soon as people signed up for it, Amber sent them a personal message within minutes. In her email, she asked the clients to create a one minute video telling her why they’re excited about the event. She also told them she’ll share the video in the community to promote them up and get everyone else excited. In another instance, Amber worked with author Mike Michalowicz for his book Fix This Next and asked him for a testimonial halfway through the project. 

You can ask for testimonials at different stages but it depends on what you’re offering, and the natural moment of excitement for your customer, so that it’s almost natural for them.

There is no wrong path, says Amber. It depends on your business and if there are objections, don’t think of it as going through a bad patch. Rather, think of it as a time of alignment. No testimonial is a bad testimonial if you know how to look at it from a positive point-of-view. 

“How a Steady Referral Rate Generated More Than 900 Authentic Testimonials” episode resources 

Visit Amber’s official website, LinkedIn,  and her official YouTube videos to learn more! 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Jul 17 2020

34mins

Play

TSE 1316: 5 Things To Know Before Using LinkedIn Voice Message

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5 Things To Know Before Using LinkedIn Voice Message

Salespeople want to know how to use new features that enable us to reach out to prospects and an example is the LinkedIn voice message. There are, however,  things you need to know before sending your first one.

LinkedIn Voice Messaging

LinkedIn is now expanding its reach and updating its platform with new features. One great feature you want to be aware of is the ability to send a video message. Donald Kelly has 5 tips for using LinkedIn’s voice message:

Tip 1: Keep your message simple 

Tip 2: You need to have a specific message

Tip 3: Offer value

Tip 4: Follow a structure

Tip 5: Have an invitation to action

Keep it Simple 

LinkedIn voice messages offer a 60-second to record a message. (If you don’t know how to find this tool, you can check out this episode on our YouTube channel, episode 1316.) When you only have 60 seconds you need to keep your message simple and brief. Your prospects are bombarded with activities from daily schedules and you don’t want to make their lives more difficult by giving them a voice message that takes too much time. 

Use a message and a value

When you reach out to your prospect, be sure of your message. What do your prospects really need from you? The prospect wants the message to be worth their time. Your job is to focus on their problems and the solutions you provide. The people  you’re contacting are likely first-degree connections so you don’t need to tell them everything your company does. These people have already connected with you. The first thing you’re going to say is your name and then you can go ahead with your message and tie it in with value. 

Starting a personalized message with “Out of curiosity …” allows space for a conversation to begin. #SalesPersonalization

Follow a structure 

Leave a message like you’re talking to a friend and make sure you include an invitation to an upcoming event or make them aware of information that brings value. Offer something that will be beneficial to them.This may be as simple as sending images or videos that may be helpful to them but it increases engagement. 

Keep in mind, this feature is only applicable to those who have the LinkedIn application. For those without the application, you need to download the application on your device to get the most robust features LinkedIn has to offer.  

Call to action 

Include an invitation or call to action.  An example message might be:

“Hey, Shannon! How are you doing? I loved your post recently about ____. You guys are doing some amazing stuff. By the way, we’re doing a webinar next week. I wanted to see if you’d be open to coming into the webinar.” 

 For people with whom you’re already connected, you can leave a similar message or ask them a Yes or No question to offer an opportunity to respond. Ideally, you want this to lead to a conversation.

“5 Things To Know Before Using LinkedIn Voice Message” episode resources 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Jul 15 2020

15mins

Play

TSE 1315: Finding the Right Blend of Personalization and Automation In Outbound Sales

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Finding the Right Blend of Personalization and Automation In Outbound Sales

There has to be a balance between personalization and automation in outbound sales. The question is, how do you keep the right blend of the two? In this episode, we’ll discuss how to personalize the method of automation.

Stephen Lowisz always says that he sucks at everything except sales. He was 16 when he started selling consulting solutions. He didn’t make any money at first but even with no formal training he was able to study the process and he made his first 1.1 at 19. When Stephen started sales, it was old-school smile-and-dial. It was a time of manual effort - finding people, getting their data, putting it on SalesForce, and calling. Things are different now.

The lack of interest in effective outreach

Outbound sales isn’t necessarily viewed as appealing. The appeal comes later when you’re collecting the check. Outbound sales is considered spam because we often get automated messages from a variety of sources. Many sales teams don’t realize there is a right and wrong way of sending out emails. 

The balance between personalization and automation 

Executing Stephen’s philosophy of making outbound more personal is executed by taking a group of people that are almost identical in persona. Once they are selected he then communicates with the group as a specific persona and it helps make the message more personal even if it’s being automated to a specific group. In his company, they sell behavioral analytics to predict sales team performance within organizations and most of their products are focused on HR. They are good clients but they are not a group where persona can be defined.

When he talks to a small group of people who exhibit the same persona he can get very personal with them. Most salespeople approach an individual saying, “Hey I’m Stephen from Quality Agents. I run a performance solution and I have behavioral analytics …”  and on and on, making it all about them and their products.  Stephen has a different approach. He’ll say, “Look, running HR, essentially being the CEO of people in a fast-moving tech company with ever-changing needs, is really, really difficult. I get to align with HR leaders like yourself, to help them grow and scale and align their teams and I want to swap some insight and ideas.”  He’s able to make it about them and shows up to serve and partner. 

Automate the activity and the task

Stephen suggests that you can automate the activity and the task well. You can send a sequence of automated emails and then do the same thing with LinkedIn where you do voicemail drops.

Another tip to staying personal is by automating the task. In earlier years, sales had no automation. Everything was manually and there was a need for a methodology. Even with automation, however, we still need methodology in sales today. Without specific steps, you can end up working harder without working smarter. There are many tools to do this but it’s when you have a sequence and methodology that you are able to optimize your sales process. 

The approach 

Stephen created an e-book called Sales Code which offered a different mentality around sales. The goal of salespeople is to set up an appointment and make a deal; however, it is also equally important to pique the emotional curiosity of your prospects. This is what outbound sales is. It’s about piquing not just the product or service interest but also emotional curiosity.

To create a balance between automation and personalization, Stephen suggests beginning with a personal approach. Once they have an emotional investment, it is more likely appointments will be made. When that’s done you can move them through email automation and start connecting with them via LinkedIn automatically. After that, a personal conversation.

Cold-calling isn’t dead 

Cold-calling may not be scalable but it’s also not dead. It’s a good idea to warm-up your prospects with a few LinkedIn touches or emails. Depending on the size of your business, you can also use Facebook. Generally, it takes 7 - 12 touchpoints before someone will meet. Remember that prospects are different from each other so spend a lot of time nurturing the relationship using a lot of different avenues. Be professionally persistent without hounding your prospects.

Cold-calling is a catalyst to get a response via other mediums. More often than not, people won’t call you back but if you give them the right opportunity and nudge them in a professional way, they will respond. Others misconstrue formality with professionalism. Stephen uses an informal approach but he tailors his message. His goal is to talk to people on a peer-to-peer level. He is professional but for him, taking a formal approach doesn’t work as well. 

It’s very easy to become unoriginal in sales if you just follow the strategies of other people. It’s good to take into account what successful people have done but do it in a way that is authentic and unique to you, and to your client. 

The formal kind of market

According to Stephen, the European market can be very formal in the way that exchanges are made. He trains ways that conversations can be professional but still be conversational. If you communicate on the side of formality, you may try adjusting your approaches to best suit your client. 

Just remember to create a very niche and specific persona. Craft a custom message to that persona and take that same exact message and apply it to 100 people. Create a personal message and slightly back it up just enough so that you can automate it. 

“Finding the Right Blend of Personalization and Automation In Outbound Sales” episode resources 

Connect with Stephen and know more about Qualigence via his LinkedIn account

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX 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.

Jul 13 2020

31mins

Play

TSE 1314: How To Turn Cold Leads Into Hot Prospects

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Shoan's mission is to help every person on the planet that has a powerful and compelling message, to overcome their challenges with getting their material out “there” and broadcast their voice with confidence, courage, and fearless determination in order to connect with the Social Media World and impact their audience with next-level engagement.

Jul 10 2020

32mins

Play

TSE 1313: How to Overcome Your Fear of Prospecting

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Most sellers have an intense fear of prospecting, and they'll have to overcome it in order to survive in sales.

Jul 08 2020

16mins

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TSE 1312: LinkedIn Posts That Generate Sales Leads

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Tom Abbott is the founder and Managing Director of SOCO Sales Training. He has delivered hundreds of motivational sales keynotes, kickoffs, presentations and workshops in over 20 countries and is a pioneer of optimising the sales processes of organizations worldwide. He is the author of the sales books The SOHO Solution and Social Selling, the host of the Selling in Asia podcast and is the architect of SOCO Academy an award winning e-learning platform helping thousands of small business owners and sales professionals optimise their sales performance.

And here are links to resources Tom shared in the episode:

SOCO Sales Training Website https://www.socoselling.com Free copy of ’Social Selling’ book by Tom Abbott: https://bit.ly/SOCOevangelizers Connect with Tom on LinkedIn: https://www.linkedin.com/in/socoselling/ Facebook Soco Selling Group: https://www.facebook.com/groups/socoselling

Jul 06 2020

36mins

Play

TSE 1311: Three Tips To Win Back Lost Customers

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Tom Whalen is a career Inside Sales professional and has been leading sales teams since 2000. As a leader, coach, and mentor, Tom has trained countless sales professionals for industry leading organizations such as: Hewlett-Packard, American Express, Key Corp and McKesson Corporation. Tom has built successful sales teams from scratch, scaled new organizations, turned struggling departments around, and integrated several acquisitions. Tom’s passion for developing talent, winning new business and moving the inside sales profession forward has been instrumental in the growth of the companies he’s worked for as well as the clients they serve. When Tom isn’t growing sales organizations, he loves taking wife Suzanne and two daughters Casey and Sydney to Disneyworld and is a zealous fan of all things wrestling.

Jul 03 2020

35mins

Play

TSE 1310: There is Strength in Numbers

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In many cases, engaging a team in your sales activity can imply professionalism and strategy that isn't present when only a single person gets involved.

Jul 01 2020

14mins

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iTunes Ratings

191 Ratings
Average Ratings
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1

My favorite sales pod cast so far!!

By Wild man of bornea - Nov 23 2019
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Not a lot of chit chat. It’s relevant, to the point, and engaging!! Keep up the great work!!

Donald is the man!!

By Max Branding - Mar 10 2019
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He’s incredibly smart and talented and has put together an insanely helpful show. Always delivers!