The Sales Evangelist

Are you struggling to get responses from prospects on LinkedIn after reaching out to them? Do you wonder what's the best time and approach to email them? If so, you're not alone.  In this episode of "The Sales Evangelist Podcast," host Donald Kelly delves into a strategy to help you navigate this challenge and increase your chances of securing appointments with your dream clients. So, grab a seat and dive into the world of effective LinkedIn outreach strategies. Understanding the Best Timing to Email Prospects Reaching out to prospects on LinkedIn is just the first step. Donald stresses that the best time to email prospects is after establishing a connection.  He emphasizes the need to refrain from automatically pitching your services as soon as someone connects with you. Instead, he advocates for a more personalized and strategic approach. Creating Personalized Connections Donald explains that the key to effectively transitioning from a LinkedIn connection to an email pitch is to identify a relevant challenge that the prospect is facing to which you have a potential solution.  He provides an example of leveraging a LinkedIn conversation to create a personalized email pitch, ensuring that the prospect feels valued and understood. Bridging the Gap with Relevancy To increase the chances of a positive response, Donald emphasizes bridging the relevancy gap between the prospect's challenges and the solutions you can offer.  By waiting for the right trigger events or relevant factors, you can craft a compelling email that resonates with the prospect's current needs and priorities. Unlocking the Power of LinkedIn for Sales In addition to the valuable insights shared in this episode, Donald invites you to join his master class, focusing on leveraging LinkedIn to generate three to five appointments per week without spamming.  With proven strategies and a deeper understanding of how to harness the potential of LinkedIn, you can enhance your sales pipeline and maximize the quality of opportunities. This episode encourages you to elevate your thinking and take decisive action to achieve your sales objectives. By implementing the strategies discussed in this episode, you can effectively engage with prospects on LinkedIn and convert connections into meaningful business opportunities. Join Donald in his mission to help you achieve remarkable success in your sales endeavors! "An idea, a tip, a strategy that will help you to be able to not only know when to reach out to your ideal customers after you connect with them on LinkedIn, but also to ensure that you actually get an appointment." - 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. 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 rely heavily on your sales script to win over prospects. Right? If you do, there's no need to feel ashamed about using them. The company created them to help you know what to say.  However, a creative approach in your sales pitch is a better way to gain clients. This is especially true when trying to build authentic relationships.  In this episode, host Donald Kelly engages in an insightful conversation with Grant Lira, the co-founder of the Empathy Firm, discussing the art of creatively connecting with prospects in sales. Through Grant's valuable insights, you'll learn practical strategies for establishing genuine connections with potential clients.  Tune into this episode of "The Sales Evangelist Podcast" to help you become more authentic and productive in sales interactions. Embracing Authenticity in Sales Conversations Grant emphasizes the importance of embracing authenticity in sales conversations, encouraging sales professionals to engage in genuine dialogue rather than adopting a scripted or robotic approach.  He highlights the significance of establishing a human connection, as it fosters an environment conducive to open communication and mutual understanding.  By approaching potential prospects with authenticity and sincerity, sales professionals can build trust and rapport from the outset. Preparing for Meaningful Interactions Grant shares proactive strategies for preparing meaningful interactions with prospects before the actual sales call.  He recommends sending a pre-call email with relevant resources, such as articles, case studies, and a personal video message.  This approach demonstrates the seller's genuine interest in the prospect's needs and equips the prospect with valuable information to enhance the upcoming conversation. Grant believes sending personalized video messages offers a glimpse of the seller's personality, fostering a more personable connection before the call. The Power of Humanizing Interactions Donald and Grant discuss the importance of humanizing interactions with prospects. Grant shares his approach of envisioning sales calls as conversations with a friend, advising sales professionals to engage with prospects in a manner that reflects genuine human interaction.  Avoiding the pitfall of pigeonholing prospects based on their titles, Grant emphasizes the significance of acknowledging the human experiences and challenges individuals face daily.  By humanizing interactions, sales professionals can bridge the gap between traditional sales tactics and authentic engagement. Creating Lasting Impressions Grant sheds light on the impact of thoughtful gestures in creating lasting impressions. Sales professionals can demonstrate a genuine commitment to prospects using personalized elements, such as a follow-up email with valuable resources. The approach shows you understand potential clients' needs and care about solving their issues. Grant's emphasis on creating a memorable pre-call experience aligns with the overarching theme of genuine, human-centric engagement in sales interactions. Implementing Creative Approaches Grant provides actionable insights for implementing creative approaches to foster meaningful connections with prospects.  His approaches reflect a shift towards humanizing and enriching the pre-call experience for both the seller and the prospect.  Using these creative strategies, sales professionals can establish genuine connections with prospects and differentiate themselves from conventional sales approaches. Despite how useful your sale script may be, consider improvising sometimes. Humanizing the sales process and engaging in meaningful ways cultivates genuine connections with prospects. Thanks to Grant's insights in this episode, you'll discover the transformative power of authenticity and creativity in sales interactions. Through his expertise, Grant redefines the art of connecting with prospects, illuminating the path toward more impactful and successful sales engagements. As a token of gratitude, Grant extends a special offer to listeners. Send an email to Grant with the subject line "The Sales Evangelist" for the exclusive gift. He'll improve your outreach efforts on three online platforms and boost your social media presence. “But what you should really be focusing on is, can I help these people? What does their current system look like? Can we work with it? Do we actually think we could get results? And then, if yes, you should have a pretty good explanation of what you do and how it helps them.” - Grant Lira. Resources Grant Lira Grant Lira on LinkedIn The Empathy Firm Email: grant@empathyfirm.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

Are you ready to boost your sales performance to the next level? You can start by taking ownership of your professional development. Stop waiting for the company to provide the necessary training and build your sales skills yourself.  How can you do this? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Matt Doyon, a seasoned sales leader, on the game-changing concept of the 3x3 coaching methodology. Matt shares his experiences and insights to show how this coaching framework can revolutionize sales training and improve performance. Hear why sales representatives must take ownership of their skill development for tangible results. Matt Doyon's Background During his tenure at Rock Content, Matt Doyon pioneered the "three by three coaching" method.  With a focus on empowering individual sellers, Matt's approach emphasizes skill development, accountability, and personal ownership of the coaching process. The Three-by-Three Coaching Method Explained At the core of the three-by-three coaching method lies the belief that individual sellers are the owners of their coaching process.  This framework provides guardrails to enhance accountability and drive skill development.  The first "three" refers to the skill category - technical, professional, and personal skills. These categories encompass core sales skills, professional skills like time management, and personal skills such as emotional intelligence and growth mindset. The "par" methodology governs the second "three" by outlining the point of focus, action plan, and results. This empowers sellers to identify specific areas for improvement, create actionable strategies, and measure the tangible impact of their efforts. Real-life Success Stories Matt shares a compelling success story where a struggling sales rep was able to identify and improve their process using the "three by three" framework.  By isolating the point of focus and enabling the agent to craft their own action plan, the coach guided the seller to internalize and adapt the necessary changes. This hands-on approach leads to sustainable and meaningful skill development, ultimately driving improved performance. Empowering Sellers through Self-Directed Coaching Emphasizing the importance of allowing sellers to find their own path to success, the "three by three" method challenges traditional coaching approaches.  Rather than providing all the answers, managers act as guides, empowering sellers to take ownership of their growth. This approach fosters independence and ensures sellers fully invest in their personal development. The Tangible Impact Matt further asserts sellers need to move out of their comfort zones and embrace discomfort as a catalyst for change.  With insightful economic perspectives, he highlights the evolving market dynamics and the need for sellers to take their profession more seriously. This strategic focus on skill development and continuous improvement is the key to thriving in the competitive sales landscape. The 3x3 coaching method empowers individual sellers to take control of their professional growth. As the sales landscape evolves, salespeople must embrace self-directing coaching and skill-building for success. Discover how this coaching method sets the stage for sustainable growth and impactful performance improvement. "It really comes down to empowering every individual to own their own business and really create the wins as much as they can without the help of a manager or a VP or a director." - Matt Doyon.  Resources Matt Doyon on LinkedIn  Triple Session  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

Filling out your LinkedIn profile is a lot more challenging than you thought it would be. However, whatever you add must make you stand out from everyone else within your industry. One way to do this is by creating a memorable headline to grab a person's attention. But what's the trick to crafting a headline to make someone want to work with you? In this short episode of "The Sales Evangelist Podcast," Host Donald Kelly shares tips on how to write the perfect LinkedIn headline. Get your notebooks and pens ready and learn how to do this simple SEO technique. LinkedIn Headline: What Do You Put in It? The LinkedIn headline is right underneath a person’s name and is a title they created for themselves. They may have their position and the company they work for within this section—for example, Sales Representative at HubSpot. Donald shares that the number one reason for creating a LinkedIn headline is search engine optimization (SEO). Your potential clients are looking for someone to help solve their problems. The best way to help them find you on LinkedIn is by using SEO keywords in your headline. For example, a person may seek someone knowledgeable about marketing automation. You should write “marketing automation specialist” as an SEO keyword within your LinkedIn headline.  Donald also discusses it’s okay to use the company that works for the name within the headline section if it’s a big company, such as Google. However, using an SEO keyword is better if you work for an unknown company. Donald shares examples of crafting the perfect LinkedIn headline within the episode. The Sales Evangelist Podcast is always here to provide you with the best tips within the sales industry. If you want to improve your sales skills, subscribe to the podcast for more episodes.  Also, don’t forget to check out TSE’s LinkedIn Prospecting Course. Sign up today before it’s too late! “Buyers want to learn, and sellers want to sell.” - Donald Kelly.  Resources Donald C. Kelly on LinkedIn LinkedIn Sales Navigator 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

What's the best way to offer a discount to a client? Find out in this exciting episode of The Sales Evangelist Podcast. Host Donald Kelly speaks with sales expert Richard Harris about his new book, "The Seller's Journey," and dives into the intricacies of mastering sales strategies.  Richard shares valuable tactics around sales, pricing, negotiation, and creating win-win scenarios with customers. He also addresses the critical role of understanding procurement and highlights the importance of qualifying for discounts and leveraging them as a sales rep. Hear why you should pick up a copy of Richard's new book and how it can help you in your sales career. Richard’s Background Richard is a sales strategist and trainer with extensive experience in go-to-market and founder-led sales strategies.  He is also the author of the recent book, "The Seller's Journey," which encapsulates his decade-long expertise in sales. Earning the Right to Ask Questions Richard discusses his niche in sales training, where he emphasizes the importance of earning the right to ask questions, which questions to ask, and the timing of these questions in the sales process.  Through his extensive experience in consulting, Richard has honed his framework for enabling sales professionals to navigate the intricacies of engaging buyers effectively. Highlights from "The Seller's Journey" Book Richard delves into the core concepts of his book, "The Seller's Journey." The book is divided into two parts: the mindset and framework, followed by 13 tactics that delve into critical aspects of sales strategies.  These tactics include addressing respect in sales, effective negotiation techniques, and the art of framing questions around needs, economic impact, access to authority, and timelines. Richard emphasizes that the book delves into the mindset needed for navigating the sales domain effectively. With the right mindset, sales professionals can approach their roles with confidence and strategic insight. Roleplay and Pricing Strategies Richard and Donald engage in a roleplay scenario that unveils strategic pricing communication tactics.  Richard's approach illuminates how sales professionals can effectively address pricing discussions while adding substantial value to the offerings.  The roleplay also demonstrates the power of emotionally driven questions and strategic shifts to add value and establish a market-based price anchor. Handling Discounting Requests Donald and Richard discuss the challenging aspect of handling client discounting requests amidst a cautious investment environment.  Richard provides actionable insights into handling clients' discount requests, balancing sales leaders' expectations to maximize deals, and the art of leveraging discounts for mutual gain. Understanding Procurement Dynamics Richard sheds light on understanding procurement dynamics and emphasizes the need for early engagement with procurement teams.  He explains that procurement isn't the enemy. Taking the time to build rapport and understand client’s needs can lead to mutually beneficial outcomes. The Role of Win-Win Scenarios Donald and Richard also explore the role of win-win scenarios in sales negotiations. Richard offers practical insights into leveraging discounts, additional value adds, and testimonials to foster positive outcomes that benefit both the sales professional and the client. This episode provides a wealth of knowledge for new and seasoned sales professionals. However, you must grab a copy of his book to learn his best sales tactics.  In Richard's book, you'll discover the importance of cultivating the right mindset and building client relationships. He provides comprehensive strategies to help you become a master in sales.  Gain instant access to the first two chapters of "The Seller's Journey" below. "They're not the enemy, and they actually do want to work with you. They actually want you to talk to them way sooner than the end of the deal." - Richard Harris.  Resources “The Seller’s Journey” by Richard Harris Richard Harris on LinkedIn The Harris Consulting Group 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

Sometimes, stepping outside of the box works magic when traditional methods fail. Sales representatives must quickly think of unique ways to build their pipeline when nothing else works. But what if you can't think of any new sales techniques? Listen to this episode of "The Sales Evangelist Podcast" to discover new sales methods. In today's insightful episode, host Donald Kelly speaks with guest Monica Stewart, an expert in aiding startup founders to grow and scale their sales organizations sustainably.  They discuss various critical points addressing the challenges and innovations within sales strategies. Monica shares valuable insights and suggestions for revolutionizing sales approaches.  Learn non-traditional sales methods for building a pipeline in this TSE episode.  The Paradigm Shift in Sales Training Monica and Donald discuss the vast differences in training among salespeople and the urgency of embracing nontraditional methods for pipeline development.  They acknowledge that adapting B2C selling tactics to B2B environments has multiple benefits.  Monica also illustrates the importance of creativity in nurturing partnerships, the strategic use of influencers, and inbound methodologies to decrease customer acquisition costs and expedite the sales process. The Art of Building Partnerships Monica emphasizes the need for careful consideration while forming partnerships. She points out the necessity of assigning a dedicated person to manage these relationships, ensuring these valuable connections don't become an afterthought. Partnership nurturing is a pivotal activity to prevent the stagnation of these crucial relationships. Monica delved into the nuances of understanding what motivates partners beyond financial incentives. She recounted her experience with SalesLoft at Scaled, where she pioneered their unofficial partner program and spent considerable time fostering relationships, significantly impacting both businesses. Leveraging Networks: The Nearbound Concept Nearbound marketing refers to the strategy of utilizing one's personal and professional networks to build pipelines and secure customers.  Monica shed light on how this sales approach can lead to information gathering and earning referrals within target companies.  When using this concept, she advised one to be deliberate and original in reaching out to the right individuals, leveraging existing customers' networks, and staying involved in the circles of the target demographic. Startup Growth and Scaling Challenges Monica shares a story about a client who focused on constructing a partnership network instead of traditional outbound sales, culminating in reduced customer acquisition costs and successful sales endeavors.  She pointed out the difficulties in cold outbound sales, including a low success rate.  She attributed it to issues such as over-hiring, lack of thorough training, remote work dynamics, and scattered sales techniques. Emphasizing Trust and Connection Monica and Donald also cover the significance of trust and personal connection in business dealings.  They explore innovative means of identifying and contacting potential clients through LinkedIn and the profound impacts of establishing relationships with industry influencers. Building Nontraditional Sales Foundations Monica stresses the importance of uniting sales teams under a shared vision and a consistent methodology.  Furthermore, she advocates for the CEO or sales leader to initiate and drive partnerships.  However, the 'nearbound' concept is usable by anyone with a network to leverage for potential business prospects. Thanks to Monica’s invaluable insights, you now have several untraditional sales methods to test out. For those interested in delving deeper into the strategies discussed, contact Monica for further conversations and strategic consultations. Also, subscribe to The Sales Evangelist Podcast for more advice in the sales industry.   "And that doesn't necessarily mean that those techniques are even good. It also doesn't mean that those are the right techniques for your market and buyers and for the way you need to sell for your company." - Monica Stewart. Resources Monica Stewart 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

Two months ago, your client said they didn't want to close the deal. So, this means that it's over and done with. You should just move on to the next one. Or maybe you should follow up to see if they will work with you now. Why? In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares why those lost deals are actually golden opportunities. So, don't cross those potential clients off your list yet, and hear why you need to contact them again. The Number One Strategy To Close Deals Donald begins by breaking down the math of how many prospective clients a sales rep may lose within a given year. Most salespeople don’t take the time to return to those prospects and move on to the next one. However, Donald shares an excellent strategy for contacting those potential clients again to close a deal. LinkedIn Sales Navigator List After you take the time to figure out how many prospects told you no, create a lost deal list in LinkedIn Sales Navigator. You'll receive notifications on their recent activities after you add these individuals to the list. These activities could include a change of job, recent posts, and more. Donald shares why contacting someone who recently changed jobs and works in another company is a great idea. Also, pay attention to the individual's activities within the last 30 days. If you see they posted something, take the time to comment on it. It's a great way to start a conversation and build relationships on LinkedIn. Remember, you can use Sales Navigator for a 2-month free trial to see if you like it. The link is down below within the resource section. Do you want more sales tactics to boost your pipeline? Subscribe to The Sales Evangelist Podcast to help close twice as many deals as you are now! "Lost deals are never truly lost. They're opportunities in disguise." - Donald Kelly. Resources Donald C. Kelly on LinkedIn LinkedIn Sales Navigator 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

You might have already realized this, but the sales world is changing. To make it, you must learn marketing skills to gain new clients. But everyone is not meant to be a marketer. How can you adapt to these changes and become successful at relationship-based selling?  Start by listening to this episode of “The Sales Evangelist Podcast” to learn how to adopt SaaS marketing skills. In this episode, Donald engages in a dynamic conversation with Aaron, the CEO and founder of Alysio, a people performance management platform for go-to-market teams.  Listen for valuable insights on the changing landscape of sales, the need for creativity and personalization, and the principles that drive effective sales strategies in the modern era. Adapting to the Changing Sales Landscape Aaron begins the conversation by shedding light on the evolution of sales. He emphasizes the need to adapt to the dynamic nature of sales, especially with the significant changes brought about by technology and unprecedented events like the COVID-19 pandemic.  Drawing from his extensive experience in B2B SaaS sales, he presents a compelling case for embracing data-driven strategies and connecting with customers in a way that resonates with the current sales landscape. The Three Dimensions of Sales Success Drawing from Alysio's approach to sales, Aaron eloquently articulates the three critical dimensions of a great day in sales - customer data, revenue data, and people data.  He underscores the importance of leveraging data at the team and individual levels to coach and train sales representatives effectively.  Aaron's vision of a future where these three dimensions intertwine seamlessly reflects the innovative and strategic mindset that drives Alysio's approach to empowering sales teams. Embracing Creativity and Personalization in Sales One of the core themes of the conversation is the need for creativity and personalization in sales.  Aaron shares impactful examples of creative approaches to outreach, such as leveraging personalized emails and running a successful podcast to connect with CROs. He emphasizes the shift from traditional sales tactics to engaging, entertaining, and personalized strategies that resonate with the modern buyer's mindset. The Human Touch in a Digital World Aaron emphasizes the importance of injecting a human touch into sales interactions in an age characterized by high-tech automation and AI.  He brings forth the concept of being top of mind through creative and personalized outreach, citing instances where unconventional approaches have yielded remarkable results.  Aaron's insights offer a fresh perspective on how sales professionals can leverage their creativity to stand out in a crowded digital landscape. Integration of Sales and Marketing Acknowledging the evolving role of sales professionals, Aaron highlights the significance of integrating marketing principles into sales strategies.  He discusses the concept of every salesperson being a marketer in today's ecosystem and emphasizes the need for sales professionals to build their personal brand and establish trust.  Aaron's approach reflects a holistic understanding of the interconnectedness of sales and marketing, emphasizing the importance of aligning these functions to drive impactful business outcomes. Empowering Sales Teams to Embrace Change Aaron shares pragmatic advice for sales professionals, encouraging them to be scrappy, creative, and consistently engaging in their outreach efforts.  He emphasizes the value of trial and error, the power of creativity in outreach, and the need for continuous adaptation to stay ahead in a rapidly evolving sales environment. Now is the time for sales representatives to become creative, add personalization, and adopt modern sales dynamics to be successful. Aaron's insights offer a blueprint for reimagining sales strategies, integrating marketing principles, and harnessing the power of human connection in a digitally driven sales landscape.  Do you want more sales advice? Subscribe to the TSE podcast for more inspiring testaments to transform and grow your business. "If I'm not great at cold calls, why spend three to 4 hours doing cold calls? It's not efficient. That's not the best use of my time." - Aaron McReynolds. Resources Alysio.ai Aaron’s email: Aaron@alysio.ai  Aaron 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. 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

The world is changing, and sales representatives must adapt. This is especially true when it comes to content creation. Do you know what the top-performing social media content is nowadays?  It's video creation! If you're not taking the time to create and promote videos, it may keep you from building your pipeline. In this thought-provoking TSE episode, host Donald Kelly speaks with Adam Robinson, founder and CEO of Retention, about his approach to content creation. Adam discusses the significance of establishing content pillars and sub-pillars to maintain coherence and deliver a unified message. This technique has been instrumental in Adam's success, solidifying the foundation for his content strategy. Discover Adam's methods to improve your sales techniques. The Chris Walker Method Adam credits Chris Walker for the impact his approach has had on Adam's own content creation journey.  By consistently reinforcing a central message, Adam emphasizes the role of repetition in strengthening the audience's understanding and recall.  He also touches upon the growing propensity for video content, hinting at the potential crossover for YouTubers into corporate positions, as video prowess becomes increasingly valuable in business. Building Trust with Organic Content Both Adam and Donald concur on the superior efficacy of organic social content compared to traditional ads when building trust.  Donald personally reflects on his inclination towards products discovered on social media, favoring YouTube for its less intrusive nature over website videos. This preference underscores the shift towards content platforms that offer a more genuine connection with audiences. Adam's Philosophy on Social Media and Connection Adam elucidates the pivotal role of social media in forming relationships and amplifying one's presence.  He shares his own narrative of venturing into content creation, underlining the initial uncertainties and the growth that followed.  His experiences testify to the value of perseverance and authenticity in the content creation landscape. Establishing a Unique Voice The conversation delves into Adam's early challenges in content creation within an unfamiliar niche, his strategic moves to raise brand awareness, and the evolution that led him to discover his unique voice.  Adam parallels Chris Walker's style, acknowledging the influence and adaptation of Chris's methods in his video production process. Behind-the-Scenes and List-Style Content Adam and Donald discuss the fascinating effect of behind-the-scenes style videos and their ability to captivate audiences with a sneak peek into the creative process.  Adam also extols the unexpected success of unconventional formats like lengthy list-style LinkedIn posts and sideways 'fake podcast' videos, which resonate more with audiences than high-budget docuseries. Content Creation: A Blend of Art and Inspiration Adam underscores that while there is no foolproof blueprint for success in content creation, a wealth of inspiration can be harnessed.  He advises taking cues from flourishing creators and incorporating their ideas with a personal flare.  Adam encourages starting modestly on one platform and prioritizing iterative improvement. In this illuminating TSE podcast episode, sales representatives can reflect on the insightful journey through the art of content creation, the trust-building power of organic social content, and the pivotal role of video in today's business landscape. Discover the importance of authenticity, perseverance, and the strategic use of social platforms to amplify one's voice and brand.  Lastly, don't forget to join Adam's waiting list for his pioneering software, Retention. “There is no more effective way and efficient way to build trust to an audience than organic social.” - Adam Robinson.  Resources Adam Robinson on LinkedIn Billion Dollar Challenge  Retention  Chris Walker 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

You’re sending LinkedIn connects one after the other. But no one responds to your messages. It’s making you lose confidence in your professional sales skills. However, you shouldn’t give up hope just yet. Take the time to listen to this five-minute Sales Evangelist podcast episode. Host Donald Kelly shares three actionable tips to help sales representatives always get responses from their ICPs on LinkedIn. Tune in and hear what those tips are. Tip 1: Make Sure They're Active on LinkedIn Donald shares that just because you see someone on LinkedIn doesn't mean they actually get on the platform. To ensure they're active on the platform, take the time to see if they're posting anything and how often they do it. You can quickly look into this by using LinkedIn Sales Navigator. If you don't have the tool, Donald shares an actionable tip on how to do this within the episode.  He also suggests you listen to past TSE episode 1743 on how to find active ICPs on LinkedIn. Tip 2: Be Patience One of the biggest mistakes most sales reps make on LinkedIn is connecting with people and trying to sell immediately. Donald discusses that connecting with them and building a relationship is better before trying to sell. This will help the potential buyer feel more comfortable talking with you and trust that your product is worth the money. You can do this by engaging with them on the platform. Start by reviewing what they share on LinkedIn and commenting on their posts. Tip 3: See What They Like on LinkedIn Another way to start conversations on LinkedIn is to see what content they like. You can review their recent activities on their profiles to see if a conference is coming up or if they like posts from a specific trend. Donald also shares you need to connect with people within your ICP company. Doing this will make you seem less of a stranger and help your potential buyer feel more comfortable talking to you. Bonus Tip: Write Personalized LinkedIn Messages Sending a personalized message doesn’t mean discussing personal matters such as children or the college they attended. Instead, it means you took the time to review their profile or activity and see what really matters to them on the platform. If they took the time to write a blog post on LinkedIn, you can send a personalized message asking a question about it. There you have it! These are short and sweet LinkedIn tips to help you find and connect with your ICPs. For those new to the show, subscribe to the podcast to help build your pipeline and close twice as many deals as you are now. “Focus on what matters to that individual. It’s the best way to start conversations on LinkedIn.” - Donald Kelly. Resources Donald C. Kelly on LinkedIn LinkedIn Sales Navigator 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