The Sales Evangelist

We are going old school today. I’m sharing a past episode of my conversation with Tim Riesterer, co-author of The Three Value Conversations, where he shares details of his book. Check it out to learn the conversations you need to be having to master your sales craft.

Meet Tim Riesterer

• Tim is the Chief Strategy and Marketing Officer of Corporate Visions. He has more than 20 years of experience in marketing and sales and is a co-founder of Customer Message Management.
• Tim also worked with Corporate Visions LLC, where he was the CEO until it was acquired by Corporate Visions in 2008.
• He brings a lot of great insights to a sales conversation, and during this episode, he offers some great thoughts relative to his book.   

Importance of Value Conversations

• Being a sales professional is hard! You have to provide a solution that isn’t complex and too difficult for your prospects to understand.
• How can you do this when you’re stuck at the proposal stage, getting caught up on prices, and unable to build your pipeline?
• By having conversations with prospects that help educate them and bring value to them!

The Three Value Conversations

• Tim breaks down his book in full detail and shares how to overcome common sales challenges to bring value to prospects:
• The time for change: Feeling stuck at the status quo? Learn your prospect’s situation and get them to recognize they need to change before they buy from you.
• Unconsidered need: You already know your prospects' pain points, and so do they. Customers know what their problems are and may believe they have already found their solutions. To get you away from the proposal stage, help them discover their hidden problems.
• Finances: 80% of business deals need to be signed off by a CFO. However, only 10% of most opportunities have a CFO as a contact. Learn how companies make money to get in front of the CEOs and move deals forward.

Whiteboard vs. PowerPoint Presentation

• Most people think it’s a better idea to create these beautiful PowerPoint presentations so others won’t get bored while they’re talking.
• Tim did research on this and found that people actually prefer to watch a simple whiteboard stick figure story than a creative PowerPoint presentation.
• You’ll be surprised how much more credible and engaging you seem by just drawing on a whiteboard with a marker and talking to your audience.

“Value is created when a salesperson’s lips move.” - Tim Riesterer.

Resources

Corporate Vision’s Website 

Tim’s on Twitter @TRiesterer

Get Tim’s book on Amazon 

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn!

Individual’s Title

• Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline.
•  If their job role is unable to do this, then you’re not talking to the right person.
• Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title.

Know Their Responsibilities

• Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along. 
• If you’re getting nowhere from learning about an individual’s job title, learn what their responsibilities are within an organization. 
• I like to use ChatGPT to learn more about a person’s job responsibilities. This can give you an idea if they’re the right person to speak to about moving forward with your offer.

How Do They Influence the Deal?

• You have to sit back and think about how this person influences a deal you’re trying to make with the organization. 
• I provide an example of how you can figure this out and use this to your advantage.

How Do They Help the Organization Make Money?

• If they know how to bring money into the company, then they’re more than likely the ones who can make a deal move forward. 
• For example, a marketing director might bring in money for the company because they’re attracting customers to the organization and tracking a KPI on conversion.

“If you know these four things while multi-threading on the prospects you’re going after, it’s going to help you fine-tune your message toward the right individual and make sure the deal progresses properly.” - Donald Kelly.

Resources

Do you need help creating a podcast? Visit Bluë Mango Studios 

Connect and chat with me on LinkedIn 

Join my Sales Mastermind Class to start booking more appointments!

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don’t forget to download the hidden gems she shares at the bottom of these show notes.

Meet Dia Bondi

• Dia has an exciting background as a leadership communications coach with over 20 years of experience. She has worked on high-profile projects, including helping Rio de Janeiro win the bid to host the 2016 Olympics. 
• With a unique love and hobby for fundraising auctioneering she became inspired to write the book "Ask Like an Auctioneer," which focuses on making impactful asks. 

Paddle Through The No

• Auctioneers have a tendency to speak fast, or maybe they’re just good at doing a special chant. 
• The chant they do allows them to keep going until they get a final bid, the highest offer. 
• If you paid attention, the auctioneers are paddling through each offer until they are able to maximize the initial offer.

Importance of Value

• Another core principle of auctioneers is not defining an offer based on the price. The price is to show the value of the product and how individuals can see that value.
• You may find it hard to ask for a higher price because you’re unable to get the prospect to see the value of what you’re offering. Get them to see the worth of your offer, and they’ll be ready to spend whatever amount you’re asking for.

Connect with Prospects with Storytelling

• Part of your job as a seller is to understand what they really care about to help solve their problem. 
• Just like an auctioneer, use storytelling to help you practice empathy and connect with prospects on an emotional level.

ZOFO: Zone of Freaking Out

• You know that heart-wrenching feeling you get when you’re about to go into a meeting and the  fear of rejection starts to creep in. Dia says it's ZOFO, or the Zone of Freaking Out.
• She shares how to handle this feeling and to keep pushing so you don't mishandle a deal.

“Price is not a way for you to define your own worth. Price is a way to see and understand what they value and how they value it. Not a way to define our own worth and worthiness.” - Dia Bondi. 

Resources

 Sales Evangelist Listeners Hidden Gems

Dia Bondi on LinkedIn 

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you’re not using it right, you won’t be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using LinkedIn.

Where Did Their Passion for LinkedIn Come From?

• After struggling to find new clients, John turned to his son Mike for help. Mike had a unique strategy that helped his father find high-stakes clients in no time.
• Thanks to Mike’s method, he and his father are now the proud owners of Text Tonality.

Understanding What Filters Are

• When you first use LinkedIn Sales Navigator, you’ll notice the many different filters within the tool. Mike noticed that people usually use the filters incorrectly in two different ways: either using too many or not enough filters.
• There are a certain number of filters you can use to help you find the right clients. If you DM Mike, he gives you the code to his free training to help you learn this trick.

What To Say to C-Suite Executives When You Find Them

• John shares that to get your message out correctly, you first have to position yourself in front of them.
• They have to see how you can help them with their problem. If you can’t get them to see this, then they’re not going to spend 30 minutes on the phone with you.
• Start with the big problem they have to intrigue them with a solution.

Sending LinkedIn Messages Without Spamming

• John and Mike share that it’s best not to send messages within LinkedIn connections. They share how sending Text Tonality messages works better after waiting a day after sending a connection request.
• Mike also shares how probing can help get prospects to speak to you more after they say no thank you to your first message.
• If you’re struggling with LinkedIn Sales Navigator, consider working with John and Mike at Text Tonality to learn more of their secrets.

“Don't be afraid to follow up. People won’t get mad at you. They don't mind as long as you do it right." - John Murphy. 

"You want to think about how there is an element of numbers to this. A key performance indicator that we look for is a 25% acceptance rate, which means I'm targeting the right people and my profile is resonating." - Mike Murphy. 

Resources

Learn more LinkedIn secrets at Text Tonality 

Connect with John and Mike on LinkedIn

Don’t forget about the Sales Navigator Secrets Code: wealth24

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode.

What is the Go Around The Block Principle?

• Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most. 
• The idea is for you to prepare before the meeting by doing research on the prospect. You can use what you learn about the prospect to help connect with them better before pitching the deal again.

Deflect the Sales Objection

• I share a short story on how I used a prospect's area code to help build a better connection with them before closing a deal. 
• Of course, you won't always get this lucky, but try going on their LinkedIn profile to see if you can find a specific person, job role, or content they share to bring up during the meeting.
• Get the prospect to talk about something they're interested in; they will be more likely to hear your offer again.

"Your job right now is to have conversations. The more conversations you have, the more opportunity you have to get the person to listen." - Donald Kelly

Resources

Looking for a new Sales Coaching Software, try out Ambition

Do you need help creating a podcast? Visit Bluë Mango Studios 

Connect and chat with me on LinkedIn 

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

After making several calls back-to-back and finally getting an answer from a prospect, you may find yourself shocked that they even decided to pick up the phone. Now lost for words, there's a thick air between the lines that quickly makes them lose interest in whatever you have to say. How can you fix this awkward silence to turn everything around? Tune in and hear the three tips I share to help you out.

Back to the Basics Series

• If you go back and listen to my back-to-basics series, one of the tips I share is how to fill in the first ten seconds during a cold call. 
• The tips I share in this series are to slow down the call and ask specific questions that will help you stay in control. I also share a story in this episode on how you can stay on your game when a prospect answers the phone.

Provide Relevancy

• The whole point of cold outreach is to provide the prospect with a solution relevant to their problem. If you can't give this to them the moment they answer the phone, then more than likely they're not going to listen to you.

"If you don't have true relevancy, then it's tough to make an effective cold call. You gotta make sure you have something that matters to them and a solution that can fix their problem." - Donald Kelly.

Resources

Looking for a new Sales Coaching Software, try out Ambition

Do you need help creating a podcast? Visit Bluë Mango Studios 

Connect and chat with me on LinkedIn 

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You can always get the best sales secrets from the top companies in the industry. In this episode, I’m chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don’t use this sales enablement AI platform, these tips will help you boost your performance and close deals faster.

Meet Josh Garrison

• Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io.
• He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales.
• As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales.

Only Let AI Do Some of the Work

• Are you still making the mistake of using AI to do all your work? If you haven’t realized it yet, people want a human touch, and too much AI can damage their trust in a company.
• Josh shares that it’s better to use AI for specific tasks. 
• For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers.

Diversify Your Outreach

• If you’re still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day. 
• Pay attention to your prospect's daily routine. If they’re busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime.

Use Social Media the Right Way

• Josh advises using social engagement strategically, particularly by commenting on LinkedIn posts.
• Also, social listening can help you build a presence and establish expertise without overtly selling.

"Incorporating AI in a way that makes sense. Having IT do things that are going to level up your outreach, but not necessarily having IT do everything for you." - Josh Garrison. 

Resources

Josh Garrison on LinkedIn 

Email: [email protected]

Apollo.io 

Outbound Sales by Josh Garrison 

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You want to move your deals through the pipeline, but you have no idea how to do it. In this episode, I had the pleasure of chatting with Bob Spina, a successful sales expert known for building and advising high-performing sales teams, on deal acceleration. Join us to hear his strategies on how to slow down and achieve greater success.

Meet Bob Spina

• Bob is well-known for working with Gong and scaled it from under 21 million in revenue to the empire they are today.
• His focus lies in enhancing revenue processes and strategies, offering his expertise across various companies to drive successful outcomes. 
• Currently, Bob is dedicated to advising company leaders, sharing his deep knowledge of accelerating deals and navigating multi-stakeholder environments.

The Importance of Focusing and Understanding the Industry

• We discuss the necessity for sales reps to go beyond tool training and understand the industry trends and challenges faced by their target markets. 
• Having business acumen and understanding what's on the minds of C-level executives gives salespeople a consultative edge, establishing credibility and accelerating deals.

The Power of Relevance and Relationship Building

• Understanding your customer's industry and delivering relevant information can set you apart from competitors who rely on generic, automated messages. 
• Authenticity and personal experiences, not just AI, should be at the forefront of sales interactions.

Multi-Channel Communication

• Utilizing a multi-channel approach is key to accelerating deals. 
• Bob shares the importance of connecting with prospects through a combination of LinkedIn, phone calls, emails, and personalized video messages. This approach helps in nurturing leads through the pipeline effectively.

Sales Advice From Bob Spina

• For Leaders: Measure teams on outcomes rather than just activities. Focus on quality connections and work backward to define key activities.
• For Reps: Be mindful of time and focus on high-impact activities. Do thorough research to ensure every action moves the needle forward.

“When you study the industry and you study the people that are in that industry, you want to make sure that you're meeting them where they're going.” - Bob Spina. 

Resources

Bob Spina on LinkedIn 

Email: [email protected]

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Is it possible to get multiple appointments on LinkedIn in just one week? Guys, I'm telling you that it is, and in this episode, I'm going to show you how I got eight appointments in five days. I promise it's no influencer trick and has everything to do with prospecting.

Take a look at your LinkedIn Connections

• Go through your LinkedIn connection list and group them into potential customers, past customers, and people you know but don't know what you do.
• For the ones grouped in "people you know," try booking a 5-7 minute meeting by doing the most simple thing: ask permission to ask a question.

Appointment Influencers

• Past coworkers could be your connection to getting appointments for a specific organization. 
• You may have to set up an appointment with them, but at least they can probably influence a deal for you.

Look for Partners

• Sometimes you have to provide opportunities to others to help you set appointments. I share how I did this with a recruiting firm and some of my sales reps. If you give to others, they will be more willing to give to you.

Post LinkedIn Polls

• Creating LinkedIn polls on an industry issue and responding to those who engaged with it is a great way to find prospective clients. They're telling you what their problem is, and you can use this to your advantage.
• Shoot them a question to start a conversation and see if you're able to set an appointment.

"You guys get to hear from me all the time, but I never get to hear from you. I want to hear from you! Connect with me on LinkedIn, and I'll be happy to answer questions or even help you out with these tips." - Donald Kelly.

Resources

LinkedIn Prospecting Course

Sales Mastermind Group

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

While working with a fellow sales rep, I noticed the many phone calls he was making and how many of them weren't turning into appointments. Does this often happen to you? 

In this episode, I show you how to fix this common sales mistake and turn those phone calls into deals. If you'd like to try my tips, connect with me on LinkedIn and send me a message.

Have The Right Offer 

• You’re getting connections, but it’s just not going the way you want it to. 
• To change this, start with having the right offer to provide to your prospects. 
• You know you have a tailored offer when some sales team members are getting appointments.

Articulate The Message 

• Thanks to my speech debate days, I tend to speak fast. I’m sure you noticed on this podcast. 
• But when dealing with prospects, I slow down to help articulate the offer value to them.
• You can practice this with someone not in the sales industry to see if it makes sense to them.

Stop Rushing 

• Phone calls are not a race to the finish line, so don’t rush your prospects off. Take the time to help them see the value of your sales offer. 
• If you’re a part of my Sales Mastermind group then you know that one of the things I teach sales reps is to ask permission to ask questions! 
• Be calm and collected to slow the conversation down, ask the question if the prospect lets you, and get them to understand the offer value before you let them go.

“If you discover the cure for cancer, there’s no way on this beautiful Earth that you’re going to sit down and tell people about it. You’re going to find ways to get the message out there. If you believe in your offer so much, don’t rush to get off the phone. 9 times out of 10 people say they’re not interested because they didn’t listen to the offer.” - Donald Kelly.

Resources

Sell It Like A Mango 

Sales Mastermind Group

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS