Selling In Color

People of color in sales tend to stand out. Because only 20% of sellers aren’t white, people of color can use this to their advantage as they navigate their selling careers. But while you can use it to your benefit, you can also abuse it. In today’s episode of Selling in Color, the founder of The Marketing Hunter, Ruben Alvarez, shares how people of color can leverage your color without abusing it.

There’s power in being an underdog.

• While people might not like it, there is power in being an underdog. And that perfectly describes Ruben’s approach to sales.
• When companies first came under fire for lack of employee diversity, there was a period where people of color could quickly get a job as a “token” person of color. 
• Even if that applies to you, use the opportunity to work hard and break the glass ceiling to make it easier for more people of color to join the organization.

Ruben appropriately used his color to his advantage.

• Ruben’s parents came to the United States illegally, and he can’t change that. What he can do is make the most of the opportunity and create opportunities for others.
• His parents got their citizenship soon after emigrating to the United States. It showed him that if you’re going to do something, do it right.
• He uses those experiences and history to motivate him to persevere and work harder to achieve his goals.

How has Ruben has seen success in his career without relying on his race?

• You have to find places where you can associate and mingle with people of color but in a professional way. 
• Ruben sees a big problem in taking advantage of people who offer discounts or specials for people of color. If you need it, accept it. But if you support other people of color, you wouldn’t take revenue from them if you need it.
• Know when to give back because eventually, stuff will come back to you. 
• Build a genuine connection with somebody and not just say, “Hey, you know what, I'm going to do this for them right now. Because later on, I expect them to give me something.”

Ruben’s advice to people who’ve thought about quitting their sales career:

• Ruben’s boss was verbally abusive, and nobody wanted to deal with him. But because Ruben put up with this boss longer than anyone else, he got a lot of credibility.
• There are generally two reasons to quit sales: you aren’t making enough money or mentally unable to handle the job. 
• If you aren’t making enough money, just learn how to sell better. But if you can’t handle the stress, just keep pushing through. No job gives you more security, empowerment, or the mentality that opens up doors for your next opportunity. 

To contact Ruben, connect with him on LinkedIn, or visit his website at rubenalvarez.com. Additionally, you can email him at [email protected].

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX 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.

In today’s episode of Selling in Color, Donald discusses the idea of being first. Whether you’re the first person of color selling in an organization or your first family member to join the sales industry, there are challenges and benefits to being first. 

Donald experienced being first.

• As the only black person at a software sales company, Donald found it awkward being surrounded by people who didn’t understand the challenges and difficulties people of color faced.
• Fortunately, a person of color named Janice joined the ranks as an executive assistant, and she helped raise awareness of the issues associate with a lack of diversity. 
• When you’re exploring a new job as the first person of color, it’s going to be awkward. It’s going to be tough, but someone has to do it. Someone needs to be that first person. 

Don’t focus on the naysayers.

• You’re trying to make a change for your family and community, not for them.
• Look at Kaepernick. When he decided to take a kneel, he helped push forward a movement. It took just one person to do it first.
• So when you’re starting at a company, what kind of impact are you making for the future? What are you doing it make the organization more inclusive and aware of the topic?
• It’s incredible that you’re the first person. But it’s not necessarily about you; it’s about the people after you.

With momentum from those first people of color in various organizations, and thanks to communities like Sales for the Culture, Sistas in Sales, and even this podcast, we’re bringing attention to this topic to help make the next generation more inclusive and accessible for all people of color.

It’s not always easy or convenient to be first. But what you’re doing for people of color down the line is inspiring.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX 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.

While diversity initiatives, societal shifts and focused efforts have helped many underrepresented communities join the professional workforce, many people of color still have to face immense cultural biases in their work. On today’s episode of Selling in Color, Donald is joined by digital marketing consultant Wendell Jordan Jr. to learn how he’s faced and overcome instances of cultural bias.

He experienced cultural bias while selling in New York:

• Wendell noticed he and other people of color were pigeonholed and sent to specific demographical areas, keeping him away from more affluent (and white) neighborhoods. 
• Wendell doesn’t think his managers were racist, and they might’ve done it to make him more comfortable. But that doesn’t make it okay.
• His manager assumed something with their own limiting beliefs, and expressed them on Wendell.

How did Wendell handle the situation?

• Many people would feel uncomfortable confronting someone about cultural bias, but Wendell wasn’t.
• He wanted to do something about the experience. When he sees situations like this arise, he feels the need to say something. Because it just isn’t right. 
• His intention wasn’t to turn the ship upside down, but to see if something different could be done and make positive change.
• People of color tend to want to make people feel comfortable, often at the expense of their own comfort. Overcoming that feeling to address cultural bias in the workplace is necessary.

Why are there so few people of color in the business world?

• When door-to-door sales first started in the early 1900s, it was considered a sophisticated job. One that white people believed was too sophisticated for people of color.
• Culturally, people of color have a limiting belief that they don’t have the ability or know-how to do the job.
• Many major companies hire based on inside connections. And until there are people inside those companies to begin creating a culture of inclusivity, it won’t just happen.

Wendell relies on his ability to identify other cultures to cultivate relationships.

• A significant component of selling is just being able to relate to people and embracing other cultures. And there is a narrative that people of color are incapable of that.
• Wendell’s final advice or takeaway? Be proud of your color. The diversity people of color bring to any sales culture is key, and the worst thing we could do is water that down because we’re afraid of not being accepted.

Want to get in touch with Wendell? Connect with him on LinkedIn or send him an email at [email protected].

To listen to Wendell’s guest episode of The Sales Evangelist, check it out here.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX 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.

Many people of color walk into an office or sales department only to see nobody that looks like them. In today’s episode of Selling in Color, we’re joined by Simon Tecle, VP of Sales at SynchroMSP, to learn how he gained experience and found success throughout his sales journey. And, more importantly, how you can too.

Simon values the work of Sales for the Culture.

• Sales for the Culture is a group for black individuals in sales, revenue, and marketing to learn, connect, and offer jobs and mentorships within the tech industry.
• Only about 20% of B2B professional sellers are people of color in the corporate tech world. Not just black, but any person of color. Sales for the Culture wants to make navigating the professional world more accessible for marginalized groups.

How did Simon start his tech sales journey and get to where he is now?

• Simon’s first sales jobs were cold-calling for a mortgage company and knocking on doors for a roofing company.
• His favorite job, however, was selling cell phones at Kmart. He was supposed to sit at a table, but it was super slow. He started walking up to people at the Kmart and sold $800-1000 of product a week.
• He leveraged his previous experiences with cold calling, knocking on doors, and wandering around Kmart to make a career.

Simon realized he had a passion for sales. 

• At first, he valued it mainly for the money. But as he learned and grew his skills, he began to love the thrill of the chase. 
• Upon his college graduation from Ohio State, Simon managed a team selling Dell computers at a mall kiosk. He enjoyed management because it balanced time in the trenches with helping people develop.
• After Dell, he joined the startup Everyday Health (a competitor to WebMD) in their small business division and realized he enjoyed the startup lifestyle.
• He was able to leverage these past experiences to later start divisions at Angie’s List and Thrive.

Simon’s advice to someone moving into sales:

• Whatever path you want to go down, people are doing that role who look like you. Finding them is key.
• For people of color, the environment right now is focused on diversity. Many of the barriers enacted to prevent underrepresented people from gaining job entry are being removed. For people of color looking for employment, this is your moment.

Simon’s final takeaway? Be the president of your own university and development. If you want to connect and learn more from Simon, follow him on LinkedIn or send him an email at [email protected]. To join or learn more about Sales for the Culture, visit their website.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX 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.

People in underrepresented communities might feel imposter syndrome when selling in major industries. In today’s episode of Selling in Color, founder and CEO of Make Money Your Honey, Amanda Abella, tells us how she overcame her imposter syndrome by learning she’s been selling for far longer than she thought. 

Amanda had been selling most of her professional life.

• After graduating college, Amanda went six months without finding a job. But a friend gave her the book The Art of Nonconformity by Chris Guillebeau, and it opened her eyes to what she could do in life.
• She wanted to be a writer, so she took an opportunity to write financial articles.
• She got a job in recruiting but continued writing. In 2012, all of her internet friends quit their jobs to work freelance. 
• Amanda was hesitant to follow suit, but she had to get over those fears before doing the same.

• She hired her first coach, and that woman helped her realize she’d been selling her entire career. 

How did Amanda get involved in sales?

• She started a coaching side-hustle in addition to her writing work. But Amanda soon realized she couldn’t easily scale a freelance writing business.
• She created Persuade to Profit, which is now her signature sales training program.
• The takeaway? You will never worry about money again if you know how to sell.

Amanda kept training, learning, and putting herself in uncomfortable situations.

• Most female coaches teach you marketing launch strategies and how to warm up leads, but people have become way savvier to that. What they often don’t teach is sales.
• Amanda understands why women are uncomfortable in some traditional sales environments, and she realized she could be a translator and teach the mindset of sales to women. 
• Amanda started a community around it and now has a free Facebook group for women coaches and course creators that organically grew to 1000 people within three months.

Amanda’s advice to step out and find a place in sales?

• Reach out to people who bought your stuff and ask them how their purchase was - they're always shocked when an actual human reaches out to them.
• A lot of people experience imposter syndrome, and everyone has had a really crappy sales experience. (Just think of your high school friend DMing you to join their MLM.) But with the proper training and coaching, you can develop a feeling of confidence that can fuel success.

Get in touch with Amanda:

• If you’re a woman, join her free Facebook group, where they do complimentary training once a week. 
• Find her podcast and videos on her YouTube channel, and connect with her on Instagram, Twitter, and LinkedIn. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX 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.

Selling can be challenging, especially when your target audience is from a different culture. On today’s episode of Selling in Color, we’re joined by Felix Montelara, founder of the Latin Podcast Awards, who shares his challenges selling as a Latino, and how he overcame them to find success.

 Felix encountered challenges as someone of Latin descent.

• Some challenges are the same - finding a way to address people's needs and wants. (Which are often two different things.)
• As a Latino, Felix found he had to put his best foot forward to compete with the type of seller someone might expect.
• Because he sold something specifically for brown and black people, his market was smaller, meaning he was limited on the number of potential sales.
• People of color are often not in certain circles because they’re only a small percentage of media and the population.
• Felix has also been hired for sales, only to have his company show him off for token diversity. 

How to overcome these challenges:

• Whatever you go into, know your market. You want to go into each meeting feeling prepared to address any issue or concern.
• You can find a mentor, read books, or just learn more about sales to obtain success. 
• Don’t just sell to sell. Instead, sell to solve your target’s problem.
• When Felix tried to sell to white people, he found them much more apprehensive and questioning his product. That’s when his deep product knowledge paid off- because he could address concerns to overcome reluctance. 

The importance of community in sales:

• People of color can't expect an outside group to come to bail them out.
• We need to create men and women who know what they're doing and can support from within.
• Simultaneously, we need to branch out and create unity between different groups of people. 

Felix’s final thoughts:

• We’re all in sales at some point in our lives. Everyone. Even just to get that first job, you put your best foot forward and present information that's needed to grab someone’s attention. 
• Don’t allow your thoughts about “them” to sabotage your success. 

If you want to get in touch with Felix, contact him via the Latin Podcast Awards’ website, or email him at [email protected] 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder wrote by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

For some people, sales is in their DNA. Today’s guest, Jose Quiroz, is one of those people. He is a digital operations expert who comes from a long line of salespeople, even though he wasn’t initially aware. But as the son of an entrepreneur, Jose quickly learned to use his natural sales abilities to create opportunities for himself.

Two things inspired Jose to begin selling:

• First, was Mark Cuban saying that sales is about helping people. “You have a problem. I got a solution for you.”
• The second was Jose’s trial and error methodology. He had to figure out how to sell, communicate, and analyze situations. 
• The biggest thing that resonated with Jose was the importance of listening instead of talking.

A time Jose failed:

• Jose was trying to penetrate a local market, and through his Chamber of Commerce connections, he met a local retailer who had a name for herself.
• They had a conversation, but Jose went into it with the intent to sell rather than to understand.
• They talked over each other, didn’t see eye to eye, and the conversation ended with awkward tension.
• A few months later, through the work he did with people around her, she gave him business. But he fired her as a client two years later because of those same communication issues.

The takeaways?

• Understand when you are in a sales call and when you aren’t. Don’t assume one way or another until you’ve had a chance to learn from the individual.
• Be quiet and listen to the other person beyond what they're saying to you. Look at their mannerisms and what's in between the lines to find information that might not be as apparent.
• A smart salesperson comes with ammunition; they understand who the individual is, what moves them, what drives them, and their interests.

Learning those takeaways led to Jose’s success.

• His team recently sold a national company on a regional part of the business, and they were invited to do a national pitch.
• Jose knew he needed to take a deep dive and research everything he could about the company. Understand who the key players are, who's the decision-maker, and what influences them.
• He went into this meeting with the intent to listen and tell a story, not just to sell.

Jose’s advice for someone of color to be successful in sales:

• Realize that sales is everywhere around you. You're always selling; whether trying to get a date or job, there are many instances you sell yourself to others.
• Take advantage of business and sales development opportunities. You’ll learn a lot about yourself and practice getting out of your comfort zone.
• Jose believes in reciprocity: The more you give, the more you get back. 
• If you want to go into sales, know that there will be trials and tribulations. It will take time, and you’ll need to develop a thick skin, but it will be well worth it.

Want to get in touch with Jose? Connect with him on LinkedIn, and check out his company’s website!

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by NetHunt CRM.

NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access your CRM data, launch bulk email campaigns, and set up automated sequences from the comfort of your inbox. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched.

NetHunt CRM offers TSE listeners a 40% discount for the first three months along with free user training and a dedicated Customer Success Manager with any pricing plan.

Try NetHunt CRM today at https://nethunt.com/tse.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Today’s episode of Selling in Color features the founder and Chief Investment Officer of Stone Hill Wealth Management, Phillip Washington Jr. From his first job at Best Buy to door-to-door sales, Phillip learned that his hard working mentality and refusal to give up were traits that helped him overcome obstacles in the sales industry.

Phillip’s sales origin story.

• His dad did Amway growing up, so sales did not have the dubious reputation found in other households.
• Phillip’s first job was at Best Buy, but he didn’t like the idea of being paid the same amount no matter what he did, so he began selling vacuum cleaners door-to-door.
• Phillip was later offered an internship with Northwestern Mutual, selling insurance on commission. He was nervous about accepting because it did not come with a salary, and he was worried about making ends meet after selling his previous business.
• Despite his nervousness, he accidentally scored number two intern in their United States South sector and converted to full-time after graduating. He worked there for eight years. 

Philip’s biggest sales challenges and how he overcame them:

• Sales is mentally tough, no matter what color you are. But Phillip overcame those mental obstacles by working hard to meet his goals. 
• Another challenge he had was overcoming ignorance. He wondered why other people made so much more money than him in his early career, even though he worked harder than anyone. 
• In reality, some people just have more resources, and Phillip learned to keep his head down and work for what he wants.
• You don't understand the muscles you're building when it's harder for you. And that’s a blessing. 

What gave Phillip his success?

• Phillip claims he’s not the smartest, but he won’t give up and will outwork anybody to achieve success if he locks onto something.
• He takes the required risks to put supply and demand on his side.
• If a white guy and a black guy are selling the same thing and they’re perceived as equal, they're probably going to buy from the white guy. But, if you clearly provide more value than the competition, you’ll get the sale.

Phillip’s final sales tip:

• Have somebody to talk to and help process your thoughts and perspectives. 
• Phillip wouldn’t have achieved success without his coaches and community supporting him.

Want to get in contact with Phillip? Find all his contact information on Stone Hill Wealth Management’s website.

If you want to get in touch with Joseph, find him on LinkedIn. You can find host Donald Kelly on LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by NetHunt CRM.

NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and  G Suite integration, you can access your CRM data, launch bulk email campaigns, and set up automated sequences from the comfort of your inbox. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched.

NetHunt CRM offers TSE listeners a 40% discount for the first three months along with free user training and a dedicated Customer Success Manager with any pricing plan.

Try NetHunt CRM today at https://nethunt.com/tse.

Today’s episode of Selling in Color features Joseph Villegas, a pharmaceutical sales representative who has been in sales since college. Before working in medical sales, he worked in home health sales and, through these jobs, has found sales success as a Hispanic salesman.

Joseph didn’t just fall into sales.

• People often stumble into a sales career, but Joseph actively wanted a sales career.
• While pursuing a marketing degree, Joseph’s friend said his brother just got a job as a sales rep, and Joseph thought that career sounded perfect for himself.

Why did Joseph want to be in sales?

• He wanted to be a person who serves his community. He thought, “what better way to do that than help the medical community.”
• After learning more about the sales profession, he thought his personality fit perfectly.
• He, of course, loved the idea of making money.

Why aren’t there more Hispanic people in sales?

• While Joseph’s oldest brother is a VP in commercial insurance, none of Joseph’s other friends or family are salespeople.
• He thinks there’s a lot of misinformation in the Hispanic community that prevents people from joining the sales profession.
• Many young Hispanic people go straight into working construction after high school because they think that’s the only way to make a large amount of money.

What are some challenges he faced as a Hispanic salesperson?

• Like any other person of color, he has to battle the fact that about 80% of people in the sales industry are white males.
• There’s a barrier when selling to people who wouldn’t expect a Hispanic man to sell in the medical industry.
• On the flip side, when Joseph is selling to other POC, they often have an unspoken rapport that makes Joseph more confident.
• He’s been passed up for promotions and bigger territories, even if his competition has the same education and sales numbers.
• Joseph was written up for not hitting a sales goal while other people who also don’t hit a sales goal go unpunished.

Joseph’s advice to the Hispanic community:

• You can’t just sit back and wait to be invited to the table; you have to make things happen.
• It’s easy to get in sales. Hispanic people are hardworking people, and they’re taught social interactions at a young age.
• You don’t have to break your back doing manual labor. If you want to, then that’s great. But know that it isn’t your only option.

If you want to get in touch with Joseph, find him on LinkedIn. You can find host Donald Kelly on LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Skipio.

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Today’s on Selling in Color Donald is joined by Kristi Strickland, she has worn many different hats in the sales industry throughout her career, and we’re thrilled to hear her give her perspective on how we can draw more people of color into the sales industry.

Kristi, like many others, had a warped understanding of sales as a child.

• Kids often think sales are purely the people selling door-to-door vacuum cleaners, which gives them an assumption that a sales career would not provide long-term results or benefits.
• While Kristi went to school to pursue medicine, a small interaction with her advisor completely changed her career trajectory.

Once she joined sales, Kristi realized the benefits of sales positions.

• Once she got into sales, Kristi saw that there are many roles available, and she could move around to different positions until she found a great fit.
• Kristi had a preconceived notion that salespeople had to be very aggressive, like a car salesman, but that’s far from the truth.
• Lots of sales reps make millions of dollars a year. But whether you want to be in sales for money, be a mentor, or take on leadership and sales enablement roles, there is a position that suits your goals.

How can POC salespeople share their sales success stories?

• Teaching people of color about the many avenues and places for success will draw more people of color into the industry.
• Be a bit obnoxious about your success. Talking about your achievements shows others what they can do for themselves.
• Recruit friends and those we know to fill roles. Many companies have referral bonuses, and with the myriad of diversity and inclusion initiatives, companies are hiring for people of color.
• Make it clear a person doesn't have to have ten years of experience to start. The idea is that you get in here, crush it, and quickly move up the ladder. 
• Talk to the younger generation; make them aware of sales options that they have.

What is Kristi’s parting advice?

• Sales doesn’t have to be your life career. It can be a way to stack up money and then pursue your passion.
• Kristi’s major takeaway? Don’t be afraid to try sales, especially if you’re a person of color. 
• Take advantage of the resources like Sales For the Culture and The Sales Evangelist Podcast that teach you skills to carry yourself as a professional in the industry.

If you want to get in touch with Kristi, connect with her on LinkedIn. Or, if you just want to hear more of the sales experience Kristi has to offer, check out her guest episode of The Sales Evangelist.