Emily Davidson, a sales strategist at Sandler Sales Training, and Mike Montague, her collaborator, dive into essential tactics for boosting sales performance as Q4 approaches. They explore overcoming productivity challenges and how to strategically prioritize accounts. The duo emphasizes the need for strong client relationships while balancing leadership responsibilities. Plus, they highlight innovative tools and the role of urgency in closing deals, alongside insights on enhancing sales with AI technology. Tune in for valuable lessons to maximize your sales potential!

Mark Roberge, a sales and venture capital expert known for his transformative work at HubSpot, shares invaluable insights into sales success. He discusses the Reticular Activating System (RAS) and its impact on mindset, revealing how beliefs shape sales effectiveness. Roberge explores case studies illustrating successful strategies, including the importance of tailored communication in medical sales and mastering personalized outreach. He emphasizes the psychological dynamics of selling, highlighting how reframing negative thoughts can enhance performance.

Dr. Jean Oursler, owner of a sales training company, specializes in tackling psychological barriers in sales. She discusses the 'caveman brain' concept and how childhood fears can sabotage prospecting efforts. Mindset plays a crucial role in overcoming these challenges, with strategies like positive self-talk being vital. Oursler emphasizes sales leaders' need to shift focus from merely setting goals to fostering team accountability and communication. By addressing mental obstacles, sales professionals can unlock their true potential and thrive.

Is your sales pipeline struggling? Discover the top killer affecting it and how to bounce back quickly. Learn why consistent prospecting is vital to keep opportunities flowing in. Hear a personal story of overcoming pipeline challenges and get tips on establishing disciplined prospecting habits. Understand the importance of goal-setting and nurturing leads for sustained success. Don’t wait for deals to close—always be ready to pursue new opportunities. Make prospecting a priority to avoid a dry pipeline!

Dale Dupree, the Leader of the Sales Rebellion, talks about the vital role of creativity in sales, especially in an AI-driven world. He argues that while AI can streamline processes, it lacks the emotional depth that humans bring to the table. Dale encourages sales professionals to infuse personal touches into AI-generated content for better connections. He also emphasizes having a deeper purpose beyond profits to motivate and inspire teams. Innovative outreach strategies, like using fun tactics to engage prospects, show how creativity can enhance sales efforts.

Most sellers take the time to master their pitching or objection handling skills. However, do you ever stop to take the time to master your active listening skills? Join me in this episode with my guest, Zach Bradshaw, President of Business Development at Brightkey, as we deep dive into the nuances of active listening in sales. Introduction: Meet Zach Bradshaw Zach is the Vice President of Business Development at Brightkey, a company that specializes in providing managed services to businesses.  His success stems from the many failures and obstacles he faced throughout his professional journey.  Overcoming rejected proposals and poor approaches has allowed him to hone his ability to listen to clients.  Now, he guides his team to approach client interactions without preconceived notions and to focus on genuinely understanding clients' problems in order to address them.  The Power of Listening in Sales Recently, I conducted a LinkedIn poll and discovered that one of the most important sales skills is active listening.  However, this doesn’t just involve using your ears to understand consumers' pain points. Zach shares that a seller must also take the time to understand the unsaid and read between the lines, which is a crucial aspect of active listening. Preparing for Effective Sales Conversations Always prepare yourself before engaging in sales meetings. Zach advises sales reps to conduct comprehensive research on their prospects to gain a deep understanding of their businesses.  Analyzing CRM data and reviewing past interactions allows you to anticipate potential challenges and tailor your marketing approach accordingly. This preparation sets the stage for a more meaningful and productive dialogue with potential clients. The Role of Team Collaboration and Continuous Learning Stop holding isolated one-on-one meetings and adopt the collaborative approach that Zach uses with his team at Brightkey.  Holding meetings with your team allows everyone to share their experiences and insights on the company’s sales.  This culture of continuous learning and shared knowledge helps team members develop a well-rounded understanding of various sales scenarios and enhances their ability to ask the right questions. Overcoming the Fear of Asking Difficult Questions Are you afraid to ask questions that might disrupt the flow of a conversation? Learn Zach’s strategy to overcome this fear and adopt a partnership-based approach. "Don't go in with a preconceived solution. Don't go in thinking that we're going to push a and b product because it was brought up at the most recent meeting." - Zach Bradshaw. Resources Zach’s email: zbradshaw@brightkey.net Zach’s LinkedIn  Brightkey.net  //thttpshesalesevangelist.com/opener 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.

Donald Kelly, a marketing and sales expert, shares his key takeaways from HubSpot's 2024 INBOUND event. He highlights that search engines are on the decline, with projections suggesting a 25% decrease by 2026 as AI becomes the go-to resource. Kelly emphasizes the importance of personalization in outreach, reflecting on a humorous cold email he received that lacked research. The conversation underscores how AI and social media engagement are reshaping strategies for modern selling, pushing for deeper connections with potential customers.

Andrew Barbuto, known for his successful strategies in sales and production, shares invaluable insights that set top performers apart from the average seller. He emphasizes the importance of time management and effective communication in driving success. Barbuto also discusses the need for uninterrupted prospecting and thorough research to truly connect with potential clients. He highlights how leveraging tools like CRM systems can streamline processes and enhance credibility, making a strong case for disciplined practices in sales.

In 2024, building a personal brand is essential for success. In this episode, I sit down with Ian Agard, a sales coach specializing in personal branding, to discuss how sales reps can strengthen their brand to enhance sales performance. Tune in to hear Ian's insights on leveraging your personal brand to close more deals. Meet Ian Agard Initially, Ian started his career as a marketer and eventually transitioned into becoming a proficient seller. His exceptional ability to connect with people, attributed to the strong personal brand he has built over time, sets him apart.  Ian has progressed through roles as a sales leader and a sales coach, where he now runs a sales coaching program called "Level Up."  His program is designed to help Business Development Representatives (BDRs), Sales Development Representatives (SDRs), and Account Executives (AEs) earn their next promotion within three to six months by focusing on mindset, habits, and mastering essential sales skills.  Why Personal Branding Matters A personal brand is what people think of when they see or hear your name. This is how you share your values, expertise, and journey, without having to explain it to every potential client. Ian shares how building a personal brand allows salespeople to create a strong connection with followers and better opportunities for sales growth.  Building Your Brand: A Step-by-Step Guide Ian shares how sales representative can start building their personal brand in three simple steps:  Vision and Values: Start by having a clear vision for your life and understanding your core values. Profile Setup: Ensure you have a professional photo and a value statement on your LinkedIn profile. Consistent Posting: At a minimum, post once a week sharing your journey, challenges, wins, and relevant industry insights. Ian also shares how niching down can help with finding your target audience. He shares his own experience of focusing on helping lawyers with digital marketing and the success that came from being a recognized expert in that niche. “Start today and build your brand. It's like farming. If you plant those seeds today, in 90 days, in 120 days, you're going to see some fruit and you'll be like, wow, why didn't I start this a year ago?” - Ian Agard. Resources Ian Agard on LinkedIn  Donald Kelly on LinkedIn https://thesalesevangelist.com/opener 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.

It’s no secret—a structured sales process can significantly boost your ability to close deals. Following a proven step-by-step method reduces the pressure and uncertainty when a potential buyer says "no." In this episode, I sit down with Gregg and Mike, co-authors of Sales Sucks, But It Doesn’t Have To, to discuss the sales strategies that have fueled their success. Tune in to learn how you can apply their techniques to achieve the same results. The Genesis of "Sales Sucks, But It Doesn’t Have To" Greg and Mike's Previous Roles: At their last company, Greg and Mike devised technological innovations that expedited onboarding and sales processes, helping the company grow faster than its competitors. Why Write the Book: After realizing that new sales representatives could improve by using these effective methods, they decided to create a book to outline their step-by-step process. Sales Methods for Leaders and Reps Rapport and Problem-Solving: Establishing rapport and understanding client problems are critical. Instead of a hard sell, frame conversations around problem-solving. Script and Process: Greg explains the importance of having a script and understanding the 'why' behind each part of the process. It's about helping customers make informed decisions rather than manipulating them. Role Playing and Real-Time Practice: To ensure that scripts are both practical and effective, frequent role-playing and real-time practice are crucial. This also helps identify and rectify any gaps in the process. Practical Application in Different Sales Scenarios Example Scenario – Selling HR Software: Greg provides a script for selling HR software, showing how framing the problem and solution sequentially helps in decision-making.  Leveraging Technology: Mike highlights how predictable behaviors in sales scenarios can be facilitated with technology, making the sales process more efficient and scalable. "It's really the ethical thing to do, to prepare and arm your salespeople to go in to perform in ways that better them." - Mike Latch. "You have a choice. Either make it the best, become the best in the company, or help the company get better, or go work for the best." - Gregg Murphy. Resources “Sales Sucks, But It Doesn’t Have To”  https://thesalesevangelist.com/opener 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.