The Sales Evangelist

Are you scared to make that cold call? Your heart is pounding fast, and your hands shake as you pick up the phone to call a random stranger. Are they going to take the time to listen to you? Will you be able to make a sale? Or are they going to say something rude and hang up the phone? If you’re nervous about making the phone call, you must listen to this week’s episode of the Sales Evangelist Podcast. Host Donald Kelly speaks with Larry Long Jr. on how sales representatives can overcome their fears of making the call. Listen for insightful tips on overcoming your fears of cold calling. Who Is Larry Long Jr.? ●    Larry Long Jr. is a keynote speaker and MC coach with years of experience in the sales profession. ●    He helps other sales representatives with performance coaching, sales, entrepreneurship, business, and training. ●    He now hosts The Cold Calling Podcast, where he coaches sales representatives in making cold calls. How Do You Overcome the Fear of Failure? ●    Larry shares a story of him making a cold call, and the person told him to jump off a bridge. Unsure what to say next, he told the person to have a blessed day and hung up the phone. ●    How did he overcome this rejection? He kept going and continued to make phone calls and didn't let one objection hold him back from making sales. ●    For you to overcome the fear of failure, give yourself grace. Yes, you will make mistakes, and potential clients will object to the sale you're offering, but you must keep going. Changing Your Mindset ●    Larry shares a story of him playing baseball in college, and he was at the point where he wanted to give up. His dad told him not to give up and to have a positive attitude. He noticed a change in his baseball career once he changed his mindset and kept practicing. ●    Larry and Donald share the importance of working with a company that strives to improve their employees. It’s also a good idea to seek advice from co-workers on how to do better. Winners Focus on Winning and Losers Focus on Winners ●    Don't focus on another person's chapter in their career. You have no clue how hard things were for them in the beginning. ●    Instead, focus on yourself and seek to improve from the day before. ●    Have a purpose for why you must work hard and stick to it. Also, know everything will be okay when you focus on yourself instead of others. The Moral Obligation to Make the Cold Call ●    Larry shares an inspiring quote from Dr. Martin Luther King Jr., "Life's most persistent urge and urgent question is, what are you doing to help someone else?" ●    Apply this quote to how you handle cold calls, and don't think about your needs. The sales industry is about solving problems and helping people. ●    Listen to the Cold Calling podcast if you need help handling cold calls better. It'll help you leave your comfort zone and start putting yourself out there. This episode should motivate you to pick up the phone and make that cold call. Get out of your head and start making those cold calls today! Subscribe to the Sales Evangelist Podcast to become a better sales representative. Your host, Donald Kelly, is always here to help you achieve greatness and win big in the sales industry. “Sales is about service. It's about helping other people solve their problems. And just being empathetic, which sounds good. But it's amazing when you put it into practice.” - Larry Long Jr. Resources Larry Long Jr. LinkedIn Larry Long Jr.'s website Jolt - Larry Long Jr.’s book Cold Calling Podcast Sell It Like A Mango - Donald C. Kelly’s book 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 Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com 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 Sales Evangelist.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

Why having a sales trainer is a good idea? In this episode of the Sales Evangelist podcast, host Donald Kelly will provide four benefits to having one. If you’re ready to save time and elevate your game, listen to why you need a sales trainer to help you achieve greatness! Why Listen to Donald on Sales Training? He has years of experience as a sales representative, sales leader, and individual contributor. Based on his three levels of experience within the sales industry, he will share the difference between those who do and don’t receive sales training.  Donald shares his experience working with two companies that didn’t provide sales training. He had to figure out how to make sales independently and often struggled to close deals. When he started working with a company that provided sales training, he received a $30,000 deal within his first three months of working with them. Thanks to the third company investing in a sales training program, they were able to help their representatives improve their process. Sales Training Brings New Ideas A great sales trainer will bring fresh concepts to improve sales. Donald noticed after receiving sales training, he started to come up with different ideas on how he could improve his techniques. Companies can work with other organizations to understand what works and is not working within the industry. The ideas they receive help them create a sales process to win over potential customers. However, you must work with a sales trainer who is up-to-date with today’s methods and can provide fresh ideas. The new ideas give sales representatives the confidence to apply different techniques.  A Sales Trainer Helps Improve Your Process Remember, sales fundamentals don’t change, but the process will!  Don’t make the mistake of working with someone using an outdated sales process. Once again, you need someone skilled in using today's digital methods. 50% of potential customers are millennials, so it’s essential to have a sales process that will connect with them. Sales Trainers Can Help You Save Time As a leader, you can’t do everything on your own. You want your sales team to have the proper training, but you can’t provide one-on-one care to them.  A sales trainer will help you save time and provide the proper training to your representatives. Listen to Donald explain how a sales trainer can effectively organize and guide your team. Generate ROI With Sales Training A good sales trainer will be able to provide examples of how they have helped other companies. Look at their case studies to see how they improved the sales process for others. Find a sales trainer that is actually selling! A proven track record will let you know the effectiveness of their work. These are the four benefits of working with a sales trainer. Donald Kelly still provides sales training and has a proven track record; visit the Sales Evangelist website to learn more. Also, don’t forget to subscribe to the Sales Evangelist Podcast! Resources The Sales Evangelist Donald C Kelly LinkedIn Donald C Kelly Instagram Donald C kelly TikTok Sponsorship Offer This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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

For the last few years, you have relied heavily on SEO strategies to attract customers to your business. Of course, there's nothing wrong with this. But as your business grows, you may want to hire a seller to attract more leads and improve sales. But how do you know you have found the right person to improve your sales strategies? In this unique episode of the Sales Evangelist Podcast, host Donald Kelly does a live coaching session with Cat Hutchings to help her find the perfect seller for her new business. Whether you're a business owner, sales professional, or simply interested in improving your sales approach, this episode offers actionable tips and advice. Cat Hutchings Background Cat Hutchings is a successful entrepreneur and Etsy owner of Spotlight Jewelry. She also coaches other Etsy owners to become successful on the e-commerce website. Cat is in the works of launching another business, so she came to Donald asking questions on how to find the ideal salesperson to join her team.  Live Coaching Session: Hiring the Right Salespeople Many business owners ask themselves whether they should hire an individual or an agency when trying to get leads. Donald suggests using tools such as Apollo IO to attract leads. These tools allow you to view names, email addresses, and other contact information. If you decide to hire an individual, ensure they know how to handle the entire sales process and not just the end. Effective Outreach Strategies As a salesperson, you must research to target the right customers. Cat shares an example of a sales representative who researched her before reaching out. However, the sales representative did make a minor mistake, and Donald shared feedback on what he could’ve done better. Deep research and tools like CrunchBase can help identify relevant individuals. One can craft personalized and impactful outreach messages that resonate with potential customers by leveraging visible triggers or signals. B2B vs. B2C Companies and Marketing Collaboration Donald highlights the importance of collaboration between marketing and sales in B2B sales. While marketing lays the groundwork by running ads, email campaigns, blogs, and LinkedIn ads to attract the right audience, sales professionals take over to engage in one-on-one conversations and drive potential customers toward making a purchase. B2C sales typically have shorter cycles, often requiring a more transactional approach. However, certain products and services can be sold remotely and automatically through websites, reducing the need for active outbound efforts.  Donald also shares the difference between working with a startup and a well-established company.  Startups can attract individuals hungry for new challenges, those looking to add startup experience to their resumes, and professionals seeking to make a noticeable impact within smaller organizations.  While there is an inherent level of risk, social proof and a proven track record can significantly attract the right individuals.  Are Sales and Marketing the Same? You may think that marketing and sales are the same thing, but it’s not.  Marketing is attracting leads to your business and getting them to the checkout point. Sales is the process of payment transactions within the business.   Importance of Systems and Processes Donald emphasizes creating reliable systems and processes, particularly in sales.  Documenting procedures and creating playbooks can make transferring roles within a team easier and more efficient.  Strong systems and processes are vital in facilitating business growth and scalability. Host Donald Kelly shares insightful strategies for hiring the right people for your sales teams. He also advises attracting ideal customers, navigating B2B and B2C sales, and optimizing outreach efforts. Whether you're a business owner, sales professional, or aspiring entrepreneur, this episode offers a wealth of knowledge to help you succeed in the competitive sales world. "Finding the right people shouldn't be a challenge as individuals are willing to take the leap and join a startup." - Donald Kelly. Resources Cat Hutchings LinkedIn Cat Hutchings Instagram www.cathutchings.com SpotLightJewelry Apollo IO Crunchbase Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.  Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator. Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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, Donald Kelly, a seasoned sales expert, shares valuable insights on how sales professionals can thrive by mastering communication skills and taking imperfect action. He discusses the key skills for effective sales communication and emphasizes the importance of finding people with problems and offering solutions. Kelly also talks about revolutionizing cold outreach with sales navigators and the significance of clear planning and a positive attitude in sales.

Everyone fears AI tools will steal jobs, especially in sales. However, this is far from the truth! These advanced chatbots are here to make our work easier and get things done more efficiently. You just have to learn to use the AI tools and ChatGPT to your advantage.  The host, Donald Kelly, and special guest, David Kreiger, founder of SalesRoads, explain how in this episode. They emphasize the importance of using AI to enhance the understanding of customers and prospects rather than merely automating processes. So, let's dive in and discover the power of composed audio and AI in sales. Utilizing Chat GPT for Role Playing and Coaching ●       Most people find it challenging to use Chat GPT and feel the tool doesn't create exactly what they want. ●       Kriger shares why you should give Chat GPT a persona when interacting with the tool and creating content. ●       He also provides an example of how sales representatives can role-play with the tool to create buyer personas. ●       You shouldn't rely solely on it to build customer profiles and buyer personas. Instead, view AI and Chat GPT as helpful tools within the sales process. Unveiling the Potential of AI in Marketing ●       Donald discusses the introduction of Facebook ads and discovering the impact of incorporating complexity and more details in their ad content. ●       They admit their early struggles with Facebook ads but highlight the pivotal role played by grasping the significance of feeding in detail. ●       They express gratitude for the eye-opening insights shared by their conversation partner, acknowledging the transformative power of AI tools in generating different iterations of an ideal customer profile. The Benefits of AI in Crafting Ideal Customer Profiles and Buyer Personas ●       The conversation delves into building ideal customer profiles and buyer personas using AI and chat GPT. ●       Kriger emphasizes the value of engaging in conversations with the target market to create accurate profiles. ●       He also highlights how AI tools can facilitate information generation and effortlessly interact with personas, providing insights that would be otherwise unattainable daily.  The Three Tactical Ways to Use Chat GPT ●       Tell Chat GPT who it is: It is still in its early stage, and you have to be as detailed as possible to get the desired results when using the tool. ●       Take advantage of Chat GPT: Remember, it's not here to take our jobs! People who know how to use AI tools effectively will be the ones to excel in the sales profession. So, take advantage of this accessible technology and learn how to use it properly. ●       Start using AI tools: If you want to create ICP, give it your marketing and buyer's persona information. You can only get good at using the tools by interacting with them and testing what does and doesn't work. "AI doesn't replace people; it gives you additional capabilities and superpowers." -David Kreiger Do you want to revolutionize sales performance and succeed in sales strategies? We know you do! So, be sure to follow the Sales Evangelist podcast to hear more from our wonderful guests! Resources David LinkedIn Sales Road website  Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator. Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.  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

Many sellers struggle with pushing clients to close a deal because they don't want to appear too strong. In this episode of the Sales Evangelist podcast, host Donald Kelly speaks with L'areal Lipkins, a B2B sales team consultant. L'areal shares insightful questions to drive urgency and motivate prospects to act more quickly. Who Is L’areal Lipkins? L'areal owns Lipkins Consulting Group and works with B2B sales teams to sell value. She helps teams optimize their sales processes by applying guided strategies and psychology.  Through her teachings, sales teams can understand why they're doing things and not only focus on selling tactics.  She helps people make more money! The Problem With Urgency There are two types of salespeople: those who are too pushy and those who wait to close a deal.  Don’t make the mistake of conversing too long or coming off too strong. It can cost you money! Use the Whole Pie framework to create value and urgency with enriching questions. What Is the Whole Pie Framework? The Whole Pie framework uncovers the real problem prospects are having and helps sellers to dive deeper into discovering it. Sellers ask three types of questions: problem, impactful, and emotional. With the framework, sellers can show prospects that their situation is important to them and they want to fix the problem. Problem Questions These questions involve what prospects are comfortable discussing.  Sellers don't have to dive too deep into finding the problem. Problem questions include, "Tell me about that" or "When did you first notice this?" 80% of sellers make the mistake of selling the problem! Impact Questions These create a ripple effect of discovering actions prospects actions in making sales.  How is it impacting the team, company, and association? Only 10% of sellers ask impact questions! Why don't sellers ask more impactful questions? The two reasons are the need for more training and learning to use their words. Emotion Questions Most salespeople don't ask these questions because they don't want to get too personal. Only the elite sellers dive this deep! Emotion questions are "I'm so tired of this not working" or "I feel overwhelmed." Sellers discover the personal impact that's keeping prospects from closing a deal. “But we all have problems; we're not going to pay enough, we're not going to pay because they're not big enough to solve.” - L’areal Lipkins Do you want to make more money? Of course, you do! Connect with L’areal Lipkins and follow the Sales Evangelist podcast to become a better seller. Resources L’areal Lipkins LinkedIn Lipkins Consulting Group What Top Performing Sales People Do Different? PIE magnet Sponsorship Offer This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing, and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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, our host, Donald Kelly, speaks with guest Tim Rohrer. Rohrer has years of experience in radio advertisement and is the author of “Sales Lessons From the World’s Greatest Mentor.” Discover how he learned the hard way that time kills sales. Time can kill sales: How is this possible? Tim shares his first loss while working as a radio advertisement before the days of social media. During that time, it was essential for a salesperson to have personal conversations with prospective clients. Tim found the perfect client and connected with him. He returned to his office to create a proposal and place it in a file until the meeting day. However, Tim saw him two days later, and the client asked him a question in an odd way. Tim didn’t think much about it, but his gut told him he should. When the meeting day came, he soon discovered why closing a deal is crucial when you have prospective customers where you want them. Always close a deal quickly and use tools to help you do so. For example, consider creating sales templates to give potential clients an idea of what they’re getting into. Then have them come in the very next day to have them sign the contract.  Strike while the iron is hot! Those within real estate know, more than likely, there will always be two decision-makers when closing a deal. You show them everything they need to know to help them decide immediately. However, one potential client says we must consider it, and the other agrees. Do you let them leave so they think about it?  The short answer to this is no! Tim shares why you must keep questioning them when they tell you we’ll think about it.  What if the decision-makers are away? Tim shares why salespeople need to improve their communication and presentation skills. You won’t always be selling directly to the decision-makers. Sometimes you have to deal with the influencers.  Influencers are your future salespeople. However, they’re not as good as you! Tim shares how you can help them remember key points of your presentation, so they’ll do an excellent resale to the decision makers. “Be ready to do business today with people who say yes” - Tim Rohrer  Resources Tim Rohrer’s Book: Sales Lessons From The World’s Greatest Mentor  Tom Freeze’s Book: question-based selling  Website: TimJMRohrer.com  Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. 2.            These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. 3.            We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator. Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.  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 find the perfect client and start proposing a deal with them. When you are about to close the sale, the potential client says, “I have to think about it.” What are you going to do now?  In this episode, host Donald Kelly talks with Marcus Chan, the founder of Henley Consulting Group. Chan shares the Heart Framework to help sales reps overcome objections. HEART Framework H - Heard. Use this framework for any objection thrown your way. For example, if the objection is, let me think about it, start with the letter H for heard. You show them a little empathy and make them feel heard. E - Elaborate. Next, have them discuss what is on their mind with the letter E and elaborate on the objection. Ask, "Can you tell me more about that?" Marcus provides an excellent example of how digging deeper can help sales reps find the root objection. A - Aside from that objection. After you have them elaborate more, move on to A, aside from that objection. Do they have any other questions or comments that may make them object to the deal? R - Rectify Value -  Make them tell you why they should take the deal. While they are talking about it, ask them what they like most about it or how they think it can improve their business. T - Transition to Close. After this, you may notice that they no longer have the same objection, move on to the letter T. The T stands for transition to a close. Show your potential clients how you can help them overcome their objections. For example, you can include a happiness guarantee within your contract. Tonality: does it make a difference? The way you deliver your message will relay differently to your clients. Your tone can show them that you care about their problem or it can make them feel like you’re just trying to close the deal. If your delivery isn’t making them feel at ease, their brain goes into fight or flight mode. By making them comfortable with your tone, they’re less likely to do this and more likely to listen to what you say. Why don't most sellers ask more questions? Often it's due to fear of not knowing what to say in case of an objection. However, some sellers are more worried about getting the sales as quickly as possible. Don't make the mistake of offering discounts and using closing tactics immediately. You're causing more problems and avoiding finding the real objection. Instead of rushing, take your time and converse with the potential buyer. Eventually, they'll open up and tell you everything you need. Do you want to start practicing the HEART framework? If you listen to the end, Marcus shares a detailed step-by-step for BDRs. It’s pretty simple, and you’ll probably have tons of fun while practicing the framework. Doing it daily will help you become great at using the HEART framework. Resources LinkedIn 6-Figure Sales Secret Book Sponsorship Offer This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing, and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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

Quality beats quantity when it comes to lead generation, prospecting, and moving customers through your sales funnel. Knowing who to talk to and how to reach them can save you from getting caught up in drawn-out back and forths with the wrong people. In today’s episode, our host Donald Kelly meets with Dave Fink, the CEO and Co-founder of Postie. They talk about boosting efficiency and effectiveness in the sales process through focusing on ideal buyers. A Clear ICP Leads to Efficiency Casting a wide net and gathering as many leads as possible may sound like a great sales strategy, but it isn’t the most efficient. Developing specific Ideal Customer Profiles (ICPs) can help sellers identify customers that are a perfect fit. Weeding out clients won’t be a perfect fit may seem time-consuming, but in the long run, you avoid wasting time with prospects who can’t, or won’t, become customers. Engage the Right People Not everyone in the company is a decision-maker or influencer. The people who stand to benefit from your product may not have the power to buy, so figure out who does. With recent layoffs all over the tech industry, there are fewer people in companies so it may be easier to reach decision-makers. Not all decision-makers think or act the same way. Things change. Consider how macro trends may be impacting them and treat them with empathy. Handling Discovery Properly Do research about the person you’re going to be talking to and the company they’re a part of. Knowing their position in the company can help you understand their point of view. Just like doctors can have a great bedside manner that makes you feel safe and comfortable, sellers who treat discovery like a conversation rather than an interrogation will have more success. “I very much believe that information is power. Quite frankly, if you’re an inquisitive person, whether you’re successful in a specific prospecting initiative or sales cycle, you’re going to learn something from it.” – Dave Fink Resources Check out the website: http://postie.com for great content! Connect with Dave Fink on LinkedIn Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator. Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 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

It’s challenging to be in sales right now, and keeping up isn’t enough – it’s time to get ahead of the curve. Bringing AEs and BDRs together to learn from each other will make your organization stronger and more cohesive. In today’s episode, our host Donald Kelly meets with Katie Swick, the Global Sales Enablement Lead at Stripe, to hear how her team’s collaborative approach to learning has revolutionized the way they sell.    A Symbiotic Relationship When AEs help educate BDRs, the BDRs in turn become better at finding quality leads. This makes the AE’s job easier in the long run. BDRs learn better prospecting skills AND what makes a good AE through the program. This makes them more effective in their current positions but also prepares them to be great AEs in the future. AEs also report learning a lot from the process and see the value in training BDRs – they volunteer to help out!  Getting Ahead of the Curve BDRs need to understand how to “lose fast” rather than hang on to prospects that aren’t going to go anywhere. AEs can educate BDRs on how to identify qualified leads. Technology is moving quickly, and prospecting in particular has changed a lot. BDRs can help AEs upgrade their prospecting skills.  Bridging the Gap Between AEs and BDRs In cases where AEs are too busy to handle all potential accounts, BDRs can jump in and help move smaller clients through the pipeline. AEs also, in some cases, will help BDRs with prospecting to add to the top of their sales funnel.  “The program is really meant to stay at that cutting edge and say, ‘Hey, what’s working? What’s not? How do we take advantage of that?’ Because we know that a sales technique that worked two years ago probably isn’t going to work today.” – Katie Swick  Resources Reach out to Katie Swick on LinkedIn  Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. 2.            These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. 3.            We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator. Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.  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