Afleveringen
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If you’re not good at communicating, how do you expect to close deals? In this episode, I chat with Robert Kennedy III about the power of effective communication and storytelling. He shares insights on leveraging storytelling, showing up confidently on video, and connecting better with your audience.
Meet Robert Kennedy III
Robert is the founder of Kennetik Kommunications, a communication training firm specializing in the real estate industry.
As a communication strategist, he helps real estate professionals, leaders, and sales teams connect better with their buyers to boost sales performance.
Known for his energetic and engaging style, Robert excels in public speaking and has a knack for captivating audiences both in person and through digital media.
Using Storytelling to Communicate with Audiences
Robert explains that storytelling isn’t always about telling stories; it’s about understanding each component of the sales process. Start with the conflict your customers are facing and dig into their world to see how it’s impacting them.
Good storytelling leans into emotion and connection. If you’re not fully understanding the conflict, how can you emotionally connect with your buyers?
Robert also shares how to grab your audience's attention with a great hook. However, he emphasizes the four essential elements of storytelling: context, characters, conflict, and conclusion.
Once you’ve hooked your audience, pay attention to their emotions and what’s happening in their world. This approach allows you to present your product through storytelling and guide them toward closing the deal.
How Sales Professionals Can Appear Confident on Video
Robert reveals the secret to appearing confident on video: stop thinking about yourself. Instead, focus on your audience and ask yourself this critical question when creating video content: “Who is this going to serve?”
He also shares tips on creating an effective hook to grab your audience’s attention and draw them into your video.
To look more confident on video, remember the two key aspects of video content: audio and visual.
Ensure your video has clear audio to effectively convey your message.
Use proper lighting so your audience can clearly see your facial expressions and emotions.
Robert suggests practicing the art of storytelling on video and using tools like the AI-powered Yoodly for instant feedback on your expressions and delivery.
Helping Sales Teams Shine on Video
Some people are naturally shy on camera, but Robert suggests that sales leaders use collaborative activities to help team members loosen up.
Working in groups makes video creation feel more conversational, helping individuals relax and focus on delivering value to their audience.
By shifting attention away from the camera and toward collaboration, team members can overcome self-criticism and feel more comfortable presenting information.
“Your face and expressiveness convey a lot of information to others. Keep your eyes open, smile with your eyes, your lips, and your teeth. Aim for an approachable and friendly demeanor. Too often, I see people online who don’t realize they come across as unapproachable. Honestly, some of them just look downright mean.” - Robert Kennedy III.
Resources
https://robertkennedy3.com/
Robert Kennedy III on LinkedIn
Donald C. Kelly on LinkedIn
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.
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There are going to be good days and bad days in this industry. You shouldn’t let the negative moments make you avoid the steps you must take to become a top agent.
The road to success is paved with resilience, strategic prospecting, and relentless determination. I’m excited to share insights from a powerhouse in the sales world, Carson Heady, who shares his innovative approaches to the three truths behind B2B sales success.
Meet Carson Heady
An old friend and past guest of mine, Carson holds 25 years of experience in B2B sales. He is a strong advocate for buyer-centric approaches and has carved out a niche for himself at Microsoft. Carson is also an accomplished author with two books to his name. In this episode, he discusses his most recent book, *The Show Must Go On*, where he shares his sales methods for gaining C-level executives as prospects by doing three things that most sellers avoid: remaining resilient, prospecting correctly, and being persistent.B2B Resilience Issue: Using AI Honorably
There’s been a big shift in how sellers do business, thanks to AI technology. Everyone is either afraid of losing their jobs to AI or thinks that AI should do all the work while they do nothing. While using AI, you still have to remember that human connection is essential. The top agents using AI have figured out how to connect with their buyers genuinely and authentically. Carson shares how he used AI to reach over 500 employees in one company and land a deal. It’s a sales technique he outlines in his book, known as the Moneyball approach, which has helped him consistently move buyers through the pipeline and close deals.Effective Prospecting
You know you need to find prospects, but instead of doing the task, you find yourself in your laundry room folding clothes. Let’s face it—you don’t want to be rejected, and that kind of puts you in a down mood for the day. But if you want to make money, you’re going to have to get over it. Focus on what you can control, and don’t worry if a prospect rejects a deal.Stay Persistent
There’s a reason why Carson gave his book the title. You can’t dwell on rejection. If a buyer says no to a deal, move on to the next one. Carson shares how he likes to think of himself as the Rocky Balboa of sales. Despite hearing countless "no’s" from buyers, he kept moving forward. And now, look at how successful he is today!“Control what you can control. You can control if and how you prospect. And you've got to do it.” - Carson Heady.
Resources
Jolt Effect by Mattew Dixon and Ted McKenna
Carson Heady on LinkedIn
The Show Must Go On by Carson Heady
TSE 1086: Why Social Selling is the New Sales
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.
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Zijn er afleveringen die ontbreken?
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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.
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Before visiting Dubai, I did some research to determine if it was the right destination for a trip. If I hadn’t taken a few minutes to do so, I could have ended up having a horrible experience.
This is why it’s important for you to conduct discovery calls—to ensure you and your prospect will have a pleasant experience working together. In this episode, I share the basics of a discovery call and how to set one up properly to ensure you land a deal with your prospect.
The Purpose of Discovery Calls
Discovery calls are meant to determine if you and the prospect are a good fit for each other.
Too often, sales reps focus solely on their own goals instead of the prospect’s needs. If you’re only focused on reaching your quota, how can you be sure your product will actually solve the prospect’s problem?
Steps to a Successful Discovery Call
Confirm the Appointment: Before the day of the discovery call, confirm the meeting and ensure that the right individuals will be attending.
Build Rapport: Start by asking probing questions to help the prospect feel comfortable and begin building a relationship.
Provide an Agenda: Clearly outline the purpose of the discovery call. This conversation is your opportunity to understand what’s going on with them and explore how you can provide a solution to their problem.
Pay Attention to Pain Points
When the prospect begins sharing their challenges, listen with the intention of truly understanding their needs.
One of my future guests shared an active listening technique to help improve this skill.
Also, pay attention to what the prospect isn’t saying, as this can help you uncover problems they may not even realize they have.
“To help the prospect, you must focus on them. This is how you know that you can provide a solution for 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.
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.
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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.
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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.
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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.
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In Part Two of the Back to the Basics Series, I cover a sales skill that everyone believes they need to master to close deals: multitasking. Honestly, I don’t think you need to be all that great at it. Why? Tune in to hear my thoughts on multitasking.
Multitasking Doesn’t Work
You might have 20 tabs open on your CRM right now, along with countless tools and windows. It may feel like juggling everything at once makes you more productive, but research shows otherwise. Focusing on one task at a time is actually far more effective for getting things done. In this episode, I share some research that debunks the false belief that multitasking is the key to productivity.Identify What You’re Trying to Accomplish
I get it—it’s hard not to multitask when you have a million and one things to do. However, to avoid being less productive, take a moment to define the goal of each specific task. For example, if you’re prospecting, set a goal like having five conversations within an hour and booking one appointment. In the episode, I break down how to create effective and actionable goals like this.Take Breaks
I also share data on the benefits of taking breaks for your brain health. Overworking yourself doesn’t help you accomplish more—it does the opposite. It’s okay to take short breaks throughout the day. If you work from home, step outside and get some fresh air. Focus on a task for at least 90 minutes, then take a break. This approach will help you stay productive while allowing your brain the rest it needs to recharge.“I encourage you to avoid multitasking. Instead, focus on one meaningful task at a time to stay productive and achieve better results.” - Donald Kelly.
Resources
The Sales Evangelist Sales Planner
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.
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.
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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.
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Following up scares you just as much as cold calling does. But just like cold calling, circling back with a prospect is an important sales technique that can help improve your closing rate. My follow-up tips will help you move through the sales pipeline three times faster and close deals more efficiently.
1. Give Them the Agenda
Just like in basketball, if your prospect doesn't know the rules, they won’t play along in the sales cycle. During your first meeting, let them know what you’re going to cover and how your services can help them.
2. Set a Specific Date and Time for the Next Meeting
Before you end your first meeting, don’t forget to set a specific date and time for the next one.
Remember, prospects have busy lives, and if you don’t provide clear details for the next meeting, they’re more likely to forget about following up with you.
3. Don’t Send Those Silly Follow-Up Emails
The fact that you’re sending an email means it’s already a follow-up. So, there’s no need to add "follow-up" in the subject line or mention it in the email.
Instead, focus on standing out or offering something of value to the prospect.
4. Just Follow Up
Stop overthinking it! It’s your hesitation that’s holding you back in the sales pipeline. Be confident, and just send the email!
“Understand your self worth. Your job is to solve a problem for them. Don't be so worried about your feelings. Think about what impact you're going to have on that person in their business when you best help them.” - Donald Kelly.
Resources
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.
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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.
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You’re waiting for a client to respond to your offer, but it’s taking longer than expected. How can you get them to speed up their decision? Listen to my conversation with Cindy Allis, CEO and Co-founder of Floatist, where I show her how to create urgency and close deals faster.
Meet Cindy Allis
Cindy Allis is the CEO and Co-founder of Floatist, a B2B tech company in the yacht industry. Currently, her industry is facing seasonal challenges, making it harder for her sales team to navigate the B2B sales cycle. In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. I also provide tailored sales advice to address the challenges her team faces during the Q4 period.Insights on Sales Seasonality
Cindy highlights the impact of seasonality on their sales process, explaining how charter companies’ pricing strategies influence their business. She notes a recent extension in the peak season, driven by market trends and events like the Olympics. This shift complicates their sales outreach, requiring her team to adapt their strategies to keep up.Mutual Action Plans and Digital Sales Rooms
I introduce the concept of mutual action plans and digital sales rooms as tools to guide prospects visually through the sales process. Given that 65% of people are visual learners, these tools prevent information overload and keep prospects engaged. I also mention an effective tool called Aligned, which helps sellers collaborate with prospects and accelerate the sales process.“It’s dangerous, I feel, but for the mutual action plan… I really believe that to be more effective in sales, you need to uncover the needs of your prospects.” - Cindy Allis.
Resources
Aligned
Floatist
Cindy Allis on LinkedIn
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. -
You know that selling to prospects requires understanding how they buy. But you may still be struggling to master this technique. Join me and my guests, Jorge Soto and Justin Dorfman, co-founders of Asset Mule, as they explain how to focus on the buyer’s perspective to build a successful sales pipeline.
Meet the Guests: Jorge Soto and Justin Dorfman
Jorge Soto and Justin Dorfman are the co-founders of Asset Mule, a company specializing in buyer enablement.
They bring valuable insights on integrating human elements in sales and understanding the psychology and motivations of buyers throughout the process.
Instead of relying solely on CRM systems to close deals, they emphasize that understanding each stage of the buyer’s psychological journey accelerates the sales process.
Focus on the Buyer’s Journey, Not Just Sales Techniques
If you’re still using traditional sales scripts, it’s time to shift your approach. By understanding the buyer’s psychology and putting yourself in their shoes, you can better guide them through the journey.
Awareness Stage: How will this product help solve my problem?
Consideration Stage: Are there other products like this? Who else is using it?
Decision Stage: Will this fit my budget? Will I have support if needed?
Today’s buyers are more informed and considerate at each stage. Jorge and Justin explain how to use psychology to build trust and enhance the customer experience.
Qualifying Leads with a Human Touch
Early qualification calls help sales reps understand a buyer’s motivations. Jorge explains that asking direct questions can uncover issues that might otherwise be overlooked due to an over-reliance on tools and processes.
These questions also help map out sales assets to use at each stage of the buyer’s journey.
“Building rapport and trust by going the extra mile early in the process makes a real difference in the experience,” - Jorge Soto.
“Every deal and every buying process is unique. Eventually, your goal is to turn the prospect into a champion. Once you establish that relationship, you can leverage their insights into their organization and its stakeholders, allowing you to map the buyer’s journey together and identify which assets to use at each stage,” - Justin Dorfman.
Resources
AssetMule
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.
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Sometimes, getting a prospect to say “yes” requires the right personality. But what if your personality doesn’t quite match theirs? How can you prevent them from hanging up the phone?
My guest, James Buckley—the self-proclaimed phone expert and co-host of the Sell Better Podcast—is here to share the communication style you need to instantly increase your cold-call success rate. Click play and learn how to align your sales style with your prospect’s personality.
Meet James Buckley
After meeting James Buckley, it’s clear why he’s known as “the phone guy.” His communication style evokes emotions far more swiftly and effectively than email ever could. James personalizes his sales approach by being authentic, intuitively connecting with prospective customers in a way that builds rapport and trust. Thanks to his unique methods, James has become a valuable resource for both new and seasoned sales professionals. Be sure to check out Sell Better, where he shares daily and weekly sales tips.Have the Right Personality
The wrong approach could be keeping you from closing deals. James explains how to tailor your communication based on personality cues you can often pick up from LinkedIn profiles. For example, if someone appears friendly in their profile, adopt a jovial tone; but if a prospect’s profile has a more serious vibe, use a tone that matches.Think Smaller with Emails
James says, don’t write a novel when emailing prospects! Decision-makers often read emails on mobile devices, so the shorter, the better. His advice? Make your emails concise and to the point by removing unnecessary words. Here are three ways ChatGPT prompts to improve your emails: Rewrite the email to make it shorter. Make it more about the prospect, less about yourself. Ensure it’s easy to read on a phone.Subject Line Tips
Your subject line matters more than the email’s body. James shares that specific words can boost your open rates. For example, use “Thanks” for an ego appeal, rather than the neutral “Quick question.” Also, a meaningful preview text can also capture the prospect’s attention, increasing response rates.“Folks, I’m going to give you four words that will change everything about your emails in 2025: The shorter, the better.” — James Buckley.
Resources
The Daily Sales Show
Sellbetter.xyz
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.
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.
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Here’s a shocking fact, reps don’t have to be nice in order to make a deal. Unconsciously, your need to be liked is turning you into a pushy salesperson. Listen to this episode with my guest Chris Caldwell to help you stop making this sales mistake.
Chris Caldwell’s Background
Chris Caldwell is a sales trainer and expert who runs “Sell As You Are,” a company that helps sales professionals succeed by embracing their authentic selves. With experience coaching youth soccer and leading sales retreats, Chris has deep insights into human behavior and the psychological needs that drive success. He focuses on aligning beliefs and behaviors with genuine intent, offering practical strategies to foster personal power, authenticity, and commitment in sales teams.Unmet Needs in Sales
How do sales reps manifest their unmet needs in sales contexts? Chris provides an analogy of parents at a youth soccer game, demonstrating how people often project their unfulfilled emotional needs onto external situations or people. This behavior negatively impacts sales performance and client relationships.The Power of Setting the Frame
To set clear expectations and agendas with prospects, try using Chris’s framework for sales conversations. His framework allows you to stay confidently in control throughout the sales process.The Importance of Getting to the Truth
The primary objective of every first discovery call should be to uncover the truth of the prospect’s needs and situation. Chris stresses the significance of ensuring honest exchanges to facilitate genuine progress and decision-making.“It is in the nature of executives to get distracted because they have a hundred things they’re responsible for, and the problem you’re solving is likely one of fifty they’re trying to address. At the same time, if you do not keep them on the leash, if you do not keep them on your calendar, it is in their nature to deprioritize you. And you cannot blame them; you can only blame yourself.” - Chris Caldwell.
Resources
Chris Caldwell on LinkedIn
sellasyouare.com
Email: [email protected]
LinkedIn Prospecting Course
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.
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.
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LinkedIn Ads are a great way to help sales teams reach their target audience with less stress. But to make them work, you’ll need the right LinkedIn Ad strategies.
In this episode, I’m joined by AJ Wilcox, host of the LinkedIn Ads Show podcast. Discover his three tactics that will have prospects running to your inbox.
Meet AJ Wilcox
AJ Wilcox is a seasoned expert in LinkedIn advertising. He runs a podcast dedicated to LinkedIn Ads and manages a successful LinkedIn Ads agency.
Initially an SEO and Google Ads specialist, AJ transitioned into LinkedIn advertising while working for a SaaS company. His expertise quickly grew, leading him to manage LinkedIn’s largest spending ads account worldwide.
Why Should Sales Teams Use LinkedIn Ads?
Most people avoid using LinkedIn Ads for two reasons:
1. They’re expensive
2. They believe they don’t work
If you’re one of those who think Meta Ads are better than LinkedIn Ads, AJ is here to prove you wrong. He explains that LinkedIn targets a company’s audience with ease, and the return on investment is 2x higher with LinkedIn Ads.
Three LinkedIn Ads Strategies for Sales Teams
AJ shares these LinkedIn strategies for sales teams:
Thought Leadership: Posts that feature a human face receive more reactions on LinkedIn. Instead of sharing company content, showcase an employee or CEO offering advice. AJ tested this method and saw a 5 to 16 percent increase in click-through rates.
ABM Strategies: LinkedIn is the top social media platform for ABM (Account-Based Marketing) strategies. Having a list of leads that haven’t signed up yet at your fingertips makes it much easier to reach companies’ buying committees. This helps increase brand recognition on LinkedIn and improves sales teams’ deal closure rates.
Engaging Leads in the Sales Pipeline: Sales reps can collaborate with the marketing team to create personalized campaigns for the company’s leads list. This ensures ongoing engagement with leads and keeps them moving through the pipeline.
“When we show these sales reps, as opposed to their company posts, they’re getting on average more than one extra second of dwell time.” - AJ Wilcox.
Resources
Connect with AJ Wilcox on LinkedIn
Hear more LinkedIn Strategies on the LinkedIn Ads Show podcast
Learn more about AJ Wilcox at b2linked.com
LinkedIn Prospecting Course
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.
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What in the world is the status quo? How is it able to keep you from closing deals?
My guest, Will Barron, founder of Selling Made Simple and the Salesman Podcast, is here to reveal the number one deal killer. Tune in to learn more about the status quo, Will’s experience with it, and how he was able to overcome this sales challenge.
Introducing Will Barron
Will Barron, the mastermind behind Selling Made Simple and the Salesman Podcast, brings a wealth of experience and expertise in B2B sales. He specializes in helping salespeople close more deals in a simplified manner. Will’s strategies revolve around understanding the root causes of sales stagnation and turning them into actionable steps.What is the Status Quo?
You know that feeling where you won’t do anything unless there’s a massive reward at the end? It kind of stalls your motivation to get things done. This feeling illustrates the concept of the status quo. Many salespeople face situations where deals stall and ultimately fall off the pipeline, not due to competition or pricing, but simply because of inertia. There are psychological and business factors contributing to the status quo. Often, it’s not about the product or the competitor, but more about the inherent resistance to change.Engaging with Decision Makers
Often, you may find yourself speaking to individuals who lack the authority to move deals forward. You want to communicate with the decision-makers to close deals. Will provides practical advice on identifying and engaging those with the actual power to affect change.DIY Objection & Simplification
Without realizing it, you may be oversimplifying or overcomplicating the sales process, making prospects believe they don’t need external help. Will explains the DIY (Do-It-Yourself) objection, where prospects feel they can implement solutions on their own. He also shares how to keep prospects in the “Goldilocks zone,” where they see the value in seeking professional help for their problem.“If you’re selling complex products to sophisticated buyers, where there are real financial concerns and businesses on the line, you need to guide them through their buying journey. You need to help them make decisions and move forward.” - Will Barron.
Resources
www.salesman.com
The Salesman Podcast
LinkedIn Prospecting Course
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.
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.
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In the early days of my career, I had the chance to go through Sandler Sales Training. While there, I met my two wonderful guests for this episode, Emily Davidson and Mike Montague.
The principles they taught in that course provide excellent strategies that you can use during this year’s Q4 to help prepare for Q1 next year. Take notes and listen to their game plan, which will surely help you close more deals before the new year.
Common BDR Challenges During Q4
You may wonder how to make the most of the remaining months of the year. Which deals should you focus on? Should you let any clients go if you know they won’t make a decision before the end of the year?
These challenges can cause a lot of anxiety, but with a strategic plan, you can overcome them.
Mike suggests continuing to prospect during this time. You don’t want to start the new year trying to rebuild your sales pipeline. Don’t start fresh in 2025 and bring Q4 clients along.
Prioritizing Deals
You may find yourself with deals that are moving very slowly through the pipeline or with nothing at all. What actions should you prioritize to help close deals?
Follow the Sandler Sales Training Care Plan, where you assess your accounts and prioritize which ones to keep.
Mike and Emily provide examples of the Care Plan to help you understand how to apply it to your situation.
Sales leaders may need to help team members prioritize their deals. Sometimes an outside perspective can help a sales rep view their accounts objectively.
Be Creative with Your Prospecting
During this time of year, most sales reps are out enjoying the holiday festivities like everyone else. You may be tempted to do the same, but if you want to close deals, you’ll have to put in some work.
The good news is, if you get creative with your approach, you can still have fun while doing it.
Attend the Christmas parties, but use the opportunity to talk to decision-makers. Don’t take a vacation during this time—use it to cold-call CEOs and presidents.
The key is to work smarter, not harder, during this season.
“Our job is to create an atmosphere and environment that allows the customer to buy while the salesperson stays out of the way.” - Mike Montague.
“Looking at your accounts through the lens of the Care Plan will help you break down those targets into categories. You can focus on which ones are a priority to keep.” - Emily Davidson.
Resources
“The 12 Week Year,” by Brian P. Morgan and Michael Lennington
www.sandler.com
How To Succeed Podcast
LinkedIn Prospecting Course
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.
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In sales, you can’t rely solely on the product to close deals; you need the right strategies and mindset to get prospects to say yes to your offers. Some companies excel at this, while others need a bit of help. Join me and my guest, Mark Roberge, in this episode as we share three case studies of businesses that turned their sales success around.
Meet Mark Roberge
Mark Roberge is a renowned expert in sales and venture capital, known for his data-driven strategies that transform businesses. As the fourth employee at HubSpot, he developed a scalable sales model that fueled the company's growth. In addition to mentoring startups, he shares his sales expertise through podcasting and speaking at major events like the Inbound conference.Understanding the Reticular Activating System (RAS)
Your brain filters information all the time, and often in ways that may keep you from succeeding in sales. We explore the Reticular Activating System (RAS) and how the brain prioritizes information it deems important. Your mindset and perception influence your belief in the effectiveness of your sales strategies. For instance, if you believe cold calling is ineffective, your RAS will filter information that supports this belief, often leading to self-fulfilling outcomes.Sales & Psychology: The Connection
Whether you believe it or not, psychology plays a major role in sales. We also believe that therapists can make some of the best sales representatives because they understand the human mind so well. Salespeople who focus on diagnosing customer issues and truly understanding their needs are able to build rapport and trust.The Journey to Sales Mastery
If you want to improve your sales skills, try role-playing for practice. We share a case study of how an individual increased their quota performance from 70% to 120% within three months through better engagement and refined practices."With a new product and a revolutionized product, no one is going to know how to buy it. You have to teach them how to buy that particular product.” - Mark Roberge.
Resources
Check out Mark Roberge’s podcast, “The Science of Scale,” for in-depth interviews with founders discussing scaling strategies.
Learn more about The Sales Evangelist Sales Mastermind Program.
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.
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.
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Continuing from our last topic on prospecting, this episode dives deeper into it. I’m sharing an episode from last year featuring my discussion with Dr. Jean Oursler. She discusses why you’re not prospecting enough and what you can do to overcome this unique sales challenge.
Meet Dr. Jean Oursler
Dr. Jean Oursler is a renowned sales trainer known for her innovative approach to boosting new business development.
She created the Caveman Brain System, a methodology based on understanding how the amygdala’s fight, flight, or freeze response can hinder sales success.
Through her coaching, Dr. Jean aims to spread the principles of the Caveman Brain System widely, enabling teams to improve their business outcomes significantly.
Caveman Brain: What Is It?
Our brain still operates as though we’re living in the wild, even though society has evolved.
Dr. Jean explains that the amygdala plays a major role in how we interact with the world around us.
For example, you might struggle with cold calling because of your fight, flight, or freeze response.
Your amygdala is trying to protect you from perceived dangers, and without you realizing it. This primitive part of your brain holds you back in sales situations, creating unnecessary fears and inhibitions.
Practical Steps to Harness the Caveman Brain
Dr. Jean offers actionable advice on how to deal with the Caveman Brain:
Positive Self-Talk and Affirmations: Write down affirmations and repeat them daily to change your mindset. If you can’t come up with your own, try these: “I am a fabulous salesperson” or “People love reading what I write.”
Understand the Source of Fears: Are you holding onto fears from childhood, culture, or past experiences? For example, maybe your parents told you not to talk to strangers, and that fear still influences your behavior.
Simplistic Approach: Focus on basic goals like making a friend or solving a problem, rather than just closing the sale.
Transforming Your Sales Mindset
If you want to become a great salesperson, start by creating a positive mindset.
Dr. Jean emphasizes that what we repeatedly see and hear shapes our reality.
Fill your mind with positive and empowering thoughts to help you achieve professional success.
“Know that almost everything in your life that isn’t happening the way you want is tied to your Caveman Brain. When you realize this and start to fix it, everything else begins to fall into place.” - Dr. Jean Oursler.
Resources
Connect with Dr. Jean Oursler on LinkedIn
Visit CavemanBrain.com for free resources and training
Join The Sales Evangelist Mastermind Group
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.
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