The Sales Evangelist

As we enter the new year, there’s no time like the present to set new goals and embrace the productive mindset you’ve always wanted. In today’s episode of The Sales Evangelist, Donald is joined by lifelong businessman, best-selling author, and coach Brad Sugars to discuss how you can revolutionize your thinking.  Revolutionize your mindset to get to the next level: It starts with the acknowledgment that your attitude needs to change. Brad’s formula for success: Dreams x Goals x Learning x Planning x Action. Getting to that next level involves all five of these components. Many of us are taught not to “bite off more than we can chew.” But change often means diving into the deep end and moving past our comfort zones. But why should you jump into the deep end?  Immersing yourself in a new way of doing things creates a new identity, and that identity shift is the change people need. Put yourself in situations where you aren’t the smartest or most productive person in the room. Doing so gives you the push to grow and learn.  Instead of looking to beat your average quarter, beat your best quarter. You never see sports professionals aim to perform above their average; they aim to perform above their best. Your goal is not your glass ceiling.  Don’t let a low goal influence your ability to thrive. Pick your favorite mentor growing up. How would you be different if you got to sit with them for thirty minutes for the next 90 days? Brad’s quick lead generation advice: What are most salespeople using for lead generation? Email, social media, and other standard practices. What are they missing? Simply asking who is interested; they’re trying to make a sale rather than see who’s interested. If someone expresses interest, that’s the ideal person to start a conversation with, Brad’s final takeaway? Set goals, don’t be the smartest person in the room, and grow into your goals. (Because if you knew how to achieve that goal today, you’d already be doing it.) Visit Brad’s website at https://bradsugars.com/ for more content and information. Contact him on LinkedIn, Instagram, or Twitter and mention you came from Donald’s podcast to receive 90% off his 90-day course.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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

Differentiation is critical when operating as a B2B seller. But what’s the best way to differentiate and ensure you earn more money? In today’s episode of The Sales Evangelist, Donald is joined by management strategist Lee B. Salz to understand how to effectively set yourself apart in B2B sales.  Why does Lee have a passion for B2B sales strategy? The short answer? Golden Girls. The long answer? Lee needed a job his junior year of high school, so he was hired to drive the vehicle for a dry cleaning delivery service.  Lee was fascinated that people were willing to spend more for the convenience of delivered dry cleaning. However, it was only certain people - those with long work commutes. Those who worked local found it unneceessary.  The takeaway? Understand who gets meaningful value from what you’re selling, because not everyone will. Find the people who see meaningful value in what you’re selling. Visit targetclientprofile.com to download a free worksheet to identify your target profile client. It’s not an ideal client profile; it’s a target profile client. Ideal is who you want to sell to in a perfect world. Target clients are who you can and should sell to today (and any day of the week.) Your product won’t be meaningful to everyone. If something is marketed to everyone, it’s marketed to no one. Some people just won’t see value in your product. Innovation happens everywhere.  As long as someone sees value in your innovation, there’s place for it in the market. There are always people who are going to compete against you. It’s one of the oldest comparisons you see - salespeople are the athletes of the business world.  But one difference completely invalidates the comparison. Professional athletes work behind the scenes to deliver flawless performance. Salespeople, on the other hand, play the game without improving their performance.  What can you do today to improve your game?  It takes the work, research, and tools to be a professional. Competition has never been more fierce. And if we’re being honest, the differences between your product and your competition’s product is probably insignificant. Despite these more minor differences, how many companies are lowering quotas? None. Salespeople are expected to win at higher rates. You have to take a step back and look at every touchpoint in the buyer’s journey to analyze where you can outsmart and outsell a competitor. (Which is exactly what Lee discusses in his book.) Lee’s major takeaway? Don’t just sell; sell differently. Look at your touchpoints, discovery meetings, customer service, and every aspect of your sales practice to identify what you can do differently. To stay up-to-date on Lee’s content and practice, follow him on LinkedIn. Read the first chapter of his new book for free at selldifferentbook.com This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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 many salespeople, a change in mindset encourages growth as you cultivate your sales practice. And on today’s episode of The Sales Evangelist, Donald is joined by sales consultant and speaker Natasha Hemmingway to learn her 5-step formula to rewire the brain and think like a sales pro. With 16 years of corporate sales experience (and multiple years as a professional sales consultant), Natasha believes that sales changes everything. It gives us access, opportunities to impact and influence others and help solve their problems. Step One: Mindset Many sales teams focus exclusively on the numbers, hustling for new clients purely for financial gain. But this mentality just doesn’t help anyone. Selling with heart means putting the client at the front of your selling technique. Serving them should be your priority.  Selling is a partnership just as much as it is a transaction, and it is the willingness to walk away from a deal if it isn’t right for the prospect. Step Two: Communication  Communication cannot come without the proper mindset, and it requires an understanding of what you’re selling and who you’re selling it to. In your communication, come from a place of confidence, ease, and grace. Most small and mid-size companies need to focus on their main thing. Selling dozens of slightly different products doesn’t encourage a purchase; it prevents it. Developing your authentic sales voice will help the client determine their best purchase (which should be your goal.) Step Three: Energy  How are you showing up to work? People know if you’re nervous, anxious, or just want money. You just can’t hide it.  Without the proper energy, you will encounter challenges converting sales and finding growth, regardless of how good your product or service might be. Step Four: A sales process  Solo entrepreneurs, small businesses, and even medium-sized businesses frequently don’t have a sales process.  If you wing your sales process, you’re likely repeating the same mistakes. A sales process quickly helps increase conversions and prevent these mistakes.  At a minimum, a sales process should detail the components of a sales call, pricing, follow-up, and closing. Step Five: A sales strategy  Even if your business is similar to fifty other people, your sales strategy and process are likely quite different.  People (especially in the sales world) mimic what they believe is successful. But can you deliver your authentic self while trying to be someone else? (Hint: No.) Natasha’s main takeaway? If you aren’t communicating and touching the human behind the payment, there’s a critical gap in your sales process. Connect with Natasha on LinkedIn or Instagram, and visit natashahemmingway.com for free downloads, sales quizzes, and other excellent resources. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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 salespeople have a misconstrued mindset about mindset itself, hindering success and costing more money. In today’s episode of The Sales Evangelist, Donald discusses five common sales misconceptions and how to overcome them. So start the new year by overcoming these common misconceptions. Myth #1: Mindset is a soft skill and can’t be proven to result. Yes, motivational things are important and cool. But pep talk motivation has a purpose - it helps you perform. If your mind is game-ready, the performance will follow. Mindset isn’t just your motivation; it’s the way you think. Motivation is only a tiny (but necessary) part of that. Myth #2: I don’t need mindset, I can just hustle and complete tactics. When you get to a certain point, “hustling” only gets you so far. People who shatter records, earn promotions, and go beyond their current limit need more than hustle; they need the proper mindset. Research shows 80% of our daily thoughts are negative, and we do this to keep ourselves in our comfort zones.  Mindset training teaches you to combat and subvert those subconscious thoughts. Myth #3: I don’t need mindset training to strengthen my mind. Even the most mentally tough person on Earth has another level they can reach. People sell themselves short to avoid disappointment down the line. But you can definitely do more. And mindset coaches help with that. Myth #4: Mindsets are an either-or proposition Mindset by Carol Dweck establishes the dichotomy of a fixed or growth mindset. But the truth is, it’s not an either-or situation. You can be both! We have thoughts on both sides of the scale, between overcoming negativity in the workplace to our goals and career aspirations.  Myth #5: Anyone can do anything Okay, this sounds pessimistic. But it’s simply reality. You can’t grow wings. You can’t breathe in space. And, most likely, you won’t make the NBA. There are things you can’t or shouldn’t do. Understanding this doesn't mean you have a bad mindset. Instead, it encourages you to shift your focus to things you have control, which allows you to see greater results. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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

Remote and hybrid work environments can be challenging. Back-to-back Zoom calls quickly blur together, and many salespeople find that, even with note-taking, there are gaps in recollection when the follow-up meeting arrives. In today’s episode of The Sales Evangelist, Donald is joined by Richard White to discuss his sales app, Fathom, which helps address and overcome these sales issues.  Salespeople juggle note-taking, conducting conversations, and remembering essential elements of meetings for later discussions. Because of this huge workflow, it’s easy for things to fall through the cracks. So, Richard built the free app Fathom for Zoom that records, transcribes, and (most importantly) highlights key moments of calls so you can focus on having an actual conversation. In a typical call, only 15% of the conversation is note-worthy. That means 85% of the conversation probably isn’t very important. And that 85% drowns out the 15% pretty quickly. As a salesperson, you’re routinely giving pitches, answering questions, and overcoming similar objections across clients and prospects. Remembering the different results of these similar conversations gets increasingly difficult as you have more meetings. Notes are incredibly helpful to help prep before a follow-up call. Rather than stress about what was discussed and where you left off, Fathom provides a short highlight reel with that 15% of important information. How can this app and system help a remote sales rep or leader? Fathom’s video highlights are compiled with a sales methodology. Timeline, pain points, and other noteworthy topics are automatically flagged to revisit later. Zoom has cloud recording, but you often don’t get the recording until thirty minutes after the call. Because Fathom is real-time, so you get it immediately. Several platforms provide helpful coaching metrics, but that’s only after the call. Fathom’s real-time recording alerts you during the call if you’ve been monologuing, helping provide the best experience possible for the prospect.   The goal is to perform smarter, not harder. The main takeaway from this episode? Zoom calls don’t have to be as stressful as they are. Visit fathom.video/pod to skip the waitlist and get this free tool for yourself, and connect with Richard on LinkedIn for more great updates and content. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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

Back-to-back meetings can drain your mental energy and, subsequently, your commission check. Working a hybrid of virtual and in-person work can be challenging while caring for your physical and mental health. In today’s episode of The Sales Evangelist, Donald is joined by master sales trainer and Sales Gravy coach Gina Trimarco to discuss her strategy to find balance in a world where salespeople are expected to do everything. Twelve years of owning a sales company (and an improv theatre) taught Gina important life lessons.  Namely, the soft skills of improv help people be more organic in their sales efforts. Donald didn’t make his college’s improv team. Not that we’re holding a grudge or anything. More importantly, in those roles, Gina realized the importance and the need to set healthy boundaries between her work and personal life.    People think they can do more than they should. This issue was drastically increased during the pandemic - we went from an in-person world to virtual seemingly overnight.  Now that things are opening again (although we’re eyeing that omicron variant), there’s an expectation to continue virtual meetings while resuming in-person, depending on the prospect’s preference.  Gina realized this situation was getting out of hand when she scheduled calls in transit at 6 a.m. Constant availability is simply not sustainable.   But what’s the detriment to getting more done? The 24/7 hustle fatigues you in every way possible, professionally, physically, and mentally. You’ll notice declines in productivity and a lack of focus when you don’t have space to relax and decompress. From the virtual selling perspective, limit how much time you spend on zoom per day. The zoom fatigue is real. Google Calendar can automatically install buffer time in-between meetings. Make that a standard scheduling practice to ensure you give yourself the time you need. Respect your boundaries. If you’re someone who agrees to every work and meeting invite, block segments on your calendar for family, travel, and personal time.  Set the precedent that you need time away from a conversation. Leadership needs to stay hyperaware of their teams. As a leader, you want to get the most out of your team. But if you notice cracks in the foundation of someone’s work, that should be a reason to pause and pay attention.  Support that person when they need it. They won’t always need the space, but you need to respect it when they do. Regularly check in to see how your team is doing. Identify their thoughts on the balance between in-person and virtual work and provide a space for honesty. Look at the numbers - is there a decline in productivity? That could be because of a lack of boundaries and overextended employees. Contact Gina at gina@salesgravy.com, or connect with her on Instagram, LinkedIn, and Facebook. You can also check out her website, call her at (843)-597-6393, and tune in to her podcast Women My Mother Warned Me About. (You can check out Donald’s guest episode here.) This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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

Without sales, companies wouldn’t generate revenue! And with hundreds of thousands of niches and topics for sales professionals, creating an effective hiring strategy is critical for companies to fill their team with qualified and creative talent. In today’s episode of The Sales Evangelist, Donald is joined by Jerry Brooner, President of Global Field Operations at Enable, to discuss his best sales hiring practices. Finding and keeping good talent is a warzone. To be clear, there is no shortage of talent. But many hiring managers just aren’t searching in the right places for the right people. For example, hiring managers who look only in major U.S. cities completely ignore the rest of the country (let alone the rest of the world.)  In reality, there are intelligent and capable people no matter where you go, and they all bring different perspectives to a team. Jerry’s strategies to recruit a diverse team:  First, think about what’s important for the company and the sales team. In most instances, that means a wider array of diversity and experiences. Jerry’s team searches not only in different states and countries but also beyond the major areas of those places. So, for example, when recruiting in the UK, they check locations besides London. How to plan a recruitment strategy:  Work backward. Look at your customers, your team’s territories, and the industries those territories fall in, and look for knowledgeable people in those areas. Make entry-level jobs entry-level. Determine if the number of years of experience you’ve selected is essential. Most of the time, it isn’t. Look for accomplishments rather than years of experience to ensure everyone has an opportunity for consideration. Addressing and fostering diversity in his own company: Jerry believes that diversity is his company’s biggest asset, but he acknowledges that you must prioritize it. Focus on a diversity of country, gender, and race to create a team capable of understanding and interacting with clients in prospects in a way that works best for them. Don’t look to fill a diversity quota; look to fill roles with good people. You just can’t get the best people by searching one location. If you’re hiring entry-level BDRs, don’t just go to the same three or four colleges. Instead, broaden your selections to find candidates beyond those institutions.  Jerry’s final word of advice? The sales profession is made better with a diverse group of people. In the long term, we’ll all be better for it. For more information or to contact Jerry, reach out to him at jerry@enable.com. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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 easy to make simple mistakes when setting goals for the new year, especially if you quickly fall back into the same habits as you did the previous year. So on today’s episode of The Sales Evangelist, Donald discusses the three mistakes salespeople make when setting goals and how you can prevent those same pitfalls. And happy birthday to Donald’s sister, Jessica!  1. Don’t set huge goals without a plan. A Harvard study revealed that people aren’t likely to succeed in huge goals. The key is to set micro-goals that are far easier to obtain and make you happier. The 12-Week Year concept is powerful because it does precisely that - breaks down an overarching goal into smaller, easier-to-obtain segments. Whether it’s to make a million dollars in sales or lose a certain amount of weight, micro-goals are far easier to obtain than a massive goal. 2. Be more descriptive when setting goals 65% of the population are visual people, and it’s natural for humans to think in pictures. If you have a goal in mind, making it descriptive allows you to visualize and thus better understand why the goal is important in the first place.  If your goal is to hit a quota, what are the benefits of hitting that quota? Associate the benefits and results of the goal with the goal itself to overcome objections you might create for yourself. To learn more about the benefits and how to engage in a descriptive mindset, check out the Sales Evangelist Sales Mindset Training Program.  3. Set a goal, not a dream. It takes discipline to accomplish a goal. And you might have habits that are in direct conflict with achieving a goal. You can’t just wish on a plan - set it up and designate steps to accomplish that goal to see it come true! 4. Of course, a bonus: Believe in yourself! Whether in personal or professional goals, many people don’t believe in their ability to reach them. Affirmations are a great way to affirm your beliefs in yourself. The problem - they’re typically too vague, Keep them in the present tense, keep them visual, and keep them descriptive. It’s a great way to force yourself to believe in yourself and your goals. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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

Today’s special episode of The Sales Evangelist Podcast looks back on five of the best episodes of 2021. (If you were wondering, yes, it was a tough decision.) Check out the links to visit each episode if you missed it to listen!  Episode 1508: Insight-Led Selling: Adopting An Executive Mindset To Learn How Buyers Think with Dr. Stephen Timme and Melody Astley This episode encouraged sellers to focus on how your product or service fixes a prospect’s problem. Focus on how to bring value versus the “what” of the sale. Reorient your selling practices to understand how the customer buys rather than how the seller sells.  For more great information, read their book, “Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact.” Episode 1505: How To Develop Your Account-Based Strategy Outreach Messaging with Scott Leese In this episode discussing account-based outreach strategies, Scott stressed the importance of the message above all else- if you’re going to reach out to a prospect, target messages to the prospect. Don’t make the conversation about yourself - initial outreach should get into some dialogue or discussion where the prospect is the center. For more great content from Scott, check out his podcast, The Surf and Sales Podcast. Episode 1493: 3 Things Every Seller Needs To Know About The Future Of Selling Sales and marketing must come together. It’s no longer enough to work in tandem - they must be integrated to drive revenue.  An integrated experience should put the customer journey first versus different departments judging success based on different outcomes.  Episode 1425: Objections: How To Overcome The Most Common Objections In B2B Sales with Nadia Rashid Nadia has a four-step process to overcoming prospect objections: listen, understand and validate, respond, and confirm. Whenever you encounter an objection you aren’t sure how to address, there is no shame in admitting that. However, commit to finding an answer and make a proactive effort to address it later. For more great content from Nadia, follow her on LinkedIn. Episode 1514: How “The Practice” And Being Different Can Help Sellers Connect With More Prospects with Seth Godin Google didn’t succeed because of a stellar sales team- Google succeeded because Google made a product that sold itself. If you want to measure salespeople based solely on the outcome, figure out how to normalize it based on what you’re selling. Juggling isn’t about catching; it’s about throwing. If you get good at the practice of your job, the results take care of themselves. Make sure to check out Seth’s book The Practice for more awesome content and advice.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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

As we move into 2022, there’s no time like the present to set new goals and be prepared for the year ahead. So what is Donald doing to prepare for 2022?  He’s adding three books to his reading list (and you should too.) The Big Leap by Gay Hendricks:  Getting past your comfort zone can be a challenge. When it comes to quotas, commissions, and sales targets, many salespeople trap themselves into thinking that they can only do a certain amount.  But I’ll ask you this - why can’t you make more? Don’t be your own worst enemy! If your company limits your commissions, maybe it's time to find a new job to break through and get to the next level.  The Billion Dollar Secret by Rafael Badziag: This guy interviewed billionaire people and asked them what it takes to make a billion dollars. You may not get a billion dollars in sales revenue yourself, but why can’t you get six or seven figures? Get past limits you set yourself to unlock more money for you. Salespeople reap what they sow - focusing on the ideal customer who makes more significant purchases can be what brings onto the 7-figure level. The 12 Week Year by Brian Moran: Salespeople are super productive between October and December because of the shorter quarter. But why can’t you have this same urgency throughout the year? The 12 Week Year breaks down overarching goals into smaller, 12-week-long goals that help you achieve whatever goals you’ve set for yourself. And now, the bonus book: Donald’s Sales Planner! (Yes, this is a shameless plug.) When searching for a sales planner, Donald realized those in the market weren’t what he wanted.  Instead of a reactive planner, he wanted one that kept him focused on his goals and moving forward. His planner encourages you to focus on tasks that directly correlate to success by utilizing the 12-week concept framework. It features a performance tracker at the end of each day or week. It is a 3-month planner, promoting focus on each quarter, and features a performance tracker for each day and week to ensure you’re on track to reach quotas. Even if you don’t use this planner, plan! Spend 30 minutes each day planning the next day to see more success in the new year.  To order the planner for the start of 2022, visit thesalesevangelist.com/salesplanner. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX 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