The Sales Evangelist

You made five hundred cold calls in one day. In four hundred calls, no one answered, and in another fifty, the potential clients said a hard no. In twenty-five calls, you received maybes; in the last twenty-five calls, the potential buyers said yes. With you making so many calls in one day, you figured more people would say yes. This is why so many sales representatives believe cold calling is dead. Bust, honestly, it’s not. It’s just the old methods of cold calling are dead. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with guest Gabe Lullo about the new cold calling techniques. Gabe shares his expertise and insights on cold calling, sales strategies, and staying relevant in the ever-evolving sales landscape. Discover the importance of relevant messaging, personalization, human touch, and effective communication in this insightful episode. Is Cold Calling Dead? Addressing the prevalent debate, Gabe firmly asserts that cold calling is far from dead. Supported by data and real-life experience, he emphasizes the effectiveness of cold calling in qualification, call-to-action, and appointment setting, debunking the myths surrounding its relevance in the current sales environment. Modern Sales Approach Gabe stresses the importance of an omnichannel approach, integrating call, email, and social platforms to establish meaningful and relevant connections with prospects.  He emphasizes the need for high-volume activity paired with a relevant message, highlighting the power of personalization and the human touch in driving engagement. Strategies for Relevant Messaging Gabe delves into the nuances of crafting relevant messaging, emphasizing the importance of relevance over mere personalization.  He shares insights on identifying and leveraging data providers to tailor messages according to the prospects’ specific verticals and ICPs, and the significance of using technology for optimizing communication channels. The Role of Human Touch and Empathy The conversation explores how human touch, empathy, and personalized, relevant communication set sales professionals apart in the current market.  Gabe emphasizes the need to sound like a human, not an AI bot, illustrating how to engage prospects effectively and foster genuine connections. Optimizing Sequencing Gabe challenges the traditional sequence approach, advocating for a burst of activities across multiple channels rather than drawn-out, segmented sequences.  He highlights the significance of engagement and conversation to drive effective communication, emphasizing the need to adapt and modernize sales strategies. Mastering the Cold Call Gabe shares valuable insights into mastering the art of cold calling, stressing the need for extensive training and knowledge of objection handling.  Understanding and anticipating objections empowers sales professionals to navigate conversations effectively and win at cold calling. In this power-packed episode, Gabe provides invaluable insights into the world of cold calling and contemporary sales strategies. Listeners gain practical strategies for staying relevant, fostering engagement, and mastering the art of cold calling in the ever-evolving sales landscape. Remember, cold calling isn't dead, and with the right approach,  it remains a critical tool in the modern sales professional's arsenal. Discover how to use cold calling the right way in this TSE Podcast episode.  “Well, first off, cold calling is absolutely not dead. And I don't come to these calls with opinions because I think opinions are not really valuable. I come with data and stats, right? Our reps are making tens of thousands of phone calls per day. And we have a lot of close friends who have very large organizations in which we've built their in-house teams or at least assisted. And so we know what they're doing, too. Thousands of data points and calls have shown us that the phone is still the ultimate weapon for qualification, getting a call to action, and getting an appointment on the calendar.” - Gabe Lullo.  Resources Gabe Lullo 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

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn’t the only part of the equation; you first have to get their attention! In today’s episode of The Sales Evangelist, Donald is joined by Dr. Stephen Timme and Melody Astley to discuss their recent book Insight-Led Selling, which details how to learn how buyers think. But first, why did they write a book? Ultimately, Stephen and Melody wanted to create a resource their clients and community could utilize. It’s harder than ever to sell to enterprise sellers (yes, people say that every year. But it’s true!) And COVID-aside, the subscription-based economy is growing. There are more stakeholders than ever before in traditional buying processes. At the same time, implementation costs for platforms are lower, making it easier to switch between service providers. They interviewed many executives to see how they felt about sales.  From AT&T, Coca-Cola, Proctor and Gamble, and even Honey-Baked Hams, Stephen and Melody interviewed executives to learn firsthand how they felt about salespeople. (If you were curious, Honey-Baked Hams didn’t even give them coupons. We’re just as disappointed as you are.) They asked one simple question: what could sellers do better? Below were the three overwhelming responses: First, tell me something I don’t know. Second, how does what you’re selling align with my goals and strategies. Third, make my life easy (and don’t give me a 30-page proposal.) Personalization is more than inserting the name of each person in an email blast.  It’s developing a point of view that is interesting to the person you’re talking to. Hold on, let’s say that again for those who missed it: spend a moment to develop a point of view interesting to the person you’re talking to. As a sales leader, we expect output from our BDRs. But we can’t do this and expect results from a spray-and-pray method. The game has changed. How can you implement these sales techniques? For publicly-traded companies, you have access to specific financial figures; use that to align your selling proposition with their capabilities.  Explain the “how” you can help them before you can get into the “how much.”  For sales leaders, equip your salespeople with the specialized knowledge they might need.  You can self-learn if you feel unsupported by your organization, or (and an even better strategy), ask your organization for support. Their final takeaway? Understanding the language of how a customer speaks (and relating that to financial objectives) is a skill that will last the rest of your career.  Insight-Led Selling is available for purchase on Amazon or Barnes & Noble. To contact Melody and Stephen, reach out at info@finlistics.com or connect on their business’s LinkedIn page. (Or connect directly with Stephen and Melody.) 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

Oh no! It’s happening again. The biggest search engines are making changes. But, this time, it’s to protect people’s email accounts. Sellers sending out over 500 emails per day may want to stop because there will be repercussions for doing so.  In this episode of "The Sales Evangelist Podcast," host Donald Kelly addresses the recent strict changes announced by Yahoo and Google regarding email outreach.  How will these changes affect your sales approach? What are the limits to how many emails can you send now?  Tune in to this week’s episode and learn how to adapt to these recent changes. Understanding Yahoo and Google's Changes Donald breaks down the changes announced by Yahoo and Google, highlighting that bulk senders who dispatch more than 5000 emails per day must adapt to align with the heightened requirements.  These changes aim to shield end users from spam and potential security risks associated with excessive unsolicited emails. Insights Derived from Mailgun Referencing insights from Mailgun, Donald delves into the implications for sales professionals and how these changes impact their outreach strategies.  He emphasizes that aligning with the standards enforced by Google and Yahoo is essential for safeguarding email deliverability and maintaining a positive sender reputation. Essential Practices for Email Outreach Donald outlines three crucial elements that sales professionals must prioritize to navigate the evolving email outreach landscape.  These include authenticating emails, enabling easy unsubscribe options, and sending targeted emails that cater to recipients' interests and preferences. Implications for Sales Professionals Addressing the potential impact on sales professionals, Donald discusses the nuances of these changes for individual contributors and organizations.  He stresses the importance of adherence to email authentication practices, particularly for organizations with multiple sales representatives engaged in outbound email activities. Technical Requirements for Email Authentication Donald elucidates the technical aspects of maintaining compliance with Google and Yahoo's email-sending policies.  He emphasizes the need to implement SPF, DKIM, and DMARC measures to uphold authentication standards for domains exceeding the 5000-email threshold. Adapting to Enhance Relevance and Impact Drawing parallels between the evolving email outreach landscape and the need for enhanced creativity and relevance, Donald underscores the importance of crafting substantive and impactful communications.  He stresses the need for sales professionals to establish reference points, leverage referrals, align with recipient interests, and ensure a respectful and relevant approach. Embracing a Thought Leadership Mindset Encouraging sales professionals to adopt a thought leadership mindset, Donald emphasizes the importance of focusing on individual buyers' specific needs and challenges.  He advocates for aligning communications with potential impacts on the buyer's role or responsibilities, thus enhancing the relevance and impact of outreach efforts. Donald urges listeners to elevate their sales game and take advantage of the resources and sponsors highlighted in the episode. He offers valuable guidance for sales professionals seeking to adapt to the changes in email outreach and elevate their approaches to securing quality sales opportunities in a shifting landscape. Resources TSE LinkedIn Prospecting Course MailGun Update on Gmail and Yahoo "Slow the game down. Don't rush, don't stress. When there's a breakaway by far, go ahead and take that breakaway. Take that shot. But right now, let's slow the game down. Let's play the field and increase the chances of us scoring" - Donald Kelly. 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 this episode of the TSE podcast, host Donald Kelly speaks with development lead Brain Liebel from Ambition. They dive deep into the rhythms of successful sales strategies and performance to redefine the sales approach.  Donald and Brian unpack the essence of human interaction in sales, the strategic 'snowball effect' of building a robust sales pipeline, and how to turn data from sales conversations into tactical gold. Let's sift through the invaluable insights from this rich discussion. Human Interaction: The Core of Sales In today's world, where automation and technology are prevalent, the importance of human connection can sometimes be underestimated. However, Brian underscores the irreplaceable value of human-to-human interaction, especially during the initial conversations in the sales pipeline.  Using analogies from lead utilization, he emphasizes the need for salespeople to focus on engagements ready to blossom instead of wasting potential opportunities. Creating a Documented Sales Process Drawing from his expertise, Brian advises having a carefully documented process within sales teams. This cornerstone allows for iteration and implementation of tactical solutions, moving beyond the often insufficient directive of simply 'putting in more effort.'  The systematic approach is about leveraging every lead and conversation to build a 'snowball' that grows over time - a strategy that becomes increasingly more potent as insights and data are collected. The Role of Ambition and Networking Brian shares his experience with Ambition, a sales coaching and performance management platform. This tool exemplifies the integration of data-driven strategy into everyday sales tasks.  Additionally, Brian extends an offer to connect on LinkedIn, allowing listeners to delve into sales discussions and gain further insights from a well-established industry leader. Organization in Prospecting Brian stresses the importance of organization in prospecting. He offers actionable advice on maintaining accurate data, imperative for evaluating performance and strategizing more effectively.  He outlines four vital administrative tasks: transcribing notes at an account level, implementing a tagging system, devising customizable queries, and updating the conversation timeline. Deep Dive into Tagging Systems A specific focus was given to the tagging system, with Brian explaining that a balance is required in the number of tags used. This balance ensures that the system aids the organization without becoming overly complicated.  Such a system assists in categorizing follow-ups, creating a more efficient path to revisit prospects. The 'Snowball Effect' of Sales Conversations Brian breaks down the 'snowball effect,' offering concrete statistics gathered from the Bridge group detailing the monthly average quality conversations salespeople have.  He also illuminates the conversion rate of these interactions and the long-term value of conversations that don't immediately result in meetings. This is a testament to the importance of viewing every conversation as a stepping stone to eventual success. Collecting Sales 'Gold Flakes' To harness the full potential of conversations, Brian advocates keeping logs of critical data points post-discussion.  He shares his tagging method for optimizing follow-up actions, such as tagging direct dials and follow-up dates.  Additionally, the speakers recommend creating touchpoints on LinkedIn and sending follow-up emails to help prospects remember the interaction, likening the process to collecting small gold flakes that accumulate into a valuable reserve over time. Gratitude for Insights As the discussion wrapped up, both speakers exchanged gratitude, highlighting the importance of sharing knowledge and appreciation in the sales community.  These moments of connection nurture professional relationships and foster a supportive atmosphere where learning and development can thrive. Donald and Brian agree that the meticulous process of cold prospecting, akin to sifting for gold, makes top-of-the-funnel activities enjoyable and fruitful. Sales professionals can elevate their pipelines by making every piece and interaction count and relish the journey toward a rewarding outcome. Join us for the next episode of “The Sales Evangelist” as we continue to uncover the art and science behind effective sales strategies. “How do you take all of this data and turn it into a tactical way to execute and return to these prospects you spoke to? You learned something, but it wasn't the right time to meet. What do you do with that? I think with a lot of salespeople is we're always looking to be a wordsmith on the phone or have the craftiest subject line or level up our training and seek all of this external flash. Right. All these flashy sales things. Organization and efficiency are two of the very unspoken things in the world right now. The best prospectors are when it comes to documenting all of these things that we do.” - Brian Liebel.  Resources Ambition  Brian Liebel 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

In this episode of the Sales Evangelist podcast, host Donald C. Kelly explores the common pitfalls of salespeople and emphasizes the importance of understanding and providing what buyers truly want. By shifting the focus from selling to educating, sales professionals can build trust, provide valuable insights, and ultimately close more deals. Common Mistakes Made by Salespeople Donald highlights the tendencies of salespeople to rely on automated emails and fail to listen to buyers' needs truly.  He also underscores the issue of pushing products or services onto buyers without understanding their actual requirements.  These common missteps contribute to a lack of trust between sales professionals and their potential clients. The Essence of Selling By redefining the essence of selling, Donald emphasizes the importance of persuading someone of the merit of a solution rather than simply pushing products or services.  He delves into the concept of buyers seeking solutions to their problems, as opposed to being pitched generic offerings. The Desire for Education A key insight from Donald is the revelation that buyers crave education and seek out sales professionals who can serve as industry authorities.  Salespeople can capture potential clients' trust and interest by providing relevant insights and foresight. Shifting from Selling to Educating Donald encourages a strategic shift from selling to educating, urging sales professionals to focus on mastering their industry and understanding the recurring problems buyers face. By adopting the role of an industry guide, sales professionals can effectively educate and provide solutions tailored to the specific needs of potential clients. Practical Strategies for Success The episode offers actionable strategies for sales professionals, such as analyzing the commonalities and differences among their top clients to identify key drivers behind successful deals.  It is through these insights and foresight that sales professionals can engage buyers in meaningful conversations and educate them effectively. Harnessing the Power of LinkedIn Donald shares insights into leveraging LinkedIn as a powerful tool for educating potential clients and building a robust sales pipeline.  He emphasizes the impact of educational content in attracting and engaging potential clients, thereby facilitating business growth. In this insightful episode, Donald Kelly delivers valuable guidance for sales professionals seeking to enhance their approach and effectively meet the needs of potential clients. Be sure to explore the LinkedIn program and subscribe to the podcast to help enhance your sales skills more. [Tweet "Sellers are selling, while buyers or potential buyers are looking for education. They're looking to be taught. They're craving to be taught. They're not looking to talk to another salesperson.” - Donald Kelly."] Resources TSE LinkedIn Prospecting 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

What inspires you to be the best sales representative in your company? Is it to take a vacation to Hawaii?  Is it to earn enough to buy your significant other a horse? Or maybe you just want to have money and live comfortably.  Despite naming off different common wants most people want in their lives, many salespeople don’t know what they really want. So, how do you dig deeper into your wants and discover your real desires? In this episode of the TSE podcast, host Donald Kelly speaks with Travis Ashby, a seasoned sales professional, on the deeper desires of salespeople beyond monetary incentives. Travis shares his journey of finding his purpose and how it led him to create a platform that helps sales leaders understand and support their team's goals and ambitions. The Changing Landscape of Sales Incentives Travis highlights how the world of sales has evolved, particularly in light of recent events like COVID and the "great resignation."  He explains that today, salespeople are looking for more than just a paycheck, and leaders must adapt their approach to motivate and retain their sales teams. Going Beyond Transactional Motivation Travis emphasizes that monetary incentives and transactional rewards such as gift cards, cash bonuses, and swag have historically driven sales.  However, he believes that true motivation and happiness in sales come from aligning personal goals with company objectives. Helping Sales Reps Discover their True Desires Travis reveals that when asked about their goals, many sales reps struggle to articulate their desires beyond surface-level wants like money or a vacation.  He emphasizes the importance of leaders taking the time to dig deep and understand what truly brings happiness and fulfillment to each team member's life. The Power of Public Goals and Accountability By visualizing and sharing their goals with others, salespeople experience a sense of accountability and support.  Travis introduces his concept of an "inspiration engine," a tool that helps individuals analyze their personal happiness equation and take actionable steps toward their goals. When others are aware of these goals, they can offer assistance, encouragement, and hold individuals accountable for their progress. The Value of "Sacred Money" Travis shares a personal story about his mother's passing and the lessons he learned from it.  He explains the concept of "sacred money" – money intentionally set aside for things that bring happiness and fulfillment.  By adopting this mindset, sales reps can align their financial resources with their deepest desires, whether it's surprising a loved one, pursuing a passion, or overcoming obstacles. Fostering a Culture of Care Travis emphasizes the importance of managers caring about their sales team members' personal and professional aspirations.  He encourages leaders to ask meaningful questions about their team's happiness equation, helping them uncover what truly matters and taking steps to support their goals. Travis concludes the episode by highlighting the need for trust between companies and employees. He introduces "WorkLyfe," a platform that acts as a third-party intermediary, fostering trust and privacy while facilitating the alignment of personal and company goals. By encouraging a communal approach to supporting individual goals, WorkLyfe aims to revolutionize sales leadership and create happier, more fulfilled sales teams. “When I ask someone that question, or when a manager asks reps that question, I'd say 70% of the time, the reps have no idea. I don't know. And so they need help figuring that out.” - Travis Ashby. Resources Worklyfe.io 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

When was the last time you did something nice for someone? Did you notice how their eyes shine bright like a diamond?  How about their smile? Did it become as big as the Grand Canyon? When people become this happy from others making nice gestures, it creates a warm feeling they’ll never forget. This is why sales representatives should take advantage of this, and Donald Kelly is here to tell you why. In this episode of The Sales Evangelist podcast, Donald explores the importance of showing appreciation to prospects and clients as a sales professional. Listen to this special Thanksgiving episode for seven powerful ideas to help you build stronger and lasting client relationships.  Utilize LinkedIn Sales Navigator Donald recommends creating a list on LinkedIn that includes all of your customers and prospects. This lets you be notified whenever they change jobs, get promoted, or leave their company.  Acknowledging these developments and sending a personalized message demonstrates that you care about your client's success. Put Them on Blast Highlighting your clients on social media platforms such as LinkedIn is a powerful way to show appreciation. Posting about their achievements, charity work, or unique offerings not only acknowledges and recognizes them, but also boosts their visibility and reputation.  This gesture can go a long way in building stronger relationships and fostering goodwill. Consider Appropriate Gifts While gifts may not be suitable for all industries or clients, sending a thoughtful gift can leave a lasting impression for those where it is feasible.  Be mindful of any restrictions or guidelines and choose a gift that aligns with the client's interests or preferences.  A small gesture, such as a fruit basket or an edible arrangement, can go a long way in showing appreciation. Offer Referrals Actively seek opportunities to refer your clients to others in your network.  Your efforts to connect them with potential prospects show you value their business and believe in their products.  Referrals can lead to long-term partnerships and significant business growth, making this strategy a win-win for both parties. Send Personalized Emails A simple, heartfelt email can go a long way in showing appreciation.  Craft a personalized message expressing your gratitude for their support and how much you value their partnership.  Keep the email genuine and focus solely on expressing gratitude without any sales pitch or ulterior motive.  This gesture will leave a positive impression and show that you genuinely care about your client's success. Consider Upgrades Consider offering upgrades to higher tiers or additional features for loyal and exceptional clients. This shows that you recognize their value and are willing to invest in their success.  Offering upgrades not only enhances their experience with your product or service but also encourages them to advocate for your brand, potentially leading to additional revenue. Donate to Charities Research the charitable organizations that your clients support or are passionate about. Donate to those organizations on your clients ' behalf during specific times of the year or trigger events and inform them about it.  This not only demonstrates your commitment to social responsibility but also showcases your attentiveness to their interests beyond business transactions. If you would like to show appreciation to Donald, consider donating to his favorite charity, A Bed for Me. In this episode, Donald Kelly emphasizes the importance of appreciating prospects and clients as a sales professional. By incorporating these strategies throughout the year, sales professionals can strengthen relationships, build trust, and pave the way for long-term success. Remember, a little gesture of appreciation can go a long way in positively impacting both your business and the lives of those you serve. "Show your appreciation. Your words matter. These are simple gestures from you for sending that email. Just because. You are absolutely amazing. I just want to send you an email and tell you thank you. No tricks, no gimmicks here. It's a pleasure working with you." - Donald Kelly. Resources A Bed for Me Foundation  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. 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 number one skill you need to make it as a sales professional? Do you know? It’s self-confidence. If you don’t have the confidence to sell your services or products, how do you expect potential customers to buy from you? Of course, developing self-confidence is easier said than done, and many people struggle with it. However, if you listen to this special episode of the TSE podcast, you’ll gain knowledgeable insight on becoming mentally tough for the sales industry. Host Donald Kelly speaks with guest Matt Phillips, a leadership coach, on how sales professionals can build mental toughness. Discover how you can prepare mentally for sales in this episode. 5 Elements of Mental Toughness Matt developed five elements to help sales professionals build mental toughness. These elements include: Self-belief: If you don’t believe in yourself, you won’t succeed in sales. Matt discusses the importance of self-belief and how it helps a sales rep. Focus: What are you focusing on right now, and is it helping your career? Sometimes distractions get in the way, and you have to shift your focus on what’s really important. Emotional control: You can't break down when things go wrong. When it happens, you must control your emotions to advance your career.  Energy: Your energy is essential to gaining clients as a sales professional. If you believe nothing good is coming your way, it won’t. Also, remember to be mindful of your energy at home, as it carries into the workplace. Consistent action: Try to develop a goal of out-reaching five times a day. Your consistency will help you build your pipeline and close more deals. Prioritization and Focus in Sales and Leadership Matt prioritizes focusing on 3-4 key areas to drive the biggest results rather than trying to be everything to everyone. His wife keeps them focused on their priorities by asking if new ideas align with them, preventing them from getting off track. If you need help staying focused, consider asking someone for assistance. Matt emphasizes the importance of focus and simplicity in leadership and sales, suggesting that it simplifies decision-making and reduces FOMO (fear of missing out). Matt shares his personal experience with emotional reactions and teaches a methodology to prepare for and, ideally, react to difficult situations. Emotional Control and Consistency in Sales Matt emphasizes the importance of emotional control and leveraging past experiences to stay focused and confident in sales. Donald agrees, highlighting the need to remember and leverage past successes for future success. Matt emphasizes the importance of consistency in caring for oneself, both at work and home, to maintain energy and positivity. He encourages listeners to focus on quality over quantity in their daily activities, such as making five quality outreaches a day instead of 100 calls that last only half a day. Sales Leadership, Mindset, and Consistency Matt emphasizes the importance of simplicity in achieving sales goals, suggesting that taking consistent small actions is more effective than creating a complex plan. He advises against spending too much time on grandiose plans and instead recommends taking small, actionable steps toward sales goals. Using Tony Robbins's quote that we overestimate what we can accomplish in a year but underestimate what we can achieve in 10, Matt highlights the importance of small, consistent steps in sales leadership. It’s amazing how having the right mindset can improve your life professionally and personally. For those who struggle with self-confidence and mental toughness, this episode of the TSE podcast is a must-listen. Also, for additional help, check out Matt’s free training and podcast for more insights on leadership, mindset, and mental toughness. “If I'm confident in a situation, I have more emotional control.” - Matt Phillips. Resources Website: Matt Phillips Coaching Podcast: The Matt Phillips Podcast LinkedIn: Matt Phillips Facebook: Matt Phillips Leadership Coaching  Instagram: Matt Phillips Leadership Coaching Youtube: Matt Phillips Leadership Coaching 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

With the rise of AI tools, most sales representatives utilize them to their advantage to help save time. However, the problem with using these tools is the risk of sounding too robotic and not coming across as genuine.  In this profession, sales reps must be authentic to help them build relationships with potential customers. How can you use AI tools and still show up authentically every time with your clients? In this episode of the TSE podcast, host Donald Kelly welcomes Carl Sajous, the sales director at HR tech company Fringe. Carl shares his insights on the importance of authenticity in sales and how building genuine relationships can lead to business success. He discusses the challenges of maintaining authenticity in the age of AI and offers practical tips for building relationships and closing deals.  The Power of Authenticity in Sales Donald highlights the value of authenticity in sales and praises Carl for being genuinely passionate about his work.  Carl emphasizes the need to be true in every conversation and transaction.  He believes authenticity allows for deeper connections and meaningful relationships with prospects and clients. Balancing AI and Authenticity The rise of AI technology has made sales processes more efficient, but it can also compromise authenticity.  Carl shares his perspective on using AI tools like Chat GPT to improve sales interactions.  He explains how he leverages AI to understand common industry talking points and stands out by offering unique insights and solutions. The Importance of Active Listening Donald and Carl discuss the art of active listening as a crucial aspect of building relationships.  Carl emphasizes the need to listen attentively without preconceived notions.  Sales professionals can offer tailored solutions by genuinely understanding a prospect's struggles and pain points.  Carl encourages his team to use their ears more than their mouths, allowing them to absorb information and provide meaningful feedback. Being Genuine in a Professional Setting Carl shares his experience of feeling pressured to act a certain way when starting B2B sales.  He reveals how he overcame the challenge of balancing professionalism and authenticity.  He developed stronger connections with his prospects and clients by being himself and maintaining professionalism. Focusing on Relationship Building While closing deals is essential, Carl's primary focus is building relationships.  He shares a story about a deal that didn't go in his company's favor but resulted in three referral opportunities from the client.  Carl explains the importance of creating lasting relationships beyond a single transaction. By supporting clients even when there is no immediate benefit for his company, Carl fosters trust and opens doors for future opportunities. Equipping Champions for Success Carl discusses the role of champions in sales.  Sales professionals can more effectively close deals by preparing and empowering champions to advocate for a solution.  Carl encourages his team to equip champions with all the necessary information, ensuring they are confident in sharing the value proposition and benefits of the product or service. Providing Creative and Tailored Support Tailoring support and resources to fit the communication preferences of each individual is vital.  Carl emphasizes the need to adapt and provide various tools such as video demos, one-pagers, templates, and alternative communication channels like texting or video calls. This flexibility allows sales professionals to meet prospects' needs and build stronger connections. The Mirror Technique Carl summarizes his insights with a powerful image of imagining a mirror before engaging with prospects and clients.  By recognizing yourself and staying true to your values and intentions, you can show up authentically and build trust with those you interact with. This authenticity paves the way for successful sales relationships. Carl's emphasis on authenticity and building genuine relationships in sales is invaluable. By listening, understanding, and genuinely showing up as yourself, you can create meaningful connections that lead to successful transactions and long-term partnerships. Authenticity is the key to standing out in a sea of sales professionals and building a thriving sales career. “Always imagine there's a mirror in front of you. When you do that, you show up authentically. You tell yourself the truth, and there's no one around to skew that. Showing up authentically means just being yourself, being there for the people in your life and in that transaction with you. That'll breed success in a major way.” - Carl Sajous. Resources Fringe.us  carl@fringe.us Carl Sajous 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

In this episode of the TSE podcast, Lawrence, co-founder of Practice Lab, joins the show to discuss the importance of qualification in sales. He shares insights on determining the right people to bring into your sales pipeline and provides valuable tips on effective qualification techniques.  Lawrence emphasizes the need for curiosity, asking impactful questions, and understanding potential customer's pain points. He explains the concept of "bucketing" prospects based on their awareness and urgency of the problem they must solve. The Club Analogy and the Importance of Qualification  Lawrence uses the bouncer at a club analogy to emphasize the need to be selective about who enters your sales pipeline. He explains the difference between qualification and discovery, emphasizing that qualification is crucial at the beginning of the sales process. Lawrence emphasizes the need to avoid setting oneself up for failure by being too focused on meeting quota multiples rather than ensuring the quality of prospects. Inverse Relationship Between Pipeline and Win Rate Lawrence presents an interesting observation that the win rate of a sales team often decreases as the size of the pipeline increases. He shares that teams with smaller, more qualified pipelines can achieve higher win rates. Lawrence encourages sellers to be ruthless in their qualification process to increase win rates and focus on prospects with more urgent and painful problems. Leading with Curiosity and Natural Conversations  Lawrence discusses the importance of leading with curiosity for authentic and effective sales conversations. He advises sellers to ask questions that get potential customers to focus on their goals and desired outcomes rather than solely discussing product features. Lawrence stresses the need for active listening and conversations that don't feel like scripted checklists but genuine discussions. Disqualification as a Sales Strategy Lawrence shares an approach from his experience at Apple, where he encouraged potential customers to disqualify themselves from the product if it didn't meet their specific needs. He explains that this approach helps prospects evaluate the value and urgency of their own problems, building stronger commitment if they choose to continue in the sales cycle. Lawrence highlights the importance of helping prospects disqualify themselves to ensure they present a strong case to their organization. Practice Lab's Approach to Skill Improvement Lawrence explains that Practice Lab focuses on practicing specific sales skills and improving broader conversational and human interaction skills. He uses the analogy of Kobe Bryant taking tap dancing lessons to enhance his footwork, highlighting the value of practicing skills outside the direct sales realm. Lawrence emphasizes the importance of simulating realistic scenarios during practice sessions and measuring progress against a standard of excellence. Qualification plays a crucial role in the sales process, determining the quality and success of a sales pipeline. Lawrence emphasizes the need for curiosity, effective questioning techniques, and peer feedback to improve qualification skills.  He also advocates for realistic practice sessions focusing on broader conversational and human interaction skills to improve overall sales performance. By adopting these strategies, sales professionals can increase win rates and create stronger relationships with qualified prospects. "One of the things that I've kind of noticed, and I don't see a lot of people talking about, is that there's almost an inverse of what your sales pipeline is to win rate." -Lawrence Wayne O’Connor. Resources ThePracticeLab Lawrence@thepracticelab.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