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
I’m giving you another rerun again. Yes, I know, but you’re going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects. Meet Bob Burg Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve. After spending some time in the sales industry, he realized that he wasn’t living up to his potential. Until one day he had a conversation...
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My Company Hates Me! | Donald Kelly - 1875
The Sales Evangelist
You started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found. It kind of makes you feel like everyone hates you. I have experienced the same situation, and I’m here to share some tips to help you out when you start a new sales position and it seems like no one can help you get started. Find People Close to Your Proximity If you’re struggling with finding leads, consider getting on LinkedIn and network with your connections who are close...
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The Psychology of Persuasion | Christian Jack - 1874
The Sales Evangelist
Sometimes it's better to break the script and listen to what your client is saying when trying to close a deal. In today’s episode, I chatted with Christian Jack, founder of the Sales Dojo and a master of influence, about why it’s important for sellers to understand the psychology of persuasion. He breaks down how the human mind works when sellers become too pushy and how agents can overcome this challenge. Meet Christian Jack Christian Jack is a highly respected sales coach and growth consultant with a proven ability to scale businesses to multiple eight figures. He provides...
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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_outlineYou want to move your deals through the pipeline, but you have no idea how to do it. In this episode, I had the pleasure of chatting with Bob Spina, a successful sales expert known for building and advising high-performing sales teams, on deal acceleration. Join us to hear his strategies on how to slow down and achieve greater success.
Meet Bob Spina
- Bob is well-known for working with Gong and scaled it from under 21 million in revenue to the empire they are today.
- His focus lies in enhancing revenue processes and strategies, offering his expertise across various companies to drive successful outcomes.
- Currently, Bob is dedicated to advising company leaders, sharing his deep knowledge of accelerating deals and navigating multi-stakeholder environments.
The Importance of Focusing and Understanding the Industry
- We discuss the necessity for sales reps to go beyond tool training and understand the industry trends and challenges faced by their target markets.
- Having business acumen and understanding what's on the minds of C-level executives gives salespeople a consultative edge, establishing credibility and accelerating deals.
The Power of Relevance and Relationship Building
- Understanding your customer's industry and delivering relevant information can set you apart from competitors who rely on generic, automated messages.
- Authenticity and personal experiences, not just AI, should be at the forefront of sales interactions.
Multi-Channel Communication
- Utilizing a multi-channel approach is key to accelerating deals.
- Bob shares the importance of connecting with prospects through a combination of LinkedIn, phone calls, emails, and personalized video messages. This approach helps in nurturing leads through the pipeline effectively.
Sales Advice From Bob Spina
- For Leaders: Measure teams on outcomes rather than just activities. Focus on quality connections and work backward to define key activities.
- For Reps: Be mindful of time and focus on high-impact activities. Do thorough research to ensure every action moves the needle forward.
“When you study the industry and you study the people that are in that industry, you want to make sure that you're meeting them where they're going.” - Bob Spina.
Resources
Email: [email protected]
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.