The Sales Evangelist

Before visiting Dubai, I did some research to determine if it was the right destination for a trip. If I hadn’t taken a few minutes to do so, I could have ended up having a horrible experience.  

This is why it’s important for you to conduct discovery calls—to ensure you and your prospect will have a pleasant experience working together. In this episode, I share the basics of a discovery call and how to set one up properly to ensure you land a deal with your prospect.  

The Purpose of Discovery Calls

• Discovery calls are meant to determine if you and the prospect are a good fit for each other. 

• Too often, sales reps focus solely on their own goals instead of the prospect’s needs. If you’re only focused on reaching your quota, how can you be sure your product will actually solve the prospect’s problem?  

Steps to a Successful Discovery Call  

• Confirm the Appointment: Before the day of the discovery call, confirm the meeting and ensure that the right individuals will be attending.  

• Build Rapport: Start by asking probing questions to help the prospect feel comfortable and begin building a relationship.  

• Provide an Agenda: Clearly outline the purpose of the discovery call. This conversation is your opportunity to understand what’s going on with them and explore how you can provide a solution to their problem.  

Pay Attention to Pain Points

• When the prospect begins sharing their challenges, listen with the intention of truly understanding their needs.  

• One of my future guests shared an active listening technique to help improve this skill.

• Also, pay attention to what the prospect isn’t saying, as this can help you uncover problems they may not even realize they have.  

“To help the prospect, you must focus on them. This is how you know that you can provide a solution for them.” - 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.

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

The first ten seconds of a cold call matter more than any other part of the outreach. But what do you say to keep your prospect from hanging up? In this episode, I’ll tell you exactly how to get them into your sales pipeline and close the deal.  

1. Verify the Prospect 

• Before diving into your sales pitch, confirm that you’re speaking to the right person. This not only ensures your efforts are targeted but also gives you a moment to prepare your next move.  

2. Greet with Your Name and Company  

• After verifying the prospect, introduce yourself by stating your name and the company you represent. This helps the prospect visualize who you are and understand why you’re reaching out.  

3. POR: Point of Reference

• There’s a reason I always recommend LinkedIn. Use it as a point of reference to remind your prospect where they might know you from. This simple step can turn a cold call into a warm conversation, increasing the chances they’ll stay on the line instead of hanging up.  

4. Relevance 

• Relevance is the icing on the cake—it’s where you show how you can help them. For example, if you noticed on LinkedIn that your prospect is new to their role as a hiring manager, mention that. This demonstrates that your outreach is tailored and thoughtful.  

5. Value Proposition

• Your relevance should seamlessly lead into your value proposition. Using the hiring manager example, explain how you can help them find the right employees and ensure they’re well-trained to contribute effectively to the business.  

6. Confirm the Next Step

• By this point, you’re about ten seconds into the call. If your prospect is still on the line, it’s a good sign! Use this opportunity to schedule an appointment for a more detailed conversation.  

“Most prospects don’t want to talk to sellers and be sold to. But if you can get them to stay on the phone for 10 seconds, it buys you time to dive into the relevancy factor.” – 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.

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

It’s getting cold outside, but that doesn’t mean your cold calls have to freeze your sales pipeline.

Tune in to hear my hack for warming up your prospects and getting them more receptive to your proposals.  

Reach Out to Prospects on LinkedIn

• People are naturally skeptical of sellers, especially if they’ve never met you. That’s where connecting on LinkedIn can be a game-changer.  
• Use LinkedIn Sales Navigator or a similar tool to identify your prospects’ triggers and build a targeted list of potential clients.  
• Establishing a LinkedIn connection with your prospect before sending an email increases the chances they’ll respond positively when you cold call. It’s all about building familiarity and trust.  

Make an Introduction Before Cold Calling

• Think back to the caveman days—introductions have always been essential to building trust.  
• By making an introduction first, you transform a cold call into a warm call because the prospect already knows who you are.  
• Establishing trust with your prospects through LinkedIn or a prior introduction sets the foundation for a successful sales conversation.  

“When a trusted source vouches for someone, we’re far more likely to do business with them.” - 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

There are 24 hours in a day, yet you’re struggling to find even one hour to prospect. I used to believe this lie myself, and it hurt my progress. In this episode, I share how to overcome this mindset and carve out time in your busy schedule for prospecting.  

Plan It Out

• The simplest way to start prospecting is to plan it out. Set aside a specific time frame dedicated to finding clients.  
• Add this time block to your calendar and make it recurring. Consistently dedicating time will help you stay committed to prospecting.  
• While planning, set a clear goal for your session. For example, aim to have five meaningful conversations during this period. This will help you either move deals forward or identify prospects who aren’t the right fit.  

Accountability

• If you’re struggling to find time for prospecting or to meet your goals, share your intentions with someone else. This could be your manager or a fellow sales representative.  
• Let them know you’re focusing on prospecting and ask them to hold you accountable. Having a partner to check in with can help you stay on track.  
• If you’re looking for support, check out The Sales Evangelist Facebook group or Mastermind course linked in the resource section below.  

Practice Your Message

• Before reaching out to prospects, write down what you want to say. This will help you stay focused and avoid stumbling over your words during the conversation.  
• Additionally, research your prospect’s pain points and prepare a solution tailored to their needs. Being prepared will make your outreach more effective.  

Eliminate Distractions 

• Distractions like social media, emails, and family interruptions can derail your efforts. As soon as you sit down to prospect, something seems to pull your attention away.  
• To stay focused, put your phone away and let others know you need uninterrupted time to work. If you have young children, schedule your prospecting sessions during their nap or bedtime to minimize disruptions.  

You are the key driver of sales in your company, and no one else can do it like you can. Make the time to prioritize prospecting.  — 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

In Part Two of the Back to the Basics Series, I cover a sales skill that everyone believes they need to master to close deals: multitasking. Honestly, I don’t think you need to be all that great at it. Why? Tune in to hear my thoughts on multitasking.  

Multitasking Doesn’t Work

• You might have 20 tabs open on your CRM right now, along with countless tools and windows. It may feel like juggling everything at once makes you more productive, but research shows otherwise.  
• Focusing on one task at a time is actually far more effective for getting things done. In this episode, I share some research that debunks the false belief that multitasking is the key to productivity.  

Identify What You’re Trying to Accomplish

• I get it—it’s hard not to multitask when you have a million and one things to do. However, to avoid being less productive, take a moment to define the goal of each specific task. 
• For example, if you’re prospecting, set a goal like having five conversations within an hour and booking one appointment. In the episode, I break down how to create effective and actionable goals like this.  

Take Breaks

• I also share data on the benefits of taking breaks for your brain health. Overworking yourself doesn’t help you accomplish more—it does the opposite.  
• It’s okay to take short breaks throughout the day. If you work from home, step outside and get some fresh air.  
• Focus on a task for at least 90 minutes, then take a break. This approach will help you stay productive while allowing your brain the rest it needs to recharge.  

“I encourage you to avoid multitasking. Instead, focus on one meaningful task at a time to stay productive and achieve better results.”  - Donald Kelly.

Resources

The Sales Evangelist Sales Planner

Cold Call Openers

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

How can you build rapport without coming across as wanting something in return? Prospects can easily sense if you’re not genuinely trying to connect with them and are only interested in their money. If you’re struggling with this sales method, listen to my guest, Ante Mihaljević, a sales and communication expert, share his refreshing take on building rapport with prospects.

The Importance of Genuine Rapport

• Stop making rapport feel gimmicky or disingenuous by showing genuine interest in understanding and helping a prospect. This approach makes them feel heard and valued, fostering openness and a positive relationship.

Techniques for Building Rapport

• Ante shares valuable insights on building rapport effectively:

• Stay Focused and Curious: Be genuinely interested in your prospect’s needs and listen actively to their concerns.

• Mirror and Match: Observe and subtly mimic your prospect’s language and behavior to create a sense of familiarity and trust.

• Avoid Focusing on the Outcome: Concentrate on the interaction and the process of connecting with your prospect rather than the end goal of making a sale.

Recognizing Genuine Connection

• How do you know when it’s time to transition from building rapport to having a sales conversation?

• It’s all about intuition! Ante explains that you’ll intuitively know when you and your prospect are in sync and ready to discuss sales.

Practical Exercises for Sales Teams

• For sales managers looking to train their teams in rapport building, Ante suggests exercises such as:

• Observational Practice: Encourage your team to observe and analyze prospects’ breathing rates and language patterns.

• Mirroring Exercises: Help your team get comfortable with mirroring by practicing with each other before trying it with actual prospects.

“They will start finishing your sentences. They will start breathing at the same rate you’re breathing. So, a lot of these non-verbals will happen. When you know that has happened, you’re ready to move on.” — Ante Mihaljević.

Resources

Ante Mihaljević on LinkedIn

Ante Mihaljević website

Cold Call Openers

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Following up scares you just as much as cold calling does. But just like cold calling, circling back with a prospect is an important sales technique that can help improve your closing rate. My follow-up tips will help you move through the sales pipeline three times faster and close deals more efficiently.

1. Give Them the Agenda

• Just like in basketball, if your prospect doesn't know the rules, they won’t play along in the sales cycle. During your first meeting, let them know what you’re going to cover and how your services can help them.

2. Set a Specific Date and Time for the Next Meeting

• Before you end your first meeting, don’t forget to set a specific date and time for the next one. 

• Remember, prospects have busy lives, and if you don’t provide clear details for the next meeting, they’re more likely to forget about following up with you.

3. Don’t Send Those Silly Follow-Up Emails

• The fact that you’re sending an email means it’s already a follow-up. So, there’s no need to add "follow-up" in the subject line or mention it in the email. 

• Instead, focus on standing out or offering something of value to the prospect.

4. Just Follow Up

• Stop overthinking it! It’s your hesitation that’s holding you back in the sales pipeline. Be confident, and just send the email!

“Understand your self worth. Your job is to solve a problem for them. Don't be so worried about your feelings. Think about what impact you're going to have on that person in their business when you best help them.” - Donald Kelly. 

Resources

Cold Call Openers

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Storytelling allows you to connect with your prospects on a more personal level. However, sometimes you might find yourself telling the wrong stories or sharing a story at the wrong time. My guest, Eugene Theodore, walks us through how to create impactful stories that align with your sales goals.

Meet Eugene Theodore

• Eugene Theodore is a highly skilled and experienced storyteller with a background in sales and personal branding.

• His storytelling approach aligns a product or service’s message with the needs and values of a target audience.

• Eugene helps sales professionals and leaders navigate different stages of the customer journey by using storytelling to foster meaningful connections and close deals.

Why Storytelling Matters in Sales

• People prefer to buy from those they trust and feel connected to. Without a genuine connection, prospects may choose not to move forward in the sales process.

• Eugene explains that storytelling serves as a powerful alignment tool throughout the customer journey.

• It brings the necessary harmony between the product, the company, and the target audience.

The Story Matrix Tool

• If you find it challenging to craft effective stories, Eugene suggests using his “Story Matrix” tool. This tool helps map out various story types for different stages of the buyer’s journey: awareness, consideration, decision-making, and retention.

• The Story Matrix allows you to create a grid that matches different phases of the buyer journey with suitable story types—whether humorous, serious, technical, or adventurous.

Applying the Story Matrix

• Eugene provides practical examples of how to use the Story Matrix to tailor stories for different audiences and stages of engagement.

• He emphasizes the importance of understanding a client’s personal interests, professional stage, and organizational needs to refine and personalize the story, making it more impactful.

“The story matrix is simply understanding the consumer journey, whether it's B2B or B2C, and understanding what is the right kind of story at that moment in time.” - Eugene Theodore. 

Resources

Saga Squared 

Cold Call Openers

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You’re waiting for a client to respond to your offer, but it’s taking longer than expected. How can you get them to speed up their decision? Listen to my conversation with Cindy Allis, CEO and Co-founder of Floatist, where I show her how to create urgency and close deals faster.

Meet Cindy Allis

• Cindy Allis is the CEO and Co-founder of Floatist, a B2B tech company in the yacht industry. Currently, her industry is facing seasonal challenges, making it harder for her sales team to navigate the B2B sales cycle.
• In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. I also provide tailored sales advice to address the challenges her team faces during the Q4 period.

Insights on Sales Seasonality

• Cindy highlights the impact of seasonality on their sales process, explaining how charter companies’ pricing strategies influence their business. 
• She notes a recent extension in the peak season, driven by market trends and events like the Olympics. 
• This shift complicates their sales outreach, requiring her team to adapt their strategies to keep up.

Mutual Action Plans and Digital Sales Rooms

• I introduce the concept of mutual action plans and digital sales rooms as tools to guide prospects visually through the sales process. Given that 65% of people are visual learners, these tools prevent information overload and keep prospects engaged.
• I also mention an effective tool called Aligned, which helps sellers collaborate with prospects and accelerate the sales process.

“It’s dangerous, I feel, but for the mutual action plan… I really believe that to be more effective in sales, you need to uncover the needs of your prospects.” - Cindy Allis.

Resources

Aligned

Floatist

Cindy Allis on LinkedIn 

Cold Call Openers

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You know that selling to prospects requires understanding how they buy. But you may still be struggling to master this technique. Join me and my guests, Jorge Soto and Justin Dorfman, co-founders of Asset Mule, as they explain how to focus on the buyer’s perspective to build a successful sales pipeline.

Meet the Guests: Jorge Soto and Justin Dorfman

• Jorge Soto and Justin Dorfman are the co-founders of Asset Mule, a company specializing in buyer enablement. 

• They bring valuable insights on integrating human elements in sales and understanding the psychology and motivations of buyers throughout the process.

• Instead of relying solely on CRM systems to close deals, they emphasize that understanding each stage of the buyer’s psychological journey accelerates the sales process.

Focus on the Buyer’s Journey, Not Just Sales Techniques

• If you’re still using traditional sales scripts, it’s time to shift your approach. By understanding the buyer’s psychology and putting yourself in their shoes, you can better guide them through the journey. 

• Awareness Stage: How will this product help solve my problem?

• Consideration Stage: Are there other products like this? Who else is using it?

• Decision Stage: Will this fit my budget? Will I have support if needed?




• Today’s buyers are more informed and considerate at each stage. Jorge and Justin explain how to use psychology to build trust and enhance the customer experience.

Qualifying Leads with a Human Touch

• Early qualification calls help sales reps understand a buyer’s motivations. Jorge explains that asking direct questions can uncover issues that might otherwise be overlooked due to an over-reliance on tools and processes. 

• These questions also help map out sales assets to use at each stage of the buyer’s journey.

“Building rapport and trust by going the extra mile early in the process makes a real difference in the experience,” - Jorge Soto.

“Every deal and every buying process is unique. Eventually, your goal is to turn the prospect into a champion. Once you establish that relationship, you can leverage their insights into their organization and its stakeholders, allowing you to map the buyer’s journey together and identify which assets to use at each stage,” - Justin Dorfman.

Resources

AssetMule

Cold Call Openers

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS