The Sales Evangelist

They unpack why LinkedIn messaging usually fails and how concise outreach wins. They explain defining an ideal customer profile before you message. They show how one simple, curiosity-driven question can trigger replies. They cover testing campaign metrics and building lists around trigger events for higher response rates.

Discover the power of LinkedIn posting to boost your sales game. Learn why sharing your mistakes and lessons can forge trust and spark engagement. Delve into the importance of personal insights, showcasing your human side beyond sales. Uncover how posting about industry trends and data can elevate your status as a valuable resource. By combining these strategies, you'll create meaningful connections and stand out in the crowded LinkedIn landscape.

We’re a month into 2026, so there’s no time for rookie mistakes. In this episode, I’m breaking down 10 common mistakes sellers make and how to avoid them. Catching these early can help you set yourself up for success for the rest of the year.1. Not Having Enough Deals in the PipelineOne of the biggest mistakes I see is not having enough opportunities in the pipeline. I recommend carrying three to five times your quota in active deals to protect yourself when prospects go quiet or deals fall apart. When you consistently add new opportunities, your sales engine keeps moving even when the market shifts.2. Not Using LinkedIn EffectivelyToo many sellers are underutilizing LinkedIn as a prospecting and research tool. I encourage upgrading to Sales Navigator, multi-threading within accounts, and posting consistently. Staying visible helps you build familiarity and turn cold outreach into warmer conversations.3. Waiting Too Long to Involve StakeholdersRelying on a single champion is risky. Most B2B deals involve multiple decision-makers, so it’s important to identify and engage stakeholders early. LinkedIn is a great way to map the organization and start those conversations sooner.4. Skipping Daily ProspectingPipeline growth does not happen by accident. Prospecting needs to be a daily habit.Blocking time each day and testing different outreach windows helps create consistency and avoids feast-or-famine cycles.5. Lack of Planning and KPI TrackingPlanning your week and your day is non-negotiable. I recommend blocking time for prospecting and meetings, then tracking KPIs like calls, conversations, appointments, and closed deals. Reviewing these metrics helps you see what is working and where you need to improve.6. Ignoring AI ToolsAI is changing the way we sell. Tools for note-taking, research, and CRM updates can save time and reduce admin work. Testing AI solutions now helps you stay competitive.7. Not Asking for the Next AppointmentEvery meeting should end with a clear next step. I always leave a few minutes to schedule the follow-up so momentum does not stall.8. Missing Red FlagsHesitation around pricing or commitment should not be ignored. Address concerns early by asking direct questions before deals slow down.9. Not Going Deep Enough on ObjectionsSurface objections are rarely the real issue. Dig deeper to uncover what is truly holding the buyer back.10. Selling to the Wrong Pain PointBefore pitching a solution, make sure you understand the prospect’s real problem. When the pain is clear and validated, demos and proposals land much more effectively.“Don’t sell to the wrong objection or try to solve the wrong problem. Commit to going deeper, uncover the real reason behind the objection, and address that directly. That is your job, and it’s one of the most important things you do in sales.” - Donald Kelly ResourcesSign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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.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.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.

Sales enablement is meant to make selling easier, yet many teams struggle to see real results from it. In this rerun episode, Ahmad Munawar breaks down why most sales enablement efforts fall short and what leaders must do to turn enablement into a true revenue driver. We explore alignment, execution, and how enablement should support sellers in real conversations, not just live in documents and dashboards.Why Sales Enablement Misses the Mark (00:02:12 – 00:03:45)Ahmad explains that sales enablement often becomes content-heavy but action-light.Teams create playbooks, tools, and training without tying them directly to how sellers actually sell.Enablement fails when it is disconnected from daily selling behavior.The Gap Between Strategy and Execution (00:03:45 – 00:05:30)Many organizations design enablement strategies in isolation.Ahmad highlights how lack of alignment between leadership, marketing, and sales creates confusion and inconsistent execution in the field. Alignment is what turns strategy into results.What Sellers Actually Need From Enablement (00:05:30 – 00:07:15)Enablement should help sellers:Start better conversationsHandle objections confidentlyMove deals forward fasterAhmad emphasizes that practical guidance always beats theoretical frameworks.Why Content Alone Does Not Change Behavior (00:07:15 – 00:08:55)Simply giving sellers more content does not improve performance.Ahmad explains that enablement must reinforce skills through repetition, coaching, and real-world application.Behavior change requires reinforcement, not information overload.Measuring Enablement Impact the Right Way (00:08:55 – 00:10:35)Instead of tracking content usage alone, Ahmad encourages teams to measure:Conversation qualityDeal progressionRep confidence and consistencyEnablement success should be visible in pipeline movement and close rates.How Leaders Can Support Enablement Adoption (00:10:35 – 00:12:20)Leadership buy-in is critical.Ahmad shares how managers play a key role by reinforcing enablement in one-on-ones, pipeline reviews, and coaching sessions.What leaders reinforce is what sellers adopt.Key Lesson: Enablement Must Serve the Seller, Not the System (00:12:20 – 00:14:05)Sales enablement works when it is built around how buyers buy and how sellers sell.When enablement supports real conversations and real challenges, revenue follows.“If enablement does not help a seller win the next conversation, it is not doing its job.” – Ahmad MunawarResourcesLearn more about modern sales enablement and revenue alignment at: thesalesevangelist.comSponsorship 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.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.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.

Sometimes all you need is the right personality to close a deal. When you hold back, play it safe, or fail to fully show up, prospects notice and engagement suffers. In this episode, my guest Kevin Hubschmann shares why suppressing your personality can cost you in the long run and how using comedian techniques can help you close a six-figure deal.Blending Humor and Professionalism in Sales·  Kevin shares how he balanced his life as a standup comic and improv performer with his full-time sales role. ·  Like many reps, he struggled to merge his personality with his professional image. Once he stopped separating the two, he began building stronger connections and seeing better outcomes.The Six-Figure Meme·  Kevin walks through the real story behind a six-figure deal that started with personality.·  After sending nine standard, scripted emails with no response, he tried something different. ·  His tenth message included a relatable meme, and it finally got a reply. That moment highlights why being yourself and taking smart risks can cut through the noise. ·  Humor and authenticity help humanize sales and open conversations that traditional outreach often misses.Improv, Listening, and Leadership Support·  We talk about how humor in sales is not about telling jokes. It is about listening, reading the room, and responding with empathy. ·  Kevin shares improv-based techniques like “yes, and,” listening exercises, and reframing ideas to create more engaging conversations and build trust with prospects.·  We also discuss the role leadership plays in this process. Sales teams perform better when managers create a culture where reps feel safe showing their personality, trying new approaches, and learning from mistakes.Key Takeaway·   Sales is about real human connection. When you combine your personality with professionalism, focus on active listening, and allow room for creativity, better conversations follow. Those conversations lead to stronger relationships and long-term success.“Be yourself, because yourself is what's going to get you loose. It's going to create new ideas. You're going to take more risks..." - Kevin Hubschmann ResourcesDo you want to learn more about Kevin’s laughing and development classes? Check out laugh.events and join his newsletter Laugh Rx Laugh Events. Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies. Visit Blue Mango Studios for help in creating podcast production content. 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.

Discover eight intriguing sales predictions for 2026, focusing on the growing role of AI in handling administrative tasks and BDR functions. Trust is identified as a key competitive advantage, emphasizing the need for genuine human connections in an AI-dominated landscape. The rise of referrals and the importance of LinkedIn authenticity are highlighted, along with a trend towards internal referral programs. Outsourcing outreach and utilizing influencers are expected to gain traction, while creative physical mail makes a comeback to cut through digital noise.

Jennifer Smith, Co-founder and CEO of Scribe, shares insights on optimizing sales productivity. She discusses the importance of minimizing low-value tasks to boost high-value selling. Jennifer emphasizes automating repetitive tasks and recommends A/B testing for efficient prospecting. She highlights the need for capturing processes to save time searching for information. Additionally, she advocates for creating referenceable guides to retain tacit knowledge and fostering an experimentation culture to enhance team learning.

Relying on outdated selling methods will have buyers viewing you like a sleazy car salesperson. Today, how you sell matters more than ever. I’m revisiting episode 1533 with Andy Paul to remind you why having a human approach to selling matters. He shares how you can sell effectively without selling out.Great Selling Isn’t One-Size-Fits-AllThe push toward sales conformity is really for management, not the seller, because management wants predictability. However, the real world is more complicated.You learn, take those lessons, and apply them to life. You become the sum of your experience and knowledge. We all end up doing things differently, even if those approaches lead to the same result.Despite all the tools and technological advancements that benefit us, we aren’t getting better at selling. We have ready access to a world of information, creating a better and more efficient buying experience. However, our win rates are dropping.Where Seller Education Goes WrongWhen asked, “What’s your job?” the answer often comes back, “To persuade someone to buy my product.”In reality, your job is to listen to the prospective buyer’s challenges and help them find resources to overcome those problems.Just because you can do something doesn’t mean you should.The Catalyst by Jonah Berger explains that human beings resist being persuaded.Instead of persuasion, think about it from an influential perspective. Persuasion is coercive, while influence affects others without force. It’s a change in mindset.Four Pillars of Changing SalesConnection: Some people conflate a relationship with friendship. While you don’t need to be friends with buyers, you do make connections in every interaction you have.Curiosity: We understand the world through curiosity and asking questions. The commonly accepted sales process allows very little time for discovery, but in reality, discovery should happen in every conversation with a prospect or buyer.Understanding: Your job is to listen to the buyer. What’s the context? A salesperson’s effort to understand the buyer is an ongoing process that should never stop. Fully understanding the buyer allows you to determine how you can help them overcome challenges.Generosity: Humans are wired to give and collectively support one another. Generosity triggers reciprocity, and its purpose is to achieve what is essential for both parties.“Value exists only in the eyes of the buyer. Every interaction you have with a buyer should bring them closer to making a decision.” - Andy Paul.ResourcesVisit Andy’s website to learn more about him and order a copy of his book. You can also learn more about him on LinkedIn.Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.Visit Blue Mango Studios for help in creating podcast production content.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.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.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.

Is it still possible to reach seven figures in SaaS sales? You got into sales to build a comfortable life and enjoy a little extra. But after how last year turned out, that goal may feel far-fetched.To help you reset and refocus, I’m revisiting episode 1528 with Brandon Fluharty, sales coach and founder of Be Focused. Brandon breaks down his seven steps to start making seven figures in SaaS sales, starting with one critical shift in mindset.1. Get In The Right Environment· Find your Goldilocks situation concerning your ideal workplace, whatever that may be.· What kind of internal infrastructure do you need to start making seven figures in SaaS? 2. Build A Transformation Mindset· Seven-figure earners sell a transformation that doesn’t just solve an issue; it prevents the problem from happening again.· In SaaS, you want to be the player touching multiple parts of the business. That requires a transformational mindset and is a key principle of Brandon’s framework.3. Be Strategic About Your Target Account List· Sell to clients that give you purpose. Identify the reasons you prefer your ideal client and search for more that fit those criteria.· Doing so keeps you motivated during the dishearteningly long sales cycles common with enterprise companies.4. Create A Standard No One Else Delivers· The Diamond Standard: picture a coal field in your competitive landscape and be the diamond for your clients.· It’s easier to perform to this standard when working with clients you’re genuinely interested in and passionate about.5. Break Through Personal Limitations· The higher you climb, the more imposter syndrome you’ll feel. For example, Brandon initially thought his introversion limited his success.· As he advanced, he realized he could listen more than he talked and that perceived weakness became a strength.· Write down the traits you feel hold you back. Then ask yourself how you can repurpose them into strengths.6. Rally Others Inside Your Organization· Nothing great is achieved alone. When you’re working toward seven- and eight-figure deals, you’ll need help.· Be a generalist with your skill set, but a specialist to start making seven figures in SaaS.7. Develop A Personal Operating System· Move away from hustle culture and work smarter.· Balance Brandon’s Discipline, Flexibility, and Curiosity (DRC) and Plan, Rest, Effort, Performance (PREP) live life instead of hustling around the clock. (It’s a more humanistic approach.)“Be like a scientist and look back at your workday with curiosity.” — Brandon Fluharty.ResourcesFollow Brandon Fluharty on LinkedIn and subscribe to his bi-weekly newsletter for more content, information, and insights on tech sales. Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.Visit Blue Mango Studios for help in creating podcast production content. 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.

Ashley Winston, a multi-passionate entrepreneur and author of 'Break Free', dives into how individuals often neglect their full potential due to fear and self-sabotage. She highlights the significance of transforming one's mindset, emphasizing the importance of cultivating positive beliefs and environments. Winston recommends practical networking and joining mastermind groups to elevate oneself. Sharing her personal story of sacrifice, she underscores that while growth is challenging, pursuing one's purpose is immensely rewarding.