The Sales Evangelist

Carson Heady, a B2B sales expert and author of 'The Show Must Go On,' shares invaluable insights on sales success. He emphasizes resilience and adaptability in navigating the evolving B2B landscape, highlighting the pivotal role of AI in deepening client relationships. Carson discusses innovative strategies for engaging C-suite executives and the vital nature of personalized outreach. He also underscores the importance of persistence in prospecting and building valuable connections, proving that collaboration within the sales community drives shared success.

Your prospect has rejected the deal, and now you’re unsure whether to try another sales tactic to change their mind or simply move on. This final episode of the Back to Basics series will guide you in overcoming sales objections and keeping your pipeline moving forward. Slow Down It’s natural to do everything in your power to get a prospect to say yes. This can often lead to rushing the sales process in hopes of securing that long-awaited agreement. Instead of speeding up, take a moment to pause and breathe deeply. Begin addressing the objections raised by your prospect calmly and methodically. Taking the time to regroup prevents panic and helps you avoid costly mistakes. Express Appreciation Your prospect may have valid reasons for hesitating or declining to move forward in the sales process. Acknowledge this by expressing understanding and gratitude for their time. Next, use a softener to gain permission to dive deeper into their concerns. I explain how to do this in the episode, which will help you uncover the root cause of their objection. Don’t forget to use the “5 Whys” technique to get to the heart of the issue. Schedule the Next Meeting Once you’ve identified their real concern and explained how you can help solve the problem, schedule your next meeting.  Also, consider creating a clear plan outlining the next steps, so the prospect knows what to expect moving forward. “To overcome objections, it comes down to having conversations, being human, and expressing your feelings. Once you’re vulnerable, the prospect will feel more comfortable sharing their problems.” – Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Discover the secrets to conducting effective discovery calls! Learn how to focus on your prospect's needs instead of just your sales goals. Master the art of building rapport and setting a clear agenda to enhance client engagement. Understanding pain points is crucial; listen actively to uncover what really matters to your prospects. Plus, find out how tools like LinkedIn's Navigator can aid in lead generation and the importance of follow-up meetings for maintaining relationships. Transform your sales approach with these expert insights!

The first ten seconds of a cold call matter more than any other part of the outreach. But what do you say to keep your prospect from hanging up? In this episode, I’ll tell you exactly how to get them into your sales pipeline and close the deal.   1. Verify the Prospect  Before diving into your sales pitch, confirm that you’re speaking to the right person. This not only ensures your efforts are targeted but also gives you a moment to prepare your next move.   2. Greet with Your Name and Company   After verifying the prospect, introduce yourself by stating your name and the company you represent. This helps the prospect visualize who you are and understand why you’re reaching out.   3. POR: Point of Reference There’s a reason I always recommend LinkedIn. Use it as a point of reference to remind your prospect where they might know you from. This simple step can turn a cold call into a warm conversation, increasing the chances they’ll stay on the line instead of hanging up.   4. Relevance  Relevance is the icing on the cake—it’s where you show how you can help them. For example, if you noticed on LinkedIn that your prospect is new to their role as a hiring manager, mention that. This demonstrates that your outreach is tailored and thoughtful.   5. Value Proposition Your relevance should seamlessly lead into your value proposition. Using the hiring manager example, explain how you can help them find the right employees and ensure they’re well-trained to contribute effectively to the business.   6. Confirm the Next Step By this point, you’re about ten seconds into the call. If your prospect is still on the line, it’s a good sign! Use this opportunity to schedule an appointment for a more detailed conversation.   “Most prospects don’t want to talk to sellers and be sold to. But if you can get them to stay on the phone for 10 seconds, it buys you time to dive into the relevancy factor.” – Donald Kelly.   Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

It’s getting cold outside, but that doesn’t mean your cold calls have to freeze your sales pipeline. Tune in to hear my hack for warming up your prospects and getting them more receptive to your proposals.   Reach Out to Prospects on LinkedIn People are naturally skeptical of sellers, especially if they’ve never met you. That’s where connecting on LinkedIn can be a game-changer.   Use LinkedIn Sales Navigator or a similar tool to identify your prospects’ triggers and build a targeted list of potential clients.   Establishing a LinkedIn connection with your prospect before sending an email increases the chances they’ll respond positively when you cold call. It’s all about building familiarity and trust.   Make an Introduction Before Cold Calling Think back to the caveman days—introductions have always been essential to building trust.   By making an introduction first, you transform a cold call into a warm call because the prospect already knows who you are.   Establishing trust with your prospects through LinkedIn or a prior introduction sets the foundation for a successful sales conversation.   “When a trusted source vouches for someone, we’re far more likely to do business with them.” - Donald Kelly.  Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

There are 24 hours in a day, yet you’re struggling to find even one hour to prospect. I used to believe this lie myself, and it hurt my progress. In this episode, I share how to overcome this mindset and carve out time in your busy schedule for prospecting.   Plan It Out The simplest way to start prospecting is to plan it out. Set aside a specific time frame dedicated to finding clients.   Add this time block to your calendar and make it recurring. Consistently dedicating time will help you stay committed to prospecting.   While planning, set a clear goal for your session. For example, aim to have five meaningful conversations during this period. This will help you either move deals forward or identify prospects who aren’t the right fit.   Accountability If you’re struggling to find time for prospecting or to meet your goals, share your intentions with someone else. This could be your manager or a fellow sales representative.   Let them know you’re focusing on prospecting and ask them to hold you accountable. Having a partner to check in with can help you stay on track.   If you’re looking for support, check out The Sales Evangelist Facebook group or Mastermind course linked in the resource section below.   Practice Your Message Before reaching out to prospects, write down what you want to say. This will help you stay focused and avoid stumbling over your words during the conversation.   Additionally, research your prospect’s pain points and prepare a solution tailored to their needs. Being prepared will make your outreach more effective.   Eliminate Distractions  Distractions like social media, emails, and family interruptions can derail your efforts. As soon as you sit down to prospect, something seems to pull your attention away.   To stay focused, put your phone away and let others know you need uninterrupted time to work. If you have young children, schedule your prospecting sessions during their nap or bedtime to minimize disruptions.   You are the key driver of sales in your company, and no one else can do it like you can. Make the time to prioritize prospecting.  — Donald Kelly.  Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Delve into the myths surrounding multitasking and discover how it actually hinders cognitive function. Learn practical strategies to improve focus and sales performance through single-tasking and structured breaks. Explore the importance of clear, focused goals and minimizing distractions to enhance productivity. This discussion emphasizes that mastering focus is key to achieving success in any endeavor.

How can you build rapport without coming across as wanting something in return? Prospects can easily sense if you’re not genuinely trying to connect with them and are only interested in their money. If you’re struggling with this sales method, listen to my guest, Ante Mihaljević, a sales and communication expert, share his refreshing take on building rapport with prospects. The Importance of Genuine Rapport Stop making rapport feel gimmicky or disingenuous by showing genuine interest in understanding and helping a prospect. This approach makes them feel heard and valued, fostering openness and a positive relationship. Techniques for Building Rapport Ante shares valuable insights on building rapport effectively: Stay Focused and Curious: Be genuinely interested in your prospect’s needs and listen actively to their concerns. Mirror and Match: Observe and subtly mimic your prospect’s language and behavior to create a sense of familiarity and trust. Avoid Focusing on the Outcome: Concentrate on the interaction and the process of connecting with your prospect rather than the end goal of making a sale. Recognizing Genuine Connection How do you know when it’s time to transition from building rapport to having a sales conversation? It’s all about intuition! Ante explains that you’ll intuitively know when you and your prospect are in sync and ready to discuss sales. Practical Exercises for Sales Teams For sales managers looking to train their teams in rapport building, Ante suggests exercises such as: Observational Practice: Encourage your team to observe and analyze prospects’ breathing rates and language patterns. Mirroring Exercises: Help your team get comfortable with mirroring by practicing with each other before trying it with actual prospects. “They will start finishing your sentences. They will start breathing at the same rate you’re breathing. So, a lot of these non-verbals will happen. When you know that has happened, you’re ready to move on.” — Ante Mihaljević. Resources Ante Mihaljević on LinkedIn Ante Mihaljević website Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Follow-up in sales can feel daunting, but mastering it is key to success. The discussion dives into effective strategies to overcome discomfort when reaching out again. Listeners gain practical tips for setting clear agendas and scheduling next steps. Social media is highlighted as a powerful tool for boosting engagement and maintaining connections with clients. Overall, it’s a guide to transforming follow-up from a hassle to a helpful process.

Storytelling allows you to connect with your prospects on a more personal level. However, sometimes you might find yourself telling the wrong stories or sharing a story at the wrong time. My guest, Eugene Theodore, walks us through how to create impactful stories that align with your sales goals. Meet Eugene Theodore Eugene Theodore is a highly skilled and experienced storyteller with a background in sales and personal branding. His storytelling approach aligns a product or service’s message with the needs and values of a target audience. Eugene helps sales professionals and leaders navigate different stages of the customer journey by using storytelling to foster meaningful connections and close deals. Why Storytelling Matters in Sales People prefer to buy from those they trust and feel connected to. Without a genuine connection, prospects may choose not to move forward in the sales process. Eugene explains that storytelling serves as a powerful alignment tool throughout the customer journey. It brings the necessary harmony between the product, the company, and the target audience. The Story Matrix Tool If you find it challenging to craft effective stories, Eugene suggests using his “Story Matrix” tool. This tool helps map out various story types for different stages of the buyer’s journey: awareness, consideration, decision-making, and retention. The Story Matrix allows you to create a grid that matches different phases of the buyer journey with suitable story types—whether humorous, serious, technical, or adventurous. Applying the Story Matrix Eugene provides practical examples of how to use the Story Matrix to tailor stories for different audiences and stages of engagement. He emphasizes the importance of understanding a client’s personal interests, professional stage, and organizational needs to refine and personalize the story, making it more impactful. “The story matrix is simply understanding the consumer journey, whether it's B2B or B2C, and understanding what is the right kind of story at that moment in time.” - Eugene Theodore.  Resources Saga Squared  Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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