Whether you’re a new BDR cutting your teeth in the industry or an experienced seller, you know how it feels to hear these 3 words: “I’m not interested.” How you respond is what defines you as a salesperson and determines your success. In today’s episode, Donald Kelly brings you data from his recent LinkedIn poll and offers a way to shift your mindset so that you can turn rejection into opportunity.

Poll: Most Successful Prospecting Channel

• 43% of sales professionals that responded to Donald’s LinkedIn poll said the phone is most effective for them.

• This beats the second-most effective channel, social media, by 15%.

Use Data to Find the Right Prospects

• Using tools like SalesNavigator, you can put your ICP into LinkedIn and use trigger events to identify sales targets that will be interested in what you have to offer.

• Identify a person in an organization that meets relevancy criteria: your product is relevant to their role and relevant to an issue they face.

• Social media can also help clue you in to trigger events. Look for blogs, posts, and other content that reflect problems your product can solve.

What Happens If They’re “Not Interested”?

• Your prospect may not want to talk to you because you’ve created an interruption, or because they already have a product in place.

• Don’t be pushy! Find out why they’re not interested and then exit the conversation. You may get pointed in the right direction!

• Meaningful outreach and meaningful conversation are key. Use your quick call to gain information.

“A conversation is meaningful when [sellers] get intel that can help move the possibility of that deal forward. That’s critical.” – Donald Kelly

Resources

Donald’s LinkedIn poll - Feel free to reach out to him and start a conversation!

Check us out at http://thesalesevangelist.com!

Sponsorship Offers

1. This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

1. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.

2. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

2. This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com