The Sales Evangelist

Alina Vandenberghe, co-founder and co-CEO of Chili Piper, reveals how her personal LinkedIn efforts drive an impressive 50% of the company's open pipeline. She debunks the myth that only influencers with large followings can make a difference, showcasing how genuine engagement fosters substantial impact. Alina shares her journey from initial posting fears to creating authentic content driven by a desire to help others, especially during the Ukraine crisis. Her insights on building connections through purposeful posting and daily reflections provide valuable strategies for anyone looking to enhance their social influence.

Michael Manzur, Founder and CEO of Flood Me Social, explores the power of influencer marketing in sales strategies. He emphasizes that salespeople should embrace the role of influencers to build genuine communities, not just audiences. Michael reveals common pitfalls companies face, such as misalignment of objectives and focusing on vanity metrics instead of genuine sales results. He shares practical tips for aligning influencer efforts with business goals and showcases a successful CarMax campaign highlighting measurable outcomes that converted leads into real results.

Dr. BJ Allen, Director of the sales program at Brigham Young University and co-host of Sales 101: The B2B Classroom, joins to discuss the booming growth of college sales programs, which have seen a 50% increase over the last 20 years. He highlights the practical training students receive, including role-play and real-life projects, enhancing their employability. The integration of AI tools in sales education is also a hot topic, showcasing how future sales professionals can leverage technology for better outreach and analysis.

Discover innovative strategies that boost sales productivity while minimizing stress. Learn about mastering task prioritization and how it can transform your daily routine, inspired by icons like Steve Jobs and Elon Musk. Delve into effective time management techniques that balance work and personal life. Gain insights on how accountability and structured planning can help achieve revenue goals and the power of mastermind groups for support and motivation. It's all about working smart to enhance your success!

Ravi Rajani, a sales coach and author of Relationship Currency, shares his insights on building trust in business relationships. He humorously reflects on the inspiration behind his book, connecting personal experiences to professional success. Ravi highlights the importance of the 'Three Cs' of trust: Connection, Character, and Competence. He emphasizes the art of asking empathetic questions and deep listening to foster genuine connections. Additionally, he introduces five habits to become a trusted guide in sales and leadership.

Old-school prospecting methods are making a comeback, and in this episode, I'm going to share three unconventional ones that you can take advantage of. Oh yeah, don't forget to check out my LinkedIn prospecting course at the bottom.Why Are These Prospecting Methods Coming Back?·  These techniques are returning due to the world of AI. People want to connect, and it's getting harder to do that through technology alone. ·  Also, don't think methods like cold calling and email are dead. Instead, these methods are becoming the preferred ways to build trust and find a trusted source.1. Industry Events·  One thing I've noticed about Reddit is that people love to connect with like-minded individuals to learn more about their industry. ·  Just about every industry has trade shows, which are ideal places for you to connect with trusted sources. ·  However, the key thing to remember is that you must become an insider of the trade show—not just a random attendee—to establish yourself as a trusted source.2. Referrals·  I've said this over and over again: referrals work. People love to introduce others to each other; it gives them a sense of importance. ·  It also helps establish trust and increase client acquisition.3. Channel Partners·  This method isn't as hard as you might think. The same amount of energy you spend finding one prospect, you can spend finding a channel partner. These are partners who have access to many prospects that you can work with."9 out of 10 prospects like to give referrals, and only 11 percent of sellers ask for them. Go back to LinkedIn and ask for an introduction." - Donald KellyResources·  If you like more guidance with improving your prospecting skills, join my LinkedIn Prospecting Course.·  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.

We’re bringing back one of our most popular episodes from the archive with Ron Tite, because the lessons are just as relevant today as when we first recorded it. As salespeople, we all know that grabbing attention and earning trust are two of the hardest (and most critical) parts of the job. Ron breaks down exactly how to do both without relying on gimmicks or old-school tactics.Meet Ron TiteRon Tite is the founder and keynote speaker of the Toronto-based agency Church+State, and the author of Think Do Say: How to Seize Attention and Build Trust in a Busy, Busy World. With a background as an executive creative director at a multinational ad agency and years of experience as a stand-up comedian, Ron brings a unique blend of creativity, storytelling, and practical business insight to the world of sales and marketing.Why Attention Alone Isn’t EnoughSalespeople are fighting for space in an overcrowded marketplace. From flashy billboards in Times Square to hyper-targeted street-level sellers, everyone’s competing for attention. But attention without trust won’t get you very far. Ron explains why chasing vanity metrics is a dead end and how to build credibility in a noisy world.The Three Anchors: Think, Do, SayRon shares a simple but powerful framework:· Think: What do you truly believe in as a salesperson?· Do: How are you reinforcing those beliefs through your actions?· Say: How are you communicating them authentically without falling into “pitch slap” mode? When you align these three, your outreach feels human, real, and trustworthy.Invest in Being GoodJust like comedians can’t fake being funny, salespeople can’t fake caring about their clients. Long-term success doesn’t come from gimmicks or platform-hopping, it comes from genuinely adding value and building relationships.Real-World Examples· Red Bull: Their entire brand is built on a belief (life with an adrenaline rush is better) and consistently reinforced through actions and messaging.· Ron’s own career: His first big client came not from tricks, but from trust he’d built over years.Lessons for Sales Leaders· Don’t hire someone hoping they’ll “save” the business—hire coachable people who are hungry to learn.· Give your team clear responsibilities so they can excel where they’re strongest.· Focus on humanity and credibility over hacks and short-term wins.“Looking for ways to seize attention and build trust may be difficult, but resist the desire to scheme. Do the hard work, be human, and focus on solving real problems.” – Ron TiteResources· Connect with Ron Tite on LinkedIn or follow him on Twitter and Instagram.· Check out his book: Think Do Say.· For more sales insights, connect with Donald on LinkedIn, Instagram, Twitter, or Facebook.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.

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.