The Sales Evangelist
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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4 Simple Ways To Become The Most Known & Trusted In Your Industry | Marcus Sheridan - 1877
03/03/2025
4 Simple Ways To Become The Most Known & Trusted In Your Industry | Marcus Sheridan - 1877
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 consumer trust, all thanks to the advancement of AI. This is why Marcus wrote the "Endless Customer" book! To generate leads and to shine through AI, you’re going to have to become a well-known and trusted brand, which you can do with the help of his guidance. How Can You Make Yourself Stand Out If you’ve noticed, not too many people are using Google nowadays. Also, when you search on Google, a lot of AI answers or Reddit posts pop up too. Stop caring so much about keywords and instead start telling AI why you need to be trusted. Marcus shares that you can do this through the four pillars in his book: You have to be willing to say what others are not in your market. Get serious with video content and do what others are not. Sell in a way that others are not. You have to be more human than other brands. In other words, stop following your industry’s set rules and disrupt. Put a personality into your brand and do things that no one else is willing to do. Marcus also shares how sales reps and industry leaders can get out of a pride cycle that they often put themselves in without knowing. The Five Key Consumer Research Factors The one thing that did not change from the "They Ask, You Answer" book is how consumers conduct research on which company they want to buy from. The five subjects they’re still researching are: Cost Problem Comparison Reviews Best These five things apply to whatever type of content you’re making. This includes written and video content for your social media strategy. Human Connection Matters More The only way you’re going to be able to rise above in this new AI-driven world is by connecting to your customers’ emotions. This is why video content is becoming more and more popular; they want to see brands before buying from them. Another popular trend is that people are wanting more of a seller-free sales experience, especially on websites. Marcus shares how to do this while keeping the human connection alive. "Brand matters more than it ever has in the history of the world. Because if you think about it, what's going on in the market? Well, businesses are getting fewer Google searches every single day right now. You cannot build your house on Google search." - Marcus Sheridan. Resources Connect with Marcus Sheridan on LinkedIn Listen to the and Get Visit to learn more about him 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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The Go Giver! | Bob Burg - 1876
02/28/2025
The Go Giver! | Bob Burg - 1876
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 with another salesman and recalling how his parents worked to make other’s lives better, it hit him. Instead of trying to meet quota, Bob shifts his focus on how he can serve others, and his reward happens to be more money coming into his pockets. Great salesmanship is about the other person and how they’ll benefit from your product or service. Focus on Value People aren't going to buy from you because you need to meet quota or because you’re a nice person. They are going to buy from you because they’ll be better off after they do. Salespeople need to focus on bringing value to the prospect’s life. Value comes first, and the money you receive is a natural result of the value you provided. Value Without Attachment Although people often suggest you should give without expecting anything in return, Bob doesn’t exactly agree with that. Instead, give value without attachment to the result. If you’re in business serving other people, you should expect to profit greatly because you’re bringing value to the marketplace. Just don’t be attached to that result. Give value because it’s who you are and what you do. When that happens, you create a benevolent context for success. You develop great relationships with people who feel good about you. Communicating Value Bob shares how sales reps can communicate value to prospects through these five elements: Excellence Consistency Attention Empathy Appreciation To the degree that you can communicate these things to your customer, that’s the degree to which you take price and competition out of the picture. “Money is the thunder to lightning’s value. The value comes first.” - Bob Burg. Resources Listen to Bob Burg’s for more mindset tips. Join the for a blueprint to closing more deals. Grab Bob Burg’s book set. Another book discussed in this episode was by Bob Chapman. Connect with Bob Burg on and Also, don’t forget to visit . 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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My Company Hates Me! | Donald Kelly - 1875
02/24/2025
My Company Hates Me! | Donald Kelly - 1875
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 to your ICP. I share a strategy that I teach in my LinkedIn prospecting course. It’s a neat sales trick that works every single time, only when they know you already! You can also ask your proximity connections how they can give you insights on getting leads if my first strategy doesn’t work for you. Target Accounts When you have an understanding of those who can potentially buy from you, you can focus on your ICP and target those accounts. Per week, find two to three accounts within a specific organization that are a part of your ICP. Tier 2 Outreach Campaign As an individual sales rep, you may not be able to do a full cold outreach campaign. But you can use tools to help you do one on a smaller scale. I share how you can use FullEnrich to find emails and phone numbers of your prospects. "The best time to find a job is when you have a job. So if you have a job and it’s stable, it might be a good idea to look to see what’s out there. Just make sure you maintain longevity in your current position before searching." - Donald Kelly. Resources Book more appointments with our Test out to find more clients 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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The Psychology of Persuasion | Christian Jack - 1874
02/21/2025
The Psychology of Persuasion | Christian Jack - 1874
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 fractional CRO services, one-on-one coaching, and tailored sales training that empower professionals and entrepreneurs to achieve sustainable growth. His practical, personalized approach enables clients to maximize their influence, boost performance, and achieve long-term Sales Is All About Connecting The Dots You want to be a top-performing agent, but to get there, you need to understand that it’s not about meeting goals or persuading someone to make a decision. Sales is about helping prospects connect the dots and showing them that you’re the right person to help them. Three points can help prospects connect the dots before you try to persuade them: verbal communication, non-verbal communication, and listening to get them to open up. Verbal Communication Comes Last You may think that people convey verbal messages first; however, this is far from the truth. Christian breaks down how the human mind conveys verbal communication last due to its two subsets. He also explains how the social mask works when it comes to how we communicate our words to others. Non-Verbal Communication Comes First Do a quick search online for images of mammalian and reptilian brains. Pay attention to the neocortex, or frontal lobe, of each, and you'll notice that the reptilian brain is all about survival. However, the mammalian brain is all about processing information. Of course, the human brain has a larger frontal lobe than other mammals, and this is why we process non-verbal communication first. Christian shares how you can use this in a sales context to better convey your message to prospective customers. Listening To Get Customers To Open Up Have you ever had a customer who wouldn't open up no matter how much you tried? This may be because they feel unsafe around sales representatives due to a past experience. Christian shares how breaking the regular sales script and listening to what the customer has to say can help them stop being closed off with you. “When you become more successful in sales, you realize that it's not really about sales. It's not about persuading someone else. It's about helping them connect the dots and being someone who can help them do that.” - Christian Jack. Resources Get in touch with Christian 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Your Selling To The Wrong Problem | Denise Murtha Bachmann - 1873
02/17/2025
Your Selling To The Wrong Problem | Denise Murtha Bachmann - 1873
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 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 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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The Three Value Conversations | Tim Riesterer - 1872
02/14/2025
The Three Value Conversations | Tim Riesterer - 1872
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. He brings a lot of great insights to a sales conversation, and during this episode, he offers some great thoughts relative to his book. Importance of Value Conversations Being a sales professional is hard! You have to provide a solution that isn’t complex and too difficult for your prospects to understand. How can you do this when you’re stuck at the proposal stage, getting caught up on prices, and unable to build your pipeline? By having conversations with prospects that help educate them and bring value to them! The Three Value Conversations Tim breaks down his book in full detail and shares how to overcome common sales challenges to bring value to prospects: The time for change: Feeling stuck at the status quo? Learn your prospect’s situation and get them to recognize they need to change before they buy from you. Unconsidered need: You already know your prospects' pain points, and so do they. Customers know what their problems are and may believe they have already found their solutions. To get you away from the proposal stage, help them discover their hidden problems. Finances: 80% of business deals need to be signed off by a CFO. However, only 10% of most opportunities have a CFO as a contact. Learn how companies make money to get in front of the CEOs and move deals forward. Whiteboard vs. PowerPoint Presentation Most people think it’s a better idea to create these beautiful PowerPoint presentations so others won’t get bored while they’re talking. Tim did research on this and found that people actually prefer to watch a simple whiteboard stick figure story than a creative PowerPoint presentation. You’ll be surprised how much more credible and engaging you seem by just drawing on a whiteboard with a marker and talking to your audience. “Value is created when a salesperson’s lips move.” - Tim Riesterer. Resources Tim’s on Twitter Get Tim’s book 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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4 Things You Must Know About Every Prospect You’re Multi-Threading With | Donald Kelly - 1871
02/10/2025
4 Things You Must Know About Every Prospect You’re Multi-Threading With | Donald Kelly - 1871
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 unable to do this, then you’re not talking to the right person. Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title. Know Their Responsibilities Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along. If you’re getting nowhere from learning about an individual’s job title, learn what their responsibilities are within an organization. I like to use ChatGPT to learn more about a person’s job responsibilities. This can give you an idea if they’re the right person to speak to about moving forward with your offer. How Do They Influence the Deal? You have to sit back and think about how this person influences a deal you’re trying to make with the organization. I provide an example of how you can figure this out and use this to your advantage. How Do They Help the Organization Make Money? If they know how to bring money into the company, then they’re more than likely the ones who can make a deal move forward. For example, a marketing director might bring in money for the company because they’re attracting customers to the organization and tracking a KPI on conversion. “If you know these four things while multi-threading on the prospects you’re going after, it’s going to help you fine-tune your message toward the right individual and make sure the deal progresses properly.” - Donald Kelly. Resources Do you need help creating a podcast? Visit Connect and chat with me on Join my to start booking more appointments! 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Ask Like an Auctioneer? | Dia Bondi - 1870
02/07/2025
Ask Like an Auctioneer? | Dia Bondi - 1870
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 of experience. She has worked on high-profile projects, including helping Rio de Janeiro win the bid to host the 2016 Olympics. With a unique love and hobby for fundraising auctioneering she became inspired to write the book "Ask Like an Auctioneer," which focuses on making impactful asks. Paddle Through The No Auctioneers have a tendency to speak fast, or maybe they’re just good at doing a special chant. The chant they do allows them to keep going until they get a final bid, the highest offer. If you paid attention, the auctioneers are paddling through each offer until they are able to maximize the initial offer. Importance of Value Another core principle of auctioneers is not defining an offer based on the price. The price is to show the value of the product and how individuals can see that value. You may find it hard to ask for a higher price because you’re unable to get the prospect to see the value of what you’re offering. Get them to see the worth of your offer, and they’ll be ready to spend whatever amount you’re asking for. Connect with Prospects with Storytelling Part of your job as a seller is to understand what they really care about to help solve their problem. Just like an auctioneer, use storytelling to help you practice empathy and connect with prospects on an emotional level. ZOFO: Zone of Freaking Out You know that heart-wrenching feeling you get when you’re about to go into a meeting and the fear of rejection starts to creep in. Dia says it's ZOFO, or the Zone of Freaking Out. She shares how to handle this feeling and to keep pushing so you don't mishandle a deal. “Price is not a way for you to define your own worth. Price is a way to see and understand what they value and how they value it. Not a way to define our own worth and worthiness.” - Dia Bondi. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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How To Use Sales Navigator To Target C-Suite Executives | Mike Murphy and John Murphy - 1869
02/03/2025
How To Use Sales Navigator To Target C-Suite Executives | Mike Murphy and John Murphy - 1869
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 high-stakes clients in no time. Thanks to Mike’s method, he and his father are now the proud owners of Text Tonality. Understanding What Filters Are When you first use LinkedIn Sales Navigator, you’ll notice the many different filters within the tool. Mike noticed that people usually use the filters incorrectly in two different ways: either using too many or not enough filters. There are a certain number of filters you can use to help you find the right clients. If you DM Mike, he gives you the code to his free training to help you learn this trick. What To Say to C-Suite Executives When You Find Them John shares that to get your message out correctly, you first have to position yourself in front of them. They have to see how you can help them with their problem. If you can’t get them to see this, then they’re not going to spend 30 minutes on the phone with you. Start with the big problem they have to intrigue them with a solution. Sending LinkedIn Messages Without Spamming John and Mike share that it’s best not to send messages within LinkedIn connections. They share how sending Text Tonality messages works better after waiting a day after sending a connection request. Mike also shares how probing can help get prospects to speak to you more after they say no thank you to your first message. If you’re struggling with LinkedIn Sales Navigator, consider working with John and Mike at Text Tonality to learn more of their secrets. “Don't be afraid to follow up. People won’t get mad at you. They don't mind as long as you do it right." - John Murphy. "You want to think about how there is an element of numbers to this. A key performance indicator that we look for is a 25% acceptance rate, which means I'm targeting the right people and my profile is resonating." - Mike Murphy. Resources Learn more LinkedIn secrets at Connect with and on LinkedIn Don’t forget about the Sales Navigator Secrets Code: wealth24 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Not Interested: Use The "Go Around The Block" Principle | Donald Kelly - 1868
01/31/2025
Not Interested: Use The "Go Around The Block" Principle | Donald Kelly - 1868
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 research on the prospect. You can use what you learn about the prospect to help connect with them better before pitching the deal again. Deflect the Sales Objection I share a short story on how I used a prospect's area code to help build a better connection with them before closing a deal. Of course, you won't always get this lucky, but try going on their LinkedIn profile to see if you can find a specific person, job role, or content they share to bring up during the meeting. Get the prospect to talk about something they're interested in; they will be more likely to hear your offer again. "Your job right now is to have conversations. The more conversations you have, the more opportunity you have to get the person to listen." - Donald Kelly Resources Looking for a new Sales Coaching Software, try out Do you need help creating a podcast? Visit Connect and chat with me on 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Three Things I Do To Fix The Awkward Moment When A Prospect Answers | Donald Kelly - 1867
01/27/2025
Three Things I Do To Fix The Awkward Moment When A Prospect Answers | Donald Kelly - 1867
After making several calls back-to-back and finally getting an answer from a prospect, you may find yourself shocked that they even decided to pick up the phone. Now lost for words, there's a thick air between the lines that quickly makes them lose interest in whatever you have to say. How can you fix this awkward silence to turn everything around? Tune in and hear the three tips I share to help you out. Back to the Basics Series If you go back and listen to my , one of the tips I share is how to fill in the first ten seconds during a cold call. The tips I share in this series are to slow down the call and ask specific questions that will help you stay in control. I also share a story in this episode on how you can stay on your game when a prospect answers the phone. Provide Relevancy The whole point of cold outreach is to provide the prospect with a solution relevant to their problem. If you can't give this to them the moment they answer the phone, then more than likely they're not going to listen to you. "If you don't have true relevancy, then it's tough to make an effective cold call. You gotta make sure you have something that matters to them and a solution that can fix their problem." - Donald Kelly. Resources Looking for a new Sales Coaching Software, try out Do you need help creating a podcast? Visit Connect and chat with me on 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Apollo Secrets: Three Sales Practices You Must Abandon From 2024 | Josh Garrison - 1866
01/24/2025
Apollo Secrets: Three Sales Practices You Must Abandon From 2024 | Josh Garrison - 1866
You can always get the best sales secrets from the top companies in the industry. In this episode, I’m chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don’t use this sales enablement AI platform, these tips will help you boost your performance and close deals faster. Meet Josh Garrison Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io. He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales. As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales. Only Let AI Do Some of the Work Are you still making the mistake of using AI to do all your work? If you haven’t realized it yet, people want a human touch, and too much AI can damage their trust in a company. Josh shares that it’s better to use AI for specific tasks. For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers. Diversify Your Outreach If you’re still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day. Pay attention to your prospect's daily routine. If they’re busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime. Use Social Media the Right Way Josh advises using social engagement strategically, particularly by commenting on LinkedIn posts. Also, social listening can help you build a presence and establish expertise without overtly selling. "Incorporating AI in a way that makes sense. Having IT do things that are going to level up your outreach, but not necessarily having IT do everything for you." - Josh Garrison. Resources Email: 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Excelerating Deals By Slowing Dow | Bob Spina - 1865
01/20/2025
Excelerating Deals By Slowing Dow | Bob Spina - 1865
You 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: 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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How I Booked Eight Appointment From LinkedIn In One Week! | Donald Kelly - 1864
01/17/2025
How I Booked Eight Appointment From LinkedIn In One Week! | Donald Kelly - 1864
Is it possible to get multiple appointments on LinkedIn in just one week? Guys, I'm telling you that it is, and in this episode, I'm going to show you how I got eight appointments in five days. I promise it's no influencer trick and has everything to do with prospecting. Take a look at your LinkedIn Connections Go through your LinkedIn connection list and group them into potential customers, past customers, and people you know but don't know what you do. For the ones grouped in "people you know," try booking a 5-7 minute meeting by doing the most simple thing: ask permission to ask a question. Appointment Influencers Past coworkers could be your connection to getting appointments for a specific organization. You may have to set up an appointment with them, but at least they can probably influence a deal for you. Look for Partners Sometimes you have to provide opportunities to others to help you set appointments. I share how I did this with a recruiting firm and some of my sales reps. If you give to others, they will be more willing to give to you. Post LinkedIn Polls Creating LinkedIn polls on an industry issue and responding to those who engaged with it is a great way to find prospective clients. They're telling you what their problem is, and you can use this to your advantage. Shoot them a question to start a conversation and see if you're able to set an appointment. "You guys get to hear from me all the time, but I never get to hear from you. I want to hear from you! Connect with me on LinkedIn, and I'll be happy to answer questions or even help you out with these tips." - Donald Kelly. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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How Can I Turn My Connects Into Appointments? | Donald Kelly - 1863
01/13/2025
How Can I Turn My Connects Into Appointments? | Donald Kelly - 1863
While working with a fellow sales rep, I noticed the many phone calls he was making and how many of them weren't turning into appointments. Does this often happen to you? In this episode, I show you how to fix this common sales mistake and turn those phone calls into deals. If you'd like to try my tips, connect with me on LinkedIn and . Have The Right Offer You’re getting connections, but it’s just not going the way you want it to. To change this, start with having the right offer to provide to your prospects. You know you have a tailored offer when some sales team members are getting appointments. Articulate The Message Thanks to my speech debate days, I tend to speak fast. I’m sure you noticed on this podcast. But when dealing with prospects, I slow down to help articulate the offer value to them. You can practice this with someone not in the sales industry to see if it makes sense to them. Stop Rushing Phone calls are not a race to the finish line, so don’t rush your prospects off. Take the time to help them see the value of your sales offer. If you’re a part of my Sales Mastermind group then you know that one of the things I teach sales reps is to ask permission to ask questions! Be calm and collected to slow the conversation down, ask the question if the prospect lets you, and get them to understand the offer value before you let them go. “If you discover the cure for cancer, there’s no way on this beautiful Earth that you’re going to sit down and tell people about it. You’re going to find ways to get the message out there. If you believe in your offer so much, don’t rush to get off the phone. 9 times out of 10 people say they’re not interested because they didn’t listen to the offer.” - Donald Kelly. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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My Top Five Sales Predictions For 2025 | Donald Kelly - 1862
01/10/2025
My Top Five Sales Predictions For 2025 | Donald Kelly - 1862
I’m being like Edgar Allan Poe in this episode and providing you guys with my top five sales predictions for 2025. Will there be an increased use of AI tools in the sales industry? Are consumers wanting more human connection? Tune in to find out! Sales Prediction 1: Increased AI Technology Use Yes, it’s true. AI tools are not going anywhere, and more than likely, you’re going to use them more and more this year. You’ll probably even find yourself not even realizing that you’re using them. The downside is that 55% of consumers don’t like for companies to rely so heavily on AI technology. They believe it lacks . So, keep this in mind when you’re sending your automated cold emails to prospective customers. Sales Prediction 3: Old-School Networking Is Winning I also share another statistic on how AI-generated content provides a negative brand image. What’s the point of using it if your audience is going to see it as a bad thing? This is when old-school sales methods come into play: networking. Get your face out there and . Those within the Boomers, Millennials, and Gen X can spot AI content from a mile away. Humans want connection, and if you’re not providing that in some way, then you’re going to lose business. What are my sales predictions 2, 4, and 5? I gave you a teaser of some of my predictions in these show notes. To learn the rest, you’re going to have to click the play button to find out. “82% of attendees express a preference for attending an in-person event, underscoring the value of face-to-face interaction. That piece is showing us that AI will cause us to miss big opportunities.” - Donald Kelly. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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How To Fix Inaccurate Sales Forecasts Once And For All! | Walter Crosby - 1861
01/06/2025
How To Fix Inaccurate Sales Forecasts Once And For All! | Walter Crosby - 1861
How can you optimize your pipeline to ensure accurate forecasting and set your team up for success? Join me and my guest, Walter Crosby, as we explore how transforming ineffective habits can lead to better outcomes in your sales process. By the end of this episode, you’ll gain clarity on your pipeline and learn to identify which prospects are most likely to deliver the results you need. Meet Walter Crosby Walter Crosby is a seasoned sales expert and business consultant with decades of experience in helping organizations refine their sales processes and drive sustainable growth. He specializes in developing tailored strategies that align sales pipelines with business goals. His expertise lies in sales leadership, process optimization, and revenue forecasting. Accuracy in Sales Forecasting Walter shares actionable tips for creating . The key takeaway? Quality over quantity. Learn how to identify realistic opportunities and focus on meaningful data, ensuring your forecasts are reliable and actionable. Gatekeeping: Building the Right Pipeline Your pipeline is only as good as what you let in. Walter introduces the concept of a "gate" for qualifying potential leads before they enter your sales process. This ensures you’re targeting the right prospects, saving time, and increasing conversion rates. Planning for Contingencies Unexpected challenges are inevitable, but how prepared are you? Walter discusses how to incorporate contingency planning into your pipeline strategy to mitigate risks and keep deals moving forward. Mindfulness for Precise Sales Forecasting Precision requires discipline. Walter explains how approach to pipeline management and forecasting can lead to higher win rates and better decision-making at every stage of the sales process. "The pipeline is wrong because we’re not qualifying these people in advance. We are putting in too much junk. We don’t have, you know, St. Peter at the gate, right? Or a Doberman, something. We’re letting any and everybody come through." - Walter Crosby. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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10 Biggest Takeaways From Consulting and Coaching Teams In 2024 | Donald Kelly - 1860
01/03/2025
10 Biggest Takeaways From Consulting and Coaching Teams In 2024 | Donald Kelly - 1860
Happy New Year! Let’s kick off 2025 with some sales tactics in this episode. Today, I’m sharing ten key insights from my experience coaching and consulting sales teams in 2024. Here’s five of them below, tune in to learn the rest of my sales tips! Find Your Ideal ICP Are you still working with different types of clients and struggling to figure out which one is the right fit for your business? It’s time to double down and define your Ideal Customer Profile (ICP). Focus on what works and identify the best individuals who can buy from you. This will help you stop spinning in circles and spreading yourself too thin. Also, create social media content tailored to this ICP to bring them to you. Cold Calls Still Work Don’t listen to those who say , because it does. You need to spend more time on this sales outreach method. I share an interesting story with one of my classes about how cold calling still gets results. If you stay consistent, you’ll see success. So, don’t abandon it! Get Social You probably realize how important it is to have social media accounts, . You don’t need to do the latest TikTok dances, but you should share educational content. Also, make sure you’re engaging with your audience by responding to their questions in different online forums. This can create conversations that’ll bring opportunities. Fewer Tools Equal Better Results Many sales tools have overlapping capabilities. To save money and boost productivity, limit the number of tools you use. You’ll be surprised at how much this can help. Events Are Back Good events will bring in prospects, while bad ones will waste your time. To choose which events are worth attending, think about your ICP. Knowing where they’re active will make your life much easier. “The key thing you need to do is focus on prospecting more than you think you need to – Donald Kelly.” Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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LIVE COACHING: Gaining My Customers Trust | Liesl Nel - 1859
12/30/2024
LIVE COACHING: Gaining My Customers Trust | Liesl Nel - 1859
If you don’t build trust with your customers, you’ll never close a deal—there’s no way around it! You’ve already heard how companies can build customer trust, but how can an individual seller do this? Join me and my guest, Liesl Nel, in this live coaching session as we share strategies to help your prospects feel safe and confident in doing business with you. Meet Liesl Nel Liesl Nel is a seasoned sales professional in the yachting industry, specializing in working with charter agencies, particularly in the Mediterranean region. Her expertise lies in navigating the complexities of B2B sales and addressing the unique challenges within this niche market. Building Open Relationships Liesl emphasizes the importance of maintaining open and frequent communication with agencies. This helps address challenges proactively and assures agencies that customer data will enhance rather than compromise the customer experience. She also shares how face-to-face interactions are better for building trust instead of email marketing. Storytelling and Customer Reviews Using stories and customer reviews to demonstrate repeat business and successful partnerships can significantly build trust. Liesl suggests leveraging third-party success stories to reassure new prospects. Authenticity and Honesty Liesl advises sales leaders to coach their teams on being authentic and transparent. Acknowledging and addressing problems openly fosters a collaborative and trustworthy environment. "I always tell my sales agents to be authentic. Don't hide any problems. If we're having a problem, admit to our B2B customers we're having this problem. We're going to solve it for you. We're going to work together on it versus there is no problem. Be open, honest, and vulnerable. People understand that things do go wrong, but we are going to fix it and we want to continue our relationship." - Liesl Nel. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Adopt These Simple Strategies & Your Prospects Will Buy | Gail Kasper - 1858
12/27/2024
Adopt These Simple Strategies & Your Prospects Will Buy | Gail Kasper - 1858
Sometimes, we make the sales process harder than it needs to be. If common sales methods aren’t working for you, check out this episode with my friend and guest, Gail Kasper. She shares how going above and beyond—like overnighting an apple pie—can convince a prospective buyer to do business with you. And don’t forget to check the resource section for a freebie! (No, it’s not a free apple pie.) Meet Gail Kasper Gail Kasper, a Master Sales Trainer and author of Unstoppable and Sell Like A Cockatoo, is renowned for customizing sales programs that boost revenues and revitalize even seasoned sales teams. With experience working with Fortune 500 companies, she sets the gold standard in sales training. As a seasoned TV host, Gail has shared her strategies on leading podcasts and local affiliates nationwide. Why Another Sales Book? With countless sales books out there, why did Gail write another one? Because so many people enter sales roles without understanding what to expect. Gail shares innovative methods to help new sales reps stand out and guide buyers through the sales process to close deals. She also emphasizes the importance of getting back into networking and making phone calls to build human connections with buyers and other sellers. Cockatoo Selling: What Is It? Cockatoos build momentum during their dancing routines, moving their body language and tone in sync to capture their mate’s attention. Similarly, successful sellers must build momentum with their prospects, taking time to connect and avoiding the rush to close a deal. Building strong relationships leads to long-term partnerships and opportunities to ask for referrals down the line. The Role of Questioning During the discovery phase, effective questioning is vital for building rapport and closing deals. Gail explains that asking thoughtful questions keeps potential customers engaged and fosters trust. By understanding a customer’s unique challenges and goals, you position yourself as a problem-solver—not just a vendor. “Put everything aside and just be present with the customer. That is going to get you closer and faster to a deal than if you're worried about all these other things and you're not present with that customer. Get to being present. You can find you to close more deals faster.” - Gail Kasper. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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LIVE COACHING: How Do I Differentiate As A Startup? | Pinar Erzin - 1857
12/23/2024
LIVE COACHING: How Do I Differentiate As A Startup? | Pinar Erzin - 1857
Just because you’re talking to a customer doesn’t mean you’re the only one making an offer. So, how do you stand out in a niche-specific market when there are so many competitors vying for your buyers? In this episode, I sit down with Pinar Erzin, Co-founder of Most Sailing, to discuss how startup companies can differentiate themselves in niche markets. Meet Pinar Erzin Pinar is the co-founder of Most Sailing, a company specializing in the luxury yacht charter industry. Her role focuses on building meaningful relationships with clients and standing out in a competitive, relationship-driven market. In our conversation, Pinar shares the challenges and lessons she’s learned in creating a unique value proposition in such a specialized field. Together, we explore strategies for building lasting client relationships, standing out from the competition, and adding value beyond price to succeed in niche markets. The Power of Relationships Success in niche industries often hinges on trust and personal connections. Pinar shares that attending events like MMCAS Summit and the International Charter Expo helps build rapport with industry peers and clients. Differentiation Beyond Discounts While price often takes center stage, true differentiation comes from delivering consistent value and exceptional service. Pinar believes it’s better to invest in high-quality experiences and personalized communication to form long-term client partnerships. Creative Marketing Approaches Instead of overloading your prospects with generic sales emails, provide valuable content that addresses their challenges. This could be industry tips or case studies. Showcase your unique value through social media, virtual yacht tours, or spotlighting partnerships with booking agents. Acknowledge partners’ contributions through awards or personalized gestures like handwritten notes. “Forget about talking about yourself and start thinking about your clients. What can you do to make their life better?” – Pinar Erzin. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Company's Need To Build Trust As Well, Not Just Sellers | Martina Hršak - 1856
12/20/2024
Company's Need To Build Trust As Well, Not Just Sellers | Martina Hršak - 1856
Trust is everything in the customer service industry. It’s not only essential for sellers to be trustworthy; businesses must also strive to build trust with their customers. If you’re unsure on how to create strong customer relationships, tune in to my guest, Martina Hršak, as she shares actionable insights on trust-building skills. Growing Up in Croatia and Entering the Yachting Industry During her youth in Croatia, Martina never imagined herself in the yacht business due to her tendency to get seasick. Yet today, she leads MMK Systems, a company that provides the Booking Manager System, the leading software for yacht charter businesses worldwide. The Importance of Trust in Sales To build a successful business relationship in B2B sales, customers must trust the companies they’re buying from. Martina shares how businesses trust MMK Systems with their critical data, such as personal information and finances. Key factors that can easily destroy trust in any industry include: Misleading statistics or facts Data misuse Conflicts of interest (e.g., mergers or acquisitions within the industry) Businesses that mishandle these factors and fail to build trust with their buyers are unlikely to succeed. Martina discusses how building trust and creating true partnerships can be simple. For example, her team attends 20 boat shows annually and regularly visits clients to foster strong, long-lasting relationships. Sales as Advising: Listening Over Selling Martina explains MMK Systems’ unique sales approach: they focus on advising rather than hard selling. Her team members are selected not for their sales experience but for their ability to listen, understand client needs, and offer meaningful solutions. She believes listening is a skill that cannot be easily taught and is crucial for building long-term relationships. “In any sales, trust is important because if clients don’t trust you, they more than likely won’t buy anything from you.” - Martina Hršak. Resources Connect with Martina on 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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The Better You Communicate The Better You Sell | Robert Kennedy III - 1855
12/16/2024
The Better You Communicate The Better You Sell | Robert Kennedy III - 1855
If you’re not good at communicating, how do you expect to close deals? In this episode, I chat with Robert Kennedy III about the power of effective communication and storytelling. He shares insights on leveraging storytelling, showing up confidently on video, and connecting better with your audience. Meet Robert Kennedy III Robert is the founder of Kennetik Kommunications, a communication training firm specializing in the real estate industry. As a communication strategist, he helps real estate professionals, leaders, and sales teams connect better with their buyers to boost sales performance. Known for his energetic and engaging style, Robert excels in public speaking and has a knack for captivating audiences both in person and through digital media. Using Storytelling to Communicate with Audiences Robert explains that storytelling isn’t always about telling stories; it’s about understanding each component of the sales process. Start with the conflict your customers are facing and dig into their world to see how it’s impacting them. Good storytelling leans into emotion and connection. If you’re not fully understanding the conflict, how can you emotionally connect with your buyers? Robert also shares how to grab your audience's attention with a great hook. However, he emphasizes the four essential elements of storytelling: context, characters, conflict, and conclusion. Once you’ve hooked your audience, pay attention to their emotions and what’s happening in their world. This approach allows you to present your product through storytelling and guide them toward closing the deal. How Sales Professionals Can Appear Confident on Video Robert reveals the secret to appearing confident on video: stop thinking about yourself. Instead, focus on your audience and ask yourself this critical question when creating video content: “Who is this going to serve?” He also shares tips on creating an effective hook to grab your audience’s attention and draw them into your video. To look more confident on video, remember the two key aspects of video content: audio and visual. Ensure your video has clear audio to effectively convey your message. Use proper lighting so your audience can clearly see your facial expressions and emotions. Robert suggests practicing the art of storytelling on video and using tools like the AI-powered Yoodly for instant feedback on your expressions and delivery. Helping Sales Teams Shine on Video Some people are naturally shy on camera, but Robert suggests that sales leaders use collaborative activities to help team members loosen up. Working in groups makes video creation feel more conversational, helping individuals relax and focus on delivering value to their audience. By shifting attention away from the camera and toward collaboration, team members can overcome self-criticism and feel more comfortable presenting information. “Your face and expressiveness convey a lot of information to others. Keep your eyes open, smile with your eyes, your lips, and your teeth. Aim for an approachable and friendly demeanor. Too often, I see people online who don’t realize they come across as unapproachable. Honestly, some of them just look downright mean.” - Robert Kennedy III. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Three Eternal Truths For B2B Sales Success That Most Sellers Avoid | Carson Heady - 1854
12/13/2024
Three Eternal Truths For B2B Sales Success That Most Sellers Avoid | Carson Heady - 1854
There are going to be good days and bad days in this industry. You shouldn’t let the negative moments make you avoid the steps you must take to become a top agent. The road to success is paved with resilience, strategic prospecting, and relentless determination. I’m excited to share insights from a powerhouse in the sales world, Carson Heady, who shares his innovative approaches to the three truths behind B2B sales success. Meet Carson Heady An old friend and past guest of mine, Carson holds 25 years of experience in B2B sales. He is a strong advocate for buyer-centric approaches and has carved out a niche for himself at Microsoft. Carson is also an accomplished author with two books to his name. In this episode, he discusses his most recent book, *The Show Must Go On*, where he shares his sales methods for gaining C-level executives as prospects by doing three things that most sellers avoid: remaining resilient, prospecting correctly, and being persistent. B2B Resilience Issue: Using AI Honorably There’s been a big shift in how sellers do business, thanks to AI technology. Everyone is either afraid of losing their jobs to AI or thinks that AI should do all the work while they do nothing. While using AI, you still have to remember that human connection is essential. The top agents using AI have figured out how to connect with their buyers genuinely and authentically. Carson shares how he used AI to reach over 500 employees in one company and land a deal. It’s a sales technique he outlines in his book, known as the Moneyball approach, which has helped him consistently move buyers through the pipeline and close deals. Effective Prospecting You know you need to find prospects, but instead of doing the task, you find yourself in your laundry room folding clothes. Let’s face it—you don’t want to be rejected, and that kind of puts you in a down mood for the day. But if you want to make money, you’re going to have to get over it. Focus on what you can control, and don’t worry if a prospect rejects a deal. Stay Persistent There’s a reason why Carson gave his book the title. You can’t dwell on rejection. If a buyer says no to a deal, move on to the next one. Carson shares how he likes to think of himself as the Rocky Balboa of sales. Despite hearing countless "no’s" from buyers, he kept moving forward. And now, look at how successful he is today! “Control what you can control. You can control if and how you prospect. And you've got to do it.” - Carson Heady. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Back to Basics Series Part 7 - Objections Handling | Donald Kelly - 1853
12/09/2024
Back to Basics Series Part 7 - Objections Handling | Donald Kelly - 1853
Your prospect has rejected the deal, and now you’re unsure whether to try another sales tactic to change their mind or simply move on. This final episode of the Back to Basics series will guide you in overcoming sales objections and keeping your pipeline moving forward. Slow Down It’s natural to do everything in your power to get a prospect to say yes. This can often lead to rushing the sales process in hopes of securing that long-awaited agreement. Instead of speeding up, take a moment to pause and breathe deeply. Begin addressing the objections raised by your prospect calmly and methodically. Taking the time to regroup prevents panic and helps you avoid costly mistakes. Express Appreciation Your prospect may have valid reasons for hesitating or declining to move forward in the sales process. Acknowledge this by expressing understanding and gratitude for their time. Next, use a softener to gain permission to dive deeper into their concerns. I explain how to do this in the episode, which will help you uncover the root cause of their objection. Don’t forget to use the “5 Whys” technique to get to the heart of the issue. Schedule the Next Meeting Once you’ve identified their real concern and explained how you can help solve the problem, schedule your next meeting. Also, consider creating a clear plan outlining the next steps, so the prospect knows what to expect moving forward. “To overcome objections, it comes down to having conversations, being human, and expressing your feelings. Once you’re vulnerable, the prospect will feel more comfortable sharing their problems.” – Donald Kelly. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Back to Basics Series Part 6 - How I Conduct Effective Discovery Calls | Donald Kelly - 1852
12/06/2024
Back to Basics Series Part 6 - How I Conduct Effective Discovery Calls | Donald Kelly - 1852
Before visiting Dubai, I did some research to determine if it was the right destination for a trip. If I hadn’t taken a few minutes to do so, I could have ended up having a horrible experience. This is why it’s important for you to conduct discovery calls—to ensure you and your prospect will have a pleasant experience working together. In this episode, I share the basics of a discovery call and how to set one up properly to ensure you land a deal with your prospect. The Purpose of Discovery Calls Discovery calls are meant to determine if you and the prospect are a good fit for each other. Too often, sales reps focus solely on their own goals instead of the prospect’s needs. If you’re only focused on reaching your quota, how can you be sure your product will actually solve the prospect’s problem? Steps to a Successful Discovery Call Confirm the Appointment: Before the day of the discovery call, confirm the meeting and ensure that the right individuals will be attending. Build Rapport: Start by asking probing questions to help the prospect feel comfortable and begin building a relationship. Provide an Agenda: Clearly outline the purpose of the discovery call. This conversation is your opportunity to understand what’s going on with them and explore how you can provide a solution to their problem. Pay Attention to Pain Points When the prospect begins sharing their challenges, listen with the intention of truly understanding their needs. One of my future guests shared an active listening technique to help improve this skill. Also, pay attention to what the prospect isn’t saying, as this can help you uncover problems they may not even realize they have. “To help the prospect, you must focus on them. This is how you know that you can provide a solution for them.” - Donald Kelly. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Back to Basics Series Part 5 - The First 10 Seconds! | Donald Kelly - 1851
12/02/2024
Back to Basics Series Part 5 - The First 10 Seconds! | Donald Kelly - 1851
The first ten seconds of a cold call matter more than any other part of the outreach. But what do you say to keep your prospect from hanging up? In this episode, I’ll tell you exactly how to get them into your sales pipeline and close the deal. 1. Verify the Prospect Before diving into your sales pitch, confirm that you’re speaking to the right person. This not only ensures your efforts are targeted but also gives you a moment to prepare your next move. 2. Greet with Your Name and Company After verifying the prospect, introduce yourself by stating your name and the company you represent. This helps the prospect visualize who you are and understand why you’re reaching out. 3. POR: Point of Reference There’s a reason I always recommend LinkedIn. Use it as a point of reference to remind your prospect where they might know you from. This simple step can turn a cold call into a warm conversation, increasing the chances they’ll stay on the line instead of hanging up. 4. Relevance Relevance is the icing on the cake—it’s where you show how you can help them. For example, if you noticed on LinkedIn that your prospect is new to their role as a hiring manager, mention that. This demonstrates that your outreach is tailored and thoughtful. 5. Value Proposition Your relevance should seamlessly lead into your value proposition. Using the hiring manager example, explain how you can help them find the right employees and ensure they’re well-trained to contribute effectively to the business. 6. Confirm the Next Step By this point, you’re about ten seconds into the call. If your prospect is still on the line, it’s a good sign! Use this opportunity to schedule an appointment for a more detailed conversation. “Most prospects don’t want to talk to sellers and be sold to. But if you can get them to stay on the phone for 10 seconds, it buys you time to dive into the relevancy factor.” – Donald Kelly. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Back to Basics Series Part 4 - Make Your Cold Calls Warm With This Hack! | Donald Kelly - 1850
11/29/2024
Back to Basics Series Part 4 - Make Your Cold Calls Warm With This Hack! | Donald Kelly - 1850
It’s getting cold outside, but that doesn’t mean your cold calls have to freeze your sales pipeline. Tune in to hear my hack for warming up your prospects and getting them more receptive to your proposals. Reach Out to Prospects on LinkedIn People are naturally skeptical of sellers, especially if they’ve never met you. That’s where connecting on LinkedIn can be a game-changer. Use LinkedIn Sales Navigator or a similar tool to identify your prospects’ triggers and build a targeted list of potential clients. Establishing a LinkedIn connection with your prospect before sending an email increases the chances they’ll respond positively when you cold call. It’s all about building familiarity and trust. Make an Introduction Before Cold Calling Think back to the caveman days—introductions have always been essential to building trust. By making an introduction first, you transform a cold call into a warm call because the prospect already knows who you are. Establishing trust with your prospects through LinkedIn or a prior introduction sets the foundation for a successful sales conversation. “When a trusted source vouches for someone, we’re far more likely to do business with them.” - Donald Kelly. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Back to Basics Series Part 3 - I Have No Time To Prosect | Donald Kelly - 1849
11/25/2024
Back to Basics Series Part 3 - I Have No Time To Prosect | Donald Kelly - 1849
There are 24 hours in a day, yet you’re struggling to find even one hour to prospect. I used to believe this lie myself, and it hurt my progress. In this episode, I share how to overcome this mindset and carve out time in your busy schedule for prospecting. Plan It Out The simplest way to start prospecting is to plan it out. Set aside a specific time frame dedicated to finding clients. Add this time block to your calendar and make it recurring. Consistently dedicating time will help you stay committed to prospecting. While planning, set a clear goal for your session. For example, aim to have five meaningful conversations during this period. This will help you either move deals forward or identify prospects who aren’t the right fit. Accountability If you’re struggling to find time for prospecting or to meet your goals, share your intentions with someone else. This could be your manager or a fellow sales representative. Let them know you’re focusing on prospecting and ask them to hold you accountable. Having a partner to check in with can help you stay on track. If you’re looking for support, check out The Sales Evangelist Facebook group or Mastermind course linked in the resource section below. Practice Your Message Before reaching out to prospects, write down what you want to say. This will help you stay focused and avoid stumbling over your words during the conversation. Additionally, research your prospect’s pain points and prepare a solution tailored to their needs. Being prepared will make your outreach more effective. Eliminate Distractions Distractions like social media, emails, and family interruptions can derail your efforts. As soon as you sit down to prospect, something seems to pull your attention away. To stay focused, put your phone away and let others know you need uninterrupted time to work. If you have young children, schedule your prospecting sessions during their nap or bedtime to minimize disruptions. You are the key driver of sales in your company, and no one else can do it like you can. Make the time to prioritize prospecting. — Donald Kelly. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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Back to Basics Series Part 2 - Mutlitasking | Donald Kelly - 1848
11/22/2024
Back to Basics Series Part 2 - Mutlitasking | Donald Kelly - 1848
In Part Two of the Back to the Basics Series, I cover a sales skill that everyone believes they need to master to close deals: multitasking. Honestly, I don’t think you need to be all that great at it. Why? Tune in to hear my thoughts on multitasking. Multitasking Doesn’t Work You might have 20 tabs open on your CRM right now, along with countless tools and windows. It may feel like juggling everything at once makes you more productive, but research shows otherwise. Focusing on one task at a time is actually far more effective for getting things done. In this episode, I share some research that debunks the false belief that multitasking is the key to productivity. Identify What You’re Trying to Accomplish I get it—it’s hard not to multitask when you have a million and one things to do. However, to avoid being less productive, take a moment to define the goal of each specific task. For example, if you’re prospecting, set a goal like having five conversations within an hour and booking one appointment. In the episode, I break down how to create effective and actionable goals like this. Take Breaks I also share data on the benefits of taking breaks for your brain health. Overworking yourself doesn’t help you accomplish more—it does the opposite. It’s okay to take short breaks throughout the day. If you work from home, step outside and get some fresh air. Focus on a task for at least 90 minutes, then take a break. This approach will help you stay productive while allowing your brain the rest it needs to recharge. “I encourage you to avoid multitasking. Instead, focus on one meaningful task at a time to stay productive and achieve better results.” - Donald Kelly. Resources 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 . 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 . 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 . 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: We’d love for you to join us for our next episodes by tuning in on , , , or . Audio provided by , and . 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.
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