The Sales Evangelist

Kickoff the new year with key sales insights! Discover the importance of identifying your Ideal Customer Profile to focus your efforts effectively. Learn why cold calling remains a powerful tactic despite modern assumptions. Social media is crucial for sharing educational content and engaging with your audience. Streamlining sales tools can lead to better results, allowing for more personalized communication. Plus, in-person networking is making a comeback, enhancing connections and opportunities.

If you don’t build trust with your customers, you’ll never close a deal—there’s no way around it! You’ve already heard how companies can build customer trust, but how can an individual seller do this? Join me and my guest, Liesl Nel, in this live coaching session as we share strategies to help your prospects feel safe and confident in doing business with you.   Meet Liesl Nel  Liesl Nel is a seasoned sales professional in the yachting industry, specializing in working with charter agencies, particularly in the Mediterranean region.  Her expertise lies in navigating the complexities of B2B sales and addressing the unique challenges within this niche market.   Building Open Relationships Liesl emphasizes the importance of maintaining open and frequent communication with agencies.  This helps address challenges proactively and assures agencies that customer data will enhance rather than compromise the customer experience. She also shares how face-to-face interactions are better for building trust instead of email marketing.  Storytelling and Customer Reviews  Using stories and customer reviews to demonstrate repeat business and successful partnerships can significantly build trust.  Liesl suggests leveraging third-party success stories to reassure new prospects. Authenticity and Honesty Liesl advises sales leaders to coach their teams on being authentic and transparent. Acknowledging and addressing problems openly fosters a collaborative and trustworthy environment. "I always tell my sales agents to be authentic. Don't hide any problems. If we're having a problem, admit to our B2B customers we're having this problem. We're going to solve it for you. We're going to work together on it versus there is no problem. Be open, honest, and vulnerable. People understand that things do go wrong, but we are going to fix it and we want to continue our relationship." - Liesl Nel.  Resources Liesl Nel on LinkedIn Moorings.com  Sunsail.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

Gail Kasper, a Master Sales Trainer and author, knows how to make sales easier and more personal. She discusses the art of connecting with clients, even suggesting creative gestures like sending an apple pie to win them over. Gail emphasizes the importance of networking and genuine human connections in sales, encouraging professionals to adapt their approaches with empathy. She also shares her unique 'Cockatoo Selling' method, which highlights body language and rapport as key to building relationships and closing deals effectively.

Just because you’re talking to a customer doesn’t mean you’re the only one making an offer. So, how do you stand out in a niche-specific market when there are so many competitors vying for your buyers? In this episode, I sit down with Pinar Erzin, Co-founder of Most Sailing, to discuss how startup companies can differentiate themselves in niche markets.   Meet Pinar Erzin Pinar is the co-founder of Most Sailing, a company specializing in the luxury yacht charter industry. Her role focuses on building meaningful relationships with clients and standing out in a competitive, relationship-driven market.   In our conversation, Pinar shares the challenges and lessons she’s learned in creating a unique value proposition in such a specialized field.  Together, we explore strategies for building lasting client relationships, standing out from the competition, and adding value beyond price to succeed in niche markets.   The Power of Relationships Success in niche industries often hinges on trust and personal connections. Pinar shares that attending events like MMCAS Summit and the International Charter Expo helps build rapport with industry peers and clients. Differentiation Beyond Discounts While price often takes center stage, true differentiation comes from delivering consistent value and exceptional service. Pinar believes it’s better to invest in  high-quality experiences and personalized communication to form long-term client partnerships. Creative Marketing Approaches Instead of overloading your prospects with generic sales emails, provide valuable content that addresses their challenges. This could be industry tips or case studies. Showcase your unique value through social media, virtual yacht tours, or spotlighting partnerships with booking agents. Acknowledge partners’ contributions through awards or personalized gestures like handwritten notes. “Forget about talking about yourself and start thinking about your clients. What can you do to make their life better?” – Pinar Erzin. Resources MostSailing Pinar Erzin 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

Trust is everything in the customer service industry. It’s not only essential for sellers to be trustworthy; businesses must also strive to build trust with their customers. If you’re unsure on how to create strong customer relationships, tune in to my guest, Martina Hršak, as she shares actionable insights on trust-building skills. Growing Up in Croatia and Entering the Yachting Industry During her youth in Croatia, Martina never imagined herself in the yacht business due to her tendency to get seasick. Yet today, she leads MMK Systems, a company that provides the Booking Manager System, the leading software for yacht charter businesses worldwide. The Importance of Trust in Sales   To build a successful business relationship in B2B sales, customers must trust the companies they’re buying from. Martina shares how businesses trust MMK Systems with their critical data, such as personal information and finances.   Key factors that can easily destroy trust in any industry include:   Misleading statistics or facts   Data misuse   Conflicts of interest (e.g., mergers or acquisitions within the industry)   Businesses that mishandle these factors and fail to build trust with their buyers are unlikely to succeed.  Martina discusses how building trust and creating true partnerships can be simple. For example, her team attends 20 boat shows annually and regularly visits clients to foster strong, long-lasting relationships.  Sales as Advising: Listening Over Selling Martina explains MMK Systems’ unique sales approach: they focus on advising rather than hard selling.  Her team members are selected not for their sales experience but for their ability to listen, understand client needs, and offer meaningful solutions. She believes listening is a skill that cannot be easily taught and is crucial for building long-term relationships. “In any sales, trust is important because if clients don’t trust you, they more than likely won’t buy anything from you.” - Martina Hršak.  Resources Connect with Martina on Website LinkedIn Email 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

If you’re not good at communicating, how do you expect to close deals? In this episode, I chat with Robert Kennedy III about the power of effective communication and storytelling. He shares insights on leveraging storytelling, showing up confidently on video, and connecting better with your audience.   Meet Robert Kennedy III Robert is the founder of Kennetik Kommunications, a communication training firm specializing in the real estate industry.   As a communication strategist, he helps real estate professionals, leaders, and sales teams connect better with their buyers to boost sales performance.  Known for his energetic and engaging style, Robert excels in public speaking and has a knack for captivating audiences both in person and through digital media.   Using Storytelling to Communicate with Audiences Robert explains that storytelling isn’t always about telling stories; it’s about understanding each component of the sales process. Start with the conflict your customers are facing and dig into their world to see how it’s impacting them.   Good storytelling leans into emotion and connection. If you’re not fully understanding the conflict, how can you emotionally connect with your buyers?   Robert also shares how to grab your audience's attention with a great hook. However, he emphasizes the four essential elements of storytelling: context, characters, conflict, and conclusion.  Once you’ve hooked your audience, pay attention to their emotions and what’s happening in their world. This approach allows you to present your product through storytelling and guide them toward closing the deal.   How Sales Professionals Can Appear Confident on Video   Robert reveals the secret to appearing confident on video: stop thinking about yourself. Instead, focus on your audience and ask yourself this critical question when creating video content: “Who is this going to serve?”   He also shares tips on creating an effective hook to grab your audience’s attention and draw them into your video.   To look more confident on video, remember the two key aspects of video content: audio and visual.   Ensure your video has clear audio to effectively convey your message.   Use proper lighting so your audience can clearly see your facial expressions and emotions.   Robert suggests practicing the art of storytelling on video and using tools like the AI-powered Yoodly for instant feedback on your expressions and delivery.   Helping Sales Teams Shine on Video   Some people are naturally shy on camera, but Robert suggests that sales leaders use collaborative activities to help team members loosen up.  Working in groups makes video creation feel more conversational, helping individuals relax and focus on delivering value to their audience.   By shifting attention away from the camera and toward collaboration, team members can overcome self-criticism and feel more comfortable presenting information.   “Your face and expressiveness convey a lot of information to others. Keep your eyes open, smile with your eyes, your lips, and your teeth. Aim for an approachable and friendly demeanor. Too often, I see people online who don’t realize they come across as unapproachable. Honestly, some of them just look downright mean.” - Robert Kennedy III. Resources https://robertkennedy3.com/ Robert Kennedy III on LinkedIn 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

Carson Heady, a B2B sales expert and author of 'The Show Must Go On,' shares invaluable insights on sales success. He emphasizes resilience and adaptability in navigating the evolving B2B landscape, highlighting the pivotal role of AI in deepening client relationships. Carson discusses innovative strategies for engaging C-suite executives and the vital nature of personalized outreach. He also underscores the importance of persistence in prospecting and building valuable connections, proving that collaboration within the sales community drives shared success.

Your prospect has rejected the deal, and now you’re unsure whether to try another sales tactic to change their mind or simply move on. This final episode of the Back to Basics series will guide you in overcoming sales objections and keeping your pipeline moving forward. Slow Down It’s natural to do everything in your power to get a prospect to say yes. This can often lead to rushing the sales process in hopes of securing that long-awaited agreement. Instead of speeding up, take a moment to pause and breathe deeply. Begin addressing the objections raised by your prospect calmly and methodically. Taking the time to regroup prevents panic and helps you avoid costly mistakes. Express Appreciation Your prospect may have valid reasons for hesitating or declining to move forward in the sales process. Acknowledge this by expressing understanding and gratitude for their time. Next, use a softener to gain permission to dive deeper into their concerns. I explain how to do this in the episode, which will help you uncover the root cause of their objection. Don’t forget to use the “5 Whys” technique to get to the heart of the issue. Schedule the Next Meeting Once you’ve identified their real concern and explained how you can help solve the problem, schedule your next meeting.  Also, consider creating a clear plan outlining the next steps, so the prospect knows what to expect moving forward. “To overcome objections, it comes down to having conversations, being human, and expressing your feelings. Once you’re vulnerable, the prospect will feel more comfortable sharing their problems.” – Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Discover the secrets to conducting effective discovery calls! Learn how to focus on your prospect's needs instead of just your sales goals. Master the art of building rapport and setting a clear agenda to enhance client engagement. Understanding pain points is crucial; listen actively to uncover what really matters to your prospects. Plus, find out how tools like LinkedIn's Navigator can aid in lead generation and the importance of follow-up meetings for maintaining relationships. Transform your sales approach with these expert insights!

The first ten seconds of a cold call matter more than any other part of the outreach. But what do you say to keep your prospect from hanging up? In this episode, I’ll tell you exactly how to get them into your sales pipeline and close the deal.   1. Verify the Prospect  Before diving into your sales pitch, confirm that you’re speaking to the right person. This not only ensures your efforts are targeted but also gives you a moment to prepare your next move.   2. Greet with Your Name and Company   After verifying the prospect, introduce yourself by stating your name and the company you represent. This helps the prospect visualize who you are and understand why you’re reaching out.   3. POR: Point of Reference There’s a reason I always recommend LinkedIn. Use it as a point of reference to remind your prospect where they might know you from. This simple step can turn a cold call into a warm conversation, increasing the chances they’ll stay on the line instead of hanging up.   4. Relevance  Relevance is the icing on the cake—it’s where you show how you can help them. For example, if you noticed on LinkedIn that your prospect is new to their role as a hiring manager, mention that. This demonstrates that your outreach is tailored and thoughtful.   5. Value Proposition Your relevance should seamlessly lead into your value proposition. Using the hiring manager example, explain how you can help them find the right employees and ensure they’re well-trained to contribute effectively to the business.   6. Confirm the Next Step By this point, you’re about ten seconds into the call. If your prospect is still on the line, it’s a good sign! Use this opportunity to schedule an appointment for a more detailed conversation.   “Most prospects don’t want to talk to sellers and be sold to. But if you can get them to stay on the phone for 10 seconds, it buys you time to dive into the relevancy factor.” – Donald Kelly.   Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 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