The Sales Evangelist

There are times that we feel unproductive. How do you combat that feeling? Join Donald and Andres as they talk about the lack of productivity and how to overcome it.  What unproductivity looks like Andres has subscribed to many methods and ways to become productive. Entrepreneur on Fire’s John Lee Dumas is one of the podcasts he listens to. There’s also the Freedom Mastery Journal where you write down four things that you want to accomplish in a day.  Often, though, it’s difficult for many to finish their list of tasks to do for the day.  The most productive times are in the early mornings or late at night. But always pushing out your workday to late night isn’t healthy. It eventually leads to burn out.  Feeling unproductive doesn’t necessarily mean that you didn't get any work done in a day. It may also mean that you weren’t able to do what you intended to do because you were side-tracked with other tasks.  For Andres, sometimes the inspiration for doing his listed tasks happens at the last minute.  Andres is now trying a new exercise where he prepares for his tasks beforehand. He also considers the productivity tools he is using.  The TSE Mastermind has been helpful for Andres as it provided accountability which then equates to goals reached.  Sometimes, Andres wants to get things done and loses sight of other things.  It is important to learn how to allocate and delegate tasks.  It is not easy to do the hard things but they’re the ones that are going to be the critical pieces moving forward.  Oftentimes, when you have many things to do, you tell yourself that you are most productive at the last minute and that you work better under pressure.  Write down the things you need to do and scale the tasks in levels of importance.  “Productivity: ‘I Feel Unproductive Every Day’” episode resources  Follow Andres Escobar on LinkedIn.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse.  This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 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 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

Ensuring sales productivity while working from home may still be a challenge for many people. How do you maintain sales productivity even with the work-from-home order?  Getting to know Jas Takhar Jas Takhar has been in the sales and service industry for over 25 years. Soon after deciding to try his hand in real estate, he co-founded the REC, and over the course of 15 years, has successfully propelled his team to the 1st place position in Canada under Royal LePage. Ensuring sales productivity High-level sales refers to how many people you’re speaking to and how many conversations are specifically about sales.  Most people who were in sales for a long time had an advantage before COVID. Because they were able to speak with people face to face, they had a higher chance of closing a sale.  Every sales person is now playing on a level field because we can’t meet people in person. Conversations are now happening virtually. Sales reps now need to structure their day and prepare for the virtual meetings. Jas calls his warmest prospects first thing in the morning. These are prospects who have already shown interest and are already in the last phases of getting the deal.  The warmest prospect is where you are going to get the highest return. Create momentum for your day by having this conversation to launch.  The best time to reach out to new prospects is right after you make a new sale. This is when you feel lighter, happier, and that elation radiates into the conversation.  Jas thinks of his prospects like apples. Green apples are people who like to keep in touch with him and red apples are prospects who are ready to go. Rotten apples are cold prospects. Jas calls his ready-to-go prospects first, willing-to-have-a-conversation second, and his cold prospects last.  It’s all about momentum. Always do your highest producing activities first thing in the morning.  Even when you're working from home, you still need to be active. Keep learning and educating yourself. Study the numbers and get as much positive information as you can.  “S1: How to Maintain Your Sales Productivity Even While Working From Home” episode resources  Connect and follow Jas Takhar on LinkedIn. Follow his podcast as well! Visit his website for more information about Jas.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse.  This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 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 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

Sales leaders, are members of your team really using their time to prospect and sell? How do you know if your team actually spends their time working towards closing a sale? Let’s talk about.  Getting to know Skip Miller  Ski Miller is the author of Outbounding: Win New Customers with Outbound Sales and End the Dependence on Inbound Leads. This time last year, Skip observed that people were running short and the inbound leads were running dry. It was a problem he knew he needed to address. Salespeople thought they’d be able to hit their sales and unfortunately, they didn’t. He started to write the book to find out the best practices in good salesmanship.  Ensure that they keep prospecting and selling through best practices Revenue is a trailing indicator rather than a leading indicator.  You can start measuring proactive and leading activities, as well as competencies.  Ask your sales team to share their sales pitch, how they talk to a senior buyer, and ask them to share emails they send to prospects or buyers. These frequencies all create opportunities to coach. Good managers are focused on frequencies and competencies. A great way to get everyone involved is to make them a challenge or game.   Great managers are now huddling with their team to get their numbers up before the year ends.  On Miller’s team, they make it a game. They have contests to whose email gets the best response rate and give out awards.  It’s a dual purpose activity. Not only do they enjoy their work but they’re improving their skill sets.  Miller discovered that when you put people into fit teams of three to four members, the group will call out any member who isn’t doing what they should be doing.  Good sales managers are good at disqualifying leads. They don’t allow deals to just sit in the funnel. This qualification skill set is built with guidelines. They decide when to drop a lead and leaders can only do that if they’re in constant communication with their sales reps.  Emails that initiate curiosity get the best response. Keep that in mind when crafting the email.  “How Can You Ensure That Your Team Spends Its Time Actually Selling?” episode resources  Follow Skip Miller on LinkedIn. You can also check out his website to learn more. You can get his new book on Amazon or check the site here.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse.  This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 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 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

Change is the only constant in this world and The Sales Evangelist Podcast is no exception. TSE has changed over the years and another is on the horizon. Listen to this episode as Donald talks about what you can look forward to doing with The Sales Evangelist podcast.  Welcoming the change The first change is the length of the episodes. Based on a poll, 37% of our listeners said that a good podcast length is somewhere between 20-30 minutes.  Less time with introductions. Instead, we will focus more on the expertise they offer and the wealth of knowledge that will benefit our listeners.  With all the episodes we’ve already published, it gets harder for new listeners to locate the episodes they want to listen to. To remedy that, we’re going to organize the episodes into seasons. The seasons will also be categorized into parent topics such as productivity, goal setting, and more. Finding episodes will be much easier!  The content will be focused on answering your questions and the concerns that come directly from our listeners. New live coaching sessions will be available in the episodes where we’ll get to feature customers, prospects, and other community members. “Season 1 "Why We Changed Up The Show"” episode resources  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse.  This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 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 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

The goal for salespeople is to close more deals. In this episode, Sean Doyle talks about the secret to closing.  Sean M. Doyle is with FitzMartin, a sales first consultancy firm that helps companies with their sales, marketing, and alignment. Their approach towards marketing and sales is based on science that drives revenue for their clients, while integrating sales and marketing.  The idea of science-based framework  Most of us love superheroes. As the last touch, salespeople can be seen as the hero for their clients. Most salespeople don’t want the marketing team involved because they have a different process. While the marketing team complains about bad leads, science has a different view. 80% of these leads should be considered to be in a cycle of consideration, preparing to change, and then retreating.  Behavioral science is the transtheoretical theorem of behavioural change according to Prochaska & DiClemente.  There’s more to human behavior than just awareness.  When interviewing an ad agency, ask them to articulate what they feels is the most effective marketing approach just before closing a deal.  If they fail to answer the question,  move on.  A good marketer knows how to impact a deal all the way through the process.  Looking back, Looking forward  The book Changing for Good: A Revolutionary Sic-Stage Program for Overcoming Bad Habits and Moving  your Life Positively Forward by James O. Prochaska is recommended reading. It talks about the change of behavior that is applicable to everyone who seeks to change.  From a  marketing and sales point of view, there are specific ways to help when the customers want to move forward.  When people are contemplating a purchase, they go to your website. Just because the prospects haven’t bought, it doesn’t mean they forget what they know of your company and their needs. They don’t need any more brand awareness. They need the later stage processes to help them finalize their decision.  Marketers need to help people move from contemplation to preparation, and eventually to action.  “Looking Back/Looking Forward - The Secret To Closing More Deals” episode resources  Follow Sean M. Doyle on LinkedIn or visit his personal website.  You can also get his book, Shift for free by clicking this link.   Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse.  This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 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 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

There are many things we can look forward to with direct mail. In this episode, Chelsea Martin, the co-owner of Nom’s Bake Shop, talks about how direct mail is the new email. Chelsea and her partner didn’t begin their journey with direct mail immediately but as they grew the company, they ventured into the direct mail space. This strategy became even more important as they shifted from a cookie company to a gifting company.  From a cookie company to a gifting company A lot of people forget about direct mail and how it’s an effective way of communicating with clients and prospects.  The bake shop started out as a family project for their father who recently retired. It was a hobby that he could enjoy while getting a chance to interact with other people.  The company was built with her husband, father-in-law, and sister-in-law. They started with a cookie company and expanded into a gifting company.  Entering into the gifting industry as they created cookies that are individually packaged with the customer’s or recipient’s logo, the cookies are then mailed out in customizable gift boxes. This shift moved them into direct mailing at the same time. The power of direct mail Direct mail allows them to send gifts conveniently and still make the gift meaningful. For companies and clients, it’s important to know the specific person you are gifting to versus blindly sending to a company and hoping that it lands in the right hands.  To ensure that their cookies don’t go stale, they employ different campaigns to reach out to prospects/clients/recipients in order to ask about their shipping addresses and inform them a package is coming.  They aren’t sending out emails through an automation platform. People are more receptive when there’s another human on the other end.  Chelsea has been seeing their range and she thinks that it’s due to how warm their leads are. They also make case studies to present to their clients/prospects.  Regardless of the marketing strategy you employ, it all comes down to who your ideal client is and where your leads are. In business, people generally respond positively when they’re treated warmly. There should be an underlying motivation to connect with people.   Be authentic in your giving. People are attracted to an energy that is genuine. “Why Direct Mail is the New Email” episode resources  Connect with Chelsea Martin on LinkedIn. You can also visit their site to get Instagram-worthy delights.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse.  Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.  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 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

There are many metrics in measuring B2B success. In this episode, Darrell Amy brings us some of the best metrics for B2B companies.  Getting to know Darrell Amy  Darrel Amy helps companies grow their revenue. He started his career in 1993 and was in the office technology world. He got involved in sales training and launched a sales training company in 2004. Darrell has already helped thousands of people through his sales training programs for global technology companies. He’s also been involved in the digital marketing journey.  Growing revenue for B2B companies There are two metrics for growth:  Net new clients  Cross-sell.  Net new growth is the number of clients you have this month versus last month.  The measurement for cross sell is revenue per client.  Different companies, sales teams, and different industries have sales reps who are good at either netting new clients or cross selling.  Your goal is to drive reasonable growth in each area simultaneously to get magical things happening.  For one of their clients, Darrell’s company grew both simultaneously and were able to increase their revenue within 3 years. There’s only one metric to know: How many clients do I have?  These are the two drivers of revenue: The number of clients you have and the revenue per client. These are the things you need to track.  If you look at business from its most basic levels, you’re left with people and process. Every business is a combination of the two. Sales teams need to learn the processes after the sale.  The importance of knowing the process It’s important to do periodic business reviews and put a process in place to do it.  The lack of a cross sell metrics is a big red flag for a company.  There are so many opportunities inside your client base, especially your ideal clients.  Your ideal clients are clients that are a perfect fit for the business. They are the ones who will buy everything that you offer and they represent your business for you.  Most companies have the 80/20 rule, where 80% of their revenue comes from 20% of their clients. When you identify what this 20% looks like, then you’ll be able to identify your ideal prospects.  Get close to your ideal clients, write down their characteristics and hang out with them. .Find out what they really want.  “Best Metrics to Help B2B Companies Gauge Success” episode resources  Follow  Darrell Amy on LinkedIn or text revenue to 210-00 to get their free tool kit. You can also check out this book from the website.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse.  Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.  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 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

There are many ways you can convert prospects to clients but one way is by using text messaging tactics. What are these tactics? In this episode, Matt Baglia talks about this conversion opportunity.  Getting to know Matt Baglia Matt Baglia considers himself as an accidental CEO. He is the co-founder and CEO of SlickText. Over the past nine years, his roles have varied between marketing, sales, development, design, support, and more.  Use text messaging tactics to convert prospects  With SMS, you must get permission before you can text prospects. It’s different with emails because a prior business relationship is enough reason for you to start messaging them.  Every prospect needs to opt-in and every single person and message needs to be treated like gold.  B2B gets a little tougher as opposed to B2C when it comes to SMS marketing. There’s a lot more catching up in B2B.  In B2C, you always need to bring value to the end consumers. On the B2B side, it’s more about knowing and understanding the risks of every outreach, the wants of the customers, and the reasons they’d be willing to let you into their personal network.  SMS marketing works best when you have a subscriber base that wants to continue to receive messages over and over again.   The reason we send text messages is because we care about the person and want to reach out to them.  Segmentation is important to be able to start hyper targeting the prospects based on their interests. Responses are also necessary and as messages come in, it’s important to be able to have a one-on-one communication with them.  Think of SMS marketing as an inbound marketing strategy.  Matt’s team is developing a feature that’s about ready to launch. It’s called automated workflow. The goal is to get to a place where you can hyper target your customers in an automated fashion.  Ask yourself the question, “Are my customers repeat buyers?” The answer to this question helps decide the path your customer will follow.   Work on an inbound strategy that offers value.  “Convert Prospects Using Text Messaging Tactics” episode resources  Reach out to Matt Baglia via LinkedIn or send them an email at info@slicktext.com. You can also check their website here.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse.  Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.  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 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

Crumble is a great tool to help sales reps schedule more sales appointments. In this episode, Joseph Villegas talks about how to use the tool more efficiently in scheduling appointments.    Joseph Villegas has been in pharmaceutical sales for two years now and still, his passion in the challenge of the industry is unwavering. The game has changed so much over the years that Joseph and other sales reps have to rely on their selling skills.    Schedule More Sales Appointments  Sales pharmaceutical is not the typical B2B sales where they reach out to doctors or customers via email with an attached clinical prescribing information.  The opportunities for sales reps to reach out with doctors is restricted as a lot of doctors don’t allow sales reps to barrage in their clinics, offices, or even do lunches with them.  It’s even worse now with the pandemic as seeing other people in person has become even more difficult.  Sales reps now rely on tools such as Zoom to adapt to the changes brought about by the pandemic while keeping their sales up.  There are always limitations when it comes to setting appointments but sales reps have to work around these limitations and go from there.  Joseph used to make do with excel sheets to remind him of his schedules and appointments but it was disorganized and affected his sales. The lack of a platform to help organizing the papers and documents wasn’t as effective as he thought.  It took a while for his team to build a virtual platform, they now use the tool called Viva Engage which is similar to Zoom but with product details and has slides. It allowed them to make detailed presentations.    Tools impact sales  Joseph’s decreased number in sales prompted him to evaluate his mindset. He changed his mindset and he also aimed to become more organized. He also started listening to several podcasts including The Sales Evangelist and heard about Trello and Crmble.  Trello and Crmble allowed him to be more organized and allowed him to see his appointments, schedules, and other tasks. He was able to have all necessary information in one platform.  With these tools, you can schedule your appointments and other tasks months ahead. Crmble also tracks your sales pipeline.  “How to Schedule More Sales Appointments Using Crmble.com” episode resources  Connect with Joseph Villegas on LinkedIn.    Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse.    Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.    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 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

Getting to know Christina Mautz Christina is the chief marketing officer and head of sales at Moz, an SEO platform search engine optimization.   Know your ideal customers The biggest current problem is the abrupt changes that have happened throughout this year. As a result, we are now in a place where we are having to do things differently.  With so many changes, it’s important to really understand your customer and meet with the people who need what you’re offering.  It’s important to slow down instead of speeding up. Take a step back and assess if you really know who your ideal customers are.  As sales reps, we should be building awareness and driving consideration and interest so the customer is ready to purchase.  Understand the buyer’s journey Since the introduction of the internet, the buyer’s journey is no longer linear. The ability to connect and talk with other people online, has made information easy to share across channels. People are now trying to find their own solutions.  Sales reps need to understand what the clients and prospects are asking and at which part of the sales journey they’re in. They may still be in the stage where they need help understanding that there is a problem.  Researching gives you insight into the things that your customers are trying to figure out.  In every stage of the journey, the opportunity is in knowing what they need.  Christina recommends mapping their journey as it helps sales reps check where their customers are at any given time.  Think about their journey and develop content for each stage. It doesn’t have to be huge but it has to be effective and it needs to be a  solution that the customer is looking for.  Headline the content with the words that the customers are using and searching for. This is where SEO comes in.  In this time of COVID19, businesses need to put effort into their local SEO especially for businesses with physical store locations, regardless if it’s open or not. You need to get the message out that the business continues to serve its customers and you do that via local SEO.  Do not assume you know what’s best for your customers until you truly have empathy for what it’s like to be in their shoes.   “Meet Revenue By Understanding the Buyer's Journey” episode resources  Connect with Christina Mautz on LinkedIn. You can also check out their company website.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 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 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