The Sales Evangelist

Every experienced sales rep knows they must use LinkedIn Sales Navigator to build an effective sales pipeline. But, do you know how to use it correctly? In this episode of "The Sales Evangelist Podcast," host Donald is joined by sales expert and coach Phil Gerbyshak to dive deep into the practical ways sales professionals can utilize LinkedIn Navigator to build a strong sales pipeline. Phil shares his passion for the toolset and a refined process for leveraging the platform's capabilities. Click play to learn how to maximize LinkedIn Sales Navigator for effective sales outreach and networking. Getting to Know Phil Gerbyshak Phil Gerbyshak hosts the “Sales Leadership Podcast,” offering insights to sales leaders and those aspiring to lead sales teams. His expertise spans mindset, skillset, and toolset in sales, and his coaching and training methods have helped many sales reps elevate their game. To connect with Phil, visit philgerby.com and drop him a line. The Power of LinkedIn Sales Navigator Phil advocates for LinkedIn's Sales Navigator, touting its superiority to the free version of LinkedIn by providing a more robust set of tools tailored for sales professionals. He credits Sales Navigator with streamlining his outreach process and enhancing his ability to target the right connections. Building a Winning LinkedIn Profile Phil reminds us of the often-overlooked aspect of having a fully updated LinkedIn profile. He stresses the importance of a current headshot and a headline clearly outlining who and how you help. This complete profile strategy is vital when prospects compare your profile to others. Tips for a Stand-Out LinkedIn Profile Ensure your banner portrays a clear and relevant message. Update your featured section to break the scrolling pattern with rich media content. Share skills relevant to your position that your prospects and customers value. Are you ready to unlock the secrets of LinkedIn Sales Navigator and transform your sales game? Tune in to listen to the latest episode with Phil Gerbyshak and Donald Kelly. Phil shares the secrets to building a winning sales pipeline. Subscribe today to learn how to leverage LinkedIn Sales Navigator for outreach! "Be more human. If you wouldn't do it to somebody sitting right next to you, why the heck are you doing it online? By using sales navigator, using some of the tactics we discussed today, you have fewer people, so it's easier to be more human." - Phil Gerbyshak. Resources philgerby.com Phil Gerbyshak on LinkedIn LinkedIn Sales Navigator Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Are you tired of pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp. But what if you could pinpoint why your deals are stalling and prevent it before it happens? In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes! The Stall Deal Dilemma Donald shares his insight into a common pitfall where sales professionals are left in the dark, wondering what went wrong. He unveils that critical question you might not be asking—one that can make the difference between a deal stalling or sailing smoothly through your pipeline. Mastering Communication: Asking the Right Question Donald emphasizes the importance of this essential yet often overlooked question: "What do you see that could prevent us from partnering together?" Multiple variations of this question can be useful, but the core idea remains the same—identifying potential roadblocks early in the sales process. By tackling these issues upfront, you can avoid stalled deals and foster better communication with your prospects. Why Don't Sellers Ask the Hard Questions? Many sellers hold back on asking probing questions due to a lack of confidence or fear of jeopardizing the deal. Donald dispels these concerns, advocating for professionalism and assertiveness in sales interactions. By asking tough questions, you become a knowledgeable advisor and not a pushy salesman. Benefits of Uncovering Objections Early Donald discusses the advantages of early objection handling, which include: Building trust and authenticity with your prospect. Demonstrating your experience and foresight as a sales professional. Enabling a clear path to address and mitigate potential obstacles. Suppose you've found yourself staring at your phone, wondering why a once-promising prospect has ghosted you or why a deal isn't advancing as planned. In that case, this episode of The Sales Evangelist podcast is a must-listen! Remember, this podcast is dedicated to guiding you toward dominating your deals. It's not about quick fixes but about sharpening your sales skills. Apply the insights from this episode to your sales strategies and watch your pipeline thrive! "The question is simply asking the prospect early on in the sales process, perhaps in your discovery, after they've explained their challenges and you talk to them about your solution, and they see that this could work." - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

One of the most common mistakes people make when using LinkedIn is not taking the time to build authentic relationships. Don’t go adding hundreds of connections to your LinkedIn profile. Instead, do this! Listen to this insightful episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with guest Sabine Gedeon on the world of LinkedIn networking. Sabine shares her extensive experience and lays down a five-step process to leverage LinkedIn for effective relationship-building and networking. Click play now! Meet Sabine Gedeon Sabine is the CEO of Gedeon Enterprises. She is also a coach, consultant, speaker, and author. Remember to connect with her on LinkedIn to learn about her. Evolution of LinkedIn Sabine takes us through the history of LinkedIn, from its original use as a platform for recruiters to its transformation into a hub for marketing, networking, and community building. She emphasizes the need for people, especially HR professionals, to engage more actively on the platform. The Five-Step LinkedIn Strategy Sabine outlines her five-step approach to using LinkedIn effectively. 1. Connectors Mindset: Understanding your 'why' and what you offer. 2. Value Assessment: Identifying your strengths, expertise, and opportunities for growth. 3. Ecosystems: Recognizing your network's broad array of ecosystems, such as friends and family, and political connections. 4. Inventory List: Categorizing your contacts based on their ecosystems and closeness to you. 5. Success Circles: Establish three layers of contacts—Fab Five, Core Fifty, and Essential Hundred—and regularly engage with them. Systems and Consistency Sabine uses systems like Streak to help maintain her networking strategy. She also shares other methods to keep track of connections and ensure regular engagement with contacts. Importance of Human Connection Donald and Sabine agree on the importance of the human touch in networking. Sabine advises treating each online interaction as personal as meeting someone at a coffee shop. Building genuine relationships on LinkedIn doesn't have to be as complicated as you make it. If you need help connecting with others on the platform, take the time to listen to Sabine Gedeon's strategies in this episode. Tune in now! "People are missing out on the opportunity to build and cultivate relationships before they need things. It's almost like that whole notion around making deposits before you can withdraw. People are missing out on the opportunity to create. Make deposits before they start to need the withdrawals." -Sabine Gedeon. Resources Sabine Gedeon on LinkedIn Gedeon Enterprises Bob Berg's book, "The Go-Giver." Streak Boomerang for Gmail LinkedIn Sales Navigator Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

You're about to send a LinkedIn connection request, and the platform allows you to create a personalized message. Do you take the time to do it? Yes or no? If you choose not to do it, you must tune into this episode of "The Sales Evangelist Podcast." Even if you said yes, still click play. Host Donald Kelly delves into the ongoing debate surrounding LinkedIn connection requests. Should sales professionals personalize them or keep them generic? Discover the importance of personalized connection requests and learn how to create meaningful conversations that can lead to sales opportunities. The Great LinkedIn Debate Donald addresses a common question among sales professionals: the importance of personalizing LinkedIn connection requests. He debunks myths, points out common mistakes, and emphasizes the potential impact of a well-crafted, personalized approach. Personalized vs. Generic Requests Donald discusses why generic messages are ineffective and often ignored. He advocates for personalized messages, which he argues can significantly increase your chances of connecting and engaging with your targeted prospects. The LinkedIn Monetization Insight An interesting point Donald raises is LinkedIn's decision to charge for personalized connection requests. He interprets this as evidence of their effectiveness and a tool that LinkedIn monetizes because it works, not because it doesn't. This key insight provides a unique perspective on the platform's internal data and user behavior. Donald's LinkedIn Connection Strategy Listen to Donald's own methodology for LinkedIn engagement. His process involves Sales Navigator, account and lead list building, proactive engagement with recent posters, and meaningful follow-up through multiple communication channels. Donald's tactic is all about grabbing attention, starting conversations, and fostering relationships that lead to sales opportunities. Engagement Leads to Opportunity Donald emphasizes that engagement is the key to unlocking potential business opportunities. He shares personal anecdotes and client results to support his stance on using personalized connection requests to initiate conversations. Join Donald and his colleagues for a live discussion on LinkedIn, furthering the conversation on this topic. Connect with him on LinkedIn to learn more about it. “Do you feel that you're so unique that you are the only one asking them to connect because you have a mutual connection? That's so preposterous!” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Do you have full control over your sales meeting? Is it difficult getting your prospects to go in the direction you want them to go? You answer "no" to the first question and "yes" to the second question. Right? Well, you know what to do now! Tune into this episode of "The Sales Evangelist Podcast," where host Donald Kelly dives deep into mastering client interactions. Within this five-minute episode, you'll be ready to take control, establish authority, and confidently guide your prospects. Take advantage of these critical strategies that can accelerate your sales success! Taking Control of Your Sales Meetings The key to having a successful sales meeting is being in control of its direction. Donald emphasizes that while catering to the prospect's requests is essential, offering them a meeting roadmap ensures they recognize you as an expert in your field. The Agenda of A Guided Sales Session To lead your sales meeting, set a clear agenda. Address the prospect's hopes and set the stage for the main goal. It's to guide them through informed choices. Donald suggests asking prospects what they want to learn. This is to consider the meeting effective. Then, build the conversation around those objectives. Also, share your expertise and insights. Expert Advice on Pricing Queries One common challenge salespeople face is when a prospect jumps straight to pricing. Donald advises against catering to this demand blindly. Instead, offer transparency about your pricing range while steering the conversation back to understanding their specific challenges and whether your service is a good fit. Maintaining Control with A Robust Conclusion Donald stresses that you should reserve the last five minutes to review the main points and schedule the next meeting. This strategy helps maintain the sales process's momentum and positions you as a prepared and experienced professional. Join “The Sales Mastermind” for hands-on guidance and an interactive learning environment. It's an opportunity for you to practice, role-play, and get actionable tips to enhance your sales performance. Lastly, subscribe to keep up with the newest content to improve your sales game! “The key is to get them to feel they're giving you all the stuff they need and want to give.” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Today, we're going into the archive and bringing out an episode from the best sellers in history series. Let’s talk about Mary Kay Ash and how she built her empire from the strong skill sets she developed as a salesperson. Sales Spotlight - Mary Kay Ash Mary Kay Ash is world-renowned for being the makeup and skincare queen. Her pink Cadillac has become iconic. How did this come from someone who kept getting passed over for promotion? Because she is considered to be one of the best sellers in history. Here are five reasons why: Had a purpose and a why Created a vision or a common cause Had a strong and impressive work ethic Had the desire to create and give rewards Willing to take action Mary Kay Ash was born on May 12, 1918, in Hotwells, Texas. For most of her childhood, she took care of her sick dad while her mother made the family's earnings. At 17 years old, Mary Kay married Ben Rogers and had three children with him before Ben went to war in WWII. Their marriage eventually ended, and Mary Kay was left with three children to care for. She needed to make money to feed her children, so she started working for Stanley Home Products in 1939. She’d go into someone’s home and host parties to encourage people to buy household items. Mary Kay was great at her job, and she became a top seller. By 1952, Mary Kay was hired by World Gifts. After 10 years, however, she quit her job. At that time, the sales force was mostly made up of men, and no matter how hard she tried, she couldn’t get ahead because she was a woman. She saw the men she was training were getting promoted, going onto better jobs, and they were getting a much higher wage. Had a purpose and a why With $5000, Mary Kay used the money to build her empire. Mary Kay had a purpose. She was a mother who needed to take care of her kids and a woman who wanted to see other women succeed. Mary Kay also had a vision that helped her achieve her dreams. She had a why. As a salesperson, a vision and purpose can propel you beyond a bad sales day. For many people, a paycheck isn’t enough. There has to be a deeper connection, something bigger. Having a purpose is the motivation that moves you to show up even when things get hard. Have a purpose that pushes you to create an opportunity for the people you care about the most. Mary Kay had a purpose that was even bigger than herself. While she wanted to care for her family, she also wanted to create something to help other women. Created a vision and a common cause Every great salesperson in this series had a vision and created a common cause. Mary Kay recognized that women were undervalued in the sales industry and other workplaces. Women were not considered as capable as men. This misconception prompted Mary Kay to build an empire that would give women the opportunity to succeed and do more. Her business opened doors for women to become six-figure earners and, as a result, became the breadwinners for their families, giving them a community where they were valued. The company grew, and by the end of its second year, it had made $1 million in product sales. Salespeople can also achieve greater success if they communicate a common cause to their clients. Creating a brand message that solves problems and identifying a common struggle can create a unifying purpose. Had a strong and impressive work ethic Mary Kay had an impressive work ethic and worked hard. She got up every day at 5:00 AM. She said, “If you get up at 5 o’clock three times a week, you’ll gain an extra day. You need to try it a few times because you realize a great feeling of satisfaction at 8:00 in the morning when you’ve already finished what would have taken you six hours to do after 8 o’clock because of the interruptions.” Make it your goal to wake up early, put in the time, start working, and be productive without distractions. Allow yourself to practice and challenge yourself as Mary Kay did. Had the desire to create and give rewards The Harvard Business...

Are you ready to uncover the secrets of successful sales strategies in a highly competitive landscape? In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with guest Claudio Meidler, an experienced sales professional working as an account executive for Google's German team in Dublin. Claudio shares his insights on navigating the competitive landscape and securing the share of the wallet when selling to enterprise or mid-level organizations. Tune in to this enriching episode and gain a fresh perspective on navigating the modern sales landscape with confidence and finesse. Building Credibility and Delivering Value Claudio emphasizes the importance of standing out in terms of service level and delivering value beyond the competition. He discusses the significance of conducting thorough research before approaching potential clients understanding their needs, pain points, and industry-specific knowledge. Claudio highlights the effectiveness of providing insights, market knowledge, predictions, case studies, and testimonials early in the conversation to build immediate credibility and trust. Unconventional Approaches to Success Donald and Claudio discuss breaking away from traditional sales tactics and how being direct and tactful can yield powerful results. Claudio discusses the importance of addressing unspoken concerns and objections, expressing understanding and empathy, and using direct language to navigate potential hesitations or objections from the buyer's side. The role-play between the two demonstrates how this approach can open up dialogues and lead to deeper, more fruitful conversations. Creating a Lasting Impact Claudio shares his perspective on delivering service without expecting an immediate return on investment, following up on bold questions, and continually striving to exceed the client's expectations. He emphasizes the value of constant learning and adaptability in the sales process, where leveraging unconventional techniques can create a lasting impact and differentiation in the market. Claudio Meidler shares invaluable insights and strategies for success in the competitive sales landscape. Learn how to stand out in a competitive environment, build trust with your prospects, and ultimately secure that coveted share of your wallet. Take advantage of this opportunity to revolutionize your sales approach! Listen to the full episode now to discover how to enhance your sales strategies and achieve outstanding results. "Do your homework beforehand, deliver information and service without expecting an immediate return on investment, ask bold questions, and deliver testimonials or case studies to build credibility straight from the start." - Claudio Meidler. Resources SimilarWeb Claudio Meidler on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by...

Are you properly preparing for first-time meetings? Failing to do so can lead to missed opportunities and lost sales. But don't worry—in this episode of "The Sales Evangelist Podcast," host Donald Kelly will share valuable tips on effectively preparing prospects and ensuring a smoother, more productive interaction. Click play to hear what one of the industry's top sales leaders says about this essential step in the sales process. The Importance of Preparing Prospects Donald emphasizes the significance of prepping prospects before meeting with them. In a world with automated scheduling tools, it's essential to go the extra mile to personalize and optimize the prospect's meeting experience. The Strategy Donald suggests a simple yet powerful strategy to prepare prospects effectively. He recommends sending a quick video introduction to the prospect, providing a warm welcome, and addressing potential questions or concerns they might have. Additionally, including specific details about the upcoming meeting and offering personal contact information can further enhance the prospect's preparedness and engagement. Enhancing Engagement and Courtesy By implementing this strategy, sales professionals can significantly enhance engagement and courtesy from prospects. Providing personal contact information encourages prospects to connect and communicate, establishing a more respectful and engaged relationship from the outset. Overcoming Concerns Donald addresses common concerns associated with this strategy, such as the fear of potential cancellations. He explains that having prospects inform you of a cancellation is more beneficial, demonstrating their courtesy and genuine interest, rather than dealing with unexplained no-shows. Recommended Tools Donald recommends executing this strategy using video platforms like Loom, Vidyard, or BombBomb. Even for those uncomfortable with video, he encourages leveraging these tools to convey the preparatory message effectively. Ultimately, sales professionals gain a competitive edge by effectively preparing prospects and increasing their chances of closing deals. Join Donald Kelly as he continues to empower sales professionals to thrive and succeed in their endeavors. "I want you to thrive, succeed, and raise your level of thinking." Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Are you ready to unlock the secrets to successful sales strategies and go-to-market plans? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Hannah Ajikawo, a seasoned sales professional with over 15 years of experience in the industry. Hannah shares invaluable insights into understanding the B2B buyer journey, setting up go-to-market infrastructure, and optimizing sales processes to drive higher deal value. She also reveals the essential elements of a winning sales strategy plan and uncovers the secrets behind successful sales initiatives. Tune in now to discover proven strategies and insider tips that will propel your business to new heights! Hannah's Professional Journey Hannah provides an overview of her rich professional background, emphasizing her extensive career in sales. Her professional journey spans from prominent global corporations to disruptive startups. Notably, she shares her experience of working with an AI company in 2011, showcasing her early engagement with groundbreaking technologies and go-to-market strategies. The Evolution of AI Technology Drawing from her experience with an AI company, Hannah recounts her involvement in selling visionary AI solutions to leading B2B information providers. She elaborates on the groundbreaking nature of their tool, highlighting its potential to automate data processes and generate substantial value for businesses, including a memorable interaction with Google. Sales Strategy Planning Donald and Hannah discuss the importance of developing a strategic sales plan for the quarter, emphasizing the need for meticulous planning, especially for deals with substantial value. Hannah provides actionable advice, stressing the significance of understanding prospects' budgeting cycles and planning interactions well in advance to align with their financial timelines. Territory Management and Strategic Approach Hannah outlines the strategic approach required for sales territory management, encouraging sales professionals to adopt a CEO mindset when structuring their territories. She emphasizes the importance of identifying white spaces, key customers, and optimal use cases to streamline the sales process and drive meaningful results. Seasonal Budgeting Cycles Addressing the challenges of seasonal budgeting cycles, Hannah emphasizes the value of nurturing relationships and delving deeper into buyers' experiences within their organizations. She shares insights into discovering discretionary budgets and leveraging CEO's wallets to drive successful deals, emphasizing the need to build rapport and acquire nuanced knowledge about buyers' capabilities. Hannah Ajikawo shares valuable insights on developing a killer sales strategy plan to set you up for success in your sales endeavors. Her wealth of experience as a career salesperson and go-to-market consultant shines through as she shares practical tips and strategies for sales professionals and organizations alike. If you're ready to revolutionize your sales approach and take your game to the next level, then this episode is a goldmine of actionable advice. Tune in now to gain valuable knowledge that can transform your sales approach and drive remarkable results. “If you have a deal value of over 15 K, you must know your prospect's budgeting cycle period. No matter how strong your value proposition is, it doesn't matter how much they love you or how many of these panels and YouTube videos you watch, or whatever you watch. If they physically cannot get the budget because everything is clocked in, particularly above fifteen K and above, it will be so hard to try and sell to them in that quarter.” - Hannah Ajikawo. Resources Hannah Ajikawo on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. ...

Are you ready to transform your cold email outreach strategy for 2024? In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Vlad Oleksiienko, a growth leader with extensive experience in sales development and cold outreach at scale. Vlad shares valuable insights into the evolving landscape of cold emailing in 2024 and beyond. He focuses on the challenges and effective strategies for sales reps to scale their outreach efforts. Prepare to revolutionize your approach to cold emailing and propel your sales growth to new heights. Tune in to learn from the expert himself! The Challenges of Cold Emailing at Scale Vlad delves into the challenges faced by sales reps in the realm of cold outreach. He highlights the evolving nature of email inboxes, the impact of AI-generated emails, and the growing demand for personalized and relevant communication from buyers. Tailoring Cold Outreach for Different Markets Vlad emphasizes the importance of tailoring cold outreach strategies based on the market and company. He distinguishes between high-volume, low-touch cold emails at scale for SMBs and mid-market companies without SDRs and the more targeted approach taken by enterprise SDRs. Intent-Based Cold Outreach Vlad introduces the concept of intent-based cold outreach, emphasizing the significance of leveraging specific signals or triggers to identify prospects likely to engage with the outreach on a deeper level. He outlines various tools and methods for determining intent, including leveraging sales navigator, social listening, and technographics. Crafting Effective Cold Email Sequences Donald and Vlad delve into the practical implementation of intent-based outreach, focusing on the structure of email sequences and the need for conditional personalization based on the recipient's persona and industry. Vlad provides insights into creating relevant and compelling email sequences while avoiding overcomplication and balancing personalization and scalability. Navigating Google and Yahoo Changes Vlad clarifies the implications of Google and Yahoo changes and offers practical tips to ensure compliance and maintain deliverability. He advises against over-complicating the situation, emphasizing the need for relevancy, opt-out links, and technical considerations to address deliverability challenges. Discover practical strategies for implementing intent-based cold outreach and navigating the evolving email marketing landscape. Vlad shares valuable insights on leveraging intent signals, crafting highly relevant emails, and staying out of Google and Yahoo's spam radar. Tune in for actionable advice, real-world examples, and proven techniques to supercharge your cold email campaigns. "Cold outreach and outbound marketing are still effective channels, probably still one of the most effective ways to generate new revenue and keep your company growing." - Vlad Oleksiienko. Resources Vlad Oleksiienko on LinkedIn vlad@reply.io Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio...

You have a client on the phone, and they decide not to close the deal. Do you? Tell them to have a good day and hang up, or ask if they know anyone else needing your services. In this episode of "The Sales Evangelist Podcast," host Donald C. Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation. Tune in to elevate your sales prowess and harness the power of referrals! Utilizing Untapped Potential Donald discusses the importance of recognizing the untapped potential in every interaction. He encourages sales professionals to assume that everyone they speak with knows someone who could benefit from their services. The Art of the Ask From his own experiences, Donald shares a simple yet powerful approach to requesting referrals. He outlines the process of respectfully inquiring if the contact knows anyone who could benefit from the offered product or service. Donald emphasizes delivering value and building rapport before requesting a referral. Referral Incentives and Tools Donald explores the potential of incentivizing referrals by offering small gifts or incentives to contacts who provide valuable referrals. He suggests options such as gift cards or utilizing specialized software to facilitate the process. By incorporating these incentives, sales professionals can encourage contacts to consider and actively refer potential leads. Start embracing this proactive approach to seeking referrals and recognize every interaction's vast potential. Challenge yourself and apply these principles to elevate your sales game. Listen to the full episode now and embark on your path to monumental achievement! “Nine out of ten customers are willing to give referrals, but only 11% of salespeople ask for referrals. So there's a big gap of people wanting to provide you with business, but you aren't taking advantage of them.” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Are you tired of the high turnover rate in your sales team? How do you identify and retain top sales talent? In a world where finding the right sales professionals can be challenging, Lori Richardson, a seasoned sales strategist with over 20 years of experience, joins Donald on "The Sales Evangelist Podcast" to share her invaluable insights on bringing in the right talent and keeping them motivated for long-term success. In this episode, Lori offers practical advice for both sales professionals and leaders, shedding light on the qualities to look for in salespeople, the role of effective leadership, and how to identify the right company culture. If you're ready to revolutionize your sales team and boost your own sales career, you won't want to miss this episode! Qualities of Successful Salespeople Lori emphasizes the importance of key qualities in successful salespeople. She highlights the significance of coachability, strong will, and the ability to accept rejection without being deterred. Lori also acknowledges the role of personal attitudes and beliefs, emphasizing the need for individuals to have a positive mindset and a commitment to continuous improvement in sales. Hiring the Right Talent Donald and Lori discuss the challenges of identifying the right talent for sales roles. Lori stresses the necessity for individuals considering a sales career to test the waters and emphasizes the need for companies to look for coachability and sales DNA in potential hires. Additionally, she provides insights into a comprehensive process that utilizes data to achieve more accurate hiring decisions, providing a proactive approach to identifying and nurturing sales talent. Tools and Processes for Evaluating Sales Talent Lori outlines the use of specific tools and processes that can aid sales leaders in evaluating and identifying top sales talent. She highlights the importance of pre-hire assessments to understand potential hires better. Additionally, she emphasizes the availability of solutions and programs tailored to help companies make informed decisions when hiring sales professionals. The Role of Sales Leadership What’s the impact of sales leadership on the success and retention of sales talent? Lori underscores the pivotal role of sales managers in influencing and supporting their teams. She highlights the significance of supportive beliefs and motivations, emphasizing the need for managers to treat their team members with respect and recognize individual differences. Retaining Sales Talent and Workplace Culture Lori provides insights into the current dynamics of the job market, emphasizing the importance of workplace culture, strong leadership, and a clear vision to retain sales talent. She discusses industry-specific challenges and the shifting dynamics in employee retention, particularly within the tech industry, where volatility and rapid job movement are common. Strategies for Prospective Sales Professionals Lori advises individuals to seek referrals and gather insights from current or former employees about potential employers. She underscores the value of conducting in-depth research into the company's mission, vision, and employee support initiatives to make informed career decisions. Lori Richardson's insights and expertise in sales strategy make this episode a must-listen for anyone in the sales industry. From identifying the right talent to the crucial role of leadership in fostering a thriving sales team, these discussions offer invaluable lessons for individual contributors and sales leaders. Tune in to the full episode to delve deeper into Lori's wealth of knowledge and gain actionable strategies for hiring the right talent! "If you have a sense of failure and messages in your head that are not supporting you to go forward, there's a lot of things that can keep you from being successful." - Lori Richardson. Resources Lori Richardson on LinkedIn Women Sales Pro Women Sales Pro...

Are you tired of lengthy, drawn-out discovery calls that seem to go on forever without getting to the heart of the matter? Imagine condensing those time-consuming conversations into just 15 minutes while delivering maximum impact. In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Chet Lovegren to reveal the secrets behind shortening discovery calls while achieving outstanding results. Chet, a master at sales consulting, shares practical role-playing examples and outlines four key questions that can transform your discovery process. You'll witness practical demonstrations on identifying challenges, understanding their context, gauging expertise, and establishing implications—resulting in streamlined yet effective discovery interactions. Tune in to revolutionize your discovery calls and enjoy results that speak for themselves! The Essential Four Questions for a Successful Discovery Chet highlights the importance of the four key questions that form the foundation of a successful discovery process. These questions involve identifying challenges, understanding context, gauging expertise, and establishing implications. Chet emphasizes the need for sales professionals to tailor these questions to the specific needs of their prospects and their respective industries. Simplifying Complex Sales Processes Donald and Chet stress the significance of simplifying the sales process and avoiding overly complex approaches. Chet shares his experience of condensing discovery calls from 30 minutes to just 15 minutes, showcasing the effectiveness of streamlined conversations. This approach saves time and ensures that prospects receive immediate value and quantifiable solutions. Expert Guidance and Effective Communication Chet discusses the importance of positioning oneself as an expert during sales interactions. He stresses the need for sellers to guide their prospects and provide clear, concise communication. Drawing parallels to a successful car buying experience, the importance of offering a simple and easily understandable process becomes evident. Establishing Implications and Quantifying Value Chet emphasizes the need for sales professionals to establish the implications of not addressing key challenges. By quantifying their solutions' potential value and impact, sellers can effectively showcase their offerings' immediate and tangible benefits. This approach ensures that prospects can make informed decisions based on the real, measurable value they stand to gain. Personalized Discovery Templates Chet generously offers personalized discovery templates for sales professionals looking to enhance their approach. You can receive customized resources and expert guidance tailored to your needs by contacting him. This offer reflects Chet's commitment to helping sales professionals excel in their discovery processes and drive valuable results. In this episode, you'll witness a powerful role play where Donald and Chet dive deep into the art of the discovery process. With the simplicity and value-focused approach, Chet demonstrates how an effective discovery doesn't have to be an hour-long ordeal. Click play and listen to Chet's engaging content and insightful perspectives on sales strategy and discovery processes. "You don't need 30 minutes for discovery, man. You need 15 minutes." - Chet Lovegren. Resources Chet Lovegren on LinkedIn The Sales Doctor Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on...

Are you ready to revolutionize your approach to finding prospects? Do you sit back and hope they'll come to you, or are you casting wide nets on LinkedIn, crossing your fingers for a response? Let's face it. These tactics scream "lazy prospecting." But fear not! In this thrilling episode of The Sales Evangelist, the charismatic Donald Kelly is here to transform your strategy. Dive into this power-packed five-minute episode and unravel the secrets behind proactive prospecting. Say goodbye to the old ways and hello to a new era of engagement. Don't miss out! What Is Lazy Prospecting? What exactly is lazy prospecting? In the episode, Donald explains it’s making a phone call without researching the prospect. When prospecting, you should do your prep work. This involves seeing who else works in the organization and looking at the individual’s LinkedIn profile. However, most sellers take this time to scroll through their phones, hoping for the best. Donald explains how most sales representatives become lazy prospectors without realizing it. LinkedIn Profile Before making a phone call, review the prospect's LinkedIn profile. Scroll through to see their achievements, recent work events, or posts they’re engaging in. Donald shares how you can use this information during a phone conversation with your prospects. Hint: Use LinkedIn Sales Navigator during your research! Multi-Threading in Sales Speaking of Sales Navigator, it’s the ideal tool for multi-threading. Use it to find someone within our prospect’s organization you can engage with and talk to on LinkedIn. Donald shares how to multi-thread within the episode correctly to help you connect with your prospects and close a deal. Are you a fan of quick, impactful insights? Dive into our five-minute episodes that pack a punch! Hit subscribe and immerse yourself in the latest trends and updates from the sales world. Our mission? To empower you to double your deal closures by enhancing your pipeline like never before. Join us for these brief yet potent episodes and say goodbye to lackluster prospecting. Transform into the sales leader you're destined to be. Let's do this! “The more shots you take on goal, the more chances you have of scoring.” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

It's all in the data, right? But what's good is the data if you don't know how to utilize the information? In this episode of "The Sales Evangelist Podcast," Host Donald Kelly chats with Derek Rahn about current sales data trends and the need for sellers to niche down within their industry. Tune in and discover how to help you build your pipeline and close twice as many deals as you are now. Derek Rahn’s Background Derek has over 15 years of experience in sales and marketing, specifically within the B2B space. He is the VP of demand generation of Lead Genius, which crafts tools to help companies find their ideal customers. His position allows him to see the current trends and changes within the sales industry. Challenges in the SaaS Landscape One challenge Derek sees within the SaaS industry is that too many team members interact with one customer. This harms the client's relationships with the company and can easily cause misunderstandings. He suggests limiting the number of employees speaking with potential clients during the sales process. Derek also noticed that sales representatives have too much going on with their daily workloads. For example, IC roles are becoming more management-oriented due to the increased team size. He explains whether this has a positive or negative impact on sales companies. Current Sales Data Trends One trend that Derek notes is the rise of verticalization within the industry. The old method of selling was based on geographical areas, and sales reps would know the insides and outs of the business within this region. However, the way sales companies niche down is different now, thanks to remote work. The focus shifts towards pain points, subject matters, and specific industries. For example, there used to be only two well-known CRMs that were used for all industries. Now, there are millions of CRMs for specific industries. The second trend Derek observes is that sales companies must actively target SMBs. This is because there’s a need to continue growing revenue, and more data tools are needed to help sales teams reach SMBs. Utilizing the Data as a Sales Leader Derek shares how sales leaders can utilize data effectively to help their teams reach goals. He suggests starting with the ICP and segmenting it into different, unique categories. He also explains how he helped a company break down its ICP categories and their benefits. The money is in the data! Pay attention to your data if you want your sales company to reach its fullest potential. This is where you’ll find everything you need to grow your business. Listen to this episode to discover how to use data effectively and why you must niche down! “If teams want to see more success, automation is the only way to achieve this.” - Derek Rahn. Resources Derek Rahn on LinkedIn Lead Genius Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill,...

Wanna know the secrets to mastering the art of sales negotiation? Once you learn them, you'll never go hungry again! But first, you must tune in to hear this episode of "The Sales Evangelist Podcast." Host Donald Kelly chats with Patrick Tinney, author and founder of Centroid Training & Marketing. They delve deep into the world of sales negotiation and strategic planning. Patrick also explains why these sales techniques are a lost art in the industry and the biggest mistakes most sellers make. Listen and discover how to become a better sales negotiator in this episode. Also, don't forget to grab your copy of Patric Tinney's books down below. He shares a world of sales knowledge within this episode and his books! Patrick Tinney’s Background Patrick is the author of four books. The one he shares and discusses within the episode is “Unlocking Yes: The Revised Edition.” He was among the first to write a sales negotiation book after Brian Tracy. Only a select few are brave enough to share their knowledge of sales negotiation. This is due to its complexity; you need the right experience to teach others. Common Mistakes and Challenges in Sales Negotiation Partick discusses how, in the Far East, people live for negotiation. However, in North America, people prefer to avoid the negotiation process and find it uncomfortable. He also shares how some sellers are afraid to make mistakes during negotiations. But you shouldn't let this stop you from trying to negotiate. In the world of business, mistakes are bound to happen. It's also the best way to learn the sales negotiation process. Another mistake Partick finds is how most sellers hammer their potential buyers into decisions. They are always rushing to make deals, which is a huge mistake. It's better to wait it out, and he shares why in the episode. Becoming a Better Strategic Planner Negotiator Patrick shares why more sellers need to consider SWAT analysis and business cases. He discusses why this is important and how it can make everything easier for professional buyers. Patrick debunks the myth that using the SWAT analysis is useless. He discusses how sellers can leverage their threats and weaknesses to become better negotiators. Patrick shares his sales philosophy of becoming a better strategic planner. It’s to remove negative risks and replace them with positive ones. His last advice is to think about what a great deal looks like at the end of the sales process. This episode is a must-listen for those struggling with sales negotiation and strategic planning. You’ll discover invaluable advice from Patrick’s knowledge within the sales world. Tune in to hear this insightful chat with host Donald Kelly and special guest Patrick Tinney! “If you don’t have the chomps, you just can not speak with great clarity.” - Patrick Tinney. Resources Centroid Training & Marketing Patrick Tinney on LinkedIn Unlocking Yes - Revised Edition: Sales Negotiation Lessons & Strategy Perpetual Hunger: Sales Prospecting Lessons & Strategy Nothing Stops Me: Sales Success from Adversity The Bonus Round: Corporate Sales Lessons & Strategy Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. ...

A potential buyer just told you no on a deal you have been trying to close for months. Should you accept this objection or use sales techniques to help them change their minds? In this short and sweet episode of the Sales Evangelist Podcast, host Donald Kelly shares four steps for handling objections with you. Discover these techniques and how they can help change a potential buyer from saying no to yes. Tune in now and test these sales methods with your prospects. 1. Mindset Donald discusses that most sellers start thinking negatively when a prospect says they’re not interested in their products. Sometimes, it’s due to them really not being interested, and you’ll be able to tell by their actions. However, some prospects don’t know if they can decide on a potential deal. Donald explains how to switch negative thinking into positive thinking to help these prospects decide. 2. Why Donald explains why some prospects may view a potential deal as a threat. Your job is to figure out why they have this viewpoint. They may have had a bad experience with a different vendor and see your product as the same as theirs. Ask deeper questions to figure out the problems. 3. Value/Risk Once you understand why they have negative viewpoints, Donald discusses how you can help prospects see the value in your product. Help potential clients understand their unknown risks and tell them how your product can eliminate them. 4. Invitation Once you provide value to your prospect, give them an invitation to set a meeting with you. Donald shares how to invite prospects to schedule a meeting and close a deal. Dealing with sales objections is never easy, especially when you don’t know how to combat them correctly. However, if you listen to this episode, you’ll learn how to handle objections. Tune in to hear this exciting five-minute episode of The Sales Evangelist Podcast. “The idea behind an objection is that there’s a need for more clarity.” -Donald Kelly. Resources The Sales Evangelist Sales Mastermind Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Having the right mindset is crucial to being a successful salesperson. So why do we often get locked up in a mindset of fear, and how can we change that? In this episode, your host Donald Kelly and Dr. Jean Oursler (Ph.D. in Business Psychology from the Chicago School) are here to teach us about our “Caveman Brain” so that we can harness the way we are wired and make it work to our advantage. What is Your Caveman Brain? The amygdala is a part of the brain that controls our fear responses to our environment. Dr. Oursler calls this the “caveman brain” Our “caveman brain” exists to protect us from getting hurt or dying, so we can’t get rid of it or turn it off! We don’t have to run away from predators or protect our young from danger anymore, so nowadays, we fear things like rejection, losing our reputation, or being a pushy salesperson. How Do We Work WITH the Caveman Brain? The amygdala only knows what it sees and hears. Pay attention to the media and information you consume! Identify your personal fears. Know what is holding you back and why. Use positive self-talk to give the caveman brain information to overcome your fears. Think of these as affirmations or talking yourself up. [Tweet "Almost everything that’s happening in your life that isn’t happening the way you want it to comes down to your caveman brain. When you realize that and you start to fix that, everything else falls back into place.” – Dr. Jean Oursler"] Resources https://cavemanbrain.com/ Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

New reps and veteran sellers alike are looking for the missing piece in their sales game – look no further. In this electrifying interview, your host Donald Kelly speaks with Amanda Holmes, CEO of Chet Holmes International, about how her finger-on-the-pulse approach connects with the foundational elements of her father’s work (The Ultimate Sales Machine) to bring us into the future of selling. What is a Dream 100? There is always a smaller number of better buyers than there are buyers. Selling to your better buyers is smarter and cheaper than selling to anyone else. When he was a seller, Chet Holmes spent his energy focusing on his ideal clients rather than selling to 20,000 prospects. “In your face, in your space, in your place.” Chet Holmes used a lot of marketing tactics WITHOUT spamming. Aim to be interested instead of interesting! Identify YOUR Dream 100 Start by going through your contacts and identifying the people who could be in your Dream 100 – without social media. Don’t get overwhelmed – start with a Dream 5 or Dream 10! Place your focus there, and build on it. 3 Dream 100 DON’Ts It doesn’t need to be “100”. The most important thing to do is find your better buyers – the customers who are really right for you. It doesn’t need to be people outside of your sphere. After looking through your contacts, check your social media, your CRM (customer relationship management), and other places in your SOI (sphere of influence). Bigger isn’t always better. Even if big accounts bring in a lot of money, they may not be profitable, and they may not need you. You may not like working with them, which makes them NOT a dream client! "My father was a fifth-degree blackbelt. He realized that there are only so many ways that you kick or you punch, and it’s just a matter of practicing these things over, and over, and over again. He’s famous for the saying, ‘Mastery isn’t about doing 4,000 different things, it’s about doing 12 things 4,000 times.” – Amanda Holmes Resources http://ultimatesalesmachine.com (Chapter 4 of the book is free!) Reach out to Amanda directly @amanditaholmes on Instagram Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Nothing is more frustrating than hearing a potential customer tell you they already have a vendor and don't need your services. Having spent so much time researching them, you feel it was all for nothing. Now you're wondering if you should try to convince them your services are better than their current vendor. But what tactic can you use to help win them over? In this episode of the Sales Evangelist podcast, host Donald Kelly shares his best strategy for handling the common sales objection, "We already have a vendor; we're not interested." He'll show you how to uncover the prospect's true interest, provide value, and keep the conversation toward a potential deal. Listen to this five-minute episode to unlock the secret approach to turning these objections into opportunities. Understanding Objections Donald emphasizes that objections don't always indicate disinterest but rather a lack of information. It's crucial to understand the prospect's specific needs and ensure that your solution is relevant to their challenges. Identifying the right fit and relevant problems is essential in addressing objections effectively. Engaging the Prospect By acknowledging the prospect's statement (e.g., "We already have a vendor"), Donald suggests taking the conversation in a different direction. He emphasizes the importance of catching the prospect off guard and demonstrating an understanding of their concerns and potential areas for improvement. Uncovering Pain Points Through skillful questioning, sales professionals can uncover pain points or dissatisfaction with the current vendor. A deeper dialogue can be initiated by asking open-ended questions and displaying genuine interest in the prospect's challenges. Presenting a Solution Donald advises presenting a compelling solution that directly addresses the identified pain points. By showcasing the unique value of your offering and how it can effectively resolve the prospect's challenges, you can open the door to further discussion and potential collaboration. Effective Communication Utilizing effective communication techniques, such as active listening and mirroring the prospect's language, is pivotal. By demonstrating genuine empathy and understanding, sales professionals can build rapport and trust, laying the groundwork for productive conversations. Closing the Deal The episode highlights the significance of transitioning the conversation towards a potential next step, such as setting up a follow-up call or meeting. Donald stresses the importance of articulating the value proposition clearly and effectively to drive the prospect's interest in further exploration. Handling these types of objections doesn't have to be a dead-end but can actually be an opportunity to showcase your value. In this episode, Donald unpacked the best strategy for navigating this common objection, providing actionable tips to turn these conversations around and set the stage for successful deal closures. This episode is a must-listen if you're serious about enhancing your sales game. So, tune in to the Sales Evangelist podcast and equip yourself with the tools to handle objections and thrive in turning them into opportunities. Don't miss out on this invaluable insight to unleash your sales potential! "Objections don't necessarily mean somebody's not interested. It's that they don't know enough to be able to be truly interested." - Donald Kelly. Resources The Sales Evangelist Sales Mastermind Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in...