The Sales Evangelist

5 Things All Sellers Should Do Before Prospecting Many salespeople find prospecting daunting. Prospecting is one of the most critical actions a sales rep can do to develop leads.Donald has worked with many salespeople and he still sees sales reps who don’t prepare as much as they should when prospecting. Even people who are high in the organizational chart need to prospect.  In this episode, Donald is sharing 5 actions that all sellers should take before prospecting. Set goals Plan ahead of time Focus on your list Do your research and find the right information about your prospects Have the proper mindset   Setting your goals  You must have a goal whenever you prospect. Having a goal allows you to have focused action in the time you’ve set aside for prospecting. Set a goal for how many prospects you want to contact in your scheduled time frame. Evaluate what you want to achieve. For example:   Do you plan on getting three new prospects? Are you setting two new appointments? Will you be making X number of calls?   To stay accountable, you can share your goals with somebody on your team. By doing this, you have someone to check on whether or not you’ve achieved your goals. For additional accountability, you can also check out The Sales Evangelizers, on Facebook and LinkedIn, to talk with the other sales reps who share similar goals.    Plan it  For many sales reps, prospecting can be treated as an afterthought. The best approach to prospecting is to have an action. Block out the time on your calendar and treat it as sacred so you can focus on your prospecting efforts.    Use your dedicated time for prospecting and focus your efforts on that. Don’t use this time to check company emails,  Facebook notifications,or LinkedIn.    Sales reps need to prepare more than you think you should. #SalesPreparedness Focus on your list Before you prospect, build a list first. Regardless of the tool you use,putting together this clearly defined list should be part of the planning process. Use LinkedIn or some other software or company to make sure the information is updated so you’re not wasting time when it’s time to make contact. Clean up the data beforehand so you make the most of your time prospecting    Do basic research  Donald uses a three by three approach when doing research about a new prospect: He finds three things about the prospect within three minutes using LinkedIn or their own company site. Some of this information includes their position or roles in the company, any new acquisition, new announcements in the company, new promotions, and more.   You can use the information you gathered when you’re reaching out to them to personalize the correspondence. In your research, you can find out their roles and vary your approaches accordingly. Depending on the positions they have in their organization, you can adjust the value proposition. Research can take time but it’s worth it. If you need to, ask for help from the members of your sales team or marketing and sales research departments.   The Mindset  Meditating is one of the best ways to prepare yourself for the day. It’s a time where you can get quiet and focus. Get into the zone and picture your success. Professional athletes spend thousands of dollars on coaches to help them get the right mindset so they can stay top of their game.  You can join Donald’s mastermind classes as they have sales reps from a variety of fields who come together and partner with us. There, you can find accountability, support, and guidance. To join, check out the website at www.thesalesevangelist.com/mastermind to fill out an application. Getting your right mind is critical for your success. You need the mindset and belief you can get those appointments and close the deals. “5 Things All Sellers Should Do Before Prospecting” episode resources  If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  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

What To Do When a Prospect "Ghosts" You   During these uncertain times salespeople can feel they are being “ghosted” by prospects.  Someone who once seemed like a potential client has vanished with what seems like no hope of reconnecting. When this happens, what can you do?  You’ll find answers in this episode.    Rian Laniga graduated college and moved to Australia for a year. When he went back to Ireland, he started his career in sales. After working for other companies, he decided to start his agency to help B2B sales leaders get themselves in front of people more regularly. Rian is working with clients all over the globe including Singapore, Ireland, England, and the United States.    Defining ghosting Ghosting is not simply sending an email and not hearing or getting a response. Ghosting is more of already having a meeting with them, arranging for a follow-up, and then they didn’t show up. It’s when you’ve reached out to them multiple times but you didn’t hear a response. It’s not a one and done deal.    Why you may have been ghosted When you feel you’ve been ghosted the first question people ask themselves is why. One of the ways people make it easy for others to treat them this way is that sales reps aren’t deliberate about sharing next steps with prospects. Prospects need to know what to expect after having that initial contact and you need to know if you have someone who sincerely wants to continue a relationship with you. Salespeople can mistakenly believe they have a new client when all they hear is positive feedback. Rian suggests, however, that if you hear positive words, you may need to worry. Positive words don’t mean the prospect has decided to move forward with you. As the sales rep, come up with next steps that can be mutually agreed upon so you both know where you stand.  .  The calendar invite Rian’s next suggestion is to get your prospects to accept the calendar invite. You can’t expect them to turn into a call if you don’t send them an invitation first. Many salespeople tend to forget this step. People nowadays hate to go to meetings so it’s  important you get on their schedule so there’s a lesser chance of cancelation. It’s more important that you ask for time than a meeting. Always ask for more time than you need so when you finish early, you’re able to give their time back to them. You’re Hero of the Day! To get on the calendar initially, Rian asks prospects to open up their calendar while he’s with them so they can look at availability together.   Once the prospect offers a date and time, you can push back and offer an alternative date and time to appear a busy person. The important thing is for them to confirm on their calendar.    The next step is a little bolder. After confirming the schedule with them, ask if there is anything that might keep them from making it to the meeting. It lets the prospect know that you’ve scheduled meetings before and you understand things can happen. This can be an  unusual occurrence, especially for people who are high up the chain such as CEOs but don’t be afraid of challenging the status quo.    Make No an acceptable answer Receiving a no isn’t always a bad thing because it frees  you up to chase the yeses.This is one of the biggest lessons Rian has learned. There are three possible outcomes from a phone call that you have with your prospects: Yes,  No, or a Referral. Rian has learned to ask which one it will be by the end of the call.  What makes it easier is when he takes his prospect to Starbucks, Rian says if they close a deal, he’ll pay for coffee.  If they don’t, the client gets to pay.  At the end of the meeting Rian asks who’s paying for coffee. If the answer is, “The coffee is on you today,” Rian then knows that he’s just closed a deal. As a sales rep, expect to hear a no but understand, It’s typically not a “forever no” but a “no, not now.”   Don’t take anything personally At the end of the day don’t take anything as personal. It’s just business. Know that there’s a difference between your identity and your role and a rejection doesn’t define who you are or your value. It’s important you know the distinction. You can lose a sale and still be an outstanding person.    On the other hand, don’t be afraid of making it big. You need to be bold and do what others may think is impossible. With confidence and a great mindset, you can! Buyers are trying to gauge if the deal is worth the risk or not. You have a higher chance of closing if the rep believes you believe in yourself and in your product.    Reconnecting with the prospects One thing you can do to reconnect with a prospect, is to use a different platform. Rian will initially reapproach with a private message once he finds the prospect. Rian understands people can have a change in circumstances such as losing their jobs, moving to another company, and more. Investigate the reasons that may have nothing to do with you.   Another technique Rian will use is telling the prospect that if they don’t respond, he’ll go ahead and close the file.  This has gotten the greatest response.  People in general don’t want to hurt anyone’s feelings and will jump to respond to an assumption that may be incorrect.    Finally, if you’ve been ghosted by someone, there may be some negative residual feelings. If that’s the case, make sure you have someone else read any emails you’re sending out. They will be able to help you gauge the content of your message and can help you correct any emotional imbalance it may contain.   When there’s a possibility you may write with emotion, have someone read an email before you send it.  #SalesAccountability   “What To Do When a Prospect "Ghosts" You” episode resources  Connect with Rian Lanigan via his LinkedIn account. If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  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

How a Steady Referral Rate Generated More Than 900 Authentic Testimonials   A great way to increase the longevity of any business or sales career is to have great referrals. In this episode, we’ll explore the evolution of referrals and the stages of you can move through to receive authentic and quality testimonials and referrals.   Amber Vilhauer is the owner of the company called NGNG Enterprises, which stands for No Guts, No Glory, a phrase that her mother used as she was growing up. It reminds Amber to face her fears as she navigates the online world.    A large part of NGNG Enterprises’ work includes developing high-performance websites. Amber understands websites are the hub and heart of a business and her goal is for people to land on your website and to experience you. In order to do that, the video has become a big part of their marketing strategy so the connection is more personal. They also have a marketing division where they help influencers start creating videos and live streaming. Amber’s team teaches them how to optimize and repurpose their content for all major channels. Consistency is part of Amber’s approach because this greatly impacts sales. For authors, Amber’s team helps them launch their books.    Defining referrals  Referral in the traditional sense is the sharing of information from one person to another about a particular business or service. By word of mouth, people share information with colleagues, friends, and family about businesses they believe in and trust. Getting referrals is a great way to build a customer base through people who have already used your services or products so you want to make sure you ask for the referral while the memory is still fresh and they’re excited.    Amber has a systematic approach she uses in asking for a testimonial. At the end of every website project, they celebrate their success with their clients. While they are celebrating and happy, Amber asks the clients if they would be willing to provide a written testimonial of their experience. The client invariably asks what she wants them to say but Amber lets them know she’d rather have them articulate their own experience with her company so the testimonials are 100% true and genuine. Over the years, she has found there are consistent keywords throughout the testimonials.  Repurposing contents For years, these written testimonials were the norm but now, videos have become popular. Amber started asking for video testimonials when she realized it was the best way to develop a personal connection in this digital world. Video is more authentic. With the rise of live-streaming, Amber has taught her team to invite their clients to their Zoom Room live-stream. It’s an opportunity where to celebrate a book launch and they can also interview their clients. This offers two great opportunities. On the one hand, they are giving their clients a platform to share their message and grow their business. On the other hand, part of the interview entails the client being asked to share their experience while working with Amber’s team. It’s a win-win situation. Regardless of which platform or how the information is developed, Amber then repurposes the content and optimizes it for YouTube or blog content. Working from multiple platforms is a way to show potential clients that they are active in the business and it elevates the whole experience. Most sales teams fail to take advantage of these kinds of opportunities and can miss a very effective system. Once you know how to organize the flow, the entire process becomes a little more automated.    Getting a constant referral rate Amber is writing a book with the working title Elevate Every Experience: Develop Personal Connection to Scale your Influence. Amber believes that people should be focusing on developing personal connections with each person they’re attracting into their ecosystem. As mentioned earlier, you can draw people to you using video content. As they feel they’re getting to know you, there are things you can do to nurture that relationship and move this into the beginning of a sales experience. By the time you call, they feel like they’ve known you for a long time.    You need to be intentional about their sales experience. Being transparent and honest in the video stages helps set you up to be liked and trusted. When you do that, you’ll be able to build that consistent experience and further deepen the relationship.    As a sales rep, you control the experience for the people you work with. Depending on what you offer, they can start as a follower, then a prospect, then as a client. You can create a website but people will stay based on the way you make them feel. You need to have the desire to build a relationship with your customer.    Existing customers vs New customers Many salespeople are focused on looking for new clients and don’t realize the satisfaction, fulfillment, and profit in extending themselves to their existing customers. While it’s good to reach out and look for new clients, it’s also equally valuable to keep existing clients happy. You can’t get consistent testimonials if they are not genuinely happy by their experience. Take the time to evaluate your system and see if you are offering a good experience for your clients.  Improve the experience  This can be as simple as smiling more. Being engaging and being present as yourself are inviting to people and will feel more fulfilling to you. When we connect with people on a deeper level it’s typically reciprocated over time. Make their life more fun and you’ll find people happy to provide a referral.     People move from follower to a prospect to a client by how we make them feel. #Salesjourney   Understanding your prospects  Instead of thinking of your prospects as a lead, think of them as people. They are living, breathing people with families, and real-life problems. They are stressed with the current situation too and they are burdened with whatever they are facing on top of it all. Many people are broken and they are doing the best they can do. We certainly know how this can feel. The next time you get onto a call, remember the person you’re talking to and act with compassion.    Getting the testimonials  When to ask for a testimonial depends on the project.  For a website client, it’s at the end of the project when they are celebrating its launch. In contrast, Amber hosted a two-day live event called Author Up Live. It was a $3,500 event and as soon as people signed up for it, Amber sent them a personal message within minutes. In her email, she asked the clients to create a one minute video telling her why they’re excited about the event. She also told them she’ll share the video in the community to promote them up and get everyone else excited. In another instance, Amber worked with author Mike Michalowicz for his book Fix This Next and asked him for a testimonial halfway through the project.    You can ask for testimonials at different stages but it depends on what you’re offering, and the natural moment of excitement for your customer, so that it’s almost natural for them.   There is no wrong path, says Amber. It depends on your business and if there are objections, don’t think of it as going through a bad patch. Rather, think of it as a time of alignment. No testimonial is a bad testimonial if you know how to look at it from a positive point-of-view.    “How a Steady Referral Rate Generated More Than 900 Authentic Testimonials” episode resources  Visit Amber’s official website, LinkedIn,  and her official YouTube videos to learn more!  If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  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

5 Things To Know Before Using LinkedIn Voice Message   Salespeople want to know how to use new features that enable us to reach out to prospects and an example is the LinkedIn voice message. There are, however,  things you need to know before sending your first one.   LinkedIn Voice Messaging LinkedIn is now expanding its reach and updating its platform with new features. One great feature you want to be aware of is the ability to send a video message. Donald Kelly has 5 tips for using LinkedIn’s voice message:   Tip 1: Keep your message simple  Tip 2: You need to have a specific message Tip 3: Offer value Tip 4: Follow a structure Tip 5: Have an invitation to action   Keep it Simple  LinkedIn voice messages offer a 60-second to record a message. (If you don’t know how to find this tool, you can check out this episode on our YouTube channel, episode 1316.) When you only have 60 seconds you need to keep your message simple and brief. Your prospects are bombarded with activities from daily schedules and you don’t want to make their lives more difficult by giving them a voice message that takes too much time.    Use a message and a value When you reach out to your prospect, be sure of your message. What do your prospects really need from you? The prospect wants the message to be worth their time. Your job is to focus on their problems and the solutions you provide. The people  you’re contacting are likely first-degree connections so you don’t need to tell them everything your company does. These people have already connected with you. The first thing you’re going to say is your name and then you can go ahead with your message and tie it in with value.    Starting a personalized message with “Out of curiosity …” allows space for a conversation to begin. #SalesPersonalization   Follow a structure  Leave a message like you’re talking to a friend and make sure you include an invitation to an upcoming event or make them aware of information that brings value. Offer something that will be beneficial to them.This may be as simple as sending images or videos that may be helpful to them but it increases engagement.    Keep in mind, this feature is only applicable to those who have the LinkedIn application. For those without the application, you need to download the application on your device to get the most robust features LinkedIn has to offer.     Call to action  Include an invitation or call to action.  An example message might be: “Hey, Shannon! How are you doing? I loved your post recently about ____. You guys are doing some amazing stuff. By the way, we’re doing a webinar next week. I wanted to see if you’d be open to coming into the webinar.”     For people with whom you’re already connected, you can leave a similar message or ask them a Yes or No question to offer an opportunity to respond. Ideally, you want this to lead to a conversation. “5 Things To Know Before Using LinkedIn Voice Message” episode resources  If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  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

Finding the Right Blend of Personalization and Automation In Outbound Sales   There has to be a balance between personalization and automation in outbound sales. The question is, how do you keep the right blend of the two? In this episode, we’ll discuss how to personalize the method of automation.   Stephen Lowisz always says that he sucks at everything except sales. He was 16 when he started selling consulting solutions. He didn’t make any money at first but even with no formal training he was able to study the process and he made his first 1.1 at 19. When Stephen started sales, it was old-school smile-and-dial. It was a time of manual effort - finding people, getting their data, putting it on SalesForce, and calling. Things are different now.   The lack of interest in effective outreach Outbound sales isn’t necessarily viewed as appealing. The appeal comes later when you’re collecting the check. Outbound sales is considered spam because we often get automated messages from a variety of sources. Many sales teams don’t realize there is a right and wrong way of sending out emails.    The balance between personalization and automation  Executing Stephen’s philosophy of making outbound more personal is executed by taking a group of people that are almost identical in persona. Once they are selected he then communicates with the group as a specific persona and it helps make the message more personal even if it’s being automated to a specific group. In his company, they sell behavioral analytics to predict sales team performance within organizations and most of their products are focused on HR. They are good clients but they are not a group where persona can be defined.   When he talks to a small group of people who exhibit the same persona he can get very personal with them. Most salespeople approach an individual saying, “Hey I’m Stephen from Quality Agents. I run a performance solution and I have behavioral analytics …”  and on and on, making it all about them and their products.  Stephen has a different approach. He’ll say, “Look, running HR, essentially being the CEO of people in a fast-moving tech company with ever-changing needs, is really, really difficult. I get to align with HR leaders like yourself, to help them grow and scale and align their teams and I want to swap some insight and ideas.”  He’s able to make it about them and shows up to serve and partner.    Automate the activity and the task Stephen suggests that you can automate the activity and the task well. You can send a sequence of automated emails and then do the same thing with LinkedIn where you do voicemail drops.   Another tip to staying personal is by automating the task. In earlier years, sales had no automation. Everything was manually and there was a need for a methodology. Even with automation, however, we still need methodology in sales today. Without specific steps, you can end up working harder without working smarter. There are many tools to do this but it’s when you have a sequence and methodology that you are able to optimize your sales process.    The approach  Stephen created an e-book called Sales Code which offered a different mentality around sales. The goal of salespeople is to set up an appointment and make a deal; however, it is also equally important to pique the emotional curiosity of your prospects. This is what outbound sales is. It’s about piquing not just the product or service interest but also emotional curiosity.   To create a balance between automation and personalization, Stephen suggests beginning with a personal approach. Once they have an emotional investment, it is more likely appointments will be made. When that’s done you can move them through email automation and start connecting with them via LinkedIn automatically. After that, a personal conversation. Cold-calling isn’t dead  Cold-calling may not be scalable but it’s also not dead. It’s a good idea to warm-up your prospects with a few LinkedIn touches or emails. Depending on the size of your business, you can also use Facebook. Generally, it takes 7 - 12 touchpoints before someone will meet. Remember that prospects are different from each other so spend a lot of time nurturing the relationship using a lot of different avenues. Be professionally persistent without hounding your prospects.   Cold-calling is a catalyst to get a response via other mediums. More often than not, people won’t call you back but if you give them the right opportunity and nudge them in a professional way, they will respond. Others misconstrue formality with professionalism. Stephen uses an informal approach but he tailors his message. His goal is to talk to people on a peer-to-peer level. He is professional but for him, taking a formal approach doesn’t work as well.    It’s very easy to become unoriginal in sales if you just follow the strategies of other people. It’s good to take into account what successful people have done but do it in a way that is authentic and unique to you, and to your client.  The formal kind of market According to Stephen, the European market can be very formal in the way that exchanges are made. He trains ways that conversations can be professional but still be conversational. If you communicate on the side of formality, you may try adjusting your approaches to best suit your client.    Just remember to create a very niche and specific persona. Craft a custom message to that persona and take that same exact message and apply it to 100 people. Create a personal message and slightly back it up just enough so that you can automate it.    “Finding the Right Blend of Personalization and Automation In Outbound Sales” episode resources  Connect with Stephen and know more about Qualigence via his LinkedIn account.  If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  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

Shoan's mission is to help every person on the planet that has a powerful and compelling message, to overcome their challenges with getting their material out “there” and broadcast their voice with confidence, courage, and fearless determination in order to connect with the Social Media World and impact their audience with next-level engagement.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

A brief summary of this episodeMentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Tom Abbott is the founder and Managing Director of SOCO Sales Training. He has delivered hundreds of motivational sales keynotes, kickoffs, presentations and workshops in over 20 countries and is a pioneer of optimising the sales processes of organizations worldwide. He is the author of the sales books The SOHO Solution and Social Selling, the host of the Selling in Asia podcast and is the architect of SOCO Academy an award winning e-learning platform helping thousands of small business owners and sales professionals optimise their sales performance. And here are links to resources Tom shared in the episode: SOCO Sales Training Website https://www.socoselling.com Free copy of ’Social Selling’ book by Tom Abbott: https://bit.ly/SOCOevangelizers Connect with Tom on LinkedIn: https://www.linkedin.com/in/socoselling/ Facebook Soco Selling Group: https://www.facebook.com/groups/socosellingMentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Tom Whalen is a career Inside Sales professional and has been leading sales teams since 2000. As a leader, coach, and mentor, Tom has trained countless sales professionals for industry leading organizations such as: Hewlett-Packard, American Express, Key Corp and McKesson Corporation. Tom has built successful sales teams from scratch, scaled new organizations, turned struggling departments around, and integrated several acquisitions. Tom’s passion for developing talent, winning new business and moving the inside sales profession forward has been instrumental in the growth of the companies he’s worked for as well as the clients they serve. When Tom isn’t growing sales organizations, he loves taking wife Suzanne and two daughters Casey and Sydney to Disneyworld and is a zealous fan of all things wrestling.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

A brief summary of this episodeMentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com