The Sales Evangelist

How To  Identify, Recruit, And Train A Diverse Sales Team That Sells   Your company’s hiring process must have key steps and criteria for hiring a sales team that will consistently maximize profit.  They should be able to identify, recruit and train a diverse sales team that will push the business forward.    For the last five years Amos Schwartzfarb has been the managing director at Techstars in Austin, Texas and is now running his fifth program for Techstars. In the mid 90s, prior to his job in Austin, Amos led an early-stage sales organization and just late last year, he published a book called Sell More Faster.      Hiring the right people When hiring, Amos believes that many founders and CEOs often look for the characteristics they think a salesperson should have, even before they’re able to answer three important questions. He refers to them as W3:     Who is your customer?    This identifies the people who are actually buying your products, considering every detail. What is their title?  What type of organization do they work for? What is that particular individual’s role?     What are they buying from you?   What are the exact products they are buying from you? Is it the product itself?  The results of the service? Are they trying to create a margin of time?      Why does the customer buy that from you?   Why are they going to you instead of your competitor?  What is it about your brand that causes your customer to choose you?  The answers to these three main questions will help you define the profile of the sales people you want to hire.  Your future team will have to have an understanding of these elements in order to connect with these customers.  The natural salespeopleThere are some people who are born with the natural skills of connecting with prospects and closing with clients.  Because it’s innate to them, they can’t articulate it to others. These natural salespeople tend to thrive in a company that looks at the W3. Once they have a clear understanding of their customer they are able to adjust as needed.     Looking for the right customers This may sound easy but looking for the right customers can be hard work. What Amos tells his clients is to start with the narrowest and most specific definition of who their ideal customer is. While it’s okay to have a general idea, the more specific the better. It is this niche group that is typically going to purchase from you almost every time.     When you identify the attributes of your target customer, it will also be easier for you to spot the potential customers who may still be on the peripheral.  You can broaden your base by just replacing one attribute with another. Before you know, you see new potential clients. This can be a hard process but worth it if time and effort are applied.    What you’re selling vs what they’re buying As a business owner and sales leader, you need to know the difference between what you sell and what someone is buying. Let’s take Google as an example. Google sells a lot of things including product, advertising, buying leads, and more.  Not every customer needs every product or service. Customers purchase from Google based on the product they’re providing specifically for their needs. Amos realized there is a difference in, ‘what you do versus what do you do for me.’ Making that shift is what resonates for most people who are busy taking cold calls/warm calls.  The detail is worth the attention.    Why do they buy from you The reason a client buys from you may not be obvious to the buyer so you need to ask the right questions in order for them to get to the answer. You do that by giving them a way to measure the value of their purchases. For example, you may discover that they make purchases based on what saves them money. If that’s the case, engage them in a conversation about how your product or service could help them save even more money.   Why does it matter to the individual buyer When you find the values that move your customer to make a purchase it’s easier to duplicate what is most important to their purchasing decisions.    Treat your potential clients as people, not as transactions, and they’ll treat you the same. #SalesTips    Be your company’s first salesperson In a company’s early stages, the founder/CEO should be the first sales person. Regardless of your background, whether you grew up in sales or not, the W3 should resonate with the head of the company before they start looking for other people to help grow the business. Once they’ve seen that the profile of the sales team can be duplicated, then  repeatability in the hiring process can be executed. This process creates a competitive sales team.    Diversity in the sales team is also a great asset. It helps bring a variety of experiences into the company and the more diverse the environment is, the more your company will be able to maximize the sales potential.    Visualize your sales process Before you begin hiring, it is imperative you learn your sales process, map it out and execute well. It might have several steps but the idea is to collect the data along the way so that you can get a deeper understanding of best hiring practices.   Know your W3s to start targeting your campaigns.    “How To  Identify, Recruit, And Train A Diverse Sales Team That Sells” episode resources Until you hit scale, you’re still in full customer development mode. Always keep learning. Collect data, analyze the data, and take the time to learn what’s going on underneath the hood.  Reach out to Amos via amos@techstars.com.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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 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 To Build A Sales Engine That Will Land Massive Deals – Repeatedly   Every sales person wants to build a sales engine that will land them improve their business, earn massive deals, and generate future sales. In this episode, we’ll talk about how to move toward these goals.    Lisa Magnuson’s whole career has been in sales, specifically in sales management and sales leadership. Sales has always been Lisa’s passion and getting into Clorox, which is used in homes and businesses around the world, is where she experienced closing big deals.    The struggles in generating sales  There are several struggles companies face when trying to generate sales. During a crisis, the most difficult phase of the sales cycle is prospecting which is hard enough without added pressures.  During a time when everyone is already cautious you have to be careful about coming off as self-serving. Just conducting regular business can isolate potential clients. This is a concern that is applicable for both BDRs and SDRs. No one is exempted.    Lisa is an expert when it comes to knowing the right strategies you can use to prepare your team to get through a crisis. There are mindsets you can incorporate in your process to make sure you hit the ground running when we get back to the new normal.    Building your sales engine Regardless of who you are, we were all left feeling that elements of our lives were cut short. This pandemic has affected all of us and we are trying to figure out how to pivot and thrive amid the challenge. The best way to do that is to serve and offer a hand to someone else.    The focus should be to keep the dialogue  going. All the stages in the prospecting process are important. The mantra for this time is “lead with your heart, then offer a hand”. That’s how you build your sales engine. That “hand” may look like a valuable idea you got from one of your customers or clients and you’re able to pass it on to others.. You need to keep it simple and interesting for your clients. You can drop a message inviting your prospects to a virtual coffee and talk about the idea that may resonate to them and you go from there. There are also other things that you can do to land opportunities that are worth five times more than your normal contract size.    Do more soft prospecting  Sending an email template to people you have never met before is hard prospecting. Soft prospecting is sending out emails to the people you know and already have a personal connection with. Take the time to reach out and ask how they’re doing. Once you know the kind of help they need,  you can lend a hand by sharing what is working for your other clients. Give them an opportunity to receive this information to see if it resonates with their goals.    When soft prospecting, just remember:     Lead with your heart Offer a hand Relate to their sales challenges Give them a possible solution Offer to engage in a way that make sense    Maintain your sales engine Because of the coronavirus, many sales people are having to deal with the disappointment of cancellation and postponement. We may not be landing the deals we thought we would but this doesn’t mean we should stop the push to find new opportunities. Lisa’s new book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly, talks about sixteen plays to build those 5X deals, many of which can be done right now.    Scoring your opportunities You can continue scoring your opportunities without any customer interaction. Decide on the characteristics of your big deals and score them. Gather your account team together and work on a strategy. This is the time to do research. If you want the big deals, there is a need to do more than the usual.    Part of the strategy for growth is relationship mapping. Know the key decision makers and players who will be involved in the deal and make soft connections with them. Use LinkedIn and other social media to find the common connections. You can set yourself up for the big deals right now by investing your time in making those connections and building your network.   The 4 parts to Lisa’s book include:    The sales leader Methodology Execution Culture Sales leader Lisa’s book is primarily for sales leaders and account quarterbacks. Sales leaders take the lead in looking out for the big deals. Big deals can be messy and they don’t follow your normal sales process.  A leader and quarterback knows how and when to move forwards and backwards as needed. The sales team needs direction. The sales leader’s role is to tie all the information together to ensure that the message and goal is clear for everyone.     Develop your methodology  Sales people may have a distaste for methodology and process but these are important resources for a sales team to embrace. Your methodology is your company’s way of going after the big deals and these include:   Identifying the deal Scoring the deal Relationship mapping Doing a SWOT analysis Building a strategy Doing a competitive analysis Creating the blocks    Your methodology plays a big role in making sure your sales engine generates big deals in a way that’s duplicatable.    Execution and Culture Execution means that you commit to the plan and work it. You’ve already laid out your methodology and you’ve done account strategy planning. It’s time to execute the plan.    Lisa knows if her client has a “big deal culture” or not. Companies tend to talk about their big deals, share their stories, and show off new virtual walls and logos. Salespeople stick with these companies because they feel the fulfillment of their success and they feel well compensated and included within the culture. Does this sound like your company? Everyone should feel they are celebrated in the wins and a loss means a lesson learned together.  Behind every deal there is a team that works together, from executives to account managers to sales managers to sales reps.    We all got cut short when Covid-19 hit and caused us to pivot. The best way to do that is by lending a hand. #SalesHelp   The importance of scoring Scoring is very important because big deals take a long time due to their complexity. Sales leaders need to be able identify which deal is worth paying attention to and which teams to designate to each project. Lisa’s scoring tool has eight criteria which include evaluating the customer’s and account team’s commitment.   Build your own playbook Lisa interviewed 41 sales leaders to build her playbook. She asked them about their priorities, their challenges, and they’re methodology. Through the knowledge she’s gathered, you’ll have the structure to plan your own playbook. Also, as suggested by one of her interviewees, Lisa has included yellow flags and red flags that you might want to look out for as you go through your scoring process.    Lisa estimates that a 5X deal can take around 9 months to close.  Use these months to work your playbook to move the team toward a massive close.  If they know in advance how to pre-call, account plan, strategize, map out interactions, do the scoring, etc you can cross the finish line together.  It’s worth the effort.  “How To Build A Sales Engine That Will Land Massive Deals – Repeatedly” episode resources Sales, whether you are a rep or a leader, is all about finding opportunities and committing to a process that will close a deal. Lisa can help. Visit Lisa’s site, Top Sales.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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 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

I'm Afraid of Losing My Sales Job    Everywhere you look, people are affected by circumstances that could not have been foreseen just a couple of months ago. Due to this upheaval, some people are losing their jobs. Is the fear of losing your sales position an added concern for you as well? In this episode, Donald offers some encouragement.    Everyone agrees it’s a hard time. This quarantine is unprecedented in most of our lifetimes and The Sales Evangelist is here for you and Donald has been getting a number of questions about what to do in the event of job loss.  Sales reps from all over the world are concerned and are afraid of losing their jobs. The harsh reality is that in this season, many will lose their positions while companies rally to stay afloat.    Donald has been there.  He had just graduated from college and was working for a small company when everyone was called to the conference room by the CEO and the executive team. Once gathered, they were told that the company was closing its doors that day. The reality didn’t sink in for Donald right away. He had a difficult time processing what he was hearing and as he listened, it started to sink in that he had just gotten an apartment and had his own bills to pay. Needless to say, he was freaking out.    Life goes on Under these circumstances it’s natural to feel stress and anxiety. It was an unfortunate situation that Donald was in and felt the full weight of it. However, he eventually learned that life goes on. Things got better. They will for you too. There’s going to be a brighter day and things will work out for you and your family.  It may be hard to see past this time of isolation and you may worry about how you can earn for your family and loved ones. Don’t overthink things. There will be a path that will make itself clear to you.    The circumstances surrounding COVID-19 is new to all of us, but most of us have experienced an unexpected job loss. Stressing about it, worrying about it, and beating yourself up because you lost your job won’t bring the work back. This isn’t your fault.    You are awesome  Having a job in the first place means you have what it takes to bring value to a company. This illustrates you have something in you that will provide opportunities. Even if that job is put on hold for now, your value remains and the next company will benefit. Hopefully current employers are researching and taking full advantage of the governmental relief that is being offered in order to keep teams together. These opportunities are meant to help us.    Another door will open  When one door closes, another door opens.  It may sound cliche but it’s true. You can expedite that by building your network and community. These relationships tend to look out for one another. When Donald lost his job, he used his free time to build his network. He connected with people on LinkedIn and he brought value to other people. Through his presence on LinkedIn, one of his competitors saw what happened to Donald and reached out. He was told of another opportunity and was able to benefit from that connection.    If you are released from your job use the time wisely until the next job.  Learn new skills, read more books, and continue to add value to yourself. Be valuable to others by serving them in their needs. Build that network. Connect with people and figure out creative ways you can build value. No matter what happens, you will always have your personal brand. It’s something you can take wherever you are in this world. Make sure you’re ready when things get better.   “I'm Afraid of Losing My Sales Job” episode resources Remember you don’t have to carry this burden on your own. There are people out there who are willing to help you and guide you, like Donald. Find them, connect with them, and build value with them.  If you are interested in more sales stories, connect with Donald. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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 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 To Evaluate The Efficacy of SaaS Programs That Your Sales Team Subscribes To   Is your SaaS program effective?  Is it making you money or costing you more than your return?   Ankesh Kumar is with a company called Let’s Chat and the company focuses on personalization outreach to make sure your dollars are being spent well.    Let’s Chat helps a conversation run smoother. It does this by providing a co-extension that identifies LinkedIn topics that are of interest to your clients, it gives suggestions about how to break the ice, and generally makes it easier for sales reps to speak with their prospects in a more personal way.    Let’s Chat also looks into social platforms such as Twitter, Instagram, and others to identify the person or client sales reps are going to talk to. It’s important for first meetings to be friendly, without crossing the line. Let’s Chat also uses its AI capabilities to prioritize the data based on the time spent on a particular topic, the frequency looking at topics and the topics a client might want to expand on.     Evaluating your SaaS program There are various tools that a sales team can use to evaluate their SaaS program, the amount depending on the size of the organization. Ankesh’s company ensures their app works with the company’s current workload. There are many competing platforms like CRM, other sales engagement platforms, and sales outreach.  With so many to choose from, there comes an added concern that incorporating all these different platforms may change the workflow of the sales team. You want to make sure that your team isn’t managing so many tools that their time isn’t spent on actual sales.    Salesforce slows down the process Ankesh shares how products such as Salesforce can actually slow down the sales process. Salesforce adds data to the system record. It tracks activity so everyone can see how clients are interacting with the information, from receiving the proposal to what executive levels are looking at what was sent. As a result, there can be an imbalance between how much time a sales rep spends on Salesforce data and how much time is spent actually interacting with a client and making a sale.  Ankesh’s company uses a plugin tool for LinkedIn because that’s where people are and the most actual interaction can take place. .    Maintain your team’s efficiency By Ankesh’s estimation it’s not the cost of the software that can impact a company’s budget but the time a sales rep spends on specific software. The CRM budget can vary but the value of return is the added value the software brings to the workflow process.    Ankesh cautions about adding additional software and plugins without regularly checking whether or not this software is benefiting the sales force and ultimately, the company.  One thing he suggests, when you’re considering new software, is assigning some of your sales reps to be beta testers before you go company-wide. Be unique  By now, almost all sales people and their clients know the process of prospecting by email. Even before a company sends that second or third email, they can almost predict the content of ensuing correspondence.  As a sales rep, you need to be unique and stand out from the crowd. Instead of sending 10 predictable touch emails, do something different. Use snail mail and send along a little something they can use, like a $5 Starbucks gift card. Once received, you already have one foot in the door before you connect the second time.    Personalization can work but it’s also a lot more time-consuming. Salespeople need to understand that what works now may not work in the next 2-3 years. The industries are changing and our approach to clients and prospects will change too.    Emails that work  Ankesh says that there are three buckets of personalization that work when writing emails: business, professional, personal. Look for ways to connect in these areas and your customer will know you’ve taken a professional interest to reach out in a personal way.    “How To Evaluate The Efficacy of SaaS Programs That Your Sales Team Subscribes To” episode resources Be social when you’re dealing with your customers and clients. Work smart and take the time to personalize your communication.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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 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 To Build Rapport By Asking Directed, Relevant Questions    For many salespeople, building rapport is a skill that needs to be learned. It’s not always easy for sales reps to build relationships with potential or existing clients.  Asking direct and relevant questions is a great launch fine-tuning the art of building rapport. In this episode we learn more about how to do this well.    Andrew Sletter has been in the same company, the Window and Door Store for 10 years. Their company sells windows and doors with a focus on in-home sales.  They work directly with the consumer and are with their customers for every step of the process, including installation.  The company’s office is located in Bismarck, North Dakota and they handle the North Dakota and Western Minnesota market.    The salesman’s profile Andrew doesn’t see himself as a true salesman. He believes that many salespeople are doing themselves a disservice by trying to fit into a particular profile. Andrew isn’t an influencer or a promoter.  Based on his DISC personality profile, he is more of the perfectionist individual. In his career, he’s seen all different types of personalities become successful in sales. Many sales reps feel the pressure to become somebody they’re not but as a sales manager, Andrew knows salespeople just need to be true to who they are and learn the skills needed to have a great career.     Though Andrew didn’t set out to become a sales leader, he honed his skills to become successful. Daniel Pink, the author of the book To Sell is Human, writes that surprisingly, the best sales people aren’t the extroverts or the introverts. It's the ambiverts that make it to the top of the chain. Why? The ambiverts tend to have the characteristics of boths and it serves them well.  If you aren’t an ambivert, though, take heart. Andrew knows anyone who can hold a conversation with somebody has what it takes to become a great salesperson.    Building the trust  An important skill that salespeople need to have is the ability to know when and if a product or service is a good fit for a potential client. With direct-to-consumer businesses this is especially important. Building trust and rapport in the early stages of inquiry will help with this evaluation. If done correctly, not only will this prospect become a new client, there is an opportunity to develop the relationship into a life-long customer.    Building rapport is about having trust between two people.  If a salesperson states their product is the best in the industry, but hasn’t built trust, the consumer can determine very quickly they don’t want to work with that individual.  The consumer today is very savvy. They’ve usually done the research even before approaching the salesperson. They already know about the product and the industry and will purchase with the sales rep who aligns with their value system. It is up to the salesperson to uncover those values in order to close the sale.    Building Rapport  Rapport is more than just value-based selling. For Andrew, it’s also about authentic selling. The number one deciding factor of whether or not a consumer is going to purchase is the credibility of the salesperson. Credibility and rapport first, product or service second. It’s the job of the salesperson to uncover the prospect’s values because if the values aren’t in alignment, the ability to close is greatly diminished.  Selling to the modern consumer requires wisdom and discovery. The sales goal has to be secondary to the customer’s needs.     The credibility of the salesperson is #1 priority whether or not people buy. #SalesCredibility   Discovering the value  From the beginning a salesperson needs to have a conversation with the prospect. Allow them to tell their story because it’s their story that needs to be heard. Be ready with a set of questions to ask to every client.    Ask directed and relevant questions. What are their fears, concerns,  projections? This exchange helps the salesperson determine the client’s motivation and it gives the consumer the confidence their needs are being heard. When values align, the closing rate increases dramatically.    Keep building rapport through the pandemic  Building rapport is especially critical in the season we’re in, when people are dealing with so much uncertainty.  Clients need to feel they’re part of a conversation and a team. As salespeople, we support our families by helping our clients solve their problems. We’re all consumers.  Let’s be the people we’d want to purchase from ourselves.    “How To Build Rapport By Asking Directed, Relevant Questions” episode resources Don’t rush the process. Too often a salesperson tries to determine the outcome of the sales without first building trust. Put in the time and ask direct and relevant questions.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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 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

I'm Succeeding As An SDR But I Don't Think I Will When I Become An AE A change in work setting is a challenging thing since one has to adjust with the new operations and work process. Did you just move from an SDR position to an AE position and you’re feeling lost? Don’t worry. You’ve come to the right podcast episode.    This heading is a question Donald saw posted on Reddit by a sales rep who is worried about his change in roles. The idea of becoming an AE scared him because he wasn't confident that he had the skills to become successful and build value.    Making the transition  This individual has been in the SDR industry for nine months and is concerned that his success isn't because of his sales skills but because of his ability to think outside the box. He thinks he’s terrible on the phone and feels that he lacks the ability to connect with clients. He finds it hard to drive business solutions and when he makes the transition to becoming an AE, he’s concerned his lack of experience and skill will get him into trouble.    Although he’s been effective at finding people, building value, and closing skills as an SDR, he didn't see these abilities as a win because he was evaluating himself based on how he rated his interpersonal relationships skills and his ability to  generate opportunities.You may have felt like this too. So, how do you make the transition to this new position?   The Impostor SyndromeImpostor Syndrome is also known as head trash. These are the things that we tell ourselves until we start believing them, even when those things are not true. The mind isn’t capable of separating reality from fiction so “what the mind conceives, the mind believes.”    When we were kids, we could convince ourselves that there was a monster in the closet. The same is true with head trash. When you tell yourself you don’t have certain abilities, traits, or skills, your mind will believe it and you will find yourself acting accordingly. As a result, you may start messing up your phone calls, stop reaching out on LinkedIn, and you’re not going to take action, all because your body has already started believing the lie.  Overcoming your head trash Shift  your head trash to confidence and self-affirmation. Say positive things to yourself again and again and rewrite the program. Stop telling yourself you’re going to fail. The mind is very powerful. Start telling it exactly how great you are.  Your body will follow. This is the first step in doing better.    Now, just because you tell yourself that you’re a good sales rep, it doesn’t mean you will become a great sales rep immediately. The next step is to take action by starting to read books, listening to podcasts, going to training, practicing, and studying industry information.   The impostor syndrome is a common trait in many salespeople, especially those who are just starting. As a beginner in sales, how do you bring value to the table? You may be better in some aspects than others. You may read more books,be more tech savvy, or have more experience. Holding onto the positives, and seeing good results from your current skill set, will help you get past your head trash.    Change your belief system  Changing your belief system will help you adjust your actions and the way you perform. People have a certain swagger and confidence when they feel good about themselves and others can see that. They will see that you’re bringing your best to the table.    The person we discussed from Reddit has to change his belief system. He thought he didn’t have ample skills to help him become an executive. He forgot one of the most important things a sales rep must learn is how to solve problems and he knows how to do this! He’s already doing the toughest tasks in the sales process, prospecting and closing deals.    When a salesperson shifts to an account executive role, he will still have ways to solve problems. A sales rep builds value by learning how to ask effective questions. You don’t even have to be versed on the industry, at least at the beginning. Nobody is versed in every industry when they first start. If you are selling something you don’t have experience with then study and get trade magazines. Learn about some of the content and that your prospects are studying for their business. Once you become versed about the industry, and understand the operations of the business, you will be able to solve problems better.    Keep learning and solving problems  Spend time learning the business and look at the deals. Figure out the initial reasons why people signed up for your services and products. Review pain points and check out websites to learn more about clients. Doing your part will help you feel more comfortable in moving forward.    To move you toward success,  listening and asking effective questions is key. A confident problem solver isn’t afraid of digging deep and asking critical questions. He knows how to be direct and to the point without being offensive.  For example, instead of letting the client close the meeting, it’s best to take the initiative by saying, “Hey, I totally understand that it may not be a good time. When would be a good time for us to meet together?”  Drive down to the core issues and schedule a follow up.    If you're building value, if you know how to ask effective questions, if you know how to solve problems you're good to go. That's it. #SalesExpert Hone your skills  You may be new to the work you have right now but you just have to keep honing your skills. We are not born to be great SDRs and AEs but we can keep growing. Do not hold back and keep your confidence in check. Challenge your mind to go out everyday and do big things.    “I'm Succeeding As A SDR But I Don't Think I Will When I Become An AE” episode resources One of the ways for sales reps to learn on how to solve problems is by enrolling in training services and programs such as Dirk Sheep. The program usually costs $549 for a semester but due to the financial constraints that many are facing at the moment, the semester which will begin this April 10 is only offered at $149. This is the perfect time to take advantage of the TSE Sales Training Program.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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 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 To Get More Proposals Signed Faster With Pandadoc   Have you heard about PandaDoc and how it can help you get more proposals signed faster? If you definitely want to learn more from this podcast. This episode will talk about PandaDoc and how you can use it to improve your sales journey.   Nate Gilmore is the chief revenue officer at PandaDoc and his job is to grow the company. It is    their goal to help small businesses increase their sales and revenues. He has spent almost 20 years in the small business industry and most of those years were in software.    The idea of proposals  Salespeople can send out proposals and not get a reply for days or even weeks. This  experience is a common challenge for many sales reps. Salespeople need to understand that the entire workflow of the business depends on how well they’ve gotten to know the customer. Having insight into how their organization works, their timeline, and what their needs are will improve the content of what you send and get the right data to send out.    PandaDoc makes each stage of getting information to your client much easier.    Creating your proposal PandaDoc has created a template that pulls in customer data from your CRM which makes the workflow much more efficient. If you don’t have a CRM, the template will do it for you. With the customer data within the template, you now have a customized proposal that was done in less time. PandaDoc saves you time in creating the proposals since it already has a template that sales reps can work with right away.    Sending your proposal When you send your proposal depends on the workflow and process of your company. You may have to send it to someone internally first or you may be able to send it to your client immediately. Once sent,  the speed in which your proposal works lies with your customer.    The right time to use the proposal Sales reps can use the proposals in two ways: in the pitch or the marketing. When someone receives a proposal that’s been generated through PandaDoc, sales reps can see when the document is opened.    The best time to send a proposal is after the discovery phase when the customer has consented to receive the information and is looking for it.  At this point, you know someone who is interested and could potentially champion your product in front of decision makers. If possible, embed demos in the proposals to make it more effective and customized. Proposals generated by PandaDoc offer these types of unique features so every client feels they are receiving a document made especially for them.    Every step is part of the sales process and it’s the responsibility of each salesperson to do discovery ahead of time in order to make the process as efficient as possible. Discovery should reveal the needs of your customers and let your customer know they are being heard. PandaDoc has your client relationship in mind with their customizable templates. The program revolves around the workflow of a salesperson so they are able to personalize their proposals based on the client’s specific information.    Driving the sale through PandaDocs have a number of tools to help sales people make their sales goals. Your proposal is a document you can view at each step of the process. Once sent, sales reps can see who is checking it and when. It helps the rep and the client connect by helping them understand what the client needs. If you see that your client has forwarded the proposal to someone else, you can check where it’s hung up or when they are ready to move forward with the deal. This allows the sales rep to see what’s happening at each stage.   Following up with your client is an important part of the sales process. It’s critical to know if you are dealing with the decision maker or with an internal champion. Once you know, you know how to follow up.    Look at the length of your sales cycle. If you want to grow the velocity, reduce the steps. #SalesTips   How does PandaDocs work? Most of PandaDoc’s clients use the program to reduce the length of the sales cycle in order to drive toward revenue faster. The program simplifies the workflow to move from sign to pay at a higher velocity.   “How To Get More Proposals Signed Faster With Pandadoc” episode resources If you want to grow the velocity of your sales cycle and evolve your business, you can try visiting Pandadocs. You can also check out Nate’s LinkedIn.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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. Sign up now and get the first two modules for free! You can 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 To Become A Warrior Seller During The Coronavirus Outbreak   The world has been taken aback by the coronavirus pandemic. Businesses, regardless of industry, have been affected. As a salesperson, how do you become a warrior during the coronavirus outbreak? Jason Forrest works for a company called FPG which stands for Forrest Performance Group and one of their programs is Warrior Selling.    There are four different levels of a sales professional. The first level is the follower. They give all the permission to the customer.  The customer dictates what to do, how to act, and tells the salesperson when they’re going to buy. The next level is the helper, who has the sole intention of helping people and serving their customers. Leader is the third level. They are the people you follow to a place you wouldn’t go on your own. The last level is the warrior.   The warriors are advocates for the product and service they sell. This salesperson believes, supports, and advocates for their products and services. In addition to that, the warriors protect their customers’ best interest.    In today’s market, we need more warriors to protect the customers and the organization. People are afraid and the warriors help protect their customers from fear. Without leaders, fear can overcome customers and it can eventually kill the organization. Warriors know their customers so well they know what is needed. A warrior and  con artist may have the same skill set but what sets apart the sales warrior is intention. They protect their customers through their service or product.    Knowing the warrior seller  A warrior has to get their messaging right for their customer and should be able to answer these questions: Why should people buy from you today? What will your products and services immediately do for them? How will your products and services benefit them at this moment? How will your products and services eliminate their present pain points? Once they find the answer to those questions, they need to be able to share the message with the people they serve.    A warrior is defined by me as an advocate for their product and service they sell and at the same time, they're a protector of the customer's best interest. #SalesWarrior   Salespeople procrastinate for several reasons. The first is that they’re not clear about what they’re trying to accomplish.  The second, is that they don’t know why they’re doing what they do.Their why has to be strong enough to get through tough days. The why has to be greater than the sacrifices they have to make to do the job of a salesperson. Third, once the why is discovered, a salesperson has to figure out how. The how includes your cross pattern strategy. What are you going to say to give them certainty and how do you want them to feel once they get off the phone with you?  The last reason why people procrastinate is their “leash mentality,” the restriction in someone’s thoughts that keeps them from doing what needs to be done.                                                                                                                                 Remove your leash A leash is like a dog collar in that it can prevent you from moving forward and can hold you back. The present mind is the best mind because it keeps you focused on the task at hand. In sports, trash talk occurs because it is a means for one player to distract another player.  If done well, it can throw that player off their game. However, as a salesperson, the trash talk doesn’t come from other people but from inside their own head.    Jason came up with the concept of performance formula: P(erformance) = K(nowledge) - L(eash). Performance is what a person does and what we see them do.  Knowledge is what we’ve told them to do. They have a process for making a sale and they have brand knowledge. To get a performance you have to remove the leash from the knowledge. This is the resistance that keeps them from using the knowledge they have, the things that keep them from taking action.    Kinds of Leashes Jason addresses four types of leash mentalities in his book: Self-image An example of the self-image leash is the perception the salesperson has of herself that she doesn’t know the right words to say to convince a prospect to buy. In order to remove this leash, you have to have the confidence that you will be able to convey to others why your product or service is valuable.   Story The story is anything external from us. It’s when you tell yourself that people are still waiting for things to settle down before they start buying and purchasing again. This is just a story, especially when there’s no evidence to support that claim.    Reluctance Reluctance is a situational fear and it may come from not wanting to sound pushy and insensitive. The coronavirus outbreak will impact 2020 projections - it will either lower the sales forecast or be seen as an opportunity to steal market share from the competition. The truth is, if you’re not going to make any changes to get ahead of this, then it could lead to long-term challenges and impede the growth of your company. Taking action now can remove the ambiguous fear you may.  It puts you back in control of your circumstances rather than passively being a victim. As long as you have the right intentions and you believe you’re offering help to your clients, people will know you’re there to help. Rule  Jason defined the rule as anything you need to see, feel, or hear to give yourself permission to engage. However, most of the rules you set for yourself don’t make sense and can serve as roadblocks.    Jason’s program teaches the result matrix. Our results are achieved from what we’ve been taught by our parents, teachers, culture, and media. These elements drive our beliefs and behaviours, and it helps us achieve our results once we understand how these forces drive our actions and decisions.   “How To Become A Warrior Seller During The Coronavirus Outbreak” episode resources Jason’s new book has won as one of the best sales book awards in 40 countries. Know more about this book on his site.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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. Sign up now and get the first two modules for free! You can 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 Is The Difference Between An SDR and BDR?   The next 20 episodes will focus on the conversations about BDRs and SDRs. We will be talking about tips, strategies, and ideas about how businesses can prospect better and connect with potential clients. Today’s episode will discuss the differences between a BDR and SDR in terms of what they do, how they do it, and how they earn.    In the previous episode, Donald was joined by his sales coaching client, Scott Romney. They talked about how businesses can realign and adjust their message to create offers that are irresistible for the prospects, even in a time of crisis. Our level of empathy must increase as we look for ways to understand where people are coming from. Strategies are needed that will help organizations overcome the crisis that many industries are facing in this season. Scott talked about being mindful and sensitive while thinking of opportunities where salespeople can be leaders to their prospects, especially now.    Set your goal. How many appointments will you make today? #SalesGoals   SDRs and BDRs A BDR is a business development rep and an SDR is a sales development rep. Prior to predictable revenue, their job was to qualify and set appointments for outside sales reps; however, over the past 20 years, the definitions have evolved. Even before these BDRS and SDRs came to exist, there were only sales reps and everyone was responsible for every stage of the selling process.    Being a salesman for an organization meant that you were responsible for finding your own leads and nurturing those leads. Your job included going to trade shows and cultivating accounts. Eventually, sales managers realized that if you break down these processes you get to have more functionality and you can have experts in the different parts of the sales process.    The inside sales team  As a result, the inside sales team was created  to do the research, generate lists, and find the people. Their job is to update the CRM and become an assistant to the account executives.    Over the years, their job extended to setting the appointment and qualifying the leads. Aaron Ross was working with SalesForce when he realized these functions could be broken down further. There are now inbound people who are responsible for the inbound leads, the leads that are coming in via your websites or those who are calling your business phone number. The outbound team are the people who go after the potential client list and send them emails. They are the ones who are reaching out to clients.    BDR and SDR can be used interchangeably but based on the definition given by Salesforce, the BDRs are focused on prospecting for outbound leads while the SDRs are focused on qualifying inbound marketing leads.    The SDRs The SDR doesn’t have to do the hard work of finding leads. Instead of looking for people, the SDRs job is to qualify the inbound leads, follow up with them, and make sure they’ve been qualified for an appointment. They may get a little less in commission than the BDRs because BDRs are tasked with looking for cold leads and turning them into warm leads.    Some companies start their salespeople as an SDR because it’s easier. This role helps to train sales reps how to ask the right questions and it offers a transition to becoming a BDR and then to an account executive.    The BDRs For Donald, the business development role is one of the hardest of the sales roles. It’s their job to look for people and find new business. While they may meet many people, not all of them will convert. Only a few will decide to make a purchase because not everyone is ready. At any given time, only 3% of people are ready to make a purchasing decision. If you look at it from a business perspective, the BDRs role is to look for that 3% wherever they may be and convince them to purchase.   Part of the BDRs job is to educate prospects and get them interested in wanting to do business. A talented business development rep builds relationships, connects with people, and shares with enough value so when a client is ready, that prospect will come back.    The tenure for a business development rep lasts around 14 months and after that, they usually transition to become an account executive, or take an entirely different route. The same is true for an SDR, who can also get a promotion. Both of these roles have about 14-18 month terms.    The length of time is influenced by the depth of training. This is where The Sales Evangelist comes in.  We help sales reps ramp quicker and perform much faster. If it takes a sales rep to improve his rate in three month, the TSE training will help you do that in two months. The training will help sales reps become more effective at a much faster rate.    The secret to success Like any other sales roles, the secret to success is to think of it like it's your own business. The structure of your day is critical. You need to make sure you understand the purpose of having a plan so you know who you are going after, who your targets are, and your goals are set for the day.   A sales rep needs to stick to one industry in a day or per time period. If you spend your morning prospecting the financial industry, then you should stick with that industry until the afternoon. This will let you focus your messaging and help you deliver the information more consistently. If you are a BDR, this structuring is particularly important.    Here are final tips:  Be respectful. You are the first point of contact for the company so you represent your company to every initial contact. They will rate the whole organization depending on their interaction with you.  Make it a good one.    Have different templates. This ties back to the idea of structure. Have templates that are geared toward specific industries. Set up a follow-up appointment.  Plan your day. Plan your week. Plan your month. It is imperative you know what you need to do. This will keep you in check.  Know your numbers. This includes the number of people you speak to, the number of appointments you have set, the number of calls you need to make, your conversion rate, and so on.  Set your goals.      “What Is The Difference Between An SDR and BDR?” episode resources Our goal is to help you succeed especially in this time of  crisis. Reach out to us regardless of your financial capabilities and we will give you flexible options.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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. Sign up now and get the first two modules for free! You can 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 Do I Sell During The Coronavirus Outbreak?  Many industries are affected by the coronavirus pandemic. With that, there are a lot of questions in the sales community about how to move through this season well.  How can you sell while everyone is quarantined and practicing social distancing?  Scott Romney is a senior account executive at Soci. He loves sales and building relationships. Soci’s goal is to help their clients overcome the challenges that may come from internal alignment or with their local franchise partners. Soci can come in to balance their clients’ social media reviews and  do it using just one platform.    Facing the challenges Businesses that are sole-ownership need to take special care with protecting their brand. The main challenge that salespeople are facing right now is how to keep doing sales without compromising the health of all involved and their businesses. Most salespeople are now hiding by not calling people or having conversations with their prospects and clients. What these same people need to wake up to, however, is the reality that the economy is not dead.  It’s still going and very much alive. We’re not currently in recession and the economy can still pick up once the pandemic is controlled and managed.    The economy is not dead.  People are still working but they are working differently.  #COVID19 Understanding the circumstances is imperative to be able to see the opportunity in times of crisis. We all have defining moments in our careers that can change our mindset. You need to ask yourself what these defining moments mean for you. Looking at the challenge brought about by the coronavirus outbreak, ask yourself how this defining moment can change your outlook as a small business. Look at the efficiency and gaps when implementing new flexible working hours and the critical role that social media plays amid COVID-19. Social media isn’t just all fluff but a real lifeline, especially with staying connected to clients.   In every crisis, there’s an opportunity. As salespeople, it’s part of the job to take advantage of the online resources and get to work digitally. This means of communication can help businesses inform, educate, and connect with their clients.  Keep working Even with the pandemic, 99% of the world’s population are still working. Salespeople can pick up the phone and build relationships with their prospects despite the change in how we do business. You can connect and build value, helping your clients see you as a thought leader by continuing to offer counsel.  There is still an opportunity to help with pain points.    It’s time to have a positive side. The nation has faced far greater challenges in the past but they were overcome. As a sales leader, recognize you can come out of this crisis as a leader and not a lagger. Let your prospects know you are working, even in this dire situation, and keep them informed. Make it your goal to build relationships because only a handful of people are currently moving in that direction.  Take this as an opportunity to grow the business by leaning into your clients. This is a defining moment you can take advantage of. Just keep working.    Change your messaging Before the virus outbreak, Scott called on prospects with the message they were doing a good job but wanted to share information to further improve their standing on social media. The updated message emphasizes that social media is now a lifeline they need to utilize if they aren’t already there.    For example, a local fitness gym, All Time Fitness, has jumped into the social media scene. Despite being closed down due to the virus, they are now utilizing social media by sharing some exercise tips people can do at home. They are also using FaceTime and offering a personal coaching session. They realize this is a great time to broaden their client base and have a great opportunity to serve people while they are in quarantine. Businesses can now change their messaging to provide a solution to current pain points.    Structure  you deal opportunities This is a great time to restructure some of your deals and give clients an enticing deal during this difficult time. Sales leaders may need to look at the red tape and their client’s current pain points to better align with existing needs. Updating agreements may be called for. Some questions you might need to investigate include: Can I offer my clients a different structure? Can I break up payment schedules?  Doing this won’t devalue your product. It simply gives you margin to listen to your customers and make adjustments as you’re able.     The long-term changes This pandemic will change some companies forever. Businesses will have to make necessary adjustments. The important thing is that you can decide to do something and strategize to gain.   “How Do I Sell During The Coronavirus Outbreak? ” episode resources Reach out to Scott Romney via LinkedIn to learn more about Soci, a leading social media management platform to help multi-location businesses.  If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode 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. Sign up now and get the first two modules for free! You can 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