The Sales Evangelist

I’m being like Edgar Allan Poe in this episode and providing you guys with my top five sales predictions for 2025. Will there be an increased use of AI tools in the sales industry? Are consumers wanting more human connection? Tune in to find out!

Sales Prediction 1: Increased AI Technology Use 

• Yes, it’s true. AI tools are not going anywhere, and more than likely, you’re going to use them more and more this year. You’ll probably even find yourself not even realizing that you’re using them.  
• 
  
• The downside is that 55% of consumers don’t like for companies to rely so heavily on AI technology. They believe it lacks authenticity and transparency. So, keep this in mind when you’re sending your automated cold emails to prospective customers.  

Sales Prediction 3: Old-School Networking Is Winning 

• I also share another statistic on how AI-generated content provides a negative brand image. What’s the point of using it if your audience is going to see it as a bad thing? This is when old-school sales methods come into play: networking.  
• 
  
• Get your face out there and attend networking events. Those within the Boomers, Millennials, and Gen X can spot AI content from a mile away.  
• 
  
• Humans want connection, and if you’re not providing that in some way, then you’re going to lose business.  
• 
  
• What are my sales predictions 2, 4, and 5? I gave you a teaser of some of my predictions in these show notes. To learn the rest, you’re going to have to click the play button to find out.  

“82% of attendees express a preference for attending an in-person event, underscoring the value of face-to-face interaction. That piece is showing us that AI will cause us to miss big opportunities.” - Donald Kelly.  

Resources

The Sales Evangelist Sales Planner

Cold Call Openers

The Sales Evangelizers Facebook Group

Sales Mastermind Group

Sponsorship Offers

2. 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

How can you optimize your pipeline to ensure accurate forecasting and set your team up for success? Join me and my guest, Walter Crosby, as we explore how transforming ineffective habits can lead to better outcomes in your sales process. By the end of this episode, you’ll gain clarity on your pipeline and learn to identify which prospects are most likely to deliver the results you need.

Meet Walter Crosby

• Walter Crosby is a seasoned sales expert and business consultant with decades of experience in helping organizations refine their sales processes and drive sustainable growth. 
• He specializes in developing tailored strategies that align sales pipelines with business goals. 
• His expertise lies in sales leadership, process optimization, and revenue forecasting.

Accuracy in Sales Forecasting 

• Walter shares actionable tips for creating accurate sales forecasts. 
• The key takeaway? Quality over quantity. 
• Learn how to identify realistic opportunities and focus on meaningful data, ensuring your forecasts are reliable and actionable.

Gatekeeping: Building the Right Pipeline 

• Your pipeline is only as good as what you let in. 
• Walter introduces the concept of a "gate" for qualifying potential leads before they enter your sales process. This ensures you’re targeting the right prospects, saving time, and increasing conversion rates.

Planning for Contingencies 

• Unexpected challenges are inevitable, but how prepared are you? 
• Walter discusses how to incorporate contingency planning into your pipeline strategy to mitigate risks and keep deals moving forward.

Mindfulness for Precise Sales Forecasting 

• Precision requires discipline. Walter explains how adopting a mindful approach to pipeline management and forecasting can lead to higher win rates and better decision-making at every stage of the sales process.

"The pipeline is wrong because we’re not qualifying these people in advance. We are putting in too much junk. We don’t have, you know, St. Peter at the gate, right? Or a Doberman, something. We’re letting any and everybody come through." - Walter Crosby. 

Resources

Walter Crosby on LinkedIn 

Scale Your Sales by Walter Crosby

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

Happy New Year! Let’s kick off 2025 with some sales tactics in this episode. Today, I’m sharing ten key insights from my experience coaching and consulting sales teams in 2024. Here’s five of them below, tune in to learn the rest of my sales tips! 

Find Your Ideal ICP 

• Are you still working with different types of clients and struggling to figure out which one is the right fit for your business? It’s time to double down and define your Ideal Customer Profile (ICP). 
• Focus on what works and identify the best individuals who can buy from you. This will help you stop spinning in circles and spreading yourself too thin. 
• Also, create social media content tailored to this ICP to bring them to you.

Cold Calls Still Work 

• Don’t listen to those who say cold calling doesn’t work, because it does. You need to spend more time on this sales outreach method.
• I share an interesting story with one of my classes about how cold calling still gets results. If you stay consistent, you’ll see success. So, don’t abandon it!

Get Social  

• You probably realize how important it is to have social media accounts, especially LinkedIn. 
• You don’t need to do the latest TikTok dances, but you should share educational content.
• Also, make sure you’re engaging with your audience by responding to their questions in different online forums. This can create conversations that’ll bring opportunities.

Fewer Tools Equal Better Results 

• Many sales tools have overlapping capabilities. To save money and boost productivity, limit the number of tools you use. You’ll be surprised at how much this can help.

Events Are Back

• Good events will bring in prospects, while bad ones will waste your time. To choose which events are worth attending, think about your ICP. Knowing where they’re active will make your life much easier.

“The key thing you need to do is focus on prospecting more than you think you need to – Donald Kelly.”

Resources

Evabot

TSE Episode 1553 with Darren Reinke

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

If you don’t build trust with your customers, you’ll never close a deal—there’s no way around it! You’ve already heard how companies can build customer trust, but how can an individual seller do this? Join me and my guest, Liesl Nel, in this live coaching session as we share strategies to help your prospects feel safe and confident in doing business with you.  

Meet Liesl Nel 

• Liesl Nel is a seasoned sales professional in the yachting industry, specializing in working with charter agencies, particularly in the Mediterranean region. 

• Her expertise lies in navigating the complexities of B2B sales and addressing the unique challenges within this niche market.  

Building Open Relationships

• Liesl emphasizes the importance of maintaining open and frequent communication with agencies. 

• This helps address challenges proactively and assures agencies that customer data will enhance rather than compromise the customer experience.

• She also shares how face-to-face interactions are better for building trust instead of email marketing. 

Storytelling and Customer Reviews 

• Using stories and customer reviews to demonstrate repeat business and successful partnerships can significantly build trust. 

• Liesl suggests leveraging third-party success stories to reassure new prospects.

Authenticity and Honesty

• Liesl advises sales leaders to coach their teams on being authentic and transparent.

• Acknowledging and addressing problems openly fosters a collaborative and trustworthy environment.

"I always tell my sales agents to be authentic. Don't hide any problems. If we're having a problem, admit to our B2B customers we're having this problem. We're going to solve it for you. We're going to work together on it versus there is no problem. Be open, honest, and vulnerable. People understand that things do go wrong, but we are going to fix it and we want to continue our relationship." - Liesl Nel. 

Resources

Liesl Nel on LinkedIn

Moorings.com 

Sunsail.com 

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

Sometimes, we make the sales process harder than it needs to be. If common sales methods aren’t working for you, check out this episode with my friend and guest, Gail Kasper. She shares how going above and beyond—like overnighting an apple pie—can convince a prospective buyer to do business with you. And don’t forget to check the resource section for a freebie! (No, it’s not a free apple pie.)  

Meet Gail Kasper

• Gail Kasper, a Master Sales Trainer and author of Unstoppable and Sell Like A Cockatoo, is renowned for customizing sales programs that boost revenues and revitalize even seasoned sales teams. 

• With experience working with Fortune 500 companies, she sets the gold standard in sales training.  

• As a seasoned TV host, Gail has shared her strategies on leading podcasts and local affiliates nationwide.  

Why Another Sales Book?  

• With countless sales books out there, why did Gail write another one? Because so many people enter sales roles without understanding what to expect.  

• Gail shares innovative methods to help new sales reps stand out and guide buyers through the sales process to close deals. 

• She also emphasizes the importance of getting back into networking and making phone calls to build human connections with buyers and other sellers.  

Cockatoo Selling: What Is It?

• Cockatoos build momentum during their dancing routines, moving their body language and tone in sync to capture their mate’s attention.  

• Similarly, successful sellers must build momentum with their prospects, taking time to connect and avoiding the rush to close a deal. 

• Building strong relationships leads to long-term partnerships and opportunities to ask for referrals down the line.  

The Role of Questioning  

• During the discovery phase, effective questioning is vital for building rapport and closing deals. 

• Gail explains that asking thoughtful questions keeps potential customers engaged and fosters trust.  

• By understanding a customer’s unique challenges and goals, you position yourself as a problem-solver—not just a vendor. 

“Put everything aside and just be present with the customer. That is going to get you closer and faster to a deal than if you're worried about all these other things and you're not present with that customer. Get to being present. You can find you to close more deals faster.” - Gail Kasper.

Resources

Gail Kasper on LinkedIn

Gail Kasper

Free Gift

Sell Like a Cockatoo

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

Just because you’re talking to a customer doesn’t mean you’re the only one making an offer. So, how do you stand out in a niche-specific market when there are so many competitors vying for your buyers? In this episode, I sit down with Pinar Erzin, Co-founder of Most Sailing, to discuss how startup companies can differentiate themselves in niche markets.  

Meet Pinar Erzin

• Pinar is the co-founder of Most Sailing, a company specializing in the luxury yacht charter industry. Her role focuses on building meaningful relationships with clients and standing out in a competitive, relationship-driven market.  
• In our conversation, Pinar shares the challenges and lessons she’s learned in creating a unique value proposition in such a specialized field. 
• Together, we explore strategies for building lasting client relationships, standing out from the competition, and adding value beyond price to succeed in niche markets.  

The Power of Relationships

• Success in niche industries often hinges on trust and personal connections.
• Pinar shares that attending events like MMCAS Summit and the International Charter Expo helps build rapport with industry peers and clients.

Differentiation Beyond Discounts

• While price often takes center stage, true differentiation comes from delivering consistent value and exceptional service.
• Pinar believes it’s better to invest in  high-quality experiences and personalized communication to form long-term client partnerships.

Creative Marketing Approaches

• Instead of overloading your prospects with generic sales emails, provide valuable content that addresses their challenges. This could be industry tips or case studies.
• Showcase your unique value through social media, virtual yacht tours, or spotlighting partnerships with booking agents.
• Acknowledge partners’ contributions through awards or personalized gestures like handwritten notes.

“Forget about talking about yourself and start thinking about your clients. What can you do to make their life better?” – Pinar Erzin.

Resources

MostSailing

Pinar Erzin 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

Trust is everything in the customer service industry. It’s not only essential for sellers to be trustworthy; businesses must also strive to build trust with their customers. If you’re unsure on how to create strong customer relationships, tune in to my guest, Martina Hršak, as she shares actionable insights on trust-building skills.

Growing Up in Croatia and Entering the Yachting Industry

• During her youth in Croatia, Martina never imagined herself in the yacht business due to her tendency to get seasick.
• Yet today, she leads MMK Systems, a company that provides the Booking Manager System, the leading software for yacht charter businesses worldwide.

The Importance of Trust in Sales  

• To build a successful business relationship in B2B sales, customers must trust the companies they’re buying from. Martina shares how businesses trust MMK Systems with their critical data, such as personal information and finances.  
• Key factors that can easily destroy trust in any industry include:  
• Misleading statistics or facts  
• Data misuse  
• Conflicts of interest (e.g., mergers or acquisitions within the industry)  


• Businesses that mishandle these factors and fail to build trust with their buyers are unlikely to succeed. 
• Martina discusses how building trust and creating true partnerships can be simple. For example, her team attends 20 boat shows annually and regularly visits clients to foster strong, long-lasting relationships. 

Sales as Advising: Listening Over Selling

• Martina explains MMK Systems’ unique sales approach: they focus on advising rather than hard selling. 
• Her team members are selected not for their sales experience but for their ability to listen, understand client needs, and offer meaningful solutions. She believes listening is a skill that cannot be easily taught and is crucial for building long-term relationships.

“In any sales, trust is important because if clients don’t trust you, they more than likely won’t buy anything from you.” - Martina Hršak. 

Resources

Connect with Martina on

Website

LinkedIn

Email

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

If you’re not good at communicating, how do you expect to close deals? In this episode, I chat with Robert Kennedy III about the power of effective communication and storytelling. He shares insights on leveraging storytelling, showing up confidently on video, and connecting better with your audience.  

Meet Robert Kennedy III

• Robert is the founder of Kennetik Kommunications, a communication training firm specializing in the real estate industry.  

• As a communication strategist, he helps real estate professionals, leaders, and sales teams connect better with their buyers to boost sales performance. 

• Known for his energetic and engaging style, Robert excels in public speaking and has a knack for captivating audiences both in person and through digital media.  

Using Storytelling to Communicate with Audiences

• Robert explains that storytelling isn’t always about telling stories; it’s about understanding each component of the sales process. Start with the conflict your customers are facing and dig into their world to see how it’s impacting them.  

• Good storytelling leans into emotion and connection. If you’re not fully understanding the conflict, how can you emotionally connect with your buyers?  

• Robert also shares how to grab your audience's attention with a great hook. However, he emphasizes the four essential elements of storytelling: context, characters, conflict, and conclusion. 

• Once you’ve hooked your audience, pay attention to their emotions and what’s happening in their world. This approach allows you to present your product through storytelling and guide them toward closing the deal.  

How Sales Professionals Can Appear Confident on Video  

• Robert reveals the secret to appearing confident on video: stop thinking about yourself. Instead, focus on your audience and ask yourself this critical question when creating video content: “Who is this going to serve?”  

• He also shares tips on creating an effective hook to grab your audience’s attention and draw them into your video.  

• To look more confident on video, remember the two key aspects of video content: audio and visual.  

• Ensure your video has clear audio to effectively convey your message.  

• Use proper lighting so your audience can clearly see your facial expressions and emotions.  




• Robert suggests practicing the art of storytelling on video and using tools like the AI-powered Yoodly for instant feedback on your expressions and delivery.  

Helping Sales Teams Shine on Video  

• Some people are naturally shy on camera, but Robert suggests that sales leaders use collaborative activities to help team members loosen up. 

• Working in groups makes video creation feel more conversational, helping individuals relax and focus on delivering value to their audience.  

• By shifting attention away from the camera and toward collaboration, team members can overcome self-criticism and feel more comfortable presenting information.  

“Your face and expressiveness convey a lot of information to others. Keep your eyes open, smile with your eyes, your lips, and your teeth. Aim for an approachable and friendly demeanor. Too often, I see people online who don’t realize they come across as unapproachable. Honestly, some of them just look downright mean.” - Robert Kennedy III.

Resources

https://robertkennedy3.com/

Robert Kennedy III on LinkedIn

Donald C. Kelly 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

There are going to be good days and bad days in this industry. You shouldn’t let the negative moments make you avoid the steps you must take to become a top agent. 

The road to success is paved with resilience, strategic prospecting, and relentless determination. I’m excited to share insights from a powerhouse in the sales world, Carson Heady, who shares his innovative approaches to the three truths behind B2B sales success.

Meet Carson Heady  

• An old friend and past guest of mine, Carson holds 25 years of experience in B2B sales. He is a strong advocate for buyer-centric approaches and has carved out a niche for himself at Microsoft.  
• Carson is also an accomplished author with two books to his name. In this episode, he discusses his most recent book, *The Show Must Go On*, where he shares his sales methods for gaining C-level executives as prospects by doing three things that most sellers avoid: remaining resilient, prospecting correctly, and being persistent.

B2B Resilience Issue: Using AI Honorably  

• There’s been a big shift in how sellers do business, thanks to AI technology. Everyone is either afraid of losing their jobs to AI or thinks that AI should do all the work while they do nothing.  
• While using AI, you still have to remember that human connection is essential. The top agents using AI have figured out how to connect with their buyers genuinely and authentically.  
• Carson shares how he used AI to reach over 500 employees in one company and land a deal. It’s a sales technique he outlines in his book, known as the Moneyball approach, which has helped him consistently move buyers through the pipeline and close deals.

Effective Prospecting  

• You know you need to find prospects, but instead of doing the task, you find yourself in your laundry room folding clothes. 
• Let’s face it—you don’t want to be rejected, and that kind of puts you in a down mood for the day.  
• But if you want to make money, you’re going to have to get over it. Focus on what you can control, and don’t worry if a prospect rejects a deal.

Stay Persistent  

• There’s a reason why Carson gave his book the title. You can’t dwell on rejection. If a buyer says no to a deal, move on to the next one.  
• Carson shares how he likes to think of himself as the Rocky Balboa of sales. Despite hearing countless "no’s" from buyers, he kept moving forward. And now, look at how successful he is today!

“Control what you can control. You can control if and how you prospect. And you've got to do it.” - Carson Heady.

Resources

Jolt Effect by Mattew Dixon and Ted McKenna

Carson Heady on LinkedIn

The Show Must Go On by Carson Heady

TSE 1086: Why Social Selling is the New Sales

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

Your prospect has rejected the deal, and now you’re unsure whether to try another sales tactic to change their mind or simply move on. This final episode of the Back to Basics series will guide you in overcoming sales objections and keeping your pipeline moving forward.

Slow Down

• It’s natural to do everything in your power to get a prospect to say yes. This can often lead to rushing the sales process in hopes of securing that long-awaited agreement.
• Instead of speeding up, take a moment to pause and breathe deeply. Begin addressing the objections raised by your prospect calmly and methodically.
• Taking the time to regroup prevents panic and helps you avoid costly mistakes.

Express Appreciation

• Your prospect may have valid reasons for hesitating or declining to move forward in the sales process. Acknowledge this by expressing understanding and gratitude for their time.
• Next, use a softener to gain permission to dive deeper into their concerns. I explain how to do this in the episode, which will help you uncover the root cause of their objection.
• Don’t forget to use the “5 Whys” technique to get to the heart of the issue.

Schedule the Next Meeting

• Once you’ve identified their real concern and explained how you can help solve the problem, schedule your next meeting. 
• Also, consider creating a clear plan outlining the next steps, so the prospect knows what to expect moving forward.

“To overcome objections, it comes down to having conversations, being human, and expressing your feelings. Once you’re vulnerable, the prospect will feel more comfortable sharing their problems.” – Donald Kelly.

Resources

The Sales Evangelist Sales Planner

Cold Call Openers

The Sales Evangelizers Facebook Group

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