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How To Ensure Your Sales Teams Actually Have Time To Sell | Resa Gooding - 036

Selling in Color

Release Date: 11/02/2021

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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We’re in The Great Reshuffle - a time where many people leave their jobs in pursuit of another. While you might want to move on to your next adventure, are you sure you’ve done everything you should before leaving? Find out on today’s episode of Selling in Color the ten things you must consider before leaving your current job.  Don’t leave a job and make them regret hiring you in the first place. Who knows what life holds; you might want to rejoin that company again! When it comes to employment, don’t burn bridges.  If you’re working within the same industry, the word...

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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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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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Selling in Color

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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More Episodes

No matter what size, all organizations need to ensure their sales teams actually have time to sell. Today’s episode of Selling in Color features an episode from The Sales Evangelist archives with Resa Gooding. As a certified trainer at Hubspot, she understands how sales teams can manage their time to make the most sales possible (while maintaining quality, of course.)

Challenges of the modern seller:

  • Lack of training given to salespeople is often considered the most significant challenge. This lack of experience causes inefficiency as companies throw sales reps in situations they might not be prepared for yet expect great results.
  • Many companies focus too heavily on their technology or products instead of the value and benefits they provide.  
  • An untrained team ends up spending more time on administrative tasks instead of selling. They need to be given the information and the tools to effectively sit down with a new prospect. 
  • There has to be a system in place so the sales team can report their activities and successes. This also gives management a tangible way of seeing the work their team is doing.

Three tools to ensure sales teams have more time to sell:

  • Connect your email inbox to your CRM software. (You can use HubSpot, SalesForce, or other similar CRM software.) Using this software allows your manager to see emails exchanged between you and prospects or customers, eliminating the need to summarize conversations at a later time. Using CRM increases the sales reps’ available time up to 21% compared to doing the reports manually. 
  • Connect your Calendly to your email communications. This is an efficient way of setting up meetings with prospects and clients. Resa’s pro tip: Embed three specific times a client can meet with you so clients can easily figure out a time or date you’re available. 
  • Use templates effectively. Templates mean you no longer have to reinvent the wheel each time you need a piece of content or a message for a specific phase of the buyers’ journey.

You can message Resa via her LinkedIn account. You can also check out her website: www.cacaomedia.co. For more sales information and questions, you can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. We’d love for you to join us for our next episodes, so tune in on Apple Podcast, Google Podcast, Stitcher, or Spotify (and leave comments, suggestions, and ratings for every episode!) 

Audio provided by Free SFX and Bensound.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

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This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.


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.