show notes

You’ve been working on closing a deal for the last six months, but you thought you would have closed it three months ago. Why didn’t you reach your deadline sooner? I’m going to tell you why in this episode and show you how you can shorten your sales cycles.

Why Are Your Sales Cycles Longer?

1. I’ve found there are several reasons sellers experience longer sales cycles:
2. Fear of making mistakes
3. Job security concerns
4. Reliance on decision-making committees
5. But remember, you’re a consultant. Your job is to guide buyers to understand why your product is the solution to their problems. Don’t be an order taker. Lead with confidence to help move deals forward faster.

Introduce a Mutual Action Plan Early

1. The first step I share to shorten your sales cycles is creating a mutual action plan. You go over clear expectations and timelines with the prospect to let them know what their buying journey will look like.

Multi-Threading

1. There are way more people involved in closing a deal than you think. At first you may be talking to Sally, then Billy, then Jen. Keeping up with so many stakeholders can get confusing fast.
2. If you don’t have a clear way to track relationships, tools like LinkedIn Sales Navigator can help you organize an account map and piece together your conversations across contacts.

Understand Individual Stakeholder Value

1. Yes, you’re trying to close the deal faster, but don’t rush through the sales cycle. Instead, identify what matters most to each stakeholder involved in the buying decision.
2. Ask questions to uncover specific priorities and pain points for every committee member, not just your main prospect.

De-Risk the Purchase

1. With so much noise being thrown at buyers, they often don’t feel safe making decisions or find it difficult to move forward.
2. Provide multiple purchasing options, bring in testimonials, and address concerns directly to help stakeholders feel more confident.

“Every conversation you have with the team, bring it back to the value. Because the value is going to be different for each individual.” — Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

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.

show notes

I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.

Ask Your Happy Customers

1. The most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network.
2. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask.
3. If you are not asking, you are leaving opportunities on the table.

Request Referrals from Non Buyers

1. Do not overlook the conversations that do not end in a sale.
2. Even when someone tells you no, that does not mean the relationship is over. It is still perfectly reasonable to ask if they know someone who is dealing with the challenges your product solves.
3. When you position it around helping others, the request feels natural and value focused.

Leverage LinkedIn Connections

1. You can also take a more proactive approach by using tools like LinkedIn Sales Navigator.
2. Look at your customers’ first degree connections and identify people who match your ideal client profile. Then ask for a specific introduction.
3. This method takes more effort, but when you are intentional about who you want to meet, the results can be powerful.

"Your goal is to get them to be able to be your evangelists." — Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

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.

Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence.

Beyond the Framework

1. I start by challenging the idea that just following a sales framework guarantees success.
2. Every sales scenario has unpredictable human factors, so sticking strictly to a process is not enough. You have to be ready to adapt and read the situation in real time.

The Power of Reviewing the Tape

1. One of my biggest recommendations is to listen back to your recorded calls, either on your own or with someone you trust. This gives you a more objective perspective on what is working and what is not.
2. I also suggest using tools like ChatGPT to analyze transcripts or get external feedback. It is a great way to spot patterns you might miss.

Taking and Maintaining Control

1. Before every call, set an agenda and make sure both you and the prospect are aligned on the outcomes.
2. If you give up that control, the prospect will take the lead and that usually leads to ambiguity or stalled deals.
3. Staying in control does not mean being pushy. It means guiding the conversation toward results.

Always Secure a Next Step

1. Never leave a meeting without scheduling the next step. I have lost deals in the past because I did not do this, and it kills momentum fast.
2. Make it a habit to lock in what comes next before the call ends.

Courage to Ask the Tough Questions

1. Going through the motions is not enough. Developing the art of sales means reading between the lines and asking the uncomfortable questions.
2. That is what separates great sellers from everyone else. You have to be willing to challenge your prospects in a way that adds value and drives clarity.

"There's a lot of gray areas in sales, especially when you're dealing with humans who tend to be unpredictable." - Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

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.

There is a specific way to use AI technology to get the results you want. To show us how to do this, Dr. Eve Kedar, a community builder, enablement strategist, and educator, joins me for this episode. Drawing on her experience supporting over 18,000 AI enthusiasts, Eve shares strategies to help sales teams use AI without amplifying the overwhelm that can come with new technology.

Meet Eve Kedar

1. Eve Kedar is a sales enablement strategist, author, and advisor with over 15 years of experience helping sales organizations move from scattered training to scalable systems that actually drive results.
2. She’s the author of Build a Kicka$$ SalesTeam and Build a Kicka$$ Online Community, and works with SaaS and tech leaders to improve ramp time, execution, and alignment.
3. Eve brings a practical lens to AI adoption, focusing on cognitive diversity, real workflows, and helping sales teams use AI as a thinking partner, not a replacement.

Empowering Sellers Through Cognitive Diversity

1. We begin by talking about how effective AI integration starts with recognizing the unique strengths each seller brings to the table.
2. Eve explains that instead of forcing uniformity, leaders should support and amplify those differences with the right tools.
3. She shares stories of helping one seller who is highly data driven and another who is a natural storyteller use AI prompts tailored to their individual styles. The goal is not to replace human skills, but to enable them.

Practical Steps for AI Adoption

1. We also break down simple, actionable steps sales leaders can take right away.
2. For example, setting up a team chatbot such as ChatGPT that is loaded with your company’s sales processes can give both new and experienced reps targeted guidance.
3. This helps them become more independent while also personalizing their development.
4. Eve reminds us that leaders do not need to master every AI tool. What matters most is encouraging curiosity, exploration, and the sharing of best practices.

Maintaining Humanity, Curiosity, and Creativity

1. Another major theme in our conversation is balancing productivity with preserving the human touch.
2. Eve suggests gamifying prompt writing, celebrating creativity, and encouraging bold curiosity so teams do not become overly reliant on automation.
3. While entry level roles may evolve as AI takes over repetitive tasks, sellers will be expected to think more deeply and build stronger relationships than ever before.

Community and Collaboration

1. We also discuss the importance of leveraging AI communities, both internally and externally.
2. Creating space for open dialogue and experimentation allows teams to learn from one another, spark new ideas, and reduce the overwhelm that often comes with adopting new technology.

"Cognitive diversity is a great thing on a sales team. Don’t suppress it with AI tools. Use the tools to help them, you know, amplify their diversity. But leverage the results. The outcomes are still what’s important." - Eve Kedar

Resources

Find Eve Kedar on LinkedIn and check out her thriving AI community for more insights and resources on AI adoption in sales.

Get Eve’s books on Amazon: Build a Kicka$$ SalesTeam, Build a Kicka$$ Online Community

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

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.

Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal. 

Why Do Buyers Lie?

• Buyers don’t always lie intentionally. However, there’re three main reasons why they do:
• They feel uncomfortable saying “no.”
• They’re not interested but don’t want to hurt your feelings.
• They want to “think about it,” often as a way to avoid further discussion.

Key Strategies for Sellers

• If you find them lying to you, try these strategies to get the truth out of them: 
• Seek honest answers by asking tougher, more direct questions.
• Never assume a prospect’s motives, instead get to the real issue.
• Practice probing with family or friends to build confidence.
• Avoid desperation and maintain control throughout the process.
• Don’t wait. Address hesitations immediately rather than letting deals linger.

“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content. 

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.

SDRs and BDRs are having to become more strategic and more technical to close deals. You would think that in a world of AI, their jobs would become easier or even be replaced. But buyers are more informed, and they know when a seller is not putting much effort into personalization. Joining me in this episode are two sales professors, BJ Allen and Kristie Jones, to discuss how we can better prepare sellers for these changing roles.

The Evolution of Sales Roles

• The role of SDRs and BDRs is changing as buyers become more independent and better informed through AI and easy access to information. 
• Sales is no longer just about cold calling and emailing. Today’s sellers need stronger critical thinking skills, deeper product and industry knowledge, and the ability to add value much earlier in the buying process.

AI’s Impact on Sales Processes

• AI is reshaping sales, from prospect research to reviewing discovery calls. This shift is pushing teams to be more intentional about their processes and committed to continuous learning. 
• Kristie encourages both students and sales teams to experiment with new technology, even when it does not work perfectly, because that is where growth happens.

Soft Skills Take Center Stage

• While technical skills are becoming more important, we agree that soft skills still separate good sellers from great ones. 
• Kristie highlights the importance of building trust, negotiating effectively, and handling objections. 
• As more routine tasks are automated, sellers who can connect with buyers, educate them, and solve real problems in a personalized way will stand out.

Advice for Educators and Leaders

• The focus should be less on rigid outreach sequences and more on creative problem solving, personalization, and value-driven conversations. 
• Try to prepare your students for modern sales roles by blending technical knowledge with strong communication skills throughout your curriculum.

“Everything's changing about the seller, because everything's changing about the buyer.” - Kristie Jones 

Resources

Find Kristie Jones on LinkedIn or visit kristiekjones.com.

For more sales education resources, listen to “Sales 101: The B2B Sales Classroom.”

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content. 

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.

Yes there’s a ton of things you can do on LinkedIn Sales Navigator. However, if you’re still struggling to use it and find prospects, you need to focus on one tool at a time. In this episode, I’m going over how to use InMail the right way to get prospects. I’m telling you, it’s one of the easiest ways to book appointments, and I have data to prove it.

How to Make Responsive InMail Campaigns

1. I did a test with my podcasting agency, BlueMangos Studios, and the data is shocking. Out of 31 recipients, I saw a response rate of 20%. All I had to do was make the subject line for my InMail campaigns catchy and curiosity-driven. Then I made the body of the message direct and personal.
2. Do you know why this worked so well? Because I focused on prospects who actually needed my services. It worked so well that I only had to spend about half an hour of work to see results within two days.

Simplicity Drives Results

1. When it comes to InMail, less really is more. I keep my messages short, direct, and tied to something that actually matters to the prospect. Instead of leading with a long explanation about my company or offer, I ask one simple question that connects to their role or a problem they are likely dealing with.
2. Most people are checking LinkedIn on their phones, so your message has to be quick to read and easy to respond to. A simple yes or no is often enough to get the conversation started. That simplicity is what drives higher response rates and opens the door to appointments and meaningful follow up.

“All of us have one of the easiest ways to maximize LinkedIn Sales Navigator, and we're not even doing it appropriately. Instead, we're spamming people.” - Donald Kelly

Resources

Sign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

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 should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.

Why You Should Be Posting on LinkedIn

• If you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create content, which means authentic posts are far more likely to get noticed. 
• Instead of worrying about being judged or feeling like you need to be an expert, I want you to see LinkedIn as a place to engage your niche market and start real conversations.

Three Types of LinkedIn Posts That Work

• Mistakes and Lessons Learned: One of the easiest ways to create content is by sharing mistakes and lessons from your own experience. Talking about what went wrong and what you learned makes your posts relatable and builds trust. When you are honest and a little vulnerable, people are more likely to engage and respond.
• Personal Insights: You do not have to talk about sales all the time. Sharing personal insights like hobbies, challenges, or goals helps people connect with you as a person. Whether it is working on your golf game or focusing on better health, these posts humanize you and often lead to stronger conversations with prospects.
• Industry Trends and Data: Posting about industry trends or data gives your audience something valuable to think about. Share insights you are seeing in the field or information from reports you trust. When you consistently bring useful information to your network, you position yourself as a resource and stay top of mind with potential buyers.

"Thanks to the COVID era, people want to know you on a personal level. They want to see your personality online." - Donald Kelly

Resources

Sign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content. 

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.