The Sales Evangelist

Are you ready to elevate your sales game and close those six-figure deals? In this episode, Dr. Darnyelle Jervey Harmon joins host Donald to share her insights on transforming sales mindset and strategy. Dr. Darnyelle has a wealth of experience and knowledge working with business leaders to achieve significant revenue growth and success.  Her approach integrates business growth strategy, talent development, leadership development, and sales psychology. Discover how to revolutionize your sales approach and cultivate a mindset that drives unprecedented success. Tune in to this episode with Dr. Darnyelle Jervey Harmon and ignite your journey to selling millions! Overview of Dr. Darnyelle Jervey Harmon's Work Dr. Darnyelle Jervey Harmon is the founder of Incredible One Enterprises, a company that specializes in helping business leaders reach their revenue goals. The focus is on driving revenue growth and achieving millionaire status. Transforming Sales Mindset Dr. Darnyelle emphasizes the importance of understanding the connection between how salespeople see themselves and how they perceive money.  She highlights the critical impact of early childhood beliefs about money and the need to dismantle limiting beliefs to drive sales success. The Sell Millions Method Dr. Darnyelle introduces the "Sell Millions Method," which encompasses five pillars: strategy, sales, systems, support, and success mindset. Each pillar aligns sales strategies with individual mindset and money consciousness to drive improved sales outcomes. Understanding the Problems and Solutions The first pillar, “Strategy,” involves understanding the client's problems that they have been unable to solve independently and presenting the solutions that appeal to the client's self-selection of the offered solution. Sales Tools and Systems The "Sales" pillar leverages sales tools and key performance indicators (KPIs) to enhance conversion rates.  The "Systems" pillar highlights the importance of establishing standard operating procedures leveraging software and automation to make the sales process predictable and efficient. The Power of Education-Based Marketing The episode underscores the power of education-based marketing in connecting with potential clients and how it helps build trust and understanding around the products or services offered.  Furthermore, it explores the need for education to align with different segments of potential clients based on their stage in the decision-making process. Investing in People and Mindset Dr. Darnyelle emphasizes the critical role of a well-supported and trained sales team. She shares her experience of transforming underperforming teams into top performers through dedicated training and development programs.  Additionally, she highlights the essential value of equipping sales teams with financial literacy and shifting their mindset toward money to enable them to sell effectively. Key Insights on Sales and Money Consciousness The conversation delves into statistics revealing the pervasive financial stress and lack of financial literacy among employees, which leads to a substantial loss for employers. Dr. Darnyelle highlights the significance of transforming how sales professionals view money to facilitate successful sales outcomes. Dr. Darnyelle Jervey Harmon delivers a masterclass on selling effectively and unlocking the potential for large deals. With her Sell Millions Method framework, she illuminates the critical connection between mindset, money consciousness, and sales success. Dr. Darnyelle's insights on strategy, sales tools, systems, support, and mindset shift the paradigm around sales leadership and empower sales professionals to supersede limitations and accelerate sales conversions. Tune in to this episode to gain invaluable wisdom on transforming your sales approach, cultivating a success mindset, and leveraging education-based marketing to drive results. Dr. Darnyelle's expertise is a game-changer for anyone seeking to elevate their sales game and achieve remarkable results.  “60% of adults live paycheck to paycheck. So that means the people that are selling in your organization live paycheck to paycheck, which means they don't understand money. It means that they don't have a strong relationship with money. These people are responsible for getting your customers to buy more of your product and service in exchange for money. Oh, that's a bad place to be.” - Dr. Darnyelle Jervey Harmon. Resources Movetomillions.com Sponsorship Offers 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. Credits As 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Discover the power of accountability in boosting sales performance and revenue growth as shared by Donald Kelly. Learn how participating in a high-achieving mastermind group can fuel personal development and provide valuable support in achieving sales success.

How do sleep and sales relate? You’ll have to listen to this exciting Sales Evangelist Podcast episode to find out. Host Donald Kelly delves into the crucial topic of sleep and its impact on sales performance with guest expert Tanessa Shears.  Tanessa, a specialist in wearable tech and health hacks, discusses how improving sleep quality can lead to increased energy, clarity, and better problem-solving skills, making it a foundational element for a successful sales career. Tune in now to gain access to Tanessa's wealth of knowledge and uncover actionable strategies to optimize your sleep quality, enhance your energy levels, and revolutionize your sales performance. Impact of Sleep on Sales Professionals Tanessa highlights the common tendency among sales professionals to neglect quality sleep to pursue productivity and achieve sales targets.  The "hustle and grind" culture often leads to sacrificing sleep and neglecting personal health while striving for professional success.  She emphasizes the detrimental effects of insufficient sleep, including brain fog, stress, and compromised cognitive function, that can significantly hinder sales professionals' performance. Addressing Sleep Challenges in Sales Tanessa shares her experiences working with entrepreneurs, a group often caught up in the fast-paced business world, where neglecting sleep and health has become normative.  She emphasizes the need to recognize the actual sleep time versus the time spent in bed, the importance of consistent sleep schedules, and the significant impact of sleep quality on overall performance. Practical Tips for Improving Sleep Highlighting the significance of sleep duration and consistency, Tanessa provides actionable ways to improve sleep quality.  She advises sales professionals to allocate enough time for sleep, maintain consistent sleep schedules, and focus on the quality of sleep, particularly emphasizing the benefits of deep and REM sleep.  In addition, she emphasizes the need for a wind-down time before sleep, minimizing external input, and avoiding screen time to enhance sleep quality. Understanding Sleep Quality and Resilience Tanessa unravels the connection between sleep quality and resilience, shedding light on how sleep impacts the ability to handle stress, cognitive function, emotional stability, and energy levels.  She emphasizes the crucial role of deep and REM sleep in enhancing problem-solving abilities, memory retention, and emotional stability, all of which are essential for sales professionals. Behavioral Changes for Enhanced Sleep Tanessa presents practical changes individuals can make to enhance their sleep quality, such as minimizing screen time before bed, fostering a wind-down routine, and prioritizing activities that facilitate relaxation and unwinding.  She also discusses the impact of reading before bed, offering insights into the types of reading that can either hinder or enhance sleep quality. Balancing Sleep Practices Discussing the balance between embracing leisurely sleep-ins and maintaining consistent sleep schedules, Tanessa addresses the importance of managing sleep debt and maintaining a balanced approach to sleep practice.  She offers guidance on allowing a degree of flexibility while also ensuring that oversleeping does not compensate for insufficient sleep during the week. Benefits of Enhanced Sleep for Sales Professionals Tanessa elaborates on the benefits of improved sleep for sales professionals, including increased energy, enhanced problem-solving skills, improved memory retention, and the ability to build strong rapport with clients.  She stresses the importance of showing up with energy and clarity to attract and retain clients. Resource for Further Learning Tanessa provides a free downloadable resource, the "12 Ways to Biohack Your Energy" playbook, which offers actionable hacks to boost energy levels and create productive mornings.  The playbook, containing practical tips and insights, aims to empower individuals to apply simple yet powerful strategies to enhance their energy and overall performance. Tanessa Shears shares invaluable insights about sleep's crucial role in our productivity, resilience, and overall well-being as sales professionals. From uncovering the hidden truths about our actual sleep hours to delving into the impact of social jet lag, Tanessa's expertise sheds a powerful light on the often overlooked aspects of our sleep habits. Don't miss out on this opportunity to gain invaluable techniques to optimize your sleep and become a high-energy, top-performing sales leader. Listen to the full episode now and take the first step towards unlocking your true potential. "It's not only just the time that you're spending sleeping, but how you're cueing your brain during the day and during the night to have a really good sleep." - Tanessa Shears. Resources Becoming Limitless Podcast Tanessa Shears on Instagram Sleep Biohacking Toolkit  Becoming Limitless Course   Sponsorship Offers 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. Credits As 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Learn why value selling is crucial in the fast-paced sales environment as host Donald Kelly discusses with Julie Thomas, CEO of Value Selling Associates. They talk about the challenges facing sales teams, the importance of grabbing attention, and the power of being customer-centric in sales.

Are you struggling to follow up with your prospects and close more deals effectively? Imagine if you could learn a proven method to follow up with potential clients that actually works. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly delves into the crucial aspect of follow-up in sales. He emphasizes the importance of strategic, persistent, and creative follow-up methods to nurture prospects and drive sales success. Tune in to discover practical tips to enhance your follow-up process, supercharge your sales pipeline, and double your closed deals! Importance of Follow-Up Donald begins by highlighting the common pitfall of salespeople failing to follow up with prospects effectively. He stresses that a lackluster "just following up" approach is ineffective and doesn't make a lasting impression.  Acknowledging the complexity of prospects' lives and competing priorities, he emphasizes the need for sales professionals to take proactive steps to stay top of mind. Strategic Approach to Follow-Up Donald advocates for strategic follow-up, urging sales professionals to always book the next appointment with a prospect at the end of the initial meeting.  He emphasizes the importance of setting clear expectations and providing an agenda to ensure that follow-up meetings are structured and productive. This proactive approach demonstrates professionalism and keeps the sales process moving forward. Creativity in Follow-Up An important aspect of Donald's advice is the need for creative follow-up methods.  He encourages salespeople to explore alternative channels such as LinkedIn connections, messages, or engaging with the prospect's content.  Using different touchpoints, sales professionals can effectively trigger prospects to reconnect and keep the conversation alive. Overcoming Reluctance in Follow-Up Addressing the common reluctance to follow up, Donald dispels the notion of being a nuisance. He emphasizes that if a sales professional truly believes in the value of their offering, persistent follow-up is a service to the prospect.  He urges salespeople to shed their reservations and embrace the power of follow-up as a means to provide relevant solutions and drive positive outcomes for their prospects. Sales Mastermind Opportunity Donald invites sales professionals to explore “The Sales Evangelist Sales Mastermind,” where individuals can engage in meaningful discussions, practice sales approaches, seek feedback, and gain valuable insights to enhance their sales strategies.  With a focus on quality interaction and practical skill-building, the mastermind offers a supportive environment for sales professionals to refine their follow-up techniques and overall sales performance. Effective follow-up is the key to growing your sales pipeline and closing more deals. It's not about being a pest, but about providing value and staying top of mind with your prospects.  If you want to learn more about mastering the art of follow-up and multiplying your sales opportunities, tune in to this engaging episode of The Sales Evangelist Podcast. Discover actionable tips that can transform your sales approach and lead to significant growth in your business.  “We often get off of a call and feel like we don't want to pressure the prospect, or maybe they're in a rush, so we just tell them, hey, I'll call you. I'll follow up with you. It is dead on divine.” -Donald Kelly.  Resources Donald C. Kelly on LinkedIn The Sales Evangelist Sales Mastermind Sponsorship Offers 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. Credits As 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How do you approach your prospects as a sales rep? Do you send them hundreds of emails when you connect with them, or do you take the time to build a relationship with them? In this episode of "The Sales Evangelist Podcast," you'll find the best way to approach prospects. Host Donald Kelly speaks with guest Jim Vaselopulos, a CEO consultant and leadership expert, on selling and building long-term relationships in business-to-business (B2B) sales.  Jim shares the keys to building long-term client relationships, behaving as a peer, and delving into consultation-oriented sales. You'll also witness a role-play scenario showing how to engage with potential clients at a peer level and focus on solving their real business challenges. Click play now and prepare to gain a wealth of wisdom that will transform your sales game forever! Embracing the Role of Salesperson Jim candidly shares his initial reservations about the sales profession, describing his reluctance and skepticism due to preconceived notions about salespeople being perceived as "slimy."  However, through his journey, he discovered a new perspective under the mentorship of Ford Harding, a renowned figure in the realm of sales.  Harding's insight that "sales is the highest form of consulting" profoundly impacted Jim's perception and approach, leading him to embrace the role of a salesperson with pride. Challenges in Building Peer Relationships Donald and Jim delve into the concept of establishing peer relationships in sales, highlighting the significance of approaching clients as equals from the outset.  They discuss the pitfalls of appearing desperate or subservient, emphasizing the detrimental impact on sales dynamics and the importance of target audience selection. The Power of Understanding Problems An essential facet that surfaces in the conversation is the emphasis on understanding the client's problems. Jim stresses the power of active listening and asking pertinent questions to grasp the client's challenges.  Sales professionals can establish trust and foster valuable long-term relationships by aligning with clients and demonstrating a deep understanding of their predicaments. Curiosity is a Key Trait for Sales Professionals Drawing from his extensive experience, Jim underscores the pivotal role of curiosity in sales professionals. He shares a notable interview tactic for identifying individuals with inherent curiosity, a trait essential for successful sales endeavors.  The conversation highlights the benefits of fostering an environment where curiosity thrives, equipping sales teams with the ability to ask relevant questions and engage in meaningful dialogues with clients. Role Play: Demonstrating Peer Engagement The episode culminates with a role-play exercise, portraying a sales scenario where Jim, as the seller, engages Donald, the executive buyer.  Through this simulated interaction, Jim exemplifies the art of engaging as a peer, strategies for eliciting pertinent information, and navigating the client's concerns with empathy and understanding, ultimately fostering a collaborative relationship. The episode offers a wealth of knowledge and actionable insights for sales professionals at all levels. Jim Vaselopulos' expertise shines through, providing a roadmap for fostering peer relationships, understanding client needs, and driving successful sales engagements. Listen to the full episode for never-before-heard strategies to revolutionize your approach to sales and transform client relationships forever! "But when it's a business discussion, and you talk to someone as a business peer, talking about the real problems they're having, not what they asked you for, not what they want, but what they need. And that is really when you can make great strides." - Jim Vaselopulos. Resources Businesswisdom.com  Jim Vaselopulos on LinkedIn “Clarity: Business Wisdom to Work Less and Achieve More,” by Jim Vaselopulos The Leadership Podcast Sponsorship Offers 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. Credits As 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

What’s the best way to get referrals on LinkedIn? Find out in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly speaks with Brynne Tillman, an expert leveraging LinkedIn for sales outreach.  Brynne provides valuable insights and practical tips on using LinkedIn to secure referrals. Her game-changing strategies will help you master the art of building valuable relationships, sparking meaningful conversations, and closing more deals.  Ready to supercharge your sales game? Listen to this electrifying episode now! Brynne Tillman’s Background Brynne is a renowned expert in LinkedIn outreach, particularly in helping sales professionals establish credibility and start conversations with potential customers.  She highlights the importance of leveraging social proximity and delivering value through LinkedIn outreach to facilitate genuine conversations and identify potential opportunities. Understanding Referrals on LinkedIn Brynne emphasizes the significance of understanding social proximity and leveraging connections to reach targeted prospects through referrals, introductions, and permission to name-drop.  She breaks down the concept of referrals, introductions, and permission to name-drop, shedding light on how each approach facilitates trust-based interactions and fruitful opportunities. The Power of Referrals Brynne provides statistics on the effectiveness of referrals, citing impressive connection rates, call acceptance rates, and the conversion of referrals into pipeline opportunities. She emphasizes the potency of referrals and introductions in establishing trust and credibility, ultimately leading to meaningful sales conversations and opportunities. Making Referral Outreach Practical Brynne shares practical tips for making referral outreach easy and effective, emphasizing the importance of connecting to a vast network of professionals and past clients on LinkedIn.  She also encourages sales reps to start with warm connections and gradually expand their outreach to leverage their broader network effectively. Overcoming Challenges and Embracing Relationship-Centric Outreach Donald and Brynne discuss the challenges of implementing relationship-centric outreach in sales environments that often prioritize volume-based activities.  Brynne addresses the reluctance to adopt a more personalized and relationship-focused approach, highlighting the importance of filling the comfort zone and practicing with existing relationships to overcome initial hesitation. Advice for Sales Representatives Brynne offers practical advice for sales reps looking to implement referral outreach, emphasizing the significance of targeting warm connections and networking partners to initiate the referral process.  She encourages sales reps to seize the opportunity to leverage LinkedIn for effective and genuine outreach. Connect with Brynne Tillman Gain more of Brynne's wealth of knowledge and the resources available through her podcast, "Making Sales Social," and her free library at socialsaleslink.com.  Connect with Brynne on LinkedIn and access her valuable resources for enhancing their LinkedIn-based outreach strategies. Brynne Tillman shares powerful insights on leveraging LinkedIn for sales success. If you're ready to revolutionize your approach to sales and transform your LinkedIn game, this episode is a must-listen.  Discover how this game-changing episode will redefine your approach to LinkedIn and sales! “It's just our observation and statistics from ourselves and our clients that about 50% of the people you get referred to, 100% will connect with you. I mean, very few will not connect. 50% of them will take your call. Typically, depending on what you do, there will be about a 50% pipeline opportunity now or in the future.” - Brynne Tillman. Resources Brynne Tillman on LinkedIn Making Sales Social Podcast socialsaleslink.com Sponsorship Offers 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. Credits As 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

You spent a week crafting the perfect LinkedIn post and are ready to share it. However, after five hours, you only get crickets on your post.  Maybe if you wait a few days, someone will acknowledge it. Two days later, you receive one like on your LinkedIn post. Frustrated, you scream, “Why is no one paying attention to my content on LinkedIn!” In this episode of The Sales Evangelist Podcast, host Donald C. Kelly discusses the importance of generating engagement on LinkedIn. He provides valuable insights on creating compelling content to capture the attention of potential prospects.  Donald outlines three key strategies to boost engagement: focusing on top-of-funnel discussions, addressing objections, and curating relevant content. Discover the best way to get attention on LinkedIn in this five-minute episode. Understanding Your Audience for Effective Content Creation Donald emphasizes the significance of understanding the needs and interests of one's ideal customers. He recommends aligning content with top-of-funnel topics, such as common questions and initial concerns in prospect conversations. Using his own experience, Donald illustrates how he addresses queries about leveraging LinkedIn for sales and team performance, emphasizing the importance of tailoring content to address prospective clients' early-stage inquiries. Overcoming Objections Through Strategic Content Creation Donald delves into how sales professionals can transform common objections into engaging LinkedIn posts. He introduces the "feel, felt, found" strategy, a powerful approach to constructing persuasive content by acknowledging objections, empathizing with prospects, and ultimately offering solutions. Through an example related to CRM adoption objections, Donald demonstrates how to craft a thought-provoking post that delineates common objections and effectively provides insights into the benefits of CRM integration. Leveraging Curated Content for Enhanced Engagement Acknowledging the value of third-party insights, Donald advocates for incorporating curated content into LinkedIn posts. By sourcing relevant articles and resources addressing prevalent challenges experienced by prospects, sales professionals can position themselves as valuable sources of industry knowledge. Donald highlights employee retention as a critical concern for businesses and encourages leveraging curated content to offer insights and solutions, fostering engagement and demonstrating expertise. Try these three strategies within this episode to elevate your LinkedIn presence. Implementing these strategies can help you attract more engagement and ultimately drive valuable conversations and opportunities. Listen to the episode now and take your LinkedIn game to the next level! “When it comes to the content you're posting on LinkedIn, the first thing I want you to understand is that if your content isn't good enough, people will not like it.” - Donald Kelly. Resources Donald C. Kelly on LinkedIn TSE LinkedIn Prospecting Course Sponsorship Offers 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. 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. Credits As 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Are you tired of the same old tactics falling flat in your sales discovery calls?  Everyone wants to make a sale, but too often, the approach is to pitch the product or service right out of the gate. Is there a better way to connect with your prospects and truly understand their needs before you dive into your sales pitch?  Host Donald Kelly speaks with guest Paul Butterfield on having a solid strategy for sales discovery in this episode of "The Sales Evangelist Podcast." Paul dives deep into the importance of understanding the customer's journey and shares insights on creating a unified, customer-focused experience across various teams.  He emphasizes the need for a robust discovery process and how it can significantly impact the quality of the buyer's experience. Tune in to hear how effective discovery calls can revolutionize your sales approach and elevate your success in closing deals. Paul's Experience and Expertise Paul is the founder of the Revenue Flywheel Group, focusing on enabling B2B companies to create a unified customer journey.  With extensive experience in the field, Paul brings real-world examples to support his insights, making this episode a valuable resource for sales leaders and individual contributors. The Flawed Approach to Discovery Calls Paul highlights the all-too-common practice of immediately jumping into a demo without fully understanding the customer's needs.  He acknowledges the prevalence of pitch decks laden with bragging rights and emphasizes the need for a shift in mindset regarding the purpose of a sales interaction. The Power of Effective Discovery Paul passionately advocates for a more in-depth approach to discovery calls, stressing the importance of preparing for a business-level conversation.  He believes that a successful discovery call can create a vision in the prospect's mind and help them understand how to achieve their future state.  Moreover, Paul emphasizes how this approach enhances the customer experience and filters out deals that may not be a good fit early in the process. Elevating the Role of BDRs Paul shares valuable insights on the role of Business Development Representatives (BDRs) in preparing for successful discovery calls.  He underlines the significance of equipping BDRs with business acumen, allowing them to elevate their conversations beyond the traditional script and initiating a more meaningful interaction with prospects. Key Strategies for Sales Success Paul expands on the significance of maintaining finesse when handling buyers fixated on immediate demos.  He advocates for an approach that understands the underlying business challenges and provides insights tailored to the prospect's specific needs. Overcoming Inferiority Complex in Sales Acknowledging the common struggle of feeling inferior in front of high-profile prospects, Paul shares personal experiences and insights on how sales professionals can overcome this mindset.  He emphasizes the importance of being seen as an industry authority, fostering a mutual learning environment between the seller and the buyer. In this enriching TSE episode, Paul has shed light on the transformative potential of effective discovery calls in sales. Paul's practical tips and real-world examples are a game-changer for sales professionals and leaders striving to differentiate themselves and enhance the buyer experience.  This episode is a must-listen if you're seeking ways to boost conversion rates, negotiation effectiveness, and overall sales performance. Take advantage of this opportunity to refine your sales strategy and drive exceptional results. Tune in to the full episode now and take your sales game to the next level! “The opportunity to differentiate through the sales experience and the quality of that buyer experience. That opportunity is huge. The bar is very low in the way that outbound, even inbound prospecting, qualifying, and discovery are being done. And you will set yourself up for better conversion rates and better negotiating if you come in strong with a higher-quality discovery process. I cannot overestimate that.” - Paul Butterfield.  Resources Paul Butterfield on LinkedIn Sponsorship Offers 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. Credits As 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Do you take the time to follow up with potential clients? Maybe a client told you right now is not the time they want to work with you. Just because they said no then doesn't mean you should give up. Sales representatives need to have a follow-up process to know when it's time for them to contact old business deals. In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Jake Tacher on the importance of doing follow-ups to gain clients. Jake shares his wealth of knowledge and experience in the sales world, shedding light on the critical role of follow-up in sales success and providing actionable insights for sales leaders and individual contributors. Discover the three follow-up strategies he shares in this episode. Jake's Background and Expertise Jake is a seasoned fractional CRO professional and sales director. With a career that spans from starting as an SDR to becoming a sales manager, he now focuses on driving growth through sales coaching, consulting, and recruiting.  Jake also offers sales training programs and shares his extensive experience transforming underperforming SDRs into high-performing assets. The Definition of Effective Follow-Up Jake defines effective follow-up as any contact attempt-based activity with a prospect that aims to push them along the buyer's journey.  Whether it's aiming for a meeting or a closed deal, the essence of follow-up lies in continually engaging with prospects to move them closer to the desired outcome. Challenges and Solutions in the Follow-Up Process Jake addresses the common challenges faced by sales professionals regarding the follow-up method.  He highlights the fear of rejection and the need for preparation or confidence in approaching follow-up conversations.  Jake observes that these obstacles often stem from inadequate training and resource allocation within sales organizations. Tactical Approaches to Effective Follow-Up Jake offers a systematic approach to enhance follow-up effectiveness.  He emphasizes the importance of staying organized and prepared, suggesting daily task reassignment and contextualizing follow-up tasks to provide specific details for each prospect.  Furthermore, he stresses the significance of offering valuable resources and customized solutions during follow-up interactions. The Power of Data in Follow-Up Jake elaborates on the effectiveness of leveraging data during the follow-up process.  By citing averages and typical scenarios, he suggests that prospects can better relate to and trust the offered solutions.  Utilizing third-party sources and real-time industry developments, Jake recommends integrating data-driven insights tailored to each prospect's specific pain points and objections. Operationalizing Follow-Up in Sales Teams Jake proposes a structured approach for sales leaders to operationalize effective follow-up within sales teams.  He recommends creating a follow-up calendar and asset vault, organizing follow-up strategies, and putting valuable resources based on various buyer avatars and potential objections into a system that is easily accessible and conducive to consistent execution. Key Takeaways for Sales Leaders and Individual Contributors Jake's insights emphasize the importance of facilitating and enabling success for sales professionals. He encourages sales leaders to streamline the follow-up process and empower their teams.  He urges individual contributors to take ownership of their sales process and constantly seek growth and improvement. Jake Tacher offers practical wisdom and actionable strategies to elevate the follow-up game. He empowers sales leaders and individual contributors to utilize a systematic, resource-driven approach that puts the client's needs and objections first. Learn how sales leaders and representatives can develop follow-up processes to help bring in more clients in this episode of “The Sales Evangelist Podcast.” “You should follow up before they tell you to follow up with no agenda. You should be doing that if you're serious about booking these meetings. Especially if you're not in a volume SDR role.” - Jake Tacher.  Resources Jake Tacher on Instagram Jake Tacher on LinkedIn Jake Tacher on TikTok Sponsorship Offers 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. Credits As 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com