The Sales Evangelist

1950 | How can I connect with a prospect who is not responding?In this episode, Donald Kelly tackles a common challenge faced by sales professionals: how to effectively follow up with a prospect who isn't responding. Learn actionable strategies that help maintain connection without crossing the line into annoyance, ensuring your efforts yield the results you desire.Understanding the Prospect's Perspective● Recognize that busy prospects may overlook messages, not outright ignore them.● Acknowledge the importance of persistence, as demonstrated by the client who called five times before getting a response.● Approach follow-up with empathy, knowing that a prospect's priorities may not revolve around your offer.Diverse Communication Channels● Use multiple methods to reach the prospect, including phone calls, emails, and texts to maximize your chances of connecting.● Follow up via LinkedIn, utilizing both messages and comments on their posts to keep the conversation alive.● Consider creative solutions like using WhatsApp or a different phone number to break through communication barriers.Effective Follow-Up Strategies● In emails, pose clear questions in the subject line to prompt quick responses.● Utilize voice messages to add a personal touch, making your follow-ups memorable.● Engage with the prospect’s interests by tagging them in relevant posts or articles, fostering a connection based on shared industry insights.Homework Challenge or Action Steps● Reach out to a non-responsive prospect using at least two different communication methods.● Experiment with a new strategy for follow-up, such as sending a video message or leveraging LinkedIn more creatively."Is there one Ryan, one reason, one way, one method? No, this is sales. Get used to it. You have to be creative." ● Donald Kelly.Timestamps● 00:00 ● Introduction● 00:20 ● Understanding the Prospect's Perspective● 02:42 ● Diverse Communication Channels● 05:03 ● Effective Follow-Up Strategies● 12:39 ● Closing thoughtsResourcesWhich side are you on? Connect with me on LinkedIn and let me know.Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help. We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Personalized messages or not? That is the question! Snov.io’s data has the answer, and you might be surprised by what it shows. I’ll also share my thoughts and tips for writing successful LinkedIn connection requests.Snov.io Data Analysis: Does Personalization Matter?·  I dug into the Snov.io data, which looked at over 44 million cold emails and 865,000 LinkedIn invites. ·  Surprisingly, LinkedIn invites without a message had a slightly higher acceptance rate at 30% compared to 27% for personalized notes. That 3% difference makes you wonder what the best outreach strategy really is.Personalized Notes: Strategy and Platform Limits (00:02:29 – 00:04:37)·  Even with the numbers, I still recommend sending personalized messages. Real engagement matters more than just acceptance rates. ·  LinkedIn now limits how many personalized requests free users can send, which shows they see value in personalization since it’s something they monetize.Why People Accept Requests: Psychology and Best Practices (00:04:37 – 00:07:25)·  Sometimes, no-message requests work because they feel less “sales-y.” People make quick decisions based on profiles rather than feeling pitched. ·  But I always suggest engaging before sending a request. Comment on recent posts, like content, or start a small conversation first. This helps create real connections.Building Engagement for Higher Acceptance (00:07:25 – 00:08:33)·  Here’s a simple process I follow: interact with a prospect’s recent activity, then send a connection request mentioning that engagement. ·  This approach leads to more meaningful conversations and much better results than sending mass, impersonal requests.Resources·  Which side are you on? Connect with me on LinkedIn and let me know.·  Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.·  If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help. o  We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.Sponsorship Offers1.  This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.  This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3.  This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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

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

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

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

Explore five sales techniques that can turn prospects off. Discover why BANT can feel like an interrogation and how to ask the right questions. Learn how to engage stakeholders without offending and avoid the pitfalls of too-rapid follow-ups. Uncover the risks of false urgency and the importance of eliciting genuine timelines. Also, find out why scripted small talk annoys prospects and how to make cold outreach more relevant with a tailored approach.

Finding B2B prospects isn’t as hard as it feels when you know where to look and what to focus on. Most people struggle because they are spending their time in the wrong places or chasing companies that are not ready to buy. In this episode, I am walking you through five sales strategies that help you find the right B2B companies faster and with less effort.1. Leverage LinkedIn Sales Navigator·  Sales Navigator gives you access to one of the most powerful databases for B2B prospecting. It helps you identify decision-makers who have recently stepped into their roles, when they are often most open to new solutions. ·  The advanced search and account filters make it easier to narrow in on the right prospects without wasting time. ·  (And yes, I also have a course that walks you through how to use it properly.)2. Utilize Third-Party Databases·  LinkedIn is great for identifying people new to their roles, but their contact information isn't always accurate. That is where third-party tools come in. ·  Platforms like Apollo, Lusha, Lemlist, and Liskit provide direct emails, phone numbers, and intent data so you know whether a company is actively researching your type of solution. ·  It is a smart way to confirm interest and ensure you reach the right person at the right time.3. Tap Into Referrals·  Referrals remain one of the best ways to generate high-quality leads. It may feel old school, but it still works. ·  The real issue is that most sellers never ask, and clients are usually willing to give them when asked. ·  Even a cold contact can point you to the right person if you approach them correctly.4. Reconnect With Your Existing Network·  Don’t forget about the people already in your phone, inbox, or LinkedIn connections. Take the time to warm them back up. ·  A simple “permission to ask a question” message can reopen a conversation without pressure. ·  Try using a tool like Connect the Dots can also show hidden overlaps in your network and make reintroductions easier.5. Build Partnerships·  Partnerships kind of take the marketing aspects off your hands for a bit. Collaborate with agencies, consultants, or service providers who already work with your target audience.·  It creates shared value and opens doors that would be harder to access alone.Bonus Tip: Use LinkedIn Posts and Hashtags·  Remember, LinkedIn is a social media platform! When you post, comment, or engage with content, include relevant hashtags. ·  This helps the algorithm show your content to more B2B prospects who are already looking for solutions like yours.“Concepts and ideas can be great, but if you’re not applying them, they won’t work.” - Donald Kelly.ResourcesIf these prospecting tips helped, my LinkedIn Prospecting Course for more guidance.Got questions? Reach out to me on LinkedIn.Sponsorship Offers1.  This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.  This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3.   This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Discover how to transform your LinkedIn profile into a powerful prospecting tool. Learn why a resume-style profile is a miss and how to design a compelling banner that captures attention. Craft a headline that showcases your value and an About section that speaks directly to client pain points. Create targeted micro-lists for better outreach and engage thoughtfully with prospects to build rapport. Plus, actionable homework to enhance your profile and connect with 20 potential leads!

I’m digging into The Sales Evangelist archive to bring you another gem! One of the best parts about this podcast is that so many episodes share timeless sales strategies you can use for years.This rerun features Brynne Tillman, CEO and “LinkedIn Whisperer” at Social Sales Link, and author of The LinkedIn Sales Playbook. If social selling feels like a mystery, you’ll want to hear Brynne break down her 4 LinkedIn Pillars for business development.The Value of a Great LinkedIn Profile·  Your LinkedIn profile isn’t just an online résumé—it’s your first sales tool.·  When prospects visit your page, they’re not looking for your mission statement or how long you’ve been in business. They want to know how *relevant* you are to them.·  Head to getmyssicore.com for a personalized score that rates your social selling skills.·  The higher your score, the more likely buyers are to see your value.·  Write your summary like a mini blog post—something that instantly helps your reader.·  Highlight the challenges your buyers face, and share three to five insights they can use right away.·  When you lead with value, you build credibility faster and move through the sales cycle with less friction.Pillar 1: Establish Your Professional Brand·  Your professional brand is your profile. By positioning your profile to offer insight and value, you build credibility and spark curiosity.·  You’re getting prospects excited to take your call. If they can learn something just by visiting your profile, they’ll imagine a conversation with you will be even more valuable.·  Position yourself as a subject matter expert and thought leader.Pillar 2: Find the Right People·  How are you using LinkedIn to find your buyers and influencers? If it’s true that an average of 6.8 people are involved in every major buying decision, how are you identifying all the right people within an organization?·  Instead of focusing only on the champion, who else should you reach out to or engage?·  Prospecting and relationship-building go hand in hand. It’s about offering real value and leveraging your network to get introductions to your target prospects and buyers.·  Create search strings using your buyers’ titles, tailored to your target location or industry.Pillar 3: Engage With Insights·  How are you sharing, commenting on, and engaging with content? Are you using hashtags to find the right conversations? Are you feeding your network with valuable insights that move them closer to your solution?·  It’s more than just liking or sharing. LinkedIn rewards consistent engagement—sharing, commenting, and contributing to conversations.·  Avoid “random acts of social.” Anything done without intention or purpose rarely leads to success, especially on LinkedIn.Pillar 4: Build Relationships·  “Connecting and forgetting” is like collecting business cards that just sit in a stack on your desk. How valuable is that? That’s not a network.·  There’s more value in genuinely connecting with a few people at a networking event and having meaningful conversations than there is in collecting every business card in the room. Bring that same thoughtfulness online.“There’s no reason to network differently online than you do in person.” - Brynne Tillman.ResourcesYou can also check out episode 1088 to hear the rerun with Brynne Tillman. Connect with her on LinkedIn and grab a copy of her book, The LinkedIn Sales Playbook.Sponsorship Offers1.  This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.  This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3.  This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.