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Racial Inequalities In Sales From The UK | Janice B. Gordon - 034

Selling in Color

Release Date: 10/19/2021

Closing Out The Season | Donald Kelly - 052 show art Closing Out The Season | Donald Kelly - 052

Selling in Color

We’ve come to the end of another season of Selling in Color! In this season’s finale, Donald touches on some of the great episodes and looks forward to what’s coming next for the podcast. A look back on some great episodes: shared how she overcame her imposter syndrome. discussed the racial inequalities of sales teams in the U.K. told us how he builds diverse sales teams. shared her experience with high-ticket selling. explained how crucial it is for us to invest in ourselves. taught us great email tips and strategies. All of these folks gave their input, but what’s the main...

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Emails are critical for successful salespeople. In today’s episode of Selling in Color, Donald goes over his favorite email tips, tricks, and best practices with all-star guest Jason Bay, co-owner of . Changing the email game Engaging in the “murder by numbers approach” of sending 1,000 emails to land five appointments impacts the customer quality. To work with a specific group of customers, show them you’re their peer. Don’t be the spam-sending stranger, be the friendly (but informative) industry peer. You’ll send less mail with this account-based approach, but the return will be...

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As we enter Black History Month, it’s important we remember ways to encourage and elevate underrepresented sellers. Only 20% of sales professionals are people of color; this month is the perfect time to acknowledge that discrepancy and take steps to a more diverse sales community. So on today’s episode of Selling in Color, Donald details three simple ways to elevate underrepresented sellers. Utilize LinkedIn to highlight someone. A previous Selling in Color guest, DeJuan Brown (), used to make weekly LinkedIn posts highlighting others in his community. Hiring managers say they don’t...

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Like many sales professionals, you probably have a ton of contacts on LinkedIn. But how do you connect and build relationships with those people? Find out on today’s episode of Selling in Color! In this episode, Donald shares his insights (and his screen) to help you nurture your LinkedIn contacts. Visit The Sales Evangelist website page for this episode to follow along on Donald’s screen.

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While Donald was talking with another person of color in sales, he was lamenting over a lack of accepted connection requests on LinkedIn. (Hey, we’ve all been there.) So on today’s episode of Selling in Color, Donald shares his tips to grab someone’s attention on LinkedIn (whether or not they’ve accepted a connection request.)

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Working in sales isn’t hard if you work with the right mindset. In today’s episode of Selling in Color, Donald is joined by International Speaker and sales expert A.J. Vassar to learn why sales and entrepreneurship are B.S. (and by that, we mean a Belief System.)

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Reaching your professional goals is easy (well, at least more accessible) if you take time to invest in your success. In today’s episode of Selling in Color, Donald is joined by speaker, consultant, and business owner Natasha Hemmingway to discuss how she reached the success she has today and how you can do it too by investing in yourself.

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In this episode of Selling in Color, we’re pulling an episode from the vault of TSE that will greatly help you further your sales game. Sales professionals all desire success, but how exactly can you bring that desire to fruition? Lisa Nichols is a transformational coach who uses education, motivation, and inspiration to help her clients achieve prosperity.

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In 2020, the world changed. Not only did the pandemic spread across the world, but George Floyd’s death sparked the conversation about racial inequality in both personal and professional settings. While a lot of individuals and companies promised changes, not all of those are coming to fruition. In today’s episode of Selling in Color, Donald discusses this topic with Janice B. Gordon, who shares her perspective as a person of color living in England, to learn how these topics were addressed across the pond. 

From the U.K. perspective, the acknowledgment was massive.

  • Janice was born and raised in the U.K., and she was always aware of the issues of inequality. However, it wasn’t always acceptable to share those feelings, even at the expense of her personal rights. 
  • A teacher once directly told her she wasn’t smart enough to move on to A-levels (higher education beyond general education in England.)

Particularly for sales, a major problem is recruitment.

  • Janice eventually earned her MBA, but she ought for everything she earned.
  • Once you get your first job, nobody really cares about school grades. But if someone blocks you from moving forward in schooling (which happened to Janice), the barriers to entry for the field are pretty severe. Because you can’t land even that first job.
  • While companies are becoming more inclusive in terms of developing a diverse employee base, that diversity is still not reflected on stage or in the executive boardroom.

The statistics tell an unsurprising story:

  • In a study researching diversity of people in positions of power (and in terms of ethnic minorities on company boards), there were 85 directors of color in a group of 1050 people. 
  • Less than 10% of directors were people of color, which is typical in sales
  • While 39% of sales-related roles are female, only 19% of leadership roles are held by women.
  • Racial biases are still highly prevalent in the United States, and they are hard to escape espeically in hiring practices.

How can we make a difference and impact these biases in the sales arena?

  • Have a conversation with people who have biases and draw comparisons that help them realize their mistakes.
  • Start pushing back when you (as a person of color) experience a bias. Speaking up will bring awareness and hold others accountable. 
  • Before working at a company, ask the company about the makeup of their senior leadership or board. That will reveal if they follow through with promises of diversity.
  • Some companies might get some people of color but then do nothing to change their company culture, meaning people of color might not fit in or feel ostracized.
  • Start with the end goal in mind, look at your customers’ needs and mindset. Are you reflecting that in your own mindset?

Find her episode on The Sales Evangelist

Check out Donald’s guest appearance on Janice’s podcast 


Visit Scale Your Sales Podcast or LinkedIn