The Sales Evangelist

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

On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with Matt Dixon about how top performers overcome customer indecision. At the beginning of the pandemic, sales went entirely virtual overnight. Matt, and his team, studied 2.5 million recorded sales calls to answer the questions: what possesses a customer to go through an entire sales process and then not follow through, and what do the best salespeople do to avoid that happening to them? The answer is the JOLT effect. What do most salespeople do when customers get cold feet? Many salespeople are taught that the reason this happens is that you haven’t beaten their status quo.  They dial up the FOMO. Matt found that this increases the odds that the customer will do nothing.  Two reasons that the deal could be lost to no decision The customer still feels the pull of the status quo and they believe what they are currently doing is good enough. They don’t see that switching to your product is a better alternative.  They are indecisive about changing the status quo. They don’t know what to pick, they feel a lack of information, or they feel like they won’t get what they are paying for.  How do you overcome customer indecisiveness? The JOLT effect During Matt's study, he found that there are four behaviors that high performers use to get customers unstuck. The acronym JOLT.  Judging the level of indecision. The best salespeople use a technique of pings and echoes.  Offering a recommendation. If everything looks good, then doing nothing seems like the best option. The best salespeople narrow the options and then recommend to the customer what they believe would be best.  Limiting the exploration. When the customer asks for more information it may feel like the customer is making progress. Beyond a certain point, the customer is engaging in analysis paralysis. To limit their exploration you need them to trust you and consider you the expert.  Taking risks off the table. Manage expectations early on and then give them a safety net.  Resources To learn more about Matt’s company visit dcminsights.com To learn more about the Jolt effect visit the Jolteffect.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

What makes the top ten percent of sellers different from the other ninety percent? Listen to this episode of the Sales Evangelist podcast to find out. Donald sits down with Kristie Jones in this riveting episode to discuss strategies for excelling in the sales industry.  Kristie, an expert working with early-stage startups, shares her extensive experience in formalizing sales processes and managing hiring practices. This episode delves into the intricacies of selecting the correct sales role, leveraging one's strengths, and the importance of personal development for career success. Tune in and gain insightful advice on helping young sales professionals reach their full potential. Choosing the Right Sales Role Kristie explains the motivation behind her book, addressing the common pitfall of entering unsuitable sales positions.  She stresses the vital role of self-awareness in sales success, advocating for individuals to understand themselves before attempting to comprehend the prospect.  Drawing parallels with sports, she discusses the significance of finding a perfect match in one's sales career to reach their full potential. Taking Ownership and Embracing Opportunities Amid the exploration of various sales approaches, Kristie emphasizes the necessity to take initiative and seek one's own opportunities.  Referencing sports icons like LeBron James and Novak Djokovic, she underscores the dedication and sacrifice required to achieve greatness, a principle applicable in both sports and sales. The Path to Personal Growth and Career Advancement Kristie dives into the importance of evaluating whether a job shift aligns with one's personal growth objectives.  Her interview process focuses on qualifying candidates thoroughly to ensure job alignment with long-term career goals. Donald and Kristie share insights about the significance of career clarity and making intentional job transitions. The Importance of Self-Care and Personal Development A key theme of the conversation is the prioritization of self-care and personal development by top performers.  Kristie and Donald highlight how exercising, reading, and nurturing family relationships contribute to success.  They contend that personal growth and understanding human psychology are critical in sales. Identifying and Nurturing Your Sales Superpower Kristie talks about discovering one's 'sales superpower'—a unique ability that makes individuals stand out in their field.  She shares her personal superpower and advises on identifying and refining these innate skills to thrive in sales.  Donald and Kristie also analyze the traits that mark high-performing B2B sellers in enterprise environments. Visualizing Success: Lessons from Athlete to Sales Expert As a former competitive racquetball player and current tennis enthusiast, Kristie expounds on the mental side of competitive sports.  She discusses the role of visualization and positive affirmations in achieving excellence, drawing analogies with successful CEOs and athletes. This mental fortitude, she implies, is directly translatable to the discipline needed in the sales domain. Kristie further discusses the importance of sales representatives building their foundational skills and sales leaders providing comprehensive training. Donald echoes this sentiment, encouraging listeners to seek continuous personal and professional growth. For those wanting to dive deeper into Kristie’s sales philosophies, be on the lookout for her newest book. Sign up for the newsletter here, “Selling Your Way In: The Playbook for Setting Your Income and Owning Your Life.”  “When you're a top ten percenter, you have a lot of choices, and you get to select the position, that role, the company, the industry that will fit your long-term career goals best.” - Kristie Jones. Resources Kristie Jones on LinkedIn Sales Acceleration Group  Selling Your Way In Newsletter Sponsorship Offers 1. 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 need help finding your ideal prospects on LinkedIn? In this five-minute episode of the “Sales Evangelist” podcast, you’ll discover seven ways to find the perfect clients. Host Donald Kelly shares simple methods to help sales representatives find clients they really want to work with.  Discover the seven best ways to find the right LinkedIn contacts. 1. Use LinkedIn Sales Navigator Donald stresses the point of finding clients who need your services. He suggests creating an Ideal Customer Profile (ICP) to help you find the right ones. One of the best ways to do this is using LinkedIn Sales Navigator. You can use the spotlight filter to find engaging people posting on the platform. You can use your ICP to target potential customers based on their industry, interests, and the companies they work for. Also, pay attention to how often they post on LinkedIn. Potential clients are more likely to engage with you than ignore you. 2. Look at the Engagement on LinkedIn Posts Consider looking for LinkedIn posts based on your industry. Then, pay attention to the individuals engaging with these posts. Look through their profiles and see if any of them match your ICP. 3. Industry Influencers No matter your industry, some individuals are prevalent within the space. These individuals are more than likely to receive the most engagement on LinkedIn. Find these influencers and see who is engaging with their posts. Again, check to see if they match your ICP. It’s a great way to send a personal connection with potential customers. 4. Contacts of Companies Like influencers, searching for companies within your industry allows you to find potential customers who follow them.  Donald provides an example of how to do this within the episode. 5. People Who Follow Your Company One of the best ways to find your ICPs is by seeing who follows your company. You can easily do this with the LinkedIn Sales Navigator tool. 6. General Filter If you’re not using LinkedIn Sales Navigator, you can use the general filter on the platform. Go to the search bar and use the filter to find people who fit your ICP. 7. Focus on People Who Engage With Your Post You should post on LinkedIn regularly and pay attention to those engaging with your content.  They’re likely potential customers who may need your products or services. Once again, wonderful tips from Donald Kelly. If you’re ready to build your pipeline and close twice as many deals as you do now, subscribe to the TSE podcast for more sales advice. “Engagement leads to conversations. Conversations lead to opportunities.” - 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

An article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness.  Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians.  The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success:  Win the morning Do hard things Embrace feedback Learn from failure Choose your attitude Do one more Have a purpose Recommit every single day Be patient Fear no one Win the morning Winning the morning is all about starting strong. People complain they don’t have enough time in the day but the truth is, there’s not enough time because they’re not using the time they have. Instead, they’re wasting it.  All you need to do is to start the morning strong by getting up with purpose. Successful people and high-performers are able to do hard things. Sometimes one of these is to wake up early when nobody else does.  Move towards your goal by telling your body to get up, even when it wants to sleep. This is you practicing to dominate your body. If you do that over and over again, you are going to be able to train yourself to do difficult things. When you don’t want to pick up the phone to make a sales call, train yourself by telling yourself to pick up the phone anyway. Make that first decision ad it will get easier. Winning the morning is important because it starts your day off with taking control. Tell yourself to do one thing and attack it.  Regardless of whether you’re a night person or a morning person, your morning begins when you wake up. Wake up strong by doing it on purpose and with passion. Set up a routine, workout, eat right, fill your mind, and fill your heart.  There are two things that people often underestimate when trying to achieve greatness: How long it’s going to take and how hard it’s going to be. Whether you set a personal goal or a professional goal, don’t underestimate how difficult it’s going to be or how long it’s going to take for you to achieve the goals. The danger in doing so is that you’re mentally unprepared when adversity comes. When problems strike, many would-be performers pull the plug and give up. High-performers, on the other hand, have the ability to do hard things because they have acknowledged beforehand that achieving their goals may be hard. They’ve prepared themselves mentally and physically for the hard things.  Successful people didn’t realize their achievements overnight. Many hours, days, months, and sometimes years are spent working towards their goals. They win the morning and keep going. Little things matter People tend to seek out the hard actions and don’t realize the tedious detail-oriented things matter just as much. Examples are reading for on-going education and taking notes during training.  Great performers don’t take these details for granted. The details that need to be executed will be different from one person to the next. The key is to find the details that apply to your success and whatever they are, do them.  Learn from failures The inability to learn from failure is the number one factor that destroys would-be performers. Many professionals from various careers and industries are afraid of failure.  It’s not necessarily even the failure in itself, but their interpretation of failure. They perceive that failure means they’re not good enough. These negative phrases that play over and over in someone’s mind lead to feelings of failure but you can train yourself to understand these feelings don’t reflect the truth of the situation. Instead of viewing failure negatively, It can be looked at as an opportunity to learn. Every successful entrepreneur has seen failure and fought against it. They overcome these adversities by using failures as a means to learn from their mistakes and get better.  Sarah Blakely, the CEO of Spanx, was asked why she’s so good at her job. She attributed her success to the training that got from her father. Sarah’s father would ask her, “How did you fail today and what did you learn from it?”  She grew up learning from failure. Those who are willing to learn from failure will fear it less and those who fear it less are more dangerous because they know how to use it. When you can wake up every morning, not being afraid of failure, you take the pressure off yourself.  You’re able to go after your goals and take chances you might not have otherwise. You will experience failure but when you do, you’ll know how to face it, learn from it, and overcome.  A laundry list of failures  Prepare yourself mentally for failure by listing all the ways you could fail. List them all no matter how simple, unlikely, or outrageous these failures could be. Once you have identified them, think of ways to respond to each of these scenarios and have a plan of action. Having a bounce-back plan gives you the confidence to take care of these potential adversities because now you know you have a course of action. This will save you from reacting emotionally and negatively when failure strikes and you will be less likely to give up.  Keeping the momentum We can start a new venture well but it takes the right traits and qualities to keep the momentum going. Typically, the problem isn’t about the lack of motivation or the lack of competence.  Oftentimes, the problem lies in the size of the list.  Sometimes we have too many actions on the list and we become overwhelmed. It’s important to start small. Start with one high-performance habit and when you achieve it, motivation will naturally fall into place. There are many elements to having mental toughness. The most important thing is to identify the one thing that keeps you from excelling right now and take on a new habit to defeat that mindset or situation. Hone in and develop the behaviors around that. Once you’ve automated that one habit, go onto the next one. It’s a continuous learning process. It’s continual growth and development until you become the successful person you want to become.  Do one more You can also develop mental toughness by doing something even if it’s difficult to do. Your body will go where your mind takes you. The ‘do one more’ principle means telling your body what you want it to do. This is one of the important habits that lead to success If a typical salesperson has a goal of talking to 10 prospects in one day, then don’t be typical. Do one more. By making this decision, you’ve taken control.  Doing this over and over again will increase your motivation as you achieve your goals. This is one of the most powerful principles that you can develop.   High performers don’t settle for average. They go up and beyond. They hit one more call, they read one more book, and they write one more email. That is the separating factor.  Fear no one Fear no one but be respectful to everyone. Treat everyone the same regardless of their social status and carry this mindset everywhere you go, regardless of who you’re talking to.  Everyone is important.   Stop trying to read other people’s minds because that will plant seeds of doubts in your own brain and you defeat yourself.  You’re allowing other people to intimidate you because of the script you’ve created in your own mind. You may have a little trepidation but that’s normal. Everyone feels some fear but you still have the opportunity to be courageous by acting despite the fear. Remember, anyone can be beaten.  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

Have you ever wondered how the sales process is in Europe? One of the key differences between American and European outreach methods is phone usage. European sales representatives rely less on phone calls than in America when contacting potential customers. But why is this, and could it be a better outreach strategy? In this exciting episode of the Sales Evangelist podcast, host Donald Kelly speaks with guest Kiran Ramaiah, a sales expert, on European outreach strategies. Sales representatives across the globe rely less on spamming their prospects and instead focus on building authentic relationships when selling. Tune in and discover why it’s better to follow this method. Understanding GDPR and Sales Outreach in Europe The General Data Protection Regulation (GDPR) has significantly shifted the landscape of sales outreach in Europe.  Consent is paramount, with emails and LinkedIn messages being the go-to methods, while phone calls require prior consent.  Kiran and Donald discuss how prospecting in Europe demands a nuanced approach—longer cadences, compelling subject lines, and concise messaging—to navigate this regulated environment successfully. Prospecting with Precision Kiran outlines the cornerstone of European prospecting: tailored messaging and meticulous research on buyer personas.  He emphasizes the effectiveness of LinkedIn for uncovering trigger events and crafting relevant connections.  Donald concurs, stressing the importance of simple yet impactful messages resonating with the prospect's interests and needs. Sales Sequences in the European Market Challenges in Europe include the difficulty in cold calling and the necessity to refine sales tactics based on contacts' roles and industries.  Kiran shares why grasping buyer personas and industry-specific peculiarities is key to developing effective sales sequences. Sales Cadences and Cultural Considerations Recognizing cultural differences in outreach is crucial.  European cadences stand in stark contrast to their American counterparts, requiring thoughtful spacing of communication to respect the recipient's time and avoid being marked as spam.  Kiran advises against requesting calls in the first email, promoting respect for the prospect's decision-making process. Closing Deals with Relevance and Value Both Donald and Kiran concur on the significance of communicating value.  Kiran shares methodologies that accentuate relevance to prospects, boosting the chances of successful deal closing.  The expert duo caution against repetitive 'bumping up' of emails, advocating for personalization and aligning with the prospect's priorities. Leveraging LinkedIn and Crafting Subject Lines Kiran's strategy of leveraging LinkedIn to engage prospects illustrates the power of platform research and personalized subject lines.  Donald emphasizes using LinkedIn to stay informed on current events and fostering genuine connections. Timing and Follow-Up Communication An essential strategy that Kiran highlights is the timing of follow-ups.  He suggests allowing at least five days for recipients to respond, advocating for patience, and respecting the prospect's process. Before you try selling to a client in Europe, learn some of the techniques sales representatives use to help win them over. European sales representatives rely on social media and email before calling a potential customer.  Building a relationship with a prospect before selling to them is important. If you do it the American way, you’re more than likely going to get ignored.  “But the moment you ask them for a call on the very first email, they will not even reply to you at some time. They will say, okay, not interested.” - Kiran Ramaiah. Resources Kiran Ramaiah 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

Do you have a clear vision of what you want for 2024? If not, then you are already setting yourself up for failure. This year should be about improving your income, succeeding, and thriving in the sales industry. But the only way to do this is by establishing a clear vision for yourself. In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives into the importance of creating a vision as a salesperson. He provides practical insights and tips on how sales professionals can develop a vision, set effective standards, and achieve their goals to thrive and succeed in 2024. Understanding Vision, Mission, and Standards Donald clarifies the distinction between vision and mission. He highlights that while the mission statement reflects current actions and objectives, the vision pertains to future aspirations and long-term goals. Drawing from an example by the Lassian blog, he illustrates how a sales professional's vision may encompass aspirational goals, such as becoming the top performer in their organization or making a meaningful impact in a specific area, while their daily mission involves tasks and responsibilities to achieve that vision. Incorporating Standards Donald emphasizes the importance of setting minimally acceptable levels or benchmarks, which individuals should continually work towards.  He draws parallels between standards in sales and other professions, emphasizing that standards serve as critical metrics that align with an individual's mission and vision. These standards represent the key performance indicators (KPIs) necessary to achieve long-term goals. Practical Application for Sales Professionals Donald provides actionable advice for sales professionals, focusing on implementing these principles in their daily routines.  He emphasizes identifying three critical standards directly contributing to achieving the set vision.  Additionally, he suggests incorporating specific daily goals or KPIs that align with these standards.  For instance, he recommends setting goals for prospecting time, outreach efforts, and referral requests, emphasizing their direct impact on achieving the established vision and standards. This episode provides valuable guidance for sales professionals seeking to elevate their performance and achieve long-term success in 2024. Join Donald as he shares his insights and  actionable strategies for sales representatives. “The vision is very different from the mission statement. The mission statement is what you or your company is doing right now. The vision is something you’ll accomplish in the future.” - Donald Kelly. Resources The Sales Evangelist Master Program Donald C. Kelly 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

Have you ever noticed how hostile the world is today? You go to turn on the news, and the reporter is discussing the latest shootings or the war in Russia. When you scroll through social media, you notice the many arguments people are having over the slightest disagreement. What about your inner self? Do you find your mental health in a primarily negative state? When one bad thing happens to you, do you fixate on it all day? With so much negativity around, how can you change it to thrive in a more positive environment? In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Anthony Iannarino, the author of the book "The Negativity Fast." Tune in to discover the health risks of negativity, the benefits of gratitude, and why you need to grab a copy of this book. Negativity Fast Background After the shutdown and people returning to their regular routines, Anthony noticed how everyone around had a negative aurora around them. Everybody complained about everything, no matter how minor the issue was. Due to this, he conducted research on why humans are more pessimistic and struggle with staying positive. In his book, you’ll discover the scientific reasons for negativity and how people can switch to becoming more positive. One thing he noticed while researching and writing the book was that he was writing it for the wrong group of people. He believes mindfulness and knowing the importance of mental health should be taught to children in elementary schools. Doing so will help them remain optimistic as they become adults, and they can struggle less when it comes to their mental health. Why Are People So Negative? Anthony discusses how many people operate on negativity bias in his book. This prevents them from seeing the positives in their lives. He also shares the four elements of negativity bias: Negative potency: Negative things register more emotionally than positive things. Steeper negative gradients: The closer you get to an adverse event, the more damaging it feels to you. Negative dominance: You focus more on something negative, even though something positive just happened to you. Negative differentiation: It’s harder for your brain to process negative experiences. He also shares that people are more negative due to being in an ACDC environment. ACDC stands for Accelerated Constant Disruptive Change. Anthony provides an example of AI technology and how everyone saw it as unfavorable based on the ACDC environment analogy. How Do You Stop Complaining?  Anthony shares that life expectancy is going down due to fentanyl and suicide. People turn to drugs and believe they need to escape due to not seeing the positives in life and not having anything good to look forward to. His secret to stop complaining is to remember it’s bad for his physical and mental health. From his research, he discovered that when someone is a chronic complainer, the hippocampus gland in the brain begins to shrink. As it shrinks, it’s harder for you to figure out how to fix your problem.  He also discusses how those who complain all of the time ruin their relationships as it pushes people away. Nobody wants to listen to somebody be negative all of the time. Anthony shares that the best thing to do about your problem is to correct it.  Importance of Gratitude When you buy his book, you'll notice two pages of citations on the benefits of gratitude. He included the sources because he wanted people to know the scientific research behind gratefulness. Some benefits include better cognitive thinking, reduced chances of heart attack, a stronger immune system, closer relationships, and reduced inflammation within the body. Suppose you want to help others or yourself to practice more gratitude. Anthony says it's best to follow Martin Seligman's advice. At the end of your day, write down three things that went well for you and why they did. After doing it for a month, you'll notice that more good things happen to you than bad things. This will help you shift your focus on the negatives and realize the good within your life. Why You Should Help Others? Anthony shares a story of him buying dogs from the humane society. The workers posted a picture of him on Facebook, calling him an angel. After that, more people came to the organization to buy animals.  He also shares a story of why he gave a homeless man $80.00, and his daughter thought he was crazy for doing so. However, it was a wonderful thing that he helped the man. The moral of the stories is that taking the time to help others makes you forget about what you’re complaining about. The last piece of advice from Anthony is to remember your time here is short, and you should spend it in a positive state as much as you can. You're the source of your negativity and can shift it to positive. If you are in a negative state of mind most of the time, you must listen to this TSE podcast episode. It's an insightful episode that'll show you how important it is to care for your mental well-being. Also, don't forget to grab your copy of Anthony Iannarino's newest book, "Do A Negativity Fast This Year." “Nobody objected you. They objected to the sales proposition. They don’t know you well enough to object you. You’re a salesperson and not family.” - Anthony Iannarino Resources “The Negativity Fast,” by Anthony Iannarino 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

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it. Who is Chris Beall? Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend. The Number One Objection Sellers Face: In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”. What triggers this objection? Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly. One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition. Although this is a useful avenue for marketing, it’s TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending. Think about it: You’re effectively telling whoever you’re calling that THEY’RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we’re all set” objection. Why should the buyer go with your solution when they think their solution is already effective? So, how should sellers overcome this objection? You have to RELIVE the fear of whoever you’re calling. Virtually ALL cold callers assume the person they’re calling is angry or annoyed with them. In reality, though, this person is scared. You’re someone they do not know, and we’re naturally afraid of the unknown. To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you’re calling. If you want to learn more about Chris’s strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.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. 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