The Sales Evangelist

The podcast dives into the effectiveness of two popular sales methodologies: MEDDIC and BANT. Listeners discover how BANT's straightforward approach—focusing on budget, authority, need, and timing—can shape sales strategies. In contrast, MEDDIC offers a more intricate framework, emphasizing metrics and identifying pain points. The discussion also touches on advanced variations like MEDDPICC and MEDDPIIC. Additionally, it highlights the benefits of sales mastermind groups for skill enhancement and accountability.

Today, Dr. Noah St. John is here to challenge everything you thought you knew about why some people thrive and others get stuck. If you want to level up your success in any area of your life, the first thing you must do is to change your mindset. Dr. Noah is going to show you how to conquer the "head trash" that holds us back, break through income plateaus, and unlock results.Meet Dr. Noah St. JohnDr. Noah has been teaching clients for 30 years and is credited with helping them add a collective $3 billion in revenue. He is known as the "Done with Head Trash" guy and is a leader of the movement to help people get past their self-imposed limitations. He has written 25 books on the subject and has helped individuals and organizations ranging from 100 to 10,000.Inner Game vs. Outer Game: The 80% RuleDr. Noah argues that success is at least 80% about your "inner game". The inner game is everything happening in your mind, including the beliefs and stories you tell yourself. While "outer game" activities like making calls and sending emails are important, Dr. Noah emphasizes that mindset is the true bottleneck for most people.Clearing Out the "Head Trash"Dr. Noah defines "head trash" as the internal voice that says, "I can't because...". This self-limiting dialogue is what prevents sales professionals and entrepreneurs from reaching their full potential. He explains that by identifying and clearing this mental clutter, you can stop proving your own limitations right.From $4 Million to $20 Million: A Real-Life ExampleDr. Noah shares a powerful case study about a client whose company was stuck at $4 million in revenue for four years. After hiring Dr. Noah, they focused on the inner game, and in less than 18 months, the company's revenue skyrocketed to over $20 million. This success was a direct result of addressing the team's mindset, not just their outer game tactics.Practical Steps to Break FreeWant to get off the "hamster wheel"? Dr. Noah gives steps to take right away.Get Clear on Your Goals: You must be specific about what you want to achieve, whether it's more money or a better relationship.Identify Your Limitations: Pinpoint the reasons you think you can't reach your goals, like not having enough time, money, or confidence.Take Action (Even Without Confidence): The myth that confidence comes first is dismantled here. Dr. Noah stresses that you build confidence by taking action, even if you don't feel ready.Advice for Sales LeadersFor those who lead teams, Dr. Noah suggests bringing in outside help to create a mindset shift. He offers resources, including his online course, and invites leaders to book him to train their teams. By focusing on mindset training and goal-setting exercises, leaders can unlock next-level results and help their teams become unstoppable.“If you take action even if you don’t believe, confidence will come. Most people wait for confidence, but it’s action that really unlocks it.” - Dr. Noah St. John.ResourcesDone With Head Trash Course: donewithheadtrash.com — Dr. Noah’s self-paced program to transform limiting beliefs.Main Website for Programs/Resources: noahstjohn.com — Books, courses, and tools for entrepreneurs and sales professionals.To Book Dr. Noah for Speaking/Training: booknoah.com.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 OffersThis 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.CreditsAs 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.

Jean-Philippe Schepens van Thiel, an expert in AI and data-driven sales strategies, shares insights on the shifting landscape of sales outreach. He discusses the challenges of capturing attention in an information-saturated world, emphasizing the need for personalized, high-quality content. The conversation explores building data frameworks for predictive analytics and how AI can enhance sales predictions. Jean-Philippe also highlights the importance of human connection alongside technology in fostering genuine relationships with prospects.

In this engaging discussion, Justin Balik, co-founder of Weath InsurED and a leader in IUL sales training, shares his journey from a medical career path to thriving in insurance. He reveals three game-changing tactics that skyrocketed his company’s revenue from $500K to $3M in just 90 days. Listeners will learn about the power of role specialization in sales teams, the importance of pursuing high-value clients, and mindset shifts crucial for exponential growth. Justin’s insights are a goldmine for anyone wanting to elevate their sales game!

Jack Frimson and Zac Thompson, co-authors of "Selling Like a Therapist," run an agency that specializes in helping clients book appointments. In this engaging conversation, they share how therapeutic techniques can transform sales interactions. They discuss the art of empathetic communication, emphasizing deep listening and meaningful questioning. The duo also highlights the psychological aspects of sales, advocating for a patient, understanding approach to uncover clients' true needs. Discover innovative strategies that foster genuine connections and improve success.

Tom Abbott, founder of SOCO Sales Training and LinkedIn strategist, shares his expertise in turning LinkedIn into a lead-generating powerhouse. He reveals why many sellers miss the mark and emphasizes authenticity over polish. Tom outlines a 3-part post structure: hook, value, and CTA to gain attention and drive engagement. He stresses the importance of consistent posting and building genuine connections, urging listeners to focus on solving prospects' pain points for successful B2B sales.

In this engaging discussion, Bob Britton, a business growth strategist with a knack for transforming small businesses into six-figure successes, shares secrets to enhancing perceived value. He reveals how to present your offers compellingly, making them feel premium without changing the product. From structuring offers to reduce confusion to using strategic price anchoring, Bob emphasizes the importance of understanding buyers' hesitations. Get ready to stack value and ask targeted questions that lead to sales success!

In this engaging discussion, Alex Quin, a passionate investor and entrepreneur known for his ventures in fashion and content creation, shares insights on facing rejection. He emphasizes resilience in both sales and entrepreneurship, debunking the myth of overnight success. Quin explores how to transform rejection into growth opportunities and stresses the mental health challenges entrepreneurs encounter. He offers strategies to cultivate confidence and positivity amid setbacks, reminding listeners that every 'no' can lead to valuable learning experiences.

Are your mornings setting you up for success? Or are they throwing your whole day off track? In this rerun episode, I’m diving into one of the most requested topics from the archive, how to structure your morning routine for consistent sales success. Whether you're an individual contributor or leading a team, these habits will help you focus, prioritize, and perform better every single day.Start the Day Off RightWhen I first started selling, I struggled with mornings. I’d roll into the day reacting to emails, jumping on calls, and chasing activity but not results. Everything changed when I started being intentional about how I began my day. These are simple but powerful strategies that help me stay focused and in control. In this episode, I’ll share the exact routine I follow and why it works.The Morning FrameworkClarity is key. I start with 5 to 10 minutes of reflection, this could be prayer, journaling, or just quiet thinking. The goal is to reset and get my mind right. Then I review my pipeline so I know exactly which deals to prioritize. I write down one to three clear outcomes I want to accomplish that day. I also get moving whether it’s a workout or stretching, that physical energy helps jump start mental clarity. And finally, I stay out of email and Slack first. That’s reaction mode. I want to start in creation mode. These practices help me take control of my time, my mindset, and my performance. If you’re in sales, this will help you take control of your results."Control your morning and you’ll control your momentum." – Donald KellyResourcesWant to build a strong morning routine? Grab our free guide: Start Your Morning Like a Top 1% Seller Join my Sales Mastermind Class and level up your productivity and pipeline. Thinking about starting your own podcast? Get professional support from Blue Mango Studios.Sponsorship OffersThis 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.CreditsAs 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.

In this discussion with Adam Block, Chief Revenue Officer at Motive, listeners gain insights into shifting sales strategies from small businesses to enterprise clients. Adam shares innovative approaches his team employed, emphasizing the need for executive commitment and effective performance management. He also reveals the importance of rebranding and enhancing customer relationships during this transition. Key topics include refining hiring processes and establishing structured career development pathways to support growth in a competitive landscape.