The Sales Evangelist

For many, 2020 has not been a good year. If 2020 left you feeling defeated then do the work to overcome it. In this episode, Chris Williams talks about how you can do that.  Moving forward in 2021 2020 was hard for everybody regardless of social status. It was a hard heart and mind-bending process.  For Chris, there are three things that matter: You need to be yourself. In this time when money and the market are getting pushed, it’s difficult for people to figure out who you are. Eventually, you start to become someone else. You start to see other people on social media and you aim to become more like that person. You need to stop that and anchor down to who you are and what your core values are.  Whatever your metrics are, whatever your numbers are, it’s not about the money. It’s about what you know that you’re good at and being able to anchor to that. A good handle on that will give you assurance and confidence.  Have an actionable plan. You need to put up an actionable plan that leans on your strength.  This may mean that you need to read a book, listen to a podcast, or other amazing resources you can get your hands on. Pick up resources that will give you actionable stuff that you can do.  This is about clearly defining the list of things that you can do every single day.  You need to have a community that supports you. You need to be with people with hearts, souls, and minds.  People are inherently social beings. We have cultures, religious affiliations, political parties, and more. We need to anchor to a group of people who share the same beliefs and interests that we have.  Don’t consume just any information available out there. Instead, lean in on the experts that provide the information that you like to consume.  “If 2020 Left You Feeling Defeated, Do the Work to Overcome It'' episode resources  Follow Chris Williams on Facebook and Instagram.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Bright seed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

What does being one of the best sellers in history entail? In today’s episode, Donald Kelly focuses on Oprah Winfrey as one of the world’s best sellers in history.  Getting to Know Oprah Winfrey Oprah Winfrey was born on January 29th, 1954 and her parents are Vernita Lee and Vernon Winfrey.  She had her first speaking gig in front of the congregation at church, where she spoke about Jesus and how he rose from the dead on Easter Sunday. It was the beginning of her knowledge that this was something she could do.  Oprah began writing and selling her speeches when she was 12. At one point, she earned $500 from selling her speeches.  Structure and Expectation Oprah’s father gave her structure and expectation that allowed her to excel. She got a scholarship to Tennessee State University and was invited to the White House as well.  Oprah’s success stems from five elements: She is relatable and she knows how to build relationships Her creativity and willingness helped her act even in difficult circumstances She’s a hard worker She thinks big and she continues to push herself Oprah is selfless On being relatable and building relationships Oprah allows herself to be vulnerable and she values her authenticity regardless of whether there’s a camera or not.  She shows empathy to everyone she interviews. Instead of just asking the questions point-blank, she sees the humanity of every person and asks them like a fellow human being instead of a reporter.  Oprah isn’t afraid of making mistakes and owning them.  The same is true for sales: it is impossible for salespeople to be perfect in everything we do. Making mistakes is part of the process and being honest about your mistakes makes you a relatable salesperson. That’s the kind of salesperson people often gravitate to.  On being creative and having the willingness to act Oprah doesn’t just sit and wait for things to happen. She takes action and turns things around.  In sales, you may find yourself in a difficult situation sometimes. Instead of groveling about it, you need to act and make the best out of the situation.  On thinking big and pushing yourself forward Oprah wanted to become an actress but wound up in the journalism industry. She did not, however, stop aiming for her dream until she became the lead in the film, The Color Purple.  Sales reps can learn from Oprah Winfrey and her elements to success. Sales representatives may sometimes feel the need to offer things with strings attached in order to get ahead but that’s not always the best option.  The door will still open if you are generous and give more to other people. The goal in sales is to help others and to give them solutions.  “The Best Sellers in History Series - Oprah Winfrey'' episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. 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

Some people perceive that there is a power struggle between the men and women in the sales industry. In this episode, Lorraine Ferguson talks about leveling the playing field for women in sales.  Getting to know Lorraine Ferguson Lorraine Ferguson started her career in sales back in the 80s with a startup technology company. She never thought that she’d see herself in sales.  Back then, there were still no women in sales. She was young and inexperienced then. So, she followed what the other salesmen did.  As a woman in a male-dominated career, she often felt intimidated by the men she met. She felt like she wasn’t taken seriously and there were times when she was only asked to take notes or to go and bring the boss.  As a young girl, she was taught that being good meant accommodating others and knowing her place. She didn’t realize that the principle stayed with her. She found herself buying into the buyer system.  Women not Glamorizing Sales  There is a negative stigma in sales. Many women don’t see sales as an effective career.  Another challenge is that we weren’t told about sales as a potential career. It’s not something that your guidance counselor talks about.  Most times, men are hired because the people in the leadership roles are also men. Sometimes, they don’t even think about women as a good fit for sales.  It’s a combination of mindset, what we think, and what those who are hiring think when they are looking for a good candidate.  Many are also looking at sales as a stepping stone or a last recourse. This isn’t a good thing for women since women have so many natural strengths that are needed in the sales profession today.  Womens’ natural talents in sales To be successful in sales today is much more than just knowing your own products and services. It’s about your ability to connect and understand other people. Buyers today are expecting salespeople to know about their own business as much as they know their own products and services.  Women have the ability to connect the dots and figure what the problem is. Women are good listeners and are able to come up with empathic solutions.  When it comes to selling, it’s critical to be quiet, to listen, and to ask the right questions.  Women tend to be more concerned about others. They have the natural ability to put themselves in the background. Women in sales Women need to work a little bit harder to prove themselves. Sometimes, they need to prove themselves to the person they’re working for.  The organization is a huge help for women. It’s critical for the organization to have a selling process that fits women like a glove.  Women like roadmaps, they like to have direction. When they follow a process, they are able to have personal presence and they’re more likely going to win a deal.  Often, the right system for women is when there’s no pressure.  Women need to work on their personal presence. They need to put a system in place. Change the things that prevent them from achieving more. Learn to take control of the conversation.  Lorraine’s Sandler Training helps salespeople develop a mutual agreement between your objective and what the customer/client wants to cover.  Having the upper hand in the conversation allows you to have more confidence.  Even with the slow progression in sales in terms of perceiving women, still, women have come a long way. Many women are becoming more successful in sales. “Leveling the Playing Field for Women in Sales” episode resources Follow Lorraine Ferguson on LinkedIn.   Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. 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

Women are strong willed individuals who can thrive in the male-dominated sales industry. Today’s guest will help us understand how women can thrive in the male-dominated sales industry.  Thriving in the male-dominated industry Cherilynn Castleman released a book entitled, What’s in the C.A.R.D.S: Five Post-Pandemic Sales Strategies.  She’s been in sales for over 25 years and was able to experience the global financial crisis in 2008 first-hand.  When she first started selling, salespeople used to spend 20% of their time building relationships and 80% on sales. This book talks about doing the opposite. 80% of the time should be spent building relationships while the other 20% should be focused on sales.  The book is about how to connect and build relationships with other people. It’s about collaborating with clients and becoming more emphatic.  The Perfect Time to be a Woman Harvard Business Review released a study in May 2020 that women outsell men after a crisis. Women, by nature, are emphatic, collaborative, and open-minded creatures.  The best time for women to go into sales is right now. For Cherilynn, there are three levels of listening: Restaurant listening - it’s when your brain thinks a 100 miles a minute. You think of what food to eat or what food you had last week.  A lot of salespeople sell this way. They’re very knowledgeable, so when their client starts talking, the sales reps are already answering every question in their heads.  Reflective listening - We’re taught this in school.  It’s when sales reps reflect what it said back to the clients. They’d reflect the conversation and then they present their pitch.  Empathic listening - this is listening between the lines and listening to the words that weren’t spoken.  You do this by muting your brain and taking deep breaths. This will allow you to focus on what’s being said and what’s not being said. It allows you to connect to the people talking on a deeper level.  The 4 Fs Ask people about the four Fs: Ask them what it was like for their first day of the pandemic. Were they worried about their job? About their production? Ask them what it was like the first time they were doing what they’re doing now. Then, listen carefully. Ask them about their failure.  Ask them about their future.  Ask them about their finest moments.  Any sentence that starts with an ‘I’ is not being empathetic.  When you talk to clients, always be present and be where they are.  Be with their frustration and then allow them to formulate a solution with you.  It’s not that people hate Zoom calls; it’s more like they hate the way you run Zoom calls.  You have to be authentic. Women are okay with being a little bit vulnerable as opposed to men. Make yourself relatable.  You don’t necessarily have to be formal and take on that sales voice every time you jump on Zoom.  Pause, figure out your superpowers, and leverage them.  Right now, sales is about being open-minded, about being strategic, and about helping the clients come up with a vision.  “How Women Can Thrive in the Male-Dominated Sales Industry'' episode resources Connect with Cherilynn Castleman via LinkedIn. You can also check out her website. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. 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 a common problem among workers in many industries. The question remains, why are women sellers paid less than their male counterparts? Let’s talk about this subject in today’s episode.  Being in a woman in sales Jaunai Walker has been in the sales field for almost 20 years. It was her first job after she finished grad school.  By 2007, an opportunity opened up and she landed a role in medical sales.  Women being paid less isn’t only because of other factors but also because of ourselves.  Jaunai suggests that it’s critical to learn to look at ourselves as women and see what we put out there.  For most women, the stigma about what salespeople are remains in the back of their heads.  Another factor is that at the interview part, women sell and promote themselves less than men do. Women don’t want to be seen as boastful, so they present themselves as heart-centered as they often do themselves a disservice.  Women are seen as less confident compared to their male counterparts and because of that, they are often seen as less competent.  Women also don’t ask or negotiate as much because women don’t want to be seen as pushy. Jaunai feels like that’s because of the fear of not being enough.  Bridging the gap Women have these different personalities. They take on different faces when they’re at home or when they’re selling.  There is a need to bridge the gap between the two. Bridge the gap between who women are out there and who they are in every aspect of their lives.  It’s a proven fact that women are better closers than men so women have to channel that confidence.  Don’t be afraid of a sales career. Everything you have right now from every industry wouldn’t happen without being sold. Even those things that aren’t seen, like ideas.  Women have to be bold so it’s time to claim it. It’s critical to stand out and step up.  “Why are Women Sellers Paid Less Than Their Male Counterparts?'' episode resources Follow Jaunai Walker on Linkedin. Check out her sales program, Perfect Your Pitch: Irresistible Sales Conversations that Convert for Heart-Centered People Who Have Heart Centered Businesses. Just give her a beep on LinkedIn!  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. 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

Imposter syndrome is common among salespeople, and it chooses no gender. In this episode, however, let’s learn how imposter syndrome affects women in sales.  Melissa Oakes truly believes that she changes people’s lives. Although many don’t share the same thought, being able to bring people back to a time in their lives where they were happiest is a huge accomplishment. In the Hair Club, her team gets to help people feel good about themselves every day. It’s not just about the hair; it’s about what people can do for themselves to make their lives better. From having a better hair day to having a better life. Starting Hair Club It started out as a Hair Club for Men where almost all the salespeople were men. Melissa was one of the first female consultants. She also shared the negative stigma of salespeople then.  Personally, she didn’t want to become a salesperson due to that stigma.  When she did get into sales, into a male-oriented industry, she felt like she always had to overcompensate. She felt like she needed to do things right because she had something to prove.  The Imposter Syndrome Imposter syndrome leaves you feeling doubtful and dealing with other negative emotions. Doubting whether what  you do is enough; whether you are good enough.  It was a challenging time for Melissa because it prompted her to take things personally.  When she faces objections, she takes it as an attack. For men, they can just move on. The same isn’t true for women.  Melissa always got into her own self-talks and eventually she realized that her doubts were making the sales process more about her and less about the person sitting in front of her.  She realized that she couldn’t help other people if she remained in that state. The rejection she experienced didn’t motivate her. Instead, it piled up a lot of doubts in her head.  Going over that state not only helps you as a salesperson, but also the people you’re trying to make an impact for.  Melissa learned to turn that No into a Not Yet. It helped her follow up with someone and make sure that she is in contact with them, building relationships and connections with them. She learned to focus her attention on the people she’s helping and on what she could do for them.   It’s important for new salespeople to be genuine and be authentic to themselves. Sales is about making connections so be genuine in your own way, and build connections in a way that works for you.  Giving quality service is about finding out what the person needs from you or how your business/service/products help them.  We need to care more and show that personal connection. We also need to celebrate the little wins because that will get you out from whatever feeling you’re in.  “How Imposter Syndrome Affects Women in Sales” episode resources Follow Melissa Oakes on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. 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

Sales is a huge industry and it’s big enough for both men and women. However, the number shows that there are few women in this career. In this episode, we will talk about the reasons why we need more women in sales.  Women in Sales Women are the best in sales.  There are very few women in sales then and the number hasn’t improved much over the years.  As a woman or a salesperson in general, you need to think of what you’re selling and how your buyers are.  There are many categories where women are the primary decision-maker and buyers.  Companies should see the need to have a salesforce to represent who the buyers are and 50% of the buyers are women.  This is especially true for categories where products are more female-oriented.  Having more women in sales also promotes diversity of thoughts, thinking styles, and perspectives.  For the last 25 years, there have been more women in sales. There are also industries where women are the dominant sellers.  In most times, it’s up to the manager if they give women the opportunities to be out there and represent the product.  The truth is, it’s not just about having more women in sales. It’s more about the broad scope of diversity. That includes gender and race.  What you need to be in sales Sales is not just about having graduated college. Sales is about understanding relationships. You don’t need to graduate with triple masters to be equipped with soft skills.  You can be a great salesperson even when you didn’t have an MBA.  Tiffanni stumbled into selling by accident. Her mother didn’t have the most positive response the first time she told her that she wanted to get into sales. It was later on that her mother realized that everything worked out for her in the end.  There is a gap between men’s and women’s pay. There’s also a gap of pay between language and race. If you are a manager, you need to line up your team and see if there is a gap and how much the gap is. It’s time to shore it up and decrease if not totally eradicate the gap.  Tiffanni was courageous and she followed what she believed in even when she had to give up a current position to be able to move further in her career.  She kept stretching herself and kept learning more. Most importantly, she took the responsibility for her decisions.  She’s now in a different part of her career. Instead of keeping moving forward, she’s now in the contribution mode. She helps others by sharing her journey.  For beginners, it’s imperative that you understand the process, know yourself and the things you’re good at and use these things to your advantage.  “Why We Need More Women in Sales” episode resources Connect with Tiffanni Bova via LinkedIn, Facebook, and Twitter. You can also read her book, Growth IQ, and follow her podcast called, What’s Next with Tiffanni Bova.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. 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

Working in the sales space, Donald Kelly has met a lot of people who impacted his journey one way or another. In this episode, he talks about how women leaders have impacted his sales career.  Women in Donald’s life who made an impact Throughout Donald’s career, he has met several women sales leaders who guided him and helped him persevere.  While he was doing the Accidental Seller Series in 2019, one of his first guests was his mom. While she didn’t have experience in a traditional sales role, she ran her own shop in Jamaica and that taught her valuable sales skills. Donald’s mom was a dedicated person and today, she still has that passion and drive. This mental attitude taught Donald to work hard and take advantage of the tough times. It also taught him not to give up too easily.  Donald’s Aunt Ivy also helped him. She raised him for a while when his Mom came to the United States. He saw how hardworking and creative she was. She bought things in America and sold them back in Jamaica with a margin. She was one of the successful entrepreneurs in the community.  The next person who helped and pushed Donald is his wife, his better half. Donald’s wife taught him to be better. She taught him to do his best and to walk the extra mile.  Women Leaders in Sales who influenced Donald  Laurie was one of the women sales leaders who impacted Donald’s career as well. She was in a software company where most of the employees were men. Laurie, however, was able to stand on her own. She was one of those individuals who could find the problem, identify the problem, and solve it.  Donald also worked with Lisette. She’s now with the upper management of a large tech company in South Florida. She’s able to use her problem-solving skills and ask effective questions. She’s also a great student who easily understands the clients’ needs and their pain points, and she has a great way of helping them solve their problems. She understands their business and she sounds like an insider.  Women in sales The Harvard Business Review reported in 2019 that the B2B sales landscape has been shifting in ways that favor women in sales. It said that 86% of women achieved quota compared to 78% of men.  Both women and men choose the same seven capabilities but they differ in the ones they emphasize. Women emphasize connecting, shaping solutions, and collaborating with others. Men, on the other hand, relied more on improving and driving outcomes.  “How Women Leaders Have Impacted My Sales Career” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals or call us at (561) 570-5077. We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. 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

Salespeople know that objections are a big part of sales. In this episode, Brandon Bornancin talks about how to effectively handle objections during discovery.  Objections in the discovery phase There are two things you need to become a millionaire: one, a massive list of everyone you need to sell to, and two: the ability to master and anticipate sales objections.  Brandon became obsessed with sales objections and sales objection scripts. People don’t talk much about it because they’re somehow showing their weakness.  Some salespeople believe that they shouldn’t overcome objections. Salespeople shouldn’t battle it out with prospects.  The truth is if you have a product that would help the clients’ lives for the better, you need to learn to overcome their objections.  Overcoming objections is very much like playing a Super Bowl championship game: you need to be prepared. You need to have all the plays, the strategies to address their objections, and you need to learn most of the possible situations.  Overcome the objections Brandon makes his team write objections in a Google doc because it automatically creates outlines. There are only fifteen typical objections and we usually just face five of these every single time.  Write down every sales objection and write out the script to overcome every single one of them.  The scripts can play differently every single time. All the different scripts are different plays that you can customize.  Write the scripts for every single objection. Have them handy, memorize them, study them, rewrite them, and practice them every single day.  Use them as much or as little as you need. Customize them in a way that would best fit a certain situation. This isn’t a one-size-fits-all kind of thing. You don’t have to use it exactly as it is; use parts of it. Slice and dice your scripts depending on the kind of objection you get.  Your script is your roadmap. You can use it to overcome the objections and build up your value to the end of the sales journey which is the closing.  The number one objection is: I’m not interested. This is the most common objection that you hear. If you don’t learn how to do that, then you’re failing the number one objection in all of sales calls and every sales pitch.  When prospects say that they’re not interested, it simply means that they’re not seeing interest enough to commit their time and energy. When a prospect says that he/she is not interested, you need to dig in and figure out why he/she isn’t interested. It’s always important to dig in a little deeper.  Brandon and his team created Seamless.ai for account-based selling.  The best way to email a list is to pick a niche to reach. You can pick a persona in an industry with one pain point then write a personalized pitch to that person. You can send this pitch to the niche and when they get that email, they’d feel that it is personalized and relevant. People from the same niche typically have similar pain points. You need to address that pain point.  “Discovery: How to Effectively Handle Objections During Discovery” episode resources Follow Brandon Bornancin on LinkedIn. You can check out Seamless.ai as well, the world’s first and only real-time search engine for B2B contact information. Read one of his books, Seven Figure Social Selling: Over 400 Pages of Proven Social Selling Scripts, Strategies, and Secrets to Increase Sales and Make More Money Today!  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals or call us at (561) 570-5077. We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. 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

We are still in the discovery stage and in this episode, let’s talk about the importance of leave-behinds after remote discovery meetings. Join Donald and David Keesee as they discuss more about leave-behinds.  The beliefs in Sales Salespeople don’t come from a place of selling. Rather, we come from a place of serving.  The leave-behind frames the clients so that they would feel like they are being served, they have a good understanding, and that there is clarity and simplicity to your offer.  The frame is a context. It’s a way of looking at something. In whatever conversation you’re having, it’s always important to set a frame. In sales, you need to set a frame in a way that clients see a positive context on things so that it becomes easier for them to say yes.  The use of questions is critical in sales. The way you ask questions builds up authority and credibility.  Before the leave-behinds You can visit Beautiful.ai. It’s a site where you can create amazing pamphlets and slides to give to people before you start your presentation.  It’s like pre-framing people by giving them something beforehand. It may be case studies, social proof, or other credibility building support.  The importance of leave-behinds The higher the value of what you’re selling is, the more customized your leave-behind should be.  It can be an actual presentation, or anything that would provide added value.  You need to ask yourself what your client would need to believe to move forward and how you can demonstrate that kind of belief they have to adapt.  It matters what you leave behind.  How you handle the objections on the spot is a measure of how good of a salesperson you are.  Think about the top four objections why people don’t say yes and prepare for them.  To be a great salesperson, you need to understand human beings.  It is important to be more conscious in considering what it is like to be the client, understand where they are coming from, and what beliefs they need to have.  Being a great salesperson means selling a great product to people who need your product. It is your duty to convert their mindset so that they take action on something that is good for them.  “Discovery: How Important are Leave-Behinds After Remote Discovery Meetings” episode resources Connect and follow David Keesee on LinkedIn. You can also visit his website, David Keesee.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX. 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