The Sales Evangelist

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You have about ten seconds to grab a prospect's attention on LinkedIn. If you’re spending more time scrolling than positioning yourself as a thought leader, you’re not using your profile to its full potential. Here’s how to turn it into the perfect “first discovery call.” Profile Positioning · If you go back to episodes 1941 and 1088 with Brynne Tillman, you’ll hear her explain why it’s time to move past the resume mentality. · Your profile is prime real estate. Start with a compelling banner that clearly shows who you help and how. Use a professional, up-to-date photo, and try LinkedIn’s name pronunciation feature to add a personal touch. Headline & About Section · Craft a headline that’s punchy and credibility-building—skip the job title and highlight the value you deliver. · In your About section, speak directly to your ideal client’s pain points. Use storytelling and short testimonials to build trust and connection. Target and Engage · Create micro-lists for targeted outreach—CFOs, CEOs, COOs—so you can personalize your messaging around real problems. · Before pitching a meeting, engage thoughtfully with your prospects’ posts to build rapport and show genuine interest in their needs. Homework Challenge · Update your banner, headline, and profile photo. Rewrite your About section to focus on the problems you solve, and build a micro-list of prospects. · Also, don’t forget about using my LinkedIn Sales Navigator trial to jump-start your outreach. “Your profile needs to be a lead-generating tool. It needs to attract prospects; they need to see it. And within five seconds, know what you have to offer.” - Donald Kelly. Resources If you want to try LinkedIn Sales Navigator, start your 60-day trial here. My LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away. And don’t forget to connect with me on LinkedIn! Sponsorship Offers 1. 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:

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The stories you tell your prospects can either win you deals or cost you money. And with the fourth quarter here, you don’t have time to get crushed by objections. That’s why I’m bringing back storytelling expert Matthew Pollard. He shares a practical framework and proven tactics to help you move deals forward faster, avoid the pitfalls of group decision-making, and position yourself as a trusted advisor to your clients. Meet Matthew Pollard · Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories. · Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, and Selling Power Magazine just named their 2023 Sales Kickoff Speaker of the Year. · He’s also the founder of Introvertu.com and the bestselling author of The Introvert’s Edge book series, which has sold over 100,000 copies and been translated into 15 languages. Why Deals Stall & How to Accelerate Them · We start off the episode about why so many deals stall out in today’s market. Since COVID, buyers have gotten way more cautious, which means more people are involved in every decision—and sales cycles keep dragging on. · Matthew breaks down the real problem: sellers overwhelm prospects with too much jargon and detail, and that just pushes them to bring more decision-makers into the mix. · He shows us how to flip the script by giving buyers a clear, personal reason to champion you and move forward now, instead of letting fear and red tape slow everything down. Storytelling: The Ultimate Sales Tool · Rather than relying on dry case studies or testimonials, Matthew emphasizes the power of emotive, client-centered storytelling. He breaks down his story framework: o Focus on a real individual (not just a company or title). o Highlight the emotional and opportunity costs of inaction. o Paint a vivid transformation, showing personal and professional wins. o Explicitly state the moral, inviting the listener to see themselves in the story’s success. Implementing the Framework · Matthew demonstrates how stories can turn hesitant prospects into proactive champions determined to advance their own careers—while making the organization look good. · He provides practical, memorable examples, and explains how even small details (like missing a family event) can make your narrative resonate. “Nobody cares what you do until they see that you care. And then they actually care far less about what you do. They just want you to do it.” - Matthew Pollard. Resources · Find Matthew’s storytelling framework in his books, downloadable PDFs, or connect via LinkedIn. He also shares a bonus tip: use LinkedIn voice notes to break through stalled deals with empathy and personalization. · Be sure to check out my past episodes with Matthew: ep 1426, ep 1246, and ep 193. · If you like more guidance with improving your sales skills, join my

Most sellers tend to get caught up in the technical side—asking the “right” questions, handling objections, and checking all the boxes. But in the process, we often overlook something just as important: the emotional side of selling. That’s why I invited Alex Kremer, founder of Alluviance, to join me. He breaks down how the right mindset can help you close more deals and build lasting relationships. Meet Alex Kremer · Alex Kremer is the Founder of Alluviance, a community and organization dedicated to transforming sales and leadership through authenticity, purpose, and performance. · With over 15 years of experience, he has worked with top companies like Salesforce, AWS, and Gong, and played a key role in scaling Outreach from $25M to $250M. · He’s hired, trained, and led over 100 Account Executives and Sales Managers, earning President’s Club honors 7 years in a row. · Alex is known for helping leaders build high-performing teams and purpose-driven cultures that achieve lasting results. Beyond the Tactics: The Role of Mindset in Sales Success · Alex pulls back the curtain on his journey, opening up about the hidden struggles he faced even when he seemed most successful. · Despite hitting top quotas and leading major accounts at Microsoft, he battled depression, highlighting a key truth: salespeople can meet every external standard and still feel empty inside. · Alex explains how mental, emotional, and even spiritual health are often overlooked but absolutely crucial to sustainable, fulfilling sales success. Practical Strategies: Filling the Void and Mastering the Inner Game · Alex introduces the concept of “parts work,” a therapeutic approach to identifying and relating to various emotions without self-judgment. · He stresses the importance of self-awareness, inviting reps to treat their emotional states with the same curiosity as they would a sales prospect in discovery. · Simple practices like mindful breathing, walks without phones, and reflective journaling can create the internal space needed for clarity. Leadership in Action: Bringing Mindfulness Into Sales Teams · For sales leaders, Alex suggests starting meetings with grounding exercises such as box breathing or gratitude practices. · Investing a few minutes in presence and connection sets a more productive tone than jumping straight to numbers. “When you connect more deeply with yourself, it allows you to connect more deeply with other people, which is very interwoven with sales.” - Alex Kremer. Resources Alex’s company, Alluviance, hosts regular retreats blending sales tactics with inner game work. Reach out to Alex on LinkedIn or the Alluviance website for future retreat details. Sponsorship Offers 1. 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

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Can LinkedIn really influence 50% of your company’s pipeline? The short answer: yes. My guest, Alina Vandenberghe, co-founder of Chili Piper, joins me to share exactly how she made it happen. You’ll hear how she leveraged LinkedIn to drive more deals—without needing a massive following or traditional influencer status. Meet Alina Vandeberghe · Alina Vandenberghe shares how her personal LinkedIn efforts drive an astonishing 50% of Chili Piper’s open pipeline. · She busts the myth that only people with massive followings can have impact—her 42,000 followers create over 6 million impressions thanks to targeted, authentic engagement. Influence vs. Influencer: Changing the Narrative · We discuss the difference between “influencing” and being an “influencer.” She shows how you don’t need to be a celebrity or content-creator archetype to influence potential customers and pipeline—focus instead on genuinely impacting your audience. Overcoming Hesitation: From Fear to Purposeful Posting · Alina opens up about her initial fears of posting online, shaped by a quiet childhood and introverted tendencies. · The turning point came during the Ukraine crisis, when her desire to help others outweighed her fear of attention, reframing the idea of influence as a force for good. The Core of Content: Authenticity and Helpfulness · The secret to Alina’s successful posts? She removes the pressure to generate leads, focusing instead on providing value and helping her audience. · Alina emphasizes starting with the right intention—if your “why” is to help, your content will naturally resonate. Inspiration for Any Industry · Even in “boring” industries, Alina encourages sales reps to post what they learn daily, insights from customer conversations, or improvements in their sales craft. · As you gain confidence, share customer stories and industry trends relevant to your audience. Posting Frequency and Building the Authenticity Muscle · Alina posts two to three times a week, ensuring she’s inspired and has time for real engagement. · She stresses that authenticity is a muscle built both online and in everyday interactions—accepting quirks and being real, with yourself and others. "It's not the number of followers that counts, is the right kind of follower." - Alina Vandeberghe. Resources · Want to reach Alina or learn more about Chili Piper? Connect with her on LinkedIn. · B2B Social Media Guide If you’re trying to grow inbound and don’t know how to use LinkedIn for yourself or your team, this is for you. The most straightforward quick guide on how to turn B2B social into viral, buzz‑worthy content that builds brand and generates pipeline. Sponsorship Offers 1. 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...

Should salespeople become influencers? I’m a firm believer in this, and my guest, Michael Manzur, Founder & CEO of Flood Me Social, is back to discuss the importance of thought leadership and influencer marketing. He shares how building genuine influence and community online is the modern path to driving real results. From Audience to Community · You can’t just focus on your ideal audience as an influencer—you have to build a community. · Michael explains how sales professionals can use social media platforms like LinkedIn to create meaningful conversations, provide value, and position themselves as trusted thought leaders. · In today’s world of AI, influencer salespeople must do more than simply attract an audience—they need to create engagement that fosters stronger connections, leading to more opportunities and qualified leads. Common Mistakes Companies Make with Influencer Campaigns · Michael points out how many organizations jump into influencer campaigns without first aligning their business objectives with their social media and influencer marketing efforts. This often leads to confusion about goals and results. · Companies frequently delegate influencer marketing to already overloaded social media managers, causing burnout and a lack of focus on what’s truly driving results. · There’s often a disconnect among stakeholders, where campaigns are judged solely on surface-level metrics like impressions or comments, instead of tracking whether those efforts actually lead to sales or real business outcomes. The Impact of AI on Influencer Marketing · AI is beginning to disrupt influencer marketing by allowing brands to experiment with AI-generated creators, sometimes achieving results at a fraction of the traditional cost. · Despite technological changes, Michael noted that “the best practices don’t change”—AI influencers still need effective calls to action and strong community engagement to move the needle in sales. Steps for Sales Leaders and Executives · Start by understanding best practices in influencer marketing and ensure every campaign is tied back to clearly defined business objectives and sales targets. · Participate actively in the right communities, not just by broadcasting messages but by engaging—commenting on posts, sharing insights, and building thought leadership, particularly on platforms like LinkedIn. · When running influencer campaigns, carefully select the right creators, create detailed creative briefs, outline clear calls to action, and constantly monitor for results that matter—such as actual leads or conversions, not just likes or impressions. "The best way you can access influencer marketing and sales is just by sharing your thoughts in the community that you participate in." - Michael Manzur. Resources · Take a few minutes to check out the Goldman Sachs creator economy article and see for yourself how this massive shift is reshaping marketing and sales. Let this be your motivation to explore influencer campaigns, engage your communities, and make sure you’re not left behind. · Revisit episode 644 of the podcast with Micahel and learn more about what he had to say about getting social on social media. · Reach out to Michael on LinkedIn for insights and consulting in faith-based, wellness, or broader B2B influencer marketing

I’m so excited about this episode. I have a good friend and co-host of our new podcast joining me. We’re here to introduce Sales 101: The B2B Classroom. It’s a podcast for sales professors on how you can help guide the next generation of sellers in our industry. Students and those already in the industry can still listen in — we share plenty of tips that can help you as well. Growth of College Sales Programs · BJ and I have taught sales at Brigham Young University for years. We’re starting to notice the growth of college sales programs compared to 20 years ago. BJ shares that there’s been a 50% increase in sales programs. · What’s so great about this is that students are able to gain sales skills before entering the field. It’s also an untapped recruiting source for modern B2B organizations. Hands-On Training in Academia · College sales programs allow students to gain real-life skills using frameworks like Challenger, SPIN, and MEDDIC, as well as industry tools (Salesforce, HubSpot). · They get time to role-play, use simulations, and gain practical hands-on experience. · For example, I shared a story about how students at BYU won sponsorship deals for their local theater. Integration of AI in Sales Education · I play a clip from Professor Barry on how he’s using AI tools to enhance role play, research, and call analysis while teaching his students. · This shows how college sales programs can help students learn to use AI-powered techniques for outreach, efficiency, and analytics. Why Listen to Sales 101: The B2B Classroom · Besides hearing our handsome voices, you’ll learn directly from sales college professionals and industry leaders about what’s working and what’s not. You’ll also hear firsthand from students about their real experiences in the field. · This podcast bridges thegap between academic sales programs and real-world B2B selling. · We spotlight the latest trends in sales education, share best practices from top university programs, and reveal how savvy companies are tapping into this talent pool to build their sales teams of the future. “We have one goal and that is to get our students jobs. We understand in order to get our students jobs, that theory doesn’t cut it alone.” - Dr. BJ Allen. "They're not only getting the book smart. They're getting learning from industry leaders, from guest lecturers, and they're getting practice." - Donald Kelly. Resources Sales 101: The B2B Classroom Podcast Sponsorship Offers 1. 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

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AI can do a lot, but it’s ineffective when it comes to building relationships with prospects. Even though creating connections is important, most sellers tend to struggle with this. I invited my guest, Ravi Rajani, a sales coach and author of Relationship Currency, to join me in this episode to discuss his newest book. He shares what inspired him to write this book and why sellers need to focus more on building relationships to create strong pipelines. The Origins of "Relationship Currency" · To start, Ravi discusses what inspired him to write his first book. He shares a funny story about talking to his mentor about the idea of writing a book while having a second baby on the way. · Looking back on his career and life, he noticed how much his relationships influenced his success. He learned that by building trust and communication skills, other sellers can achieve the same success. The Central Role of Trust · Would you be friends with your bestie if you didn't trust them? Your prospects feel the same way when it comes to doing business with you. · Trust is the glue that holds relationships together. In his book, Ravi talks about the "Three Cs" of trust: o Connection (the emotional bond) o Character (your invisible values) o Competence (showing expertise without being overbearing) · You need all three to establish lasting trust, whether with clients, colleagues, or partners. The Art of Listening and Empathetic Questions · Ravi explains how surface-level questions yield surface-level relationships, but conscious questions develops deep relationships. · A “conscious question” is rooted in positive intent and service. For example, instead of “How are you?” ask something you know the other person is emotionally invested in. Five Habits to Build Relationship Currency · Here are the five habits that help build the Three Cs: o Transform Your Internal Story: The relationship you have with yourself sets the tone for all others. o Ask Conscious Questions: Rooted in service and positive intent; paired with deep listening. o Unearth Your Charisma: True charisma makes others feel significant. o Tell Stories That Inspire Change: Especially social proof stories—show, don’t tell. o Become the Trusted Guide: Help others achieve their goals without self-interest, bringing all habits together. Ravi’s Advice for Leaders: Model the Change · If you want your team to be more passionate or authentic, you need to model that energy and intention yourself. · Reinforce these behaviors by acknowledging team members who practice them. · Genuine compliments go a long way—they activate the same brain areas as financial rewards! “I believe that the only currency that has mattered is relationships. And the only currency that will matter moving forward is relationships, especially in a world increasingly being shaped by AI.” - Ravi Rajani. Resources Ravi Rajani Book | Speaker, Coach & Consultant | Ravi Rajani Ravi Rajani’s mission is to help B2B tech sales teams ditch feature dumping for storytelling so they can get their prospect’s attention, become trusted advisors and win more relationships. Sponsorship Offers 1. 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

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Are you trying to use AI to speed up your sales cycle, only to find it's making your prospects' experience worse? The key is using technology to your advantage, not against you. In this episode, I'm joined by Doug Foley, an expert in sales enablement and AI integration. He shares his insights on leveraging AI tools to build more meaningful client relationships and enhance your sales process from start to finish. Meet Doug Foley · Douglas J. Foley is a strategic advisor, accomplished author, and the founder and CEO of Foley Media AI, where he architects AI-driven revenue engines for CEOs, high-growth companies, and Fortune 100 organizations. · Leveraging frameworks such as his Customer Loyalty Framework and AI Sales Engine™, Doug delivers predictable, measurable growth and transformative EBITDA results. · His practical, results-focused methodologies help senior leaders confidently scale and optimize their businesses. Why AI Matters in Enterprise Sales · Doug shares his journey, outlining the frequent gaps he’s seen in sales enablement and how AI, when implemented strategically, can fill those voids. · Many organizations only use AI for surface-level tasks like faster email writing or market research. · Doug urges sellers and business owners to expand beyond this "tunnel vision" and embrace AI as a tool for relationship-building and holistic sales strategy. Practical Steps for Implementing AI · When leaders are training sales teams on using AI tools, Doug suggests showing them how to map out the buyer’s journey and integrate AI at key touchpoints such as post-meeting follow-ups. · He stresses the importance of system-based thinking in deploying AI and highlights the significant gains in productivity and customer experience that even small changes can deliver. Tips for Sales Leaders and Reps · For busy sales managers, Doug suggests starting small: introduce an "AI-first" mentality in team meetings and encourage reps to share how AI helps overcome everyday roadblocks. · He emphasizes celebrating early AI wins to build momentum and foster an innovative culture. Advanced AI Strategies · Here’s actionable advice for reps targeting enterprise accounts: Use AI-powered research for deeper stakeholder mapping, create hyper-relevant outreach campaigns, and build a memorable, white-glove experience for clients. · Doug shares that impactful AI usage means slowing down to get ultra-targeted, which leads to better results and stronger deal pipelines. “The biggest mistake most people make is they look at it from strictly efficiency...but they don’t look at it more holistically as how can I build a bigger, better relationship and use AI.” - Doug Foley. Resources · Reach Doug Foley at Foley Media AI or on social platforms as @DouglasJFoley. · If you like more guidance with improving your sales skills, join my Sales Mastermind Class. · Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. Sponsorship Offers 1. 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

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