The Sales Evangelist

show notes

In this engaging conversation, Jessica Gilmartin, Chief Revenue Officer at Calendly and former Head of Revenue at Asana, shares her insights into C-suite dynamics. She tackles common misconceptions about selling to executives, emphasizing the need for targeting the right team members. Gilmartin discusses the importance of understanding financial priorities and the role of technology in sales strategies. She also delves into the RFP process and the integration of AI, highlighting the challenges executives face in balancing expectations with practical implementations.

How can you train your sales team to choose the right leads that bring in money and not waste the company’s time? This is where the power of AI tools lies. To show us how, I've invited Chris Brisson, a sales automation expert, to chat with me in this episode. He shares innovative strategies to streamline lead engagement, boost response rates, and fill your sales team’s calendar with more qualified prospects.Meet Chris Brisson· Chris Brisson is the founder of Sales Message and Call Loop, two innovative platforms that help businesses supercharge their communication and sales processes. · He is recognized for his forward-thinking approach in leveraging SMS messaging and artificial intelligence to automate the “messy middle” of sales, freeing sales reps to focus on building relationships and closing deals. · His solutions have been game changers for organizations of all sizes, transforming the way they connect with prospects and customers.The Lead Qualification Challenge· Sometimes the problem isn’t finding leads, it’s having too many unqualified leads that bog down valuable selling time. · Chris shares how, when agents start using AI-powered SMS to automate lead qualification, it frees your reps to focus on conversations that move the deal through the pipeline.Why SMS Still Matters· You might have noticed how people rarely answer calls from unknown numbers, but they’re still highly responsive to relevant, timely text messages.· However, context is everything: texts must be invited and sent at the right moment to avoid diminishing response rates.AI Agents: The New Sales Assistants· Chris explains how AI-driven text message agents can instantly respond, qualify leads, answer FAQs, and book meetings—operating 24/7 for consistent engagement. · He details how businesses can feed these agents their unique knowledge base and continuously fine-tune their performance.Practical Implementation Tips· To get started, Chris recommends auditing your forms for phone number capture, ensuring compliance (10DLC), and strategically adding opt-in opportunities. · He reassures that AI-enhanced SMS outreach isn’t an overhaul, but an enhancement to existing workflows."If you don't start today, you’re going to look back in a week, in a month,  six months, or 12 months. Like man, I should have started sooner. This is the time to integrate messaging into your business, as it is how everybody is communicating, whether it’s through text or WhatsApp. All of these different messaging channels are in the pocket conversation." - Chris Brisson.Resources· To try out Sales Message or connect directly, visit salesmessage.com or reach Chris on LinkedIn.· 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 Offers1.    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.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.

LinkedIn Sales Navigator is one of the best ways to generate leads; however, the problem is that not many people know how to use it effectively. This is why I’m sharing three hacks to help you find prospects and build your pipeline. Also, it may be beneficial for you to watch this episode on YouTube, as this will allow you to fully grasp the concept behind the tips I’m sharing with you.Lead Generation Hack 1· My favorite feature of Sales Navigator is the ability to search for people who are new in their roles directly within the search bar. · People new to their roles are more likely to be open to new opportunities and to make changes. You can use this as a trigger for finding leads, and I show you how to do this in the episode.Lead Generation Hack 2· You want to find people who are active on LinkedIn. Once again, you can use the search engine to filter out leads that have recently been posted on the platform. This helps you become relevant and send messages that speak to them.Lead Generation Hack 3· Try looking to see who or what companies your friends are following on the platform. I provide several examples on how to do this the right way to generate leads.Bonus Lead Generation Hack· Piggybacking off of hack 1, I’m giving you an extra hack. When sending them a message, congratulate them and ask them what their first order of business is in their new role. They’ll give it to you on a silver platter, and your job is to transform it into a conversation.“Reach out to those on the lower end of a team, who can give you insights into the challenges their company is facing. You can use this information to your advantage when you reach out to the new manager.” - Donald Kelly.Resources· 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 Offers1.    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.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.

Doug Foley, a strategic advisor and CEO of Foley Media AI, shares valuable insights on transforming sales with AI. He highlights the common pitfalls of superficial AI use and emphasizes its role in building meaningful client relationships. Doug offers practical advice on integrating AI to streamline sales processes and improve customer experiences. He advocates for a systematic approach, training sales teams effectively, and viewing AI as a partner in enhancing human interactions. Get ready to rethink your AI sales strategies!

Daren Fields, author of the Apex 8 Framework and a sales leader, dives deep into the transformative landscape of enterprise sales in the AI era. He discusses a vital 8-step process that focuses on understanding client challenges and needs, fostering trust, and enhancing value through collaboration. Fields emphasizes the importance of active listening during initial interactions and introduces the practice of debriefing to learn from successes and failures. His insights aim to empower sales teams to adapt and thrive in a tech-driven marketplace.

Tired of buzzing your prospects' inboxes with mundane check-ins? Discover how to craft follow-up emails that actually engage by referencing past conversations. Learn insightful stats about the number of interactions needed to close deals and why generic messages fall flat. Dive into creative strategies, like using multi-channel communication and sharing relevant information unrelated to your pitch. Transform your approach with the MEDDIC sales methodology to address clients' unique needs and build lasting relationships.

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.

Dr. Noah St. John, known as the

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.