The Sales Evangelist

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

1. 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.

1. 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

1. 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.

1. 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.

1. 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.

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

1. 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.

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

1. 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.

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

1. 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.

1. 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.

1. 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.

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

1. 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.