The Sales Evangelist

Recently, I attended HubSpot's 2024 INBOUND event, a three-day conference showcasing the latest in marketing, sales, and AI. Listen to this episode to hear the three biggest takeaways from the event.

Why is HubSpot’s INBOUND Conference Important?

• HubSpot is one of the leading marketing companies, dedicated to gathering and sharing essential industry insights. The conference is a key platform for unveiling the latest trends and innovations in marketing, and sales.
• INBOUND brings together industry leaders, offering attendees the chance to network, share ideas, and build partnerships with top professionals in their fields.
• It also features thought leaders and innovators who inspire attendees with new perspectives and creative solutions to business challenges.

1. Search is Dying

• To some extent, search engines are declining. Is it even worth caring about what Google thinks of ChatGPT writing anymore? HubSpot estimated that search is projected to decrease by 25% by the year 2026.  
• Why is this happening? Honestly, what’s the point of using Google when you can just use AI?

2. Personalize, Personalize, Personalize

• There are some terrible cold emails out there, and recently, I received one. A guy literally pitched podcasting services to me (Donald C. Kelly😭). How funny! If he had done his research, he would’ve known why he was wasting his time.  
• Remember, personalization involves deep research!  
• Guess what else? HubSpot is figuring out how to use AI in their cold email outreach to help people avoid this mistake.

3. Spend More Time on Social Media

• Yes, social media platforms are designed to keep you spending more time on them. But can you blame them? It’s how they make money.  
• This means your target audience is on social media all day long. I’m sorry to say this if you’re introverted or dislike social media, but if you want to grow your business, you’ll need to spend more time on these platforms.  
• One platform you should take greater advantage of is LinkedIn. Learn how to use it effectively with TSE’s LinkedIn Prospecting Course. Click the link in the resource section.

“By using AI to prepare cold outreach emails, their conversion rate increased by 84%. That’s amazing, because that’s exactly what we should be using AI for.” - Donald Kelly. 

Resources

INBOUND 2024

LinkedIn Prospecting Course

https://thesalesevangelist.com/opener

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’s a reason why some producers make it, and some don’t. If you’re struggling, you may be putting off a specific task because it annoys you.

However, a top performer would never do this. In this episode, I chat with Andrew Barbuto, a seasoned sales professional and author, about what high-performing sellers do to help them succeed. Listen to the five things that will help you stand out and meet your goals.

Andrew Barbuto’s Background

• Andrew Barbuto is an accomplished sales professional and author with a deep understanding of the intricacies of top-performing sales strategies. 

• He shares his sales methodologies in his insightful book, “Top Sales Producer: How To Crush Your Sales Quota.” 

• Andrew's commitment to excellence in sales makes him a valuable resource for anyone aspiring to elevate their sales performance and effectively manage their client interactions.

Key Practices of Top Performers

• Andrew shares the five things that top performers do differently than average performers. 

• 1. Time Management: Top performers allocate their time to maximize revenue-generating activities. Start early on your work tasks and focus only on the ones that bring in money. Also, don’t forget to put the phone down to help avoid distractions.

• 2. Research: You may find researching on a specific client to be long and boring, but it’s one of the most important tasks top performers do. Andrew explains that rather than adopting a broad approach, successful sellers conduct targeted research to identify and connect with the right prospects. 

• 3. Meeting Preparation: You can avoid generic questions and tailor conversations to address specific needs by coming to a meeting prepared. This is why it’s important to research a prospect before contacting them. 

• 4. Prospecting Activities: Andrew recommends employing a multi-channel approach with at least seven touchpoints, including phone calls, emails, and LinkedIn messages. This persistence helps in turning cold prospects into warm leads.

• 5. Leveraging CRM: Creating detailed notes will allow you to maintain contact with prospects and personalized value with each one of them. You can do this by using a CRM system to help strengthen your client relationships. 

"Top producers typically will try to allocate as much time as they possibly can to revenue-generating activities." - Andrew Barbuto.

Resources

Top Sales Producer: How To Crush Your Sales Quota

Andrew Barbuto on LinkedIn 

B2B Weekly Tips 

Cold Outreach Strategy

https://thesalesevangelist.com/opener

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

In 2024, building a personal brand is essential for success. In this episode, I sit down with Ian Agard, a sales coach specializing in personal branding, to discuss how sales reps can strengthen their brand to enhance sales performance. Tune in to hear Ian's insights on leveraging your personal brand to close more deals.

Meet Ian Agard

• Initially, Ian started his career as a marketer and eventually transitioned into becoming a proficient seller.
• His exceptional ability to connect with people, attributed to the strong personal brand he has built over time, sets him apart. 
• Ian has progressed through roles as a sales leader and a sales coach, where he now runs a sales coaching program called "Level Up." 
• His program is designed to help Business Development Representatives (BDRs), Sales Development Representatives (SDRs), and Account Executives (AEs) earn their next promotion within three to six months by focusing on mindset, habits, and mastering essential sales skills. 

Why Personal Branding Matters

• A personal brand is what people think of when they see or hear your name. This is how you share your values, expertise, and journey, without having to explain it to every potential client.
• Ian shares how building a personal brand allows salespeople to create a strong connection with followers and better opportunities for sales growth. 

Building Your Brand: A Step-by-Step Guide

• Ian shares how sales representative can start building their personal brand in three simple steps: 
• Vision and Values: Start by having a clear vision for your life and understanding your core values.
• Profile Setup: Ensure you have a professional photo and a value statement on your LinkedIn profile.
• Consistent Posting: At a minimum, post once a week sharing your journey, challenges, wins, and relevant industry insights.


• Ian also shares how niching down can help with finding your target audience. He shares his own experience of focusing on helping lawyers with digital marketing and the success that came from being a recognized expert in that niche.

“Start today and build your brand. It's like farming. If you plant those seeds today, in 90 days, in 120 days, you're going to see some fruit and you'll be like, wow, why didn't I start this a year ago?” - Ian Agard.

Resources

Ian Agard on LinkedIn 

Donald Kelly on LinkedIn

https://thesalesevangelist.com/opener

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

It’s no secret—a structured sales process can significantly boost your ability to close deals. Following a proven step-by-step method reduces the pressure and uncertainty when a potential buyer says "no."

In this episode, I sit down with Gregg and Mike, co-authors of Sales Sucks, But It Doesn’t Have To, to discuss the sales strategies that have fueled their success. Tune in to learn how you can apply their techniques to achieve the same results.

The Genesis of "Sales Sucks, But It Doesn’t Have To"

• Greg and Mike's Previous Roles: At their last company, Greg and Mike devised technological innovations that expedited onboarding and sales processes, helping the company grow faster than its competitors.
• Why Write the Book: After realizing that new sales representatives could improve by using these effective methods, they decided to create a book to outline their step-by-step process.

Sales Methods for Leaders and Reps

• Rapport and Problem-Solving: Establishing rapport and understanding client problems are critical. Instead of a hard sell, frame conversations around problem-solving.
• Script and Process: Greg explains the importance of having a script and understanding the 'why' behind each part of the process. It's about helping customers make informed decisions rather than manipulating them.
• Role Playing and Real-Time Practice: To ensure that scripts are both practical and effective, frequent role-playing and real-time practice are crucial. This also helps identify and rectify any gaps in the process.

Practical Application in Different Sales Scenarios

• Example Scenario – Selling HR Software: Greg provides a script for selling HR software, showing how framing the problem and solution sequentially helps in decision-making. 
• Leveraging Technology: Mike highlights how predictable behaviors in sales scenarios can be facilitated with technology, making the sales process more efficient and scalable.

"It's really the ethical thing to do, to prepare and arm your salespeople to go in to perform in ways that better them." - Mike Latch.

"You have a choice. Either make it the best, become the best in the company, or help the company get better, or go work for the best." - Gregg Murphy.

Resources

“Sales Sucks, But It Doesn’t Have To” 

https://thesalesevangelist.com/opener

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's no denying how AI has changed the way we do business in the sales industry. In some areas, it’s better and in others, we’re still working out the kinks. But, has it improved the way we do cold calling?

In this episode, I have an engaging conversation with Rabi Gupta, the CEO of Evabot, on how AI can bridge the gap between sellers and buyers. Learn how to use AI tools to improve your cold calling techniques. 

Meet the CEO of Evabot

• Rabi Gupta is a co-founder and CEO of a startup company. His day-to-day responsibilities involve managing various aspects of the business.  
• He is passionate about identifying and solving problems that salespeople face by using innovative technology and artificial intelligence. 
• Rabi's leadership and expertise drives his company's mission to enhance the efficiency and effectiveness of sales teams.

Cold Calling 2.0 Defined

• Buyers are tired of hearing the same old tired pitches, making it harder for sellers to meet their quotas. 
• Cold Calling 2.0 uses AI technology to help sellers become more efficient in researching buyer’s potential pains and challenges. For example, a seller can use an AI tool to find a specific issue highlighted within a company’s quarterly report.
• The unique approach keeps sellers from using generic sales outreach techniques and makes cold calls more valuable to prospects. 

AI’s Role in Sales Enhancements

• AI enables sales teams to automate routine tasks such as lead qualification, customer segmentation, and follow-ups. This allows sales reps to focus more on building genuine connections with prospects and close deals faster.
• With advanced data analytics, sellers can analyze vast amounts of customer data to identify patterns and predict future behavior.  Sales teams can tailor their approaches to individual customer needs more accurately. 
• Also, AI enhances cold outreach by providing relevant, precise, and timely information about prospects. This creates sales messages that are more personalized and impactful. 

"What we have seen is if you start with the research part first versus any other greetings, it works really well because today everyone is like, hey, I'm this. I'm calling from this." - Rabi Gupta.

Resources

Evabot 

https://thesalesevangelist.com/opener

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 powerful tool for growing your business and gaining clients. However, using the marketing tool can be a bit complicated.

If you’re unsure how to use Sales Navigator, tune into this episode. I chat with Josh Shirley, a seasoned sales professional from Sandler, on the most effective ways to use the tool to help grow a sales pipeline. 

Josh Shirley’s Background

• Josh Shirley is a representative of Sandler, a renowned sales training organization. 
• He highlights that his relevance arises when sales leaders seek an institutionalized system offering predictable outcomes based on set inputs. 
• Sandler’s methodical approach provides sales professionals with the structured support similar to those in other professions with established educational backgrounds, enabling them to perform effectively right from the start.

Referrals: The Gold Standard of Leads

• Referrals are the golden component of receiving sales leads.
• Josh shares personal experiences about how structured approaches to request referrals can significantly enhance lead generation.

The LinkedIn Rule of Seven

• Josh shares explains that for every seven LinkedIn connections, there's typically one person willing and able to refer you. He outlines three practical applications of this rule to improve your referral tactics.
• One to Many Referrals: This is suitable for territory managers who need leads from various potential clients.
• Many-to-One Referrals: Useful for targeting named accounts where multiple mutual connections might lead you to a high-value prospect.
• One-to-One Referrals: This involves asking one referrer about one specific prospect and repeating the process.

Practical Execution with LinkedIn Sales Navigator

• Josh explains how LinkedIn Sales Navigator simplifies the process of finding mutual connections who can act as referrers. 
• He provides detailed steps on how to filter through profiles using Sales Navigator's advanced search functionalities to make this task more efficient.

Overcoming Psychological Barriers

• One of the barriers salespeople face when asking for referrals is the fear of appearing needy or intrusive. 
• Josh advises on shifting this mindset and adopting the belief that people generally want to help you succeed.

"It's not that you don't know how to ask for referrals. It's that there's something in you stopping you from asking because You’re afraid you’re going to come across as needy." - Josh Shirley.

Resources

Josh Shirley on LinkedIn 

Sales Tales Podcast

https://thesalesevangelist.com/opener

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 call a potential client, and when they answer the phone, what do you say to reel them into your offer? “Hello, how are you doing? My name is Kevin?”

No, this is going to get you hung up on. Listen to this episode to find out what you’re supposed to say instead. I share five effective cold call openers to help you start conversations with prospects. Also, don’t forget to download the call opener document for the other five tactics. 

1. Curiosity Opener

• Curiosity makes a prospect more interested in your call and open to conversing with you. 

• Try verifying the prospect’s name and referencing something you saw about them on LinkedIn. Make sure it's relevant to a business problem they're currently having.

• This initial spark can pave the way to a longer dialogue where you can provide value.

2. Referral Opener

• You can consider this one as the golden opener. 

• Use this call opener when you know someone within the prospect's professional network to boost your credibility.

• Mentioning a mutual contact can make the prospect more inclined to listen to what you have to say.

3. Problem Solver Opener

• Take time to research a common challenge in the prospect’s industry. 

• Start by stating that you've spoken to others in the same field who have faced similar problems. Then, ask how they are currently handling this challenge. 

• This approach not only shows your understanding of their industry but also positions you as a potential problem-solver.

4. Industry Insight Opener

• A part of being a seller is being an expert in industry trends, and you can use this as an advantage when cold calling.

• After you verify the prospect’s name, share an interesting trend within their industry.

• This will show the potential buyer that you’re well-informed and that your solution is timely and beneficial to their needs.

5. Value Proposition Opener

• If nothing else works, then try to deliver a compelling value proposition. 

• Be specific on how you’ve helped similar companies to achieve measurable results.

• This can immediately capture the prospect's interest and make them more willing to continue the conversation.

"You want to spark curiosity. It makes it more intriguing for the prospect." - Donald Kelly.

Resources

https://thesalesevangelist.com/opener

TSE Sales Mastermind Class

TSE studios

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.

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 may be working at a company that doesn't have a good CRM, which can easily make your job stressful. How can you overcome this challenge to boost your sales?

Listen to this episode and hear my conversation with a ten year veteran sales professional. I chatted with Moustafa Moursy on how to develop your own personal sales system to help close more deals fast.

Moustafa Moursy’s Background

• Moustafa Moursy runs Push Analytics, a full-service digital agency. 
• His team specializes in various areas, including CRM implementation and consulting, helping businesses elevate their operations to the next level. 
• With experience across numerous industries, Push Analytics is a top-tier HubSpot partner and offers tailored solutions for complex business needs

Why Do Sellers Need a Workflow?

• If you don’t have a personal system of management, you’re only going to get so far.
• You may be good at the day-to-day workflow or a specific skill, but without a personal system, you’re only going to get so far.
• The personal system allows you to recognize your strengths and weaknesses. 

What Should Be In Your System?

• It depends on what type of service or product you’re selling. The more complex your workflow is, the more planning you will have to do to build your system.
• Moustatafa shares that you should start by organizing your day-to-day workflow:
• Build healthy habits to help you be productive
• List out the tasks you plan to do for the day
• Have a positive mindset


• If your company doesn’t have a good CRM, Moustafa shares how you build a spreadsheet to create a system. 
• Have checkpoints, and at the end of the week, review them. This will help you stay on track with your system, and if something falls through the cracks, you’ll be able to catch it. 

Building Your Personal System

• Moustafa shares several steps to help you build a personal sales system:
• Organizing your CRM or spreadsheet
• Writing out what you want your system to be
• Building habits to create your system

“Maybe I would have been able to close a deal, if I had follow-up. That’s the point of having a personal system.” - Moustafa Moursy.

Resources

Reach out to Moustafa: [email protected] and use TSE” in the subject line for a consultation.

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 using every sales tactic, method, and technique to get a potential buyer to close a deal. When you think they are going to say yes, they end up telling you I have to think about it some more.

Within your mind, you think you did everything right. So why are they telling you no?

In this episode, you’re going to find out the error you made. I chat with a special guest with a surprising background, Yano Anaya, who shares the number one mistake sellers make when closing a deal.

Yano Anaya’s Background

• Do you remember the two sidekicks of the bully who got his tongue stuck on the pole? Well, one of them was Yano Anaya.
• After spending years as an actor, he decided to make a switch to entrepreneurship. His unique background helped him become a sales marketing expert. 
• Currently, he runs The Christmas Story Family, selling merchandise from the movie.
• Also, he is the host of a new podcast, “Talking a Christmas Story,” where you can hear behind-the-scenes stories and personal memories from the cast.

Psychology Trick To Close More Deals

• As a seller, you kind of have to ask your potential customers for money. That’s the business of sales.
• Yano noticed how sellers often struggle with this challenge and are unable to close deals effectively.
• He shares that if you have a problem with asking then you may have a personality trait that makes you feel uncomfortable in the sales industry.
• To overcome this, you have to switch your way of thinking. Yano says that instead of feeling as though you’re asking, view it as if you’re giving them something that will better them.

Breaking Through Your bias Thinking

• Digging deep within and asking yourself why you have a problem with asking for large amounts will help you shift through your objections. 
• Once you can create value within your biased thoughts, you’ll realize that you’re not hurting anybody by asking.
• It also depends on the type of service and product you’re offering. If you buy into what you’re providing and how it helps others, your negative feelings about asking for money may go away. 
• Remember building confidence takes time, if you struggle with this practice meditation, mindful techniques, or reach out to a sales coach.

Authenticity Brings More Sales

• Yano shares how being a trustworthy person helps you close more deals.
• People want to feel a connection and know you’re a genuine person. 
• Even though some sellers may have a specific personality trait to help them display their real personality, a process may help you.

“If you use your negative trait positively, then asking for 50K is the ripple effect of you helping an individual scale." - Yano Anaya.

Resources

A Christmas Story Family

Facebook Group

Talking A Christmas Story Podcast

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Where does the state of sales stand today, and what should you prioritize to strengthen your pipeline?

In this episode, I explore the Salesforce 2024 State of Sales Report to provide answers. Join me as I uncover the top three insights from the report.

Partnerships

• In the Salesforce report, I came across a compelling statistic: 89% of teams currently leverage partnerships, and 50% expect to do so within the next year. 
• As reaching prospects becomes increasingly challenging, partnerships offer a powerful solution by providing direct introductions within organizations. 
• I share an example of why partner deals are so effective and why this approach is set to become a major trend in the sales industry.

Recurring Sales Revenue

• More companies are shifting towards recurring revenue models instead of relying solely on one-off sales. 
• Recurring revenue provides a more stable and predictable income stream, which is crucial in today’s fluctuating market. 
• This approach is important because it enhances financial stability and drives long-term business growth.

Importance of Personalization

• According to the Sales report, 86% of buyers are more inclined to make a purchase when their goals are understood. 
• Yet 59% of buyers feel that sales reps fail to take the time to understand them.
• Personalization involves taking the time to understand their problems and offering tailored solutions.

“If you’re going to be more effective at personalization, look for ways you can personalize around the challenges people are facing.” - Donald Kelly. 

Resources

Salesforce 2024 Report

TSE Sales Mastermind Class

TSE studios

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.

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

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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