In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it. Who is Chris Beall? Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend. The Number One Objection Sellers Face:  In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”.  What triggers this objection?  Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly. One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition. Although this is a useful avenue for marketing, it’s TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending. Think about it: You’re effectively telling whoever you’re calling that THEY’RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we’re all set” objection. Why should the buyer go with your solution when they think their solution is already effective?  So, how should sellers overcome this objection?  You have to RELIVE the fear of whoever you’re calling. Virtually ALL cold callers assume the person they’re calling is angry or annoyed with them. In reality, though, this person is scared. You’re someone they do not know, and we’re naturally afraid of the unknown. To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you’re calling.  If you want to learn more about Chris’s strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.com. 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.

Our Most Downloaded Episode in 2023! | Chris Beall - 1738

I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. 

Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

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 Do you want to master the art of effective closing? The only way for you to become one of the greats in enterprise sales is by listening to an expert.   In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with David Blaha, a seasoned professional with a 30-year track record, including pivotal roles at American Express and his current position as Chief Revenue Officer at Extend.  Listen to these proven strategies to gain practical closing skills for enterprise-level sales. Click play now!  David Blaha’s Background    David Blaha's rich negotiating background starts from his impactful years at American Express.    After American Express, David transitioned to working with startup companies, enhancing their growth trajectories before joining Extend as the Chief Revenue Officer.   Through his story, you'll discover the importance of continuous learning and growth to develop a positive mindset for enterprise sales.   Enterprise Sales: A Strategic Approach    The secret to effective closing in enterprise sales is to remember it's an ongoing process. Never fall into the trap of believing that this step only matters at the end of the sales cycle.    David shares how this approach establishes connections and secures smaller commitments throughout the negotiation.    New Sales Motto:  It's a marathon, not a sprint!    If you like to rush through deals, you might want to stop. Donald and David both share how enterprise selling is like running an ultra-marathon. Sellers need persistence and strategic pacing, no matter how big or small the sale is!   Negotiation and Relationship Building    Peak curiosity and ask questions to understand customer needs to help you close deals. David shares how these seller's techniques build trust, create genuine connections, and offer tailored solutions to customers.   One of the top negotiation skills sellers must master is non-adversarial tactics. David advocates for radical candor and transparency, aiming for mutually beneficial outcomes rather than merely focusing on margins.   Key Principles of Enterprise Sales    David shares his five essential principles for sales professionals:    1. Mindset:  Maintaining a positive mindset is crucial, especially when facing rejections and diverse opinions from various stakeholders.   2. Connection: Building internal connections within organizations is vital to understanding different departmental goals and leveraging these insights.   3. Discovery:  Conduct thorough discovery phases to tailor solutions based on explicit customer feedback and needs.   4. Adapting/Adjusting:  Flexibility in adjusting offerings to align better with client expectations ensures long-term satisfaction and contract retention.   5. Negotiation:  Strategic negotiation focuses on growth and long-term relationships rather than short-term wins.    To achieve long-term success in enterprise-level sales, you must master effective closing. Commit to negotiation transparency to build customer trust; you'll become as great as our special guest.  Listen to this episode and hear David Blaha's refined approach to the sales process. Take these tactics and apply them to your dealings, ensuring a trajectory of growth and success in the intricate world of enterprise-level sales.  "Radical candor and transparency in negotiations are key. It's about negotiating in good faith and aiming for growth rather than just focusing on margins." - David Blaha.  Resources  David Blaha’s email:   David@paywithextend.com   David Blaha 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.  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.

5 Things You Must Do To Close More Enterprise Deals | David Blaha - 1790

 What are the key traits to becoming a successful sales representative?  Discover them in this episode of “The Sales Evangelist Podcast.” In this enlightening episode, host Donald Kelly sits down with Peter Smith, a seasoned sales leader and the author of the intriguing book "Hiring Squirrels."   Peter shares invaluable insights on identifying and nurturing the right talent in the sales industry. Click play to learn the critical traits of successful sales professionals and a roadmap for leaders striving to enhance their teams' performance.   Peter Smith's Background    Over the years, Peter Smith has carved a niche in the luxury jewelry sales market, building and developing highly effective sales teams.    He is not just a consultant but also an esteemed author and a columnist for industry magazines.    His approach to sales training is sculpted around his published works, which focus on hiring strategies, the psychology of storytelling, and key sales techniques.   The Squirrel Hiring Philosophy    Peter explains the unique, attention-grabbing title of his book "Hiring Squirrels," inspired by the concept introduced in Mac Anderson's book "You Can't Send a Duck to Eagle School."    The idea emphasizes hiring individuals who innately possess the necessary skills for a specific role rather than attempting to train those who do not.    Peter highlights the importance of identifying salespeople who are naturally equipped for their roles, as approximately 58% of individuals in sales positions lack the essential traits necessary for success.   Identifying Key Traits in Sales Candidates    Peter and Donald discuss the three non-trainable traits crucial for sales success: drive, empathy, and resilience.    Peter provides specific interview questions and strategies to uncover these traits in potential candidates, emphasizing the importance of honest and revealing responses to these targeted questions.    He advises leaders to discern genuine talent through subtle cues and honest interactions during hiring.   The Challenge of Rejection in Sales    Rejection is an integral part of the sales process, and dealing with it effectively is a hallmark of a competent salesperson.    Peter stresses resilience as a critical trait, as it determines how a salesperson handles rejection—whether they see it as a personal failure or a professional challenge.    He underscores the need for sales professionals to embrace rejection as a stepping stone rather than a setback.   Peter's insights provide a clear guide to enhancing sales team dynamics by focusing on intrinsic qualities that predict success. His approach challenges conventional hiring practices and encourages a more nuanced understanding of what makes a salesperson effective.  This episode is a must-listen for anyone involved in sales or team management, offering a profound look at how to approach hiring and team building with a strategic and empathetic mindset. Tune in to rethink how you assess and nurture talent within your sales.  “If you don't care about what people think, you're not going to be very good in sales.”  - Peter Smith.  Resources   Peter Smith on LinkedIn   The Retail Smiths   Peter Smith’s books  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.

Why 58% of Salespeople Are In the Wrong Job & How To Fix It | Peter Smith - 1789

What's the secret to improving your sales team's performance?  How can leaders create high-converting sales representatives? You want the answer to these questions, don't you? To find out, tune in to this episode of "The Sales Evangelist Podcast." Host Donald Kelly chats with special guest Dayna Williams about the secret tactics for developing highly converting sales reps. With over two decades of experience in sales training and enablement, Dayna shares valuable insights and unpacks how to steer your sales team toward success.  You know what to do now. Click play! Meet Our Guest: Dayna Williams   Dayna brings 20 years of experience as a white-label consultant for top provider firms in the sales training and enablement sector.    Her vast exposure to heads of sales, sales managers, co-founders, and CEOs has given her a unique perspective on widespread issues in the industry.    Through her book, "The Diligence Fix," Dayna encapsulates the universal pain points of sales organizations and offers a top-down solution regardless of industry or organization size.   Key Strategies for Sales Development   1. Simplify and Visualize the Go-to-Market Strategy    The clarity of a sales team’s go-to-market strategy is crucial. Dayna discusses the importance of simplifying this strategy so that everyone from C-suite to front-line sales reps can express the company's approach articulately. A harmonious understanding of the go-to-market strategy across the board is the starting point for cultivating high-converting reps.    2. Create a Senior Leadership Communication Campaign    Dayna proposes a regular, intentional communication campaign led by senior leadership to combat the natural loss of information over time. She suggests distilling the critical points from large-scale presentations and consistently reinforcing them throughout the year. This focus ensures key strategic messages are not lost after kick-off events but instead embedded into the organization's culture.    3. Adopt an Integrated Approach to Training    Dayna challenges the traditional linear, role-based training method using an integrated approach. This method incorporates skills and knowledge across different levels, preparing sales reps for their current roles and future positions. For example, combining consultative selling training with leadership skills like giving and receiving feedback nurtures a rep's ability to grow within the company.    Concluding Takeaways   Dayna emphasizes looking beyond traditional training programs to develop sales reps effectively.    Leaders must utilize various touchpoints for conveying information and changing behaviors, aligning them closer to how humans naturally develop habits and retain knowledge.   Sales leaders struggling to help their team meet their goals will love Dayna's wisdom in this episode. Equip yourself with the secrets Dayna Williams has spent 20 years perfecting, condensed into one powerful episode. Listen now to transform your sales force into the high-converting powerhouse you know it can be. Your journey to sales excellence is just a play button away! "Unless you're really intentional, at the event of calling out the three to four things you want people to walk away with, the only thing they remember when they get home is what type of drink they had at the bar." - Dayna Williams.  Resources  “The Diligence Fix” by Dayna Williams The Diligence Fix 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.  

Three Practical Ways to Develop High Converting Reps  | Dayna Williams - 1788

 Do you struggle to connect with executive decision-makers despite knowing you have the solutions they need?   In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Candace Taber, a maestro of sales enablement whose insights into the alchemy of effective selling are nothing short of transformative. Candace doesn’t just sell; she evangelizes with wisdom, empathy, and a deep understanding of the elusive art of buyer-centric selling.   Let Candace guide you through the intricate dance of matching your pitch with the specific objectives of every stakeholder in the room. Click play now!  About Candace Taber    Candace Taber is a devoted wife, mother, and sales enablement leader focusing on equipping sales leaders to amplify their impact.    With a firm belief that leadership is the cornerstone of effective sales enablement, Candace dedicates herself to preparing leaders to excel in their roles and create force multipliers within their organizations.   Foundations of Effective Sales Enablement    Donald and Candace discuss the misconception that sellers should inherently possess the knowledge necessary for success.    Rejecting this idea, Candace emphasizes the employer's role in equipping and enabling employees.    This means providing a clear performance path, feedback mechanisms, and the resources employees need to thrive in their environment, contributing to the employer-employee value exchange.   How to Position Messaging to Executives    Candace presents practical advice on communicating with executives without seeming presumptuous.    She recommends referencing industry trends and openly wondering how these may relate to the executive's focal priorities.    By approaching the conversation with genuine curiosity and a well-researched hypothesis, sellers can position themselves as partners, not just vendors.   Advice for Sellers: Writing Goals at Organizational Levels    Candace shares a valuable exercise for sellers looking to improve their business acumen.    She advises practicing writing objectives and goals at different organizational levels—from individual contributors to executives.    This practice helps sellers better tailor their messaging according to the strategic and operational priorities relevant to each role they encounter.   Are you ready to fine-tune your pitch and tailor your approach with the precision of an expert strategist?  With Candace’s insider tips, any sales professional listening can step into the arena more prepared than ever before. Join us for this episode and equip yourself with the tools to meet your quota and exceed expectations by enabling your prospects' success—a true win-win in the complex dance of sales.  "Yes, you have quotas. Yes, you have numbers, but you can take a moment to be intentional about what you're doing and set yourself up for success when you do that."  -Candace Taber.  Resources   Candace Taber on LinkedIn    LinkedIn Sales Navigator  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.

Enabling Sellers to Become Buyer-Centric with Business Acumen | Candace Taber - 1787

Every experienced sales rep knows they must use LinkedIn Sales Navigator to build an effective sales pipeline. But, do you know how to use it correctly? In this episode of "The Sales Evangelist Podcast," host Donald is joined by sales expert and coach Phil Gerbyshak to dive deep into the practical ways sales professionals can utilize LinkedIn Navigator to build a strong sales pipeline.  Phil shares his passion for the toolset and a refined process for leveraging the platform's capabilities. Click play to learn how to maximize LinkedIn Sales Navigator for effective sales outreach and networking. Getting to Know Phil Gerbyshak   Phil Gerbyshak hosts the “Sales Leadership Podcast,” offering insights to sales leaders and those aspiring to lead sales teams.    His expertise spans mindset, skillset, and toolset in sales, and his coaching and training methods have helped many sales reps elevate their game.    To connect with Phil, visit philgerby.com and drop him a line.   The Power of LinkedIn Sales Navigator   Phil advocates for LinkedIn's Sales Navigator, touting its superiority to the free version of LinkedIn by providing a more robust set of tools tailored for sales professionals.   He credits Sales Navigator with streamlining his outreach process and enhancing his ability to target the right connections.   Building a Winning LinkedIn Profile   Phil reminds us of the often-overlooked aspect of having a fully updated LinkedIn profile.   He stresses the importance of a current headshot and a headline clearly outlining who and how you help. This complete profile strategy is vital when prospects compare your profile to others.   Tips for a Stand-Out LinkedIn Profile   Ensure your banner portrays a clear and relevant message.   Update your featured section to break the scrolling pattern with rich media content.   Share skills relevant to your position that your prospects and customers value.   Are you ready to unlock the secrets of LinkedIn Sales Navigator and transform your sales game? Tune in to listen to the latest episode with Phil Gerbyshak and Donald Kelly.  Phil shares the secrets to building a winning sales pipeline. Subscribe today to learn how to leverage LinkedIn Sales Navigator for outreach! "Be more human. If you wouldn't do it to somebody sitting right next to you, why the heck are you doing it online? By using sales navigator, using some of the tactics we discussed today, you have fewer people, so it's easier to be more human." - Phil Gerbyshak. Resources philgerby.com Phil Gerbyshak on LinkedIn  LinkedIn Sales Navigator 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.  

Our Most Downloaded Episode in 2023! | Chris Beall - 1738

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