The Sales Evangelist

In this discussion, Jim Vaselopulos, a CEO consultant and leadership expert, shares his transformative insights on B2B sales. He emphasizes the importance of building peer-level relationships rather than approaching prospects as subservient. Jim recounts his journey from skepticism about sales to viewing it as high-level consulting, thanks to mentor Ford Harding. He highlights the value of curiosity over product knowledge, and the significance of diagnosing client problems before pitching solutions, all aimed at fostering trust and respect.

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

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