Your Selling To The Wrong Problem | Denise Murtha Bachmann - 1873
Release Date: 02/17/2025
4 Simple Ways To Become The Most Known & Trusted In Your Industry | Marcus Sheridan - 1877
The Sales Evangelist
I had to do it again and bring back Marcus Sheridan for another episode. Today, we’re going over details of his new book, “Endless Customer,” and he's going to share four ways to make your brand the most trusted in the industry. Background on The Newest Book After the rise of AI tools, Marcus noticed a major change in the sales industry. It’s getting harder and harder to produce content that will generate leads. Also, those who are not using AI technology in some form within their work are struggling the most now. On top of this, companies are having a harder time gaining...
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The Go Giver! | Bob Burg - 1876
The Sales Evangelist
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My Company Hates Me! | Donald Kelly - 1875
The Sales Evangelist
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The Psychology of Persuasion | Christian Jack - 1874
The Sales Evangelist
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Your Selling To The Wrong Problem | Denise Murtha Bachmann - 1873
The Sales Evangelist
Staying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal. Meet Denise Murtha Bachmann Denise Murtha Bachmann is a sales strategist, coach, and fractional sales leader who helps businesses humanize their sales approach while leveraging AI for smarter...
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The Three Value Conversations | Tim Riesterer - 1872
The Sales Evangelist
We are going old school today. I’m sharing a past episode of my conversation with Tim Riesterer, co-author of The Three Value Conversations, where he shares details of his book. Check it out to learn the conversations you need to be having to master your sales craft. Meet Tim Riesterer Tim is the Chief Strategy and Marketing Officer of Corporate Visions. He has more than 20 years of experience in marketing and sales and is a co-founder of Customer Message Management. Tim also worked with Corporate Visions LLC, where he was the CEO until it was acquired by Corporate Visions in 2008. ...
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4 Things You Must Know About Every Prospect You’re Multi-Threading With | Donald Kelly - 1871
The Sales Evangelist
Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn! Individual’s Title Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline. If their job role is...
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Ask Like an Auctioneer? | Dia Bondi - 1870
The Sales Evangelist
No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don’t forget to download the hidden gems she shares at the bottom of these show notes. Meet Dia Bondi Dia has an exciting background as a leadership communications coach with over 20 years...
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How To Use Sales Navigator To Target C-Suite Executives | Mike Murphy and John Murphy - 1869
The Sales Evangelist
LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you’re not using it right, you won’t be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using LinkedIn. Where Did Their Passion for LinkedIn Come From? After struggling to find new clients, John turned to his son Mike for help. Mike had a unique strategy that helped his father find...
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Not Interested: Use The "Go Around The Block" Principle | Donald Kelly - 1868
The Sales Evangelist
You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode. What is the Go Around The Block Principle? Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most. The idea is for you to prepare before the meeting by doing...
info_outlineStaying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal.
Meet Denise Murtha Bachmann
- Denise Murtha Bachmann is a sales strategist, coach, and fractional sales leader who helps businesses humanize their sales approach while leveraging AI for smarter selling.
- With a deep focus on relationships, curiosity, and uncovering the probable root cause, she empowers sales teams and founders to build predictable pipelines and close more deals with authenticity.
- Through her Sellovatorz programs Denise is redefining modern sales by balancing cutting-edge technology with the human touch buyers demand.
Take a Step Back and Slow Down
- Most sellers try to rush through the sales process to hurry up and close the deal.
- However, Denise shares that it's better to slow down and ask prospects questions to learn their root problem.
- Prospective buyers know they have a problem and want a solution to it. But if sellers take the time to help them identify the root cause of the problem, prospects will realize that money isn’t a problem when it comes to fixing it.
- When you give them the ability to see that you’re trying to solve the bigger problem, you build a connection with them, which builds trust and credibility with your clients. Working together will help them see that you care about them and make them want to continue through the sales process.
Prepare Yourself Before The Call
- Denise shares that before you jump on a call with a client, you should take the time to educate yourself about them. Here are some things you can do before your discovery call:
- Have your discovery questions ready.
- Decide on the difference between a good call and a great call.
- Understand the client you’re looking at: What is their problem and buyer persona? You can use AI tools to help you study your client better.
Sales Process Role-Playing
- Denise and I do some sales role-playing of a startup company competing for the SMB space against HubSpot.
- I act as the founder, and she guides me through the process by asking questions to help me understand my root problem and how I can compete in this competitive industry.
- For sales leaders, Denise shares the biggest takeaway to help you determine the root cause for prospects: Lead with a mindset that you have to slow down to speed up. Let go of the metrics and focus on quality over quantity to meet sales goals.
"I think that as leaders and sales representatives, we're constantly on the go because we have metrics to meet. However, in today's sales environment, we need to let go of those metrics and focus on quality over quantity." - Denise Murtha Bachmann.
Resources
Get in touch with Denise on LinkedIn
Sponsorship Offers
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.