The Sales Evangelist

In this engaging discussion, guest Cam Dasani, a former Silicon Valley tech sales rep turned entrepreneur, shares how he transitioned into high-ticket trading education. He highlights why B2B lags behind B2C, emphasizing the need for asking better questions and involving decision makers. Cam explains his innovative use of Instagram ads and VSLs to pre-qualify prospects and improve closing rates. He advocates for authenticity and risk-taking in sales, encouraging sellers to embrace their unique styles to drive success.

In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success.LinkedIn Outreach Tactics● Data shows that sending connection requests without a message can yield a 3% increase in acceptance rates compared to those with messages.● The human tendency to judge based on profiles quickly favors simple connection requests over potentially off-putting sales pitches.● For optimal outcomes, engage with prospects before sending connection requests to establish a common ground.Effective Email Strategies● Tracking emails can be crucial for marketing but detrimental in sales; focus on replies instead of opens to enhance engagement.● Plain text emails outperform those with images or attachments, ensuring better deliverability and higher reply rates.● Use personalization in your emails to connect deeply with leads; mention specific, relevant details that resonate with them.Multi-Channel Campaign Insights● Engaging prospects through multiple channels increases visibility and response rates, with LinkedIn DMs achieving up to a 10% reply rate compared to email's 2-5%.● Combining outreach methods (email, LinkedIn, etc.) helps build trust and familiarity with potential clients, driving higher engagement.● Prioritize server matching in outreach campaigns to improve deliverability rates and overall effectiveness.Homework Challenge or Action Steps● Test your next batch of LinkedIn connection requests without messages for improved acceptance.● Create a plain text email outreach campaign focusing solely on obtaining replies rather than opens."Even if that were the reply you negative, you know, I'm not interested but you're interested enough to take your time and reply to that person." ● Fernando Pires.Timestamps● 00:00 ● Introduction● 01:18 ● LinkedIn Outreach Tactics● 09:51 ● Effective Email Strategies● 17:52 ● Multi-Channel Campaign Insights● 29:02 ● Closing thoughtsResources● Snov.io ● Learn More About Our Services-https://snov.io● Connect with Fernando Pires on LinkedIn-https://www.linkedin.com/in/fernandopiresMy 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! www.thesalesevangelist.com/linkedinSponsorship 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 Training.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.

Catherine Olivier, a savvy sales and business development advisor, dives deep into the evolving landscape of sales. She argues that the era of single-point selling is over, emphasizing the importance of engaging with entire buyer committees for success. Catherine shares insights on account mapping and building internal champions by connecting with all stakeholders early on. She offers tips on communicating effectively without overwhelming prospects and tailoring messages to specific roles within an organization. Creativity in outreach methods is key, ensuring sellers become known and trusted.

show notes

1950 | How can I connect with a prospect who is not responding?In this episode, Donald Kelly tackles a common challenge faced by sales professionals: how to effectively follow up with a prospect who isn't responding. Learn actionable strategies that help maintain connection without crossing the line into annoyance, ensuring your efforts yield the results you desire.Understanding the Prospect's Perspective● Recognize that busy prospects may overlook messages, not outright ignore them.● Acknowledge the importance of persistence, as demonstrated by the client who called five times before getting a response.● Approach follow-up with empathy, knowing that a prospect's priorities may not revolve around your offer.Diverse Communication Channels● Use multiple methods to reach the prospect, including phone calls, emails, and texts to maximize your chances of connecting.● Follow up via LinkedIn, utilizing both messages and comments on their posts to keep the conversation alive.● Consider creative solutions like using WhatsApp or a different phone number to break through communication barriers.Effective Follow-Up Strategies● In emails, pose clear questions in the subject line to prompt quick responses.● Utilize voice messages to add a personal touch, making your follow-ups memorable.● Engage with the prospect’s interests by tagging them in relevant posts or articles, fostering a connection based on shared industry insights.Homework Challenge or Action Steps● Reach out to a non-responsive prospect using at least two different communication methods.● Experiment with a new strategy for follow-up, such as sending a video message or leveraging LinkedIn more creatively."Is there one Ryan, one reason, one way, one method? No, this is sales. Get used to it. You have to be creative." ● Donald Kelly.Timestamps● 00:00 ● Introduction● 00:20 ● Understanding the Prospect's Perspective● 02:42 ● Diverse Communication Channels● 05:03 ● Effective Follow-Up Strategies● 12:39 ● Closing thoughtsResources● Join the Sales Evangelist Mastermind: [thesalesofangelist.com/mastermind](https://thesalesofangelist.com/mastermind)● Connect with Donald Kelly on LinkedIn: (https://linkedin.com/in/donaldkelly)Sponsorship Offers1. This episode is brought to you in part by the Sales Evangelist Mastermind. Join our community for accountability, learning, and growth in your sales journey!2. LinkedIn.com/TSE: Get a 60 day FREE trial of LinkedIn Sales Navigator 3. Try HubSpot - HubSpot.com CreditsTheme music by SoundStripe, additional production support bluëmango | STUDIOS. Thank you for listening!

Personalized messages or not? That is the question! Snov.io’s data has the answer, and you might be surprised by what it shows. I’ll also share my thoughts and tips for writing successful LinkedIn connection requests.Snov.io Data Analysis: Does Personalization Matter?·  I dug into the Snov.io data, which looked at over 44 million cold emails and 865,000 LinkedIn invites. ·  Surprisingly, LinkedIn invites without a message had a slightly higher acceptance rate at 30% compared to 27% for personalized notes. That 3% difference makes you wonder what the best outreach strategy really is.Personalized Notes: Strategy and Platform Limits (00:02:29 – 00:04:37)·  Even with the numbers, I still recommend sending personalized messages. Real engagement matters more than just acceptance rates. ·  LinkedIn now limits how many personalized requests free users can send, which shows they see value in personalization since it’s something they monetize.Why People Accept Requests: Psychology and Best Practices (00:04:37 – 00:07:25)·  Sometimes, no-message requests work because they feel less “sales-y.” People make quick decisions based on profiles rather than feeling pitched. ·  But I always suggest engaging before sending a request. Comment on recent posts, like content, or start a small conversation first. This helps create real connections.Building Engagement for Higher Acceptance (00:07:25 – 00:08:33)·  Here’s a simple process I follow: interact with a prospect’s recent activity, then send a connection request mentioning that engagement. ·  This approach leads to more meaningful conversations and much better results than sending mass, impersonal requests.Resources·  Which side are you on? Connect with me on LinkedIn and let me know.·  Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.·  If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help. o  We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.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.

Larry Levine, a sales veteran with over 30 years of experience and author of 'Selling from the Heart,' dives into the essence of authenticity in B2B sales. He argues that genuine relationships with clients are crucial, urging sales professionals to treat prospects with the same care they give to loved ones. Levine also discusses the importance of quality over quantity in prospecting and advises sales teams to embrace a conversational mindset rather than just chasing meetings. With a focus on personal integrity and human connection, he illuminates how sincerity can set sellers apart in competitive markets.

James Donaldson, a cold-calling expert and founder of Stacky.io, shares his strategies for improving outbound sales teams. He discusses why cold calling and LinkedIn are still effective, emphasizing human connection and trust. James reveals a client’s journey from chaotic outreach to a remarkable 800% increase in meetings. He offers advice on follow-up frequency, effective tracking, and structuring cold calls for success. His key tip? Eliminate distractions and focus on meaningful conversations to drive results.

Sales objections? They’re just pauses in your journey to a yes! Stay calm and dig deeper to uncover the true reasons behind objections like 'not interested.' Using permission-based questioning and the 'five whys' technique can reveal surprising factors. Offer innovative solutions like trials to break old vendor ties without causing disruption. Embrace objections by acknowledging them, asking insightful questions, and collaborating on responses to transform challenges into opportunities for success!

Ghosting can be a nightmare for salespeople, and this discussion dives into the top reasons why it happens. Discover how missed details and targeting the wrong people can lead prospects to vanish. Learn the art of asking the right questions to uncover their decision-making power. Are they just shopping around? Find out how to directly address this. Plus, shifting priorities and urgent timelines can play a huge role in ghosting. Equip yourself with practical tactics to remain engaged and secure that next step!