The Sales Evangelist

We’ve all experienced that sinking feeling in sales as we near the end of another month … so how do you deal with the pressure of hitting your quarterly number? It’s not easy, especially without the proper guidance. Brian Manning, SVP & Head of Growth at PatientPing, works to help startups grow their ideas and he is here today to share insight on how to deal with the pressure of hitting your quarterly numbers. PatientPing is a care coordination platform that helps healthcare providers collaborate with one another on shared platforms. Brian has been with PatientPing for three years now. He oversees their sales, marketing, government affairs, and partnerships. From a sales leader standpoint, Brian thinks of quarterly numbers in terms of the Annual Recurring Revenue (ARR) for each layer of the business: the overall company ARR, the sales team ARR and the individual sales rep ARR. WILL, SHOULD, COULD Sales reps often feel the pressure to perform and, as a leader, Brian likes to have his reps 3x their pipeline as they enter the quarter. As the quarter goes on, however, and things become more sophisticated, Brian moves on to the ‘Will, Should, Could’ method. This method involves marking each deal throughout the quarter as Will Close, Should Close and Could Close.  Wills usually equal about 95%, while Should is at 70% and Could is closer to 50%. The Sales Operation Team does this for each week for each rep to provide a projection for the quarter. In this way, at any given week, the reps have a pretty good sense of where they stand in relation to their targets. Brian has found that the projections are smart and reliable. THE DETECTIVE MINDSET When sales reps feel pressure to hit their quarterly numbers, it is usually a result of a failure somewhere in the sales funnel. There might not be enough leads, the presentations may not convert into proposals, or the deals may be stuck in contract too long. It is usually one specific thing that slows them down. It almost takes a detective mindset to figure it out sometimes, but it can be done. A key factor in reducing the pressure of hitting your quarterly numbers begins with the numbers that are expected of the sales rep. The rep needs to be comfortable with those numbers. If they do not see a path toward achieving the goal set in front of them, they need to alert their manager right away – before the quarter even starts. It should not be viewed as a sign of weakness, nor should a rep fail to come forward because of pride.   As a manager, Brian knows it is important to listen to his team. The territory could be bad, the ramp might be too quick, or the training may need to be improved. He does, however, require an intelligent and well-thought-out conversation rather than simple excuses. You never want to send a rep out to achieve a quota he doesn’t feel he can meet. It’s not healthy for anyone. With their detective hats on, the manager and the rep can then work together to specifically analyze the territory, the opportunity, and the various stages that the deals are in. It has the benefit of making the sales rep more effective which, in turn, increases the likelihood of hitting the numbers in subsequent quarters. EMPATHY   Understanding and having empathy for the seller is important. They may be going through something personal or may just need help with the fundamentals. #Energy Management CLICK TO TWEET   When the pressure is high or the number is high, it is especially important to take care of your health. Brian believes that nothing is insurmountable when you are feeling healthy and well. A seller under too much pressure – one with any type of resentment towards the product or the company  – will not be a seller who gives his best. It will translate into his performance and affect the clients and the sales. When a salesperson puts his energy into dealing with the things that he can’t control – an imperfect product or lack of marketing team support, for example – the salesperson will always lose. In Brian’s experience, the number one difference between a great seller and a not-so-great seller is that the energy of the great seller goes to the areas where he has control. Don’t waste energy on things that will not help you reach your numbers, or succeed. Your energy, as a salesperson, needs to go into selling under the conditions you are in. This does not mean, however, that you should hesitate to flag issues. If there is something wrong with the product or the process, it should certainly be brought to the attention of management. There will always be that one guy who wants to complain regardless of the situation. But those reps that can focus and channel their energy into doing what is best for their client are the reps that will succeed. TRANSPARENCY There is a seesaw to transparency. When a rep is doing really well and is on track to reach his quota, his manager will see it and will know the rep is doing fine. There is no reason to stress. But if the rep isn’t doing well or the numbers are low, transparency needs to increase. Brian suggests something as simple as a weekly email to management to address what is working and what is not working. Being really honest and vulnerable in this way provides management with the information, and the opportunity, to improve the system. It helps everyone in the long run. Many of us don’t like to admit when we are having trouble but it is always easier to address a problem when it is small rather than waiting until it is too big to handle. Brian has found that, generally speaking, most sales reps that want to work for a start-up are self-starters. They are the ones who read sales books and listen to podcasts to further their own learning. HORIZONTAL LEARNING Over time, as a company grows, Brian will bring in sales trainers to coach and shadow. Until a solid infrastructure is up and running, however, Brian has created a system where his sales team sends out a weekly ‘Wins and Learning’ email to each other. He also stresses that a good learning experience is more valuable than a big win. His team has become competitive to send out the best learning which scales across the team. Be analytical If you are doing well, document how you do it. If you are not doing well, document why not. Be honest and lead the charge into fixing it. “HITTING YOUR QUARTERLY NUMBERS” EPISODE RESOURCES Brian has maintained a blog for the past ten years at Briancmanning.com. He is also on Twitter. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Prospect.io is offering three months at half-price. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

One of my favorite topics to talk about is lack of confidence and the challenges and fear that come along with it; and, more specifically, how we can overcome it. Paul Carswell was the salaried manager of a Sherwin-Williams storefront for many years before transitioning in 2018 to become an independent Medicare Insurance Specialist. He works with clients ages 65+ to help them and to bring value to their community.   Surviving on a 100% commission-based income took some getting used to. Instead of clients walking into the store, Paul had to learn how to make calls and set appointments. In order to educate potential clients on the complexities of the Medicare system, Paul also hosts educational events in the community. He uses podcasts like this one to reach out to as many people as possible. Such events help people to realize that his primary goal is to help the community rather than to simply earn a paycheck. LACK OF CONFIDENCE Moving from a salaried position to a commission-based position certainly caused some fear and trepidation. The transition of receiving a paycheck every two weeks, regardless of performance, to selling private insurance came with a steep learning curve. Paul knew he had to get out in front of people. Nobody was simply “walking into the store anymore.” Previously, his whole day had been planned out for him. Now he had an empty schedule that only he could fill. It seemed nice and relaxing for the first two weeks but then reality set in. With no paycheck coming in and no prospects on the calendar, Paul admits to feeling defeated. A lack of confidence was setting in. REGAINING CONFIDENCE Paul had to put his pride aside and get busy. Drawing from his experience as a basketball player, he knew he had to take shots if he was ever going to score. He started contacting old friends and networking – anything to populate his schedule. It didn’t matter if it was Medicare-related or not. Paul found that the more he put on his calendar, the more he was able to begin to weed out the events that would not benefit his business. Eventually, after about eight weeks of making calls and networking – still without a paycheck – he finally had a full schedule of Medicare-related events to look forward to. As a result of the changes he implemented, Paul improved his relationships with his friends by talking with them more. On the business side of things, he has increased his bookings from zero to 50 and is earning a decent income because of the work he put into it. It didn’t all come at once, however, as it did before at Sherwin-Williams. In his current role, sales is a lengthy process instead of a quick sale with an immediate exchange of goods. Learning to understand the long-term payout was his biggest struggle. As such, Paul advises everyone to stay focused on long-term goals.   Keep putting up the shots. You don’t have to make every shot but you have to keep aiming. #KeepWorking CLICK TO TWEET   The more people you get yourself in front of, the more you will realize how many people truly care about you and want your business to succeed. “LACK OF CONFIDENCE” EPISODE RESOURCES You can contact Paul on his cellphone at 703-342-9087 or via email at paul@carswell.io.  Paul is on Instagram  @paulcarswell. He can also be found on Twitter and Facebook. His website will be up and running soon! This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never, ever be the same. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!  Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

As salespeople, we’ve all faced new rejection. It feels like a punch in the gut every time. It can sometimes make you question if you should even stay in the business.   Kevin Yee knows what I’m talking about. Rejection is especially hard to handle when you are new to it as Kevin was. Kevin left the pharmacy industry and now runs a high ticket closing agency of about ten team members working with B2B and B2C clients. It was risky move but after attending a sales training course, Kevin was highly motivated. He was excited to start making calls but terrified at the same time. He knew he lacked experience and that affected his confidence. Kevin wanted clients but he wasn’t sure if he was really going to be able to help them. Intellectually, he knew he could work hard and figure things out but he remained insecure. THE WRONG FOCUS He was so focused on those insecurities, that within moments, his first client had control of the call. Looking back, Kevin realizes he was trying to be someone that he wasn’t. He is naturally inclined to be helpful but he was trying to be authoritative in his delivery. He knew all the right things to say but he lacked conviction and it came across in his voice. It didn’t help that the client was also not interested in the services of a high- ticket closer. Kevin had worked so hard to put everything in his training so the rejection really hit him hard. His confidence in sales was shaken. He didn’t want to go back to pharmacy, however, so he decided to try again. TRYING AGAIN At the time, he was a one-man sales team. He had a marketing background so he set up a sales funnel for himself where he was the closer at the end. With help from his YouTube channel, the leads started to come in. It was a good problem to have. Kevin signed on a few friends to help out. Having confidence in the team’s ability to get results made it easier to reach out to more and more clients. Certainly, the best time to close a sale is right after closing a previous sale because that is when confidence is high. It has been six months since the sales funnel took off. The team has been getting better and better and Kevin has focused on getting more and more clients. He learned how to really connect with people and to be a good friend to his clients. Kevin takes the time to really learn about their businesses so that he can tackle any problems his clients may have. He knows that the most important part of any new business is marketing and sales. WORKING WITH OTHERS He and his team are currently in the process of onboarding a B2B client with six-figure packages as they continue to reach out to new clients. They strive to authentically reach out to people to help solve the closing and sales problems of their business. He believes there is a lot of opportunity on the table and is excited for the future.   Kevin knows he could not have done it alone. He encourages you to reach out to others, especially if you are struggling. He believes that you have to have a giving mentality to succeed; nobody wants to work with a selfish person. Sometimes we just get so focused on our own lane that we fail to realize there are cars next to us. Kevin hopes his story will inspire others who may be ‘in the slumps’ to keep putting themselves out there, and to rely on others for help as you continue to do the same for others. “NEW REJECTION” EPISODE RESOURCES Check out Kevin’s YouTube channel at Kevin Yee PharmD, or contact him at refugeehustle.com. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Prospect.io is offering three months at half-price. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

ow do you deal with uncertainty as a salesperson? It’s definitely a tough thing that can wipe some people out. Tom Libelt has been a salesman for almost 20 years; inside sales, outside sales, retail, large corporations – you name it. He has a couple of his own companies as well and is currently focused on the marketing of online courses. Tom credits just getting up every morning and going to work as the secret to his success. And, he never leaves anything half-finished. You don’t have to accomplish ten million things in one day – aim for two or three. It is amazing how much you can achieve in a year if you just check two or three items off each day. You could record an album, get a degree, open a store … In this way, Tom has been able to 5x his company in just three months. PLAN AHEAD He says the trick is to plan ahead the night before so as not to lose your focus, momentum, and energy trying to figure it all out the next morning. When Tom is in the middle of a really fun project, he sometimes will let it set overnight just so he can enjoy it again for another day. Leaving something overnight, however, also just bugs him the whole night; he can’t stop thinking about it. He wakes up looking forward to finishing it. In his experience, completing a great project first thing in the morning establishes the work flow for the rest of the day. You will already be in the mindset to get things done. DEALING WITH UNCERTAINTY Dealing with uncertainty is especially difficult as a salesperson. We hear ‘No’ more than anyone else in any profession. It can be a real roller coaster ride: Got a sale! … No sale…. Almost got a sale …hot lead! … nothing. It is especially hard when there is a target to hit. The ride can last two or three weeks before it lands on a sale. It’s a grind sometimes and it can chip away at your confidence – and increase your uncertainty – if you don’t have the experience to handle it. As a salesperson, Tom defines uncertainty as a feeling that nothing is working. It is that moment when the negative thoughts start to take over and you begin to worry. It is when the confidence and experience you need to know you will be okay are not there. Those moments are fueled by fear and the worst decisions are often made as a result. Imagine trying to close a deal and being terrified of what might happen if you fail. The client can sense that fear and you will not close that deal despite all your abilities. The wrong value and emotions are transferred to the client. Clients don’t buy when they are scared. You wouldn’t want a hesitant doctor – you want a confident doctor.  It is the same with sales. PROJECT CONFIDENCE We have to project competence, confidence, and professionalism. Tom isn’t concerned whether or not his clients like him but he does want them to trust and respect him. Tom is of the belief that although having a strong opinion may not always earn you friends, it will earn you respect. Clients don’t want someone who is trying to cater to everyone; they want someone who is confident and able to fix their problem. Tom and his no-nonsense approach have closed many sales. He doesn’t tell his clients what they want to hear. He tells them what they need to hear. Respect comes from being honest. Trust comes from delivering. #Deliver CLICK TO TWEET Sometimes the respect comes automatically because you are working for a well-established brand name but only you, as a salesperson, can earn trust and confidence. If you are dealing with uncertainty, if you had a poor showing in 2018 for example, Tom believes that 99% of the time it stems from a lack of prospecting. You have to prospect to fill the sales funnel. Sitting around waiting for the phone to ring is a recipe for uncertainty. THE FUNDAMENTALS If you follow the fundamentals, you can succeed. You have to make a start and you have to put in the work. Just because someone hung up on you one time doesn’t mean it will happen every time. Don’t let uncertainty keep you from continuing to try. I especially like working with novices because they aren’t afraid. It is the flip side of experience – they haven’t failed enough times to be afraid to try again. Tom also believes that, as a whole, we have become soft. Instead of cold calling or going door-to-door, we now have technology that allows us to stay at our desk. We no longer have to deal with brutal weather or slamming doors. Stop asking for permission. Instead of asking your manager how to best handle a call, or what you should do next, Tom says to just do it! The worst thing that could happen is that the client will say ‘No.’ If that happens, and it will sometimes, just move on and try again. You never know what will happen unless you do it, unless you keep trying. You can’t score unless you step up to the plate and swing the bat. Sales needs momentum. Tom realizes that, in the past, he wasn’t always the most successful salesperson. He knows there were times when he slacked off on prospecting, especially after a having a good week. He was forced to restart the process over and over again as a result. As long as you do what it takes, good things will happen. Do prospect. Do fill that sales funnel. Stop the amateur nonsense. Leave the outrage and softness at the door. “UNCERTAINTY AS A SALESPERSON” EPISODE RESOURCES Tom can be reached via smartbrandmarketing.com. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

If you find yourself hesitant to tell people that you work in sales because you think anyone can do it, today we’re discussing the fact that You are Important as Well!! The year was 2011. I was a recent college graduate working for the first company in my professional career. I was attending a fine dining networking event when I ran into an old friend. The old friend, it turns out, had decided to take on Wall Street after graduation and was now the head of finance for a multinational company in Miami. It sounded like he was doing great. “Hey! Donald! It’s great to see you! What are you doing these days?!” I clammed up because I didn’t want to tell him that I was in sales for a medical company. I was ashamed of saying I was a sales rep because, early on, it felt to me like anyone could do sales. [0:00] Change your mindset It took me a while to realize that not just anyone can do well in sales. And I want to help you change your mindset, too. I want you to understand that you are important as well! Many professional careers - medical, law, finance - require college degrees. They are critical jobs with important tasks. Sales, however, doesn’t carry the glamour it once did. Many of us don’t even wear a suit to work anymore. Rather, it is believed that anyone who can “sell” can get a job in sales. We sit behind a computer and make phone calls … we are pushy people, bottom feeders, and we lack the ability to do anything else. [03:19] That is how I used to feel. Now I know better. Money In sales, we have an unlimited level of income. After executives, sellers earn the highest incomes. As a salesperson, it is your job to bring money into the organization. Money is the lifeblood of any company, even for non-profits. Finance, HR, tech, even the CEO - none of them can do their job without money. The company cannot grow without money. Every department needs money but only sales can deliver it. [04:38] Certain jobs, like sales, are an asset to any company. Other positions - ones that earn a paycheck every week without bringing money into the firm - are liabilities. [06:21] Salespeople are so important to the bottom line. The information we have is needed in board meetings because everyone wants to know what the sales pipeline looks like.  They need to know. [06:52] Education Sales can be an easier field to get started in because it doesn't require a lot of technical training. [Tweet "It is also true that your capacity to perform well as a salesperson will increase significantly with education. #SalesEducation"] It is why I do this podcast. It is why I offer training and how I am able to help companies, and their sales teams, do better. Understanding individuals, understanding the industry, and understanding the sales process is all part of training. It increases our education. Schools are now spending time and effort to offer sales training as a degree because they recognize the power of the sales role. They recognize how critical sales is to any organization.   The prestigious capabilities of sales is returning and it is exciting. [07:33] Believe in yourself I am ashamed sometimes for ever doubting myself but I learned from it. I learned and I improved and I was able to perform better as a result. Now I understand what I am truly capable of bringing to an organization and I understand how valuable I am. Have the strong and firm knowledge and belief that you are important. Listening to this podcast, for example, shows that you have taken an interest in learning something new. Improving yourself improves the entire profession. [09:19] I was fortunate enough the other day to be thanked by a regular listener who credits this podcast with helping him succeed. He took some of the things he has learned from our guests and from the books we’ve recommended and is currently enjoying a sales incentive trip for doing so well in 2018. [10:00] Recognize that you are important. You are a professional sales rep with a skill that many people do not have. Work for a company that validates your contributions and offers a product or service that you feel strongly about. Keep learning and keep growing. Earn that unlimited income. I want you to be successful and to find more ideal customers. Build stronger value, close more deals. Do more each and every day. [10:56] “You are Important as Well!!” episode resources If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Prospect.io is offering three months at half-price. Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link.  Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

On today’s episode of The Sales Evangelist, we talk to Alex Quin about how to step up our game, get back up when we get knocked down, and what to do when everyone tells you no. Alex is an investor who focuses on projects that he is passionate about, whether they be in entertainment, media, or fashion. His current projects include a globally-distributed clothing company based in Miami and several content creation projects bound for Netflix and Amazon. As a public figure, Alex has had the opportunity to work with many brands that use his image and likeness for promotions and commercials. As an entrepreneur with several successful projects that garnered a lot of media attention, Alex became an influencer despite initially wanting to remain behind the scenes. [01:28] HARD WORK AND CONSISTENCY Some view his achievements as an overnight success. Alex doesn’t agree. He knows it took many years of hard work and consistency. Yet people tend to focus on the finished product. Consider social media for example. We want to portray ourselves positively and in the best light, which can come across to others as a perfect life. But social media is just the highlight reel. It doesn’t show the downfalls, the difficult times, or the moments of self-doubt. When all the hard work is glossed over, it is easy to be fooled into thinking that you are the only one not succeeding. In reality, everyone makes mistakes. But those mistakes can become opportunities to learn. [03:16] Alex cites money, or rather the lack of it, as his biggest challenge. He started an advertising company using money he earned working in the fast food industry. No job was too small. If he needed to clean bathrooms in order to afford computers or camera equipment or to pay the rent on a small office, he did it. It was a difficult journey and he worked with a lot of people who let him down. [04:46] HOW TO HANDLE ‘NO’ As sellers, many of us enter the industry assuming everyone will be nice, or at least polite. So rejection really hurts. It takes a while to understand that they aren’t necessarily being mean to us but that maybe we are just not offering a good fit for what they need. So how do we handle ‘no?’ We need to be realistic. We can get so involved in our project that we lose the outsider’s perspective and fail to see our own shortcomings. Maybe the prospects are saying ‘no’ because there is a flaw in our presentation. Maybe we aren’t doing something right. We need to re-evaluate ourselves and keep an open mind. Is the feedback coming from a negative perspective or from a constructive criticism perspective? If you are continually hearing ‘no’ – what is the common denominator? Find out why you were rejected. It is the least you can do for yourself. Find out what part of your pitch caught their attention and what part turned them off. [05:38] Study your project. What do you need to do – what might you need to change – to get a ‘yes’? The founder of Starbucks had hundreds of rejections, as did Walt Disney. They both learned so much throughout the process that when the ‘yes’ finally came – they were ready. A ‘no’ is an opportunity to learn because it points you in the direction of improvement. [07:33] MENTAL HEALTH Learning to handle rejection is also extremely important from a mental health perspective. Depression is real. It is often overlooked but it happens. As entrepreneurs, we deal with a lot of negatives and the only way to keep a positive outlook is to turn those negatives into positives. Maybe things are falling apart so that you can build them back up in a better way. Maybe the structure was wrong or the foundation was crumbling; this is your chance to fix it. Entrepreneurs are not successful simply because their one crazy idea took off. They are successful because they worked consistently at that idea. [08:56] It can be confusing when you see all the young kids on social media making so much money. You have to realize that most entrepreneurs aren’t successful until their mid-30’s or mid-40’s. You are not in competition with other people. As an entrepreneur, you are in competition with yourself. Your success depends upon your abilities:  your ability to be organized, to be focused, and to care for your mental state. It is your achievement when it works and it is your fault when it doesn’t. Think of it as a race. Don’t focus on the competition, or the people behind you, or next to you. Focus on what you can do this time to make it better than last time. Focus only on the finish line and go for your personal best. [10:04] Think about your outreach. Can you improve your email? Is your offering good? Maybe it is all great but the timing just doesn’t work for your client. LEAVE AN OPEN DOOR Alex recalls working on a huge proposal for a global brand a few years ago. He spent three months researching and building strategy but didn’t get the deal through no fault of his own. He and his team had done everything they could have possibly done. The client loved it but they were simply not ready. No amount of sweet talking would have changed a thing. Fast forward to the present, and that same company now endorses Alex. You never know where something might lead. Leave an open door and don’t burn bridges. Do good business with good morals. [12:34] Don’t be upset when faced with a ‘no.’ It could become a ‘yes’ in the future. It is understandable that several rejections can eat away at your confidence. We all have our insecurities. You have to love what you are doing so much that it doesn’t matter what other people think about you. Don’t listen to negative comments. Understand and have faith in your talent. Listen only to those people who want the best for you personally and professionally. CONFIDENCE IS KEY You will meet setbacks and failures because nothing is perfect. But you were brave enough to come up with and pursue your idea, so the negative opinions of others should not stop you. If others don’t see that confidence in you, however, they will move on. You must have confidence and project confidence. There are ways to build confidence. Books you can read, classes you can take – the more you learn about something, the more confident you will be when speaking about it. Use frustration as fuel to improve yourself. Educate yourself. Be informed. Hustle inspires hustle. Surround yourself with uplifting people and rise together. [15:13] You will face rejection. It is not the end of the world. Get yourself back in the game. When Alex is having a bad day at work, he reads about the struggles that Elon Musk is going through with his business, or reads about the daily struggles facing people without clean water. It puts a renewed perspective on things. If you are listening to this podcast, you are already in a better position than most. You have access to a computer and a desire to learn. If you don’t know how to use what you already have to do well, then do your research. Learn how. There is an alternative to everything. ENERGY ATTRACTS ENERGY Don’t let the game change you. Don’t allow other people to bring you down with their negativity.  Radiate positivity. Don’t give your energy to people whose loyalty is controlled by opportunity. Weed out the people in your life. Why are they trying to help you? Why are they doing what they are doing? You can’t give from an empty cup so take care of yourself first. [17:01] “PLAN, PREPARE AND REFUSE TO GIVE UP” EPISODE RESOURCES Alex loves to connect with people and to give marketing advice. Reach out to him at www.Alexquin.com. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcastso you won’t miss a single episode, and share with your friends!Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sales professionals who lose track of the fundamental tasks involved in selling don't perform as well, so we've created the TSE Certified Sales Training Program to help sellers stay focused on what's important. Sales includes many tedious tasks that, done together, help sellers be successful. The TSE Certified Sales Training Program focuses on fundamentals because we want to help you be proficient at selling. Golf game Golf demands precision. Small adjustments to your club or your stance can completely change your swing and where the ball lands. It's a tedious game, and the professionals who play it every day practice the same shots over and over to become proficient at it. If they don't practice it repeatedly, they won't perform well on the course. [03:19] TSE's Certified Sales Training Program intends to do the same thing for sellers. Our goal is to help sellers focus on the small, fundamental tasks on their way to becoming proficient. I spoke to a VP of a major organization about fundamentals and why we miss them sometimes; things like prospecting, asking the right questions, building rapport, listening, building value, and closing. When we don't do the fundamentals, we don't succeed. Experienced sellers I've come across many people who are experienced sellers that suddenly clam up and struggle to do things like prospecting. Fear paralyzes them and their pipelines dry up as a result. [04:02] I typically discover that they never truly understood the fundamentals, so when they started to struggle, it wrecked their confidence. The TSE Certified Sales Training Program is different than anything we've offered in the past. It's 12-weeks long, and it's broken up by month. Each month, we tackle the core struggles sellers face. The first month addresses prospecting. The second deals with building value. The third area is conversion or closing. Each month includes four modules and each module includes 30 minutes worth of video. After you watch the videos, you can engage with the coaching groups to address what you learned. At the end of the week, you apply the principles you learned, and test the results. We include role-playing and shared experiences. At the end of the entire course, you're certified. Now you can go and share what you've learned with others in your organization. We're launching a Beta test of the program and we're inviting about 20-25 people to participate with us. They'll help us work out the kinks before we publicly launch the program. Role play If you're looking to improve your own fundamentals, role play is an important tool. Even if you've been selling for a long time, role-playing helps you improve your interactions with customers. A recent guest on the podcast shared that his company shares information among all the team members, tests new ideas, and then evaluates to see how successful it was. When they stumble upon a successful idea, they apply the new concept to their own process. They role play and practice it because they realize that you can always improve and you can always learn. [07:50] Study Listening to this podcast is a great way to continue to learn about sales. In addition, you should engage in personal sales study of your own. In the case of TSE, we can't always discuss concepts in depth because we have a limited amount of time. Consider listening to audiobooks as a way to expand your knowledge base. If you don't already have Audible, take advantage of the 30-day free offer available to the TSE audience to listen to books while you do other things. If you prefer, you can use Overdrive in conjunction with the public library to get access to free audiobooks. Either way, invest 30 minutes each day to increase your knowledge and capabilities on your way to being a more effective seller. [09:05] Practice Practice what you learn. Try all the things you role played and read about and then be intentional to implement new ideas into your process. Practice them to see what kind of results you get. We're excited to share the new program with you, and we'd love to talk to you if you or your team are interested in joining us. "TSE Certified Sales Training Program" episode resources Check out Audible and Overdrive to help you maximize your growth by learning more about sales. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Pauline “Muffin” Grayson is a graphic designer who believes we shouldn’t let anything get in the way of our passion, and she has a single message for us: Don’t ration your passion. Pauline has a degree in fine arts. After school, she stumbled into freelancing and surface pattern design; the design for gift wrap and greeting cards. You may know her from her designs on  petitelemon.com and Shutterfly.com. PURSUE YOUR PASSION Pauline describes passion as doing something you absolutely love without letting anything else get in the way. For Pauline, that is design. She says she is just not happy unless she is doing it. It is who she is as an individual. Yet sometimes, societal expectations seem to limit us from pursuing our passions. I remember telling people that I was in sales and getting the distinct impression from them that they assumed it was only because I couldn’t find anything better to do. I wasn’t living up to their expectations despite that I was doing what I truly loved to do. Pauline can relate.  As a stay-at-home mom, many people wrongly assume she chose to do so because she couldn’t do anything else. Pauline is passionate about being a mom, but she is also passionate about design. So she found a way to do both. It makes her a better mom and a better designer as a result. Many people abandon their passion because they fail to set goals. As a young girl on a dairy farm in Idaho, Pauline learned that hard work pays dividends. She says she is not the best designer out there but believes that her hard work and her goal to continually improve is what sets her apart. DON’T BE AFRAID TO TRY Fear is often not even based in fact. We worry about what might happen and create a false reality as a result. It is helpful to have someone to discuss your goals and aspirations with; someone who can keep you grounded and on course.   Set goals high but also set reasonable timelines to reach them. Pauline recalls a time when she met the owner of Betty’s Beds, someone she really wanted to work with. Fast forward a year after their initial encounter and Pauline never heard back from the owner. But rather than letting it go, or being afraid to reach out, Pauline sent them an email. They have been working together now for some time and Pauline has seen her designs on blogs, magazines, and HGTV. DON’T GIVE UP Pauline could have concluded from the year-long gap in communication that the owner simply didn’t want to work with her. Instead, she chose to understand and empathize that they are busy with their work and their families, or that maybe the timing wasn’t right, etc. Pauline chose to share and offer value and it paid off.   There is room for everyone to be successful. Find people who do what you do and ask them for advice. Don’t be afraid to ask questions. #AskQuestions CLICK TO TWEET   From doing this podcast, for example, I’ve been introduced to many more people and opportunities than I ever would have if I hadn’t put myself out there. You have to get out and share. Do what you love and put it out there for people to see. FINDING YOUR PASSION Pauline always had an interest in art but as a young girl on a dairy farm, all she really knew was that she liked to draw. It wasn’t until high school, with the encouragement from her art teacher, that she started taking art classes. Soon afterward, she attended a business conference where she heard a graphic designer speak. The spark was lit. She knew that was what she wanted to do. She remembers being awful in so many of her classes. It just didn’t click until her very last class in college but she worked at it and eventually figured it out. She began working as a freelancer, designing gift bags for Target, after being laid off from her first office job when the company was bought out. With the confidence she gained from seeing her products on display in a huge retail setting, Pauline started a blog to post more items that she had designed. It was there that she got the call from Petite Lemon and Shutterfly. Put yourself out there. Don’t worry about whether it will be liked by everyone or not. Do what you love. “The work you do while you procrastinate is probably the work you should be doing for the rest of your life.”   To Pauline, that is the best piece of advice because that ‘other thing’ that you choose to do may just be your passion. Find a way to do what you love. Be happy! “DON’T RATION YOUR PASSION” EPISODE RESOURCES You can reach Pauline “Muffin” Grayson at muffingraysondesign on Instagram or through her website at www.muffingrayson.com. You can also find her on Pinterest and LinkedIn. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends! Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Today we’re talking about how to Plan, Prepare and Refuse to Give Up with podcast host, branding expert, and author Henry Kaminski, Jr. Henry is the founder of Unique Designz, a full-service design, branding and digital marketing agency dedicated to helping authority brands; coaches, consultants, influencers, speakers and authors to scale their expertise and personal brands into profitable business models. Henry started twelve years ago as a freelance graphic designer, eventually growing his business into a mature, boutique brand development agency.  His average client is typically worth $50-100K over a calendar year. But Henry remembers not so long ago when he was working for Fiverr. As sales reps, we know how it feels to want to get to the top as quickly as possible. We think it will be easy but then it is not long before we hit the hiccups. PLAN AND PREPARE Henry says it all comes down to preparation. He credits himself with once being the worst salesman on the planet. These days, Henry follows a very specific, tried and true script that he practices on a weekly basis. He does not deviate from that script and, as such, he is closing more and more sales. People perceive our value based on the questions we ask so planning ahead of time what to say is key. As Henry says “asking stupid questions only gets you stupid answers.” You will be perceived as an amateur. As a brand strategist and brand developer, Henry wants to position his clients to become subject matter experts.  He wants people to be on the edge of their seats whenever one of his clients is speaking. It is all about positioning and that comes with preparation. Do your research on your client. Know as much about them before you make the call. This is a lesson Henry learned the hard way. You have to know the answers to the questions but you will want to challenge the person that you are speaking to. There is no value in telling the client what they already know. Let your client know that you may ask them some tough questions – questions they maybe haven’t about thought before. Be sure they understand that your intent is not to pry but to get to the root of the issues in order to be the most helpful. BE INTENTIONAL Henry became intentional with his desire to start his own business after Hurricane Sandy blew through New Jersey and wiped out two of his biggest clients. Henry tried to continue living the lifestyle to which he had become accustomed but with a revenue loss of a quarter of a million dollars, it just wasn’t possible. At the same time, Fiverr entered the design world and disrupted the entire industry. Henry couldn’t beat them so he joined them. But it wasn’t a sustainable position. He remembers a $120 paycheck for over 90 hours of work and he remembers earning $5 for six hours of revisions on a business card. And he remembers telling his wife that they needed to make a change. She got out the laptop and said, “Let’s get to work.” Henry started working with a mentor, Russell Brunson. He couldn’t afford to pay for the coaching program but he couldn’t afford not to, either. So he maxed out his credit card and got on the phone with Russell. At the end of the one-hour call, they were both crying hysterically as Henry was hired on the spot to help with Russell’s first book launch. That gave Henry the confidence boost he needed. It was the biggest sale he ever made and it led to another job with Russell a few months later. More importantly, Henry received the most important tidbit of insight from Russell. Despite all his fancy websites and great designs, Henry himself was nowhere to be found on any of it. His big personality was hiding behind the logo. That has all changed now and Henry doesn’t regret it for a minute. He has found his lane. Content creation and working one-on-one with the clients is where he wants to stay. GET SEEN As a podcast host, myself, I can relate. People came to my webpage and listened to my podcast, but if they wanted to see me, they couldn’t. It was all stock photographs. I had to put myself out there. I had to make myself available for my audience. We shouldn’t diminish ourselves. We need to put ourselves first and refuse to give up. I used to be intimidated and afraid that maybe I didn’t look good on camera or that seeing my brand was better than seeing the real me. Rather, your personal brand is just an offset of your business. If you are shy and timid, it will show in your messaging. Don’t be afraid of yourself. Even the bigger brands, according to Henry, are coming out of their shells. The only difference between you and everybody else is you! You have to invest in your personal brand. It’s critical. REFUSE TO GIVE UP Henry credits his unwillingness to give up to his parents who tried for 16 years to become pregnant with Henry. His Mom would call him her ‘miracle baby.’ Henry believes that hearing that story while growing up – that his parents refused to give up for over 16 years – is what fuels his drive now. There are so many times when we try something once or twice and quit when it doesn’t go our way. His parent relentlessly pursued their goal for 16 years. If you are feeling uncertain or hesitant when looking forward because of past difficulties, Henry recommends you remember that it is all a numbers game. He once went three months without one single sale. He kept looking back and beating himself up over what he might have done differently. His mentor reminded him that a rearview window is smaller than a windshield for a reason – because you are not going that way. Any setback is temporary. It’s like a storm passing through town. It might be a struggle but it will pass. Have confidence in your preparations and see them through. “PLAN, PREPARE AND REFUSE TO GIVE UP” EPISODE RESOURCES Henry is very active on Instagram and can be found at thebranddr and on his website Unique Designz. Grab a copy of his book Refuse to Give Up and connect with him at Brand Doctor’s podcast. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends! Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Is it possible to have a “perfect day” in sales? Phone calls from prospects just as soon as you walk into the office … demonstrations are set … proposal reviews are awesome; everything is smooth sailing. What would it take to have that perfect day in sales? Do we have control over any of the elements?  I think so. In this episode of The Sales Evangelist, I will share something valuable that I learned over the weekend that can help us all accomplish the perfect day in sales. [0:00] Perfection doesn’t happen by accident There was an awesome older lady in our congregation who recently passed away. During the eulogy, her daughter shared a story about her mom who was, apparently, quite a perfectionist. She always looked great. Everything was always on point. One day when the daughter was leaving for school, the mother noticed that the daughter had only ironed the front side of her skirt. As the daughter explains, she didn’t see any reason to iron the back of the skirt because she was going to be sitting down at school, nobody was going to see it. It just didn’t matter. Her mother disagreed and told her,  “Perfection doesn’t happen by accident.” [02:46] She was right. If you want something to work out well, it isn't going to happen by accident. The perfect job, the perfect marriage - the perfect day in sales - do not happen by accident. You have to do something to make it work. None of us will be perfect but we can get close. We can get results if we put in the work.   Michael Phelps, for example, imagined in his mind the perfect swim meet before every competition. He knew what it would feel like to win - to have the perfect race. He practiced for perfection and it is no accident that he became the best swimmer in the world. [03:33] Michael Jordan, Lebron James, Serena Williams, Oprah Winfrey, Steve Jobs, Usain Bolt, Mother Teresa ... They are all arguably the best in their chosen fields because they put in the work. Aim for the perfect day Imagine the most amazing appointments and demonstrations on the schedule. Proposal reviews, closing calls, deals closing left and right … It can happen. It won’t be perfect, maybe a few will need to reschedule, but it will be pretty darn close. [04:56] Certainly you’ve noticed the sellers in your organization who always seem to have the perfect day; everything always seems to work out for them.  How do they do it? They are prepared. They know that the perfect day in sales will not happen by accident. Do all you can now to have appointments for next month. Maybe that means going early to the office to respond to the leads that came in overnight and get ahead of the competition. Make the calls. Make the follow-ups. Do the work so the results will come. The perfect day in sales will come. Perfection requires sacrifice It takes time and it takes sacrifice. You have to be willing to sacrifice the ‘now’ to earn enjoyment later. [05:25] I could spend my entire lunch break chit chatting with my buddies in the break room every day, or I could give up one or two of those days and focus on returning emails, or reaching out to folks on LinkedIn instead. [06:40] We just published our 1,000th episode. That is five years worth of content and we’ve been fortunate to be covered by Huffington Post, Hubspot and Entrepreneurial Magazine. Some people might think that we just got lucky. But in truth, it happened because we put in the work. When this first started, I also worked a full-time day job. I used my lunch break to schedule podcast interviews. Then, I would find park my car near a spot with good WiFi and record interviews with my guests over Skype. I could have easily decided that it was too time-consuming or too much work. I could have chosen to hang with my buddies over lunch.  Instead I made the necessary sacrifices and it paid off. [07:04] Sacrifice, not luck As a salesman, I became of the top performers in my company. Again, not because I was lucky or because management liked me more. It was because I went to work early, I studied the sales content, I understood the sales process. I learned from the different departments and I made sure I knew what was happening in the industry. To educate myself, I studied past deals and read case studies. I knew what the directors wanted and I knew what my competition was doing. I called more people and set more appointments. [08:26]/ Again, perfection doesn’t come by accident. My company and my podcast aren’t perfect but we are striving for it every day. We put in the work towards reaching the perfect result, the perfect company, the perfect podcast. Put in the hustle. This is not a New Year’s Resolution type thing that lasts a few months. It has to be a desire. You have to want to achieve the perfect day in sales. If you don’t know where to start, look for the people in your group that are succeeding and ask them for advice. If you can’t find anyone like that, come to me. I am always more than happy to share what I’ve done, what I see clients do, how I help people, etc. [09:07] It is going to take work. It is going to take sacrifice. Thank you to Evelyn Terry. She was an amazing woman. Perfection doesn’t come by accident. Evelyn left a legacy and a fire burning. "Perfect Day in Sales" episode resources Email me at Donald@thesalesevangelist.com or on LinkedIn. I’m also on Instagram and Twitter.  This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven't already done so, subscribe to the podcastso you won't miss a single episode, and share with your friends! Audio provided by Free SFX and Bensound.            Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com