The Sales Evangelist

In the world of sales, the relationship between sales teams and their CRM tools can often be strained. But what if I told you that the problem doesn't lie with the CRM itself, but in how it's being used? 

Imagine having a toolkit that can drive your business to the next level when configured and utilized correctly. This is where the expertise of Moustafa Moursy, the insightful founder of Push Analytics, comes into play. Listen to our conversation to discover how to make your CRM work for you and not against you.

Guest Introduction

• 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.

Common Misconceptions About CRMs

• We dive into the common pitfalls organizations face regarding CRM expectations. 
• A prevalent issue is the assumption that simply having a CRM will automatically boost sales. 
• Moustafa clarifies that a CRM is merely a tool. To make the CRM effective you have to properly set it up and strategically plan on how to use it for your business. 

Choosing the Right CRM

• Moustafa explains the importance of selecting a CRM that aligns with your business needs. 
• He points out that while HubSpot is versatile and user-friendly, other CRMs like Salesforce might be suitable for highly customized or niche requirements. 

Setting Up for Success

• Moustafa suggests an initial assessment of current workflows before configuring a CRM. 
• Understanding the specific needs of your sales and marketing processes ensures that the CRM enhances productivity rather than becoming a cumbersome add-on.

"Really understanding the business needs and the resources available allows you to overlay what you can puzzle together to make things work." - 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

How many times do you follow-up with a potential customer? Is it just one time?

This may be the reason why you’re not meeting your sales quotas. In this episode, I chat with Guitze Messina, the Director of Latin America for HARDI, on the importance of following up. Listen and learn essential follow-up techniques to help you close more deals.

Guest Introduction

• Guitze Messina brings a wealth of knowledge and experience as the Director of Latin America for HARDI. 
• The organization groups together distributors and manufacturers of HVAC equipment across North and South America. 
• Guitze has a strong background in sales and recurrent sales strategies, which he shares in this episode.

Importance of Follow-Up

• Starting off, I share how follow-up is a known driver of sales success and most reps fail to execute it effectively.
• Guitze supports this by sharing startling statistics: 44% of salespeople follow up only once, and a whopping 56% don't follow up at all. 
• Moreover, 88% of business is closed after five follow-ups, underscoring the necessity of persistent follow-up.

Strategies for Effective Follow-Up

• Guitze shares practical strategies for making follow-up less daunting and more effective:
• Get Permission: Always ask for a follow-up time when sending a quote. This ensures that the customer expects your call and doesn't view it as an intrusion.
• Set Reminders: If you don't reach the customer at the agreed-upon time, leave a message indicating when you'll follow up next. This shows professionalism and persistence.
• Reduce Unproductive Quoting: Sales managers should guide their teams to focus on productive activities and better target customers likely to convert.

The Role of Sales Managers

• Sales managers play a crucial role in instilling good practices. Guitze outlines three critical responsibilities for sales managers:
• Guidance Through Data: Use data to identify real customers and focus efforts.
• Activity Monitoring: Ensure salespeople are engaging in productive sales activities, not just quoting endlessly.
• Effective Coaching: Use questions, not directives, to coach salespeople. This approach has been proven to be more effective.

“What is the number one sales activity that any salesman should be doing? Calling.” - Guitze Messina. 

Resources

MONEYCALL: A Proactive Sales Method for Recurring Sales with Less Prospecting

Guitze Messina 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

Lebron James is 39 years old and is still playing basketball as if he just got out of high school. Do you know why he’s still able to run up and down the court so smoothly while most of us can barely make it up a flight of stairs? It’s because he puts in the time and effort to keep his body in tip-top shape. 

This example provides you with what to expect from my conversation with my guest, Kristi Jones. She shares what the top ten percent of sellers are doing outside of work that’s helping them close deals. Tune in and hear what separates top performers from the rest of the pack.

Met Kristi Jones

• Kristi Jones is a seasoned sales professional with a wealth of experience in helping organizations improve their sales processes and achieve remarkable results. 
• She has worked extensively in the sales arena, collaborating with various companies to refine their strategies and elevate their performance. 
• Kristi is also an accomplished author, having written books that delve into sales and personal development. 

Personal Sales Math

• Understanding your own sales metrics is crucial for success. Kristi emphasizes the need for sales professionals to know their average sales, sales cycles, and close rates.
• This allows individuals to tailor their pipelines and targets, making it easier to hit quotas consistently. 
• Top performers are those who understand their personal sales math and apply it diligently.

Beyond the Surface

• Kristi explains that the habits of top 10% performers often go unseen. She draws parallels between sales professionals and athletes, emphasizing that peak performance is achieved through rigorous discipline both in and out of the workplace. 
• Activities like regular exercise, maintaining a balanced diet, having a spiritual practice, and ensuring enough sleep all contribute to sustaining high performance levels.

The Power of Accountability

• Having an accountability partner can significantly boost your chances of achieving your goals.
• Kristi suggests partnering with someone who can hold you accountable for your actions, be it related to business or personal growth. This external accountability often makes it easier to stick to new habits and routines.

"The work to get to the top doesn't actually happen at work. It happens after work." - Kristi Jones.

Resources

“Selling Your Way In,” by Kristi Jones

Kristi Jones 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

Cold calling is becoming increasingly difficult for sellers. The old methods aren't working, and you have no clue what the new cold outreach techniques are.

Don't worry, I got you covered. In this episode, I'm joined by Armand Farrokh and Nick Cegelski, co-authors of the book "Cold Calling Sucks, That's Why It Works." Together, we discuss the challenges of cold calling and share proven strategies to improve success rates based on their extensive experience and data analysis.

Data-Driven Strategies for Success

• Nick shares data on the success rates of different call openers. He recommends using well-researched and context-based openers to increase success. 
• My guests also discuss the effectiveness of describing a problem with dangerous specificity to establish credibility and capture the prospect's attention.

The Power of Personalized Openers

• Armand and Nick emphasize the importance of using personalized, context-based openers to stand out from the typical cold caller approach. 
• You can establish a friendly rapport and credibility with prospects by conducting moderate research and focusing on relevance.

Handling Objections with Empathy and Humor

• My guests stress the need for cold callers to recognize objections as interruptions and respond with understanding and humor, rather than being defensive. 
• They recommend isolating and practicing core talk tracks, such as openers and objections, to improve the overall sales conversation.

Problem-Centric Approach and Storytelling

• Armand underscores the value of leading with a problem-centric approach. 
• By pinpointing a specific problem that resonates with the prospect, you can create a visceral reaction and position yourself as a strategic partner in solving their issues.

Armand and Nick’s Book: Cold Calling Sucks, That’s Why It Works

• Armand and Nick challenge the common perception that cold calling is an ineffective sales strategy in their book. 
• Drawing from their extensive experience and data analysis of over 300 million cold calls, the authors present a compelling case for the power of cold calling when done correctly.
• The book offers practical strategies and insights for crafting personalized, context-based openers to set sellers apart from the typical cold caller approach. 

“We recommend finding the top five triggers that would make you believe someone could be a good customer. When you're looking for those five triggers in order and find one, that's your reason for calling them. You don't need to keep researching, so you can start operationalizing this stuff and become far more efficient.” - Nick Cegelski. 

“It should take 30 seconds to disqualify, 30 seconds to research. Find one thing. That's what you put in your opener.” - Armand Farrokh. 

Resources

order.30 mpc.com/book

30 Minutes to President’s Club

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

Are you addressing your customers' pain points? If not, you may not truly understand what they want from you.

In this episode, I speak with Phillip Swan, a top expert in customer experience. Tune in to hear his insights on why customer-centricity is crucial in today's business world, especially in 2024.

Phillip Swan's Background

• Phillip Swan is a seasoned customer experience expert with decades of experience. He prioritizes the customer and helps clients reimagine business models using responsible AI. 

• His customer-centric approach emphasizes that while the customer isn't always right, but understanding their pain points is essential. 

• Phillip's dedication is also reflected in his work with Lingo Aid, an organization focused on improving customer interactions and outcomes.

The Evolution of the Customer Journey

• Did you know that 76% of B2B buyers avoid human interaction until absolutely necessary?

• Phillip shares why businesses must ensure their marketing efforts provide sufficient information to buyers in the early stages of their customer journey.

• Strategy Tip: listen instead of pitching in initial meetings with potential clients to build trust.

The Essential Role of Trust

• To build customer loyalty and encourage repeat purchases, you must first earn their trust. 

• Inspired by a 1961 science fiction novel, Phillip explains the concept of "grokking the customer" and its relevance today in truly understanding and empathizing with customers' needs and pain points.

Building Customer-Centric Organizations

• Phillip shares that all organizational teams should focus on the customer, not just the sales and marketing team.

• He clarifies that this approach must include finance, legal, product engineering, customer success, and even the board of directors. 

• According to Phillip, customer centricity is about creating a seamless, frictionless experience for the customer. 

• It's about consistently meeting their needs with little effort and ultimately enhancing their overall experience with the organization.

Actionable Steps for Sales Leaders

• For sales leaders looking to inculcate a culture of customer-centricity, Phillip suggests actionable steps, including:

• Mapping out business processes to identify and eliminate friction points.

• Fostering a belief system within the organization that emphasizes delivering customer value.

• Encouraging cross-departmental collaboration to ensure a unified approach to customer service.

“Salespeople need to do one thing in my book and one thing really, really well, which is in the first meeting, do not present your stuff.” - Phillip Swan. 

Resources

Phillip Swan on LinkedIn 

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You want to speak with a company's high stakeholders but have no idea how to reach them. Prospecting is always a challenge for sellers, but it’s easier when you use this powerful sales technique that’ll get through to anyone. 

In this episode, I chat with Stu Heinecke, a Wall Street Journal cartoonist, marketer, and author, about using contact marketing for prospecting.  Listen to the secrets he used with his sales teams to reach prospective clients and close more deals.

Stu Heinecke’s Background

• Stu Heinecke, a Wall Street Journal cartoonist, discovered the power of “Contact Marketing” early in his career, earning him two Hall of Fame nominations as a marketer.
• He now hosts and writes for the How To Get A Meeting with Anyone podcast and blog.
• Additionally, Heinecke is the founder and president of Contact, a company specializing in contact marketing.

Importance of Business Cards

• When was the last time you saw someone pull out a business card? Thanks to the digital world we live in today, it's rare.
• However, Stu shares why it's essential to go back to the basics to help clients remember who you are.

Upgrading Business Cards to Devices

• Say goodbye to business cards and hello to engagement devices. The regular business cards aren't impressing people anymore, especially those with long titles. So, instead of giving them a card, you provide them with an engagement device. 
• An example of this is Kevin Mitnick's card. The card does not contain logos, words, or descriptions. It speaks for what the company does. 
• The goal is to make business cards serve as visual metaphors for your best work. They still fit in their pocket, but they use them differently, and not only when they give you a call.

How Does Contact Marketing Work

• These engagement devices are designed to align with the contact marketing model.
• Businesses should establish a baseline for responses. The goal is to achieve a 100% breakthrough with every deal the company makes.
• To accomplish this, provide prospects with a standout card that directs them to your landing page. A well-crafted card will pique their curiosity about what your landing page offers, potentially sparking the beginning of a conversion.
• Stu’s book offers a wealth of stories and insights on launching campaigns using contact marketing. It’s filled with actionable ideas that you can adapt to your own contact marketing efforts to achieve breakthroughs with your audience.

“Reach people using relevant, timely, and high-value campaigns.” - Stu Heinecke. 

Resources

How to Get a Meeting with Anyone

Get The Meeting

How to Grow Your Business Like a Weed

Stu Heinecke on LinkedIn

TSE Prospecting Course

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 gracefully sauté around the nay-sayers when making cold calls? You might have to learn from a ballerina to find out. 

In this episode, I sit down with Wendy Weiss, the Queen of Cold Calling, to discuss the power of mastering the art of cold calling. Wendy shares her journey from ballerina to sales trainer and how the principles she learned in ballet class have transformed her approach to sales.

Meet Wendy Weiss

• Initially, she aspired to be a ballerina and pursued a dance career. However, she worked at a telemarketing agency focused on business-to-business development to support herself financially between dance gigs. 
• Years later, when her ballet career ended, Wendy realized that her expertise in cold calling was a marketable skill. This realization led her to write her first book, "Cold Calling for Women," and launch her own business.
• Now she helps business owners, sales professionals, and individuals build their sales pipelines and grow their businesses more effectively.

The Ballet Class Model

• Wendy explains the three-step model she learned in ballet class and how it applies to sales:
• Warm-up: Define your target audience and create a script that resonates with them.
• Rehearsal: Practice your script and prepare for potential objections.
• Performance: Execute your cold calling strategy with confidence.

Overcoming Fear and Rejection

• The fear of rejection keeps you from making the phone calls, but once you let go of it, everything else will fall into place. Wendy shares her own experience with rejection in the dance world and how it prepared her for sales. 
• She emphasizes the importance of practice and muscle memory in overcoming fear and building confidence.

Effective Role-Playing Techniques

• To help sales teams master the art of cold calling, Wendy suggests implementing role-playing exercises. 
• She recommends having team members practice their scripts as if they were on real calls, standing up and using headsets to make the experience more realistic.
• She also suggests using a rapid role-play technique in which the leader raises various objections, and team members must quickly respond with appropriate answers.

Success Story

• Wendy shares the inspiring story of her client, Tammy, who overcame her fear of being perceived as pushy or aggressive in her cold-calling efforts. 
• After completing Wendy's six-month implementation program, Tammy is now on track to make $25,000 per month in her commercial real estate business, with the potential to earn $300,000 annually.

“We keep doing the same thing over and over and over again until you get the muscle memory. You don't have to think about it. You can just do it. It's the same in sales. You need the muscle memory." - Wendy Weiss.

Resources

The Salesology Sales Prospecting Toolkit

Gosalesology

Salesology: Conversations with Sales Leaders

Wendy Weiss 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

In the sales world, the mantra "do more with less" often feels more like a challenge than a guiding principle. In this episode, I chat with Anthony Nava, Senior SDR Manager at Crunchbase. 

With years of dedicated service and experience, Anthony reveals the innovative strategies that have helped his team thrive despite tight resources. Discover how Anthony's blend of empathy, tech-savviness, and strategic thinking can transform your sales team's performance.

Meet Anthony Nava

• He leads the sales efforts for the team, contributing significantly to their success through various innovative and strategic approaches. 
• Anthony has navigated the company's various transitions and challenges, leveraging tools like AI to maximize efficiency and performance. 
• Before joining Crunchbase, Anthony amassed valuable skills and knowledge that have made him an effective leader and a critical asset to the organization.

Embracing AI to Boost Sales Efficiency

• When faced with limited resources, Anthony leverages AI tools to drive efficiency and maintain high performance. Essential tools mentioned include:
• Attention AI: Helps in call listening, note-taking, and integrating insights into Salesforce, saving time for SDRs and allowing for focused coaching.
• Crunchbase Insights: Using AI to determine accounts in a buying position, providing a strategic advantage by identifying potential deals before competitors.

Adjusting Your Ideal Customer Profile (ICP)

• Anthony discusses the critical pivot toward refining the Ideal Customer Profile (ICP) to enhance sales efficacy. 
• His team, through data analysis and collaboration with marketing, identified key decision-makers who had a high impact on deal closures:
• Finance Involvement: Around 80% of closed deals involved finance personnel from the early stages.
• Strategic Adjustments: By aligning towards this new ICP, they ensured better engagement and quicker deal cycles.

Coping Mechanisms for Leaders

• Anthony delves into how leaders can mentally and emotionally prepare themselves:
• Empathy: Understanding the team’s challenges and adjusting leadership styles accordingly.
• Positive Reinforcement: Continuously highlighting the exciting potentials and future achievements.
• Offsite Meetings: Facilitating team get-togethers to discuss concerns and strategies. It also helps maintain a cohesive unit.

"Data and collaboration will be your best friend in some of the toughest times." - Anthony Nava.

Resources

Anthony Nava 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

Understanding human psychology will always move your sales pipeline faster than the speed of lightning. In this episode, I share a simple trick that helped my podcasting company secure valuable appointments and generate significant revenue. Discover why the "Close File" method still works and how you can use it.

Understanding Human Behavior

• One of sales's most fundamental and overlooked aspects is understanding human behavior.

• Every title, email, and phone call in sales is not just a transaction, but an opportunity to connect with a real person who craves genuine interaction. 

• By grasping the nuances of human psychology, salespeople can navigate conversations more effectively and close more deals.

The "Close File" Strategy

• The "Close File" strategy is an email tactic that can effectively filter out non-responsive leads and revive interest from potential prospects.

• I share an example of a simple yet effective email that asks the recipient if they still want to proceed or if the file should be closed. 

• This approach leverages psychological triggers like FOMO (Fear of Missing Out) to prompt responses.

Why It Works

• The success of the "Close File" strategy lies in its psychological underpinnings. 

• People fear missing out on valuable opportunities, and the confident, straightforward approach of closing the file catches their attention. 

• This method cleans up your pipeline and accelerates the decision-making process for leads.

“The idea of you closing something and taking it away makes them want it even more. It's kind of like when you were a teenager, and your parents told you not to do something. It made you want to do it even more.” - Donald Kelly.

Resources

LinkedIn Sales Navigator 

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.

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

Have you ever wondered how FBI agents can get suspects to tell them everything within seconds? Those tactics they’re using can be surprisingly practical in your sales game. 

In this episode, I invite two exceptional guests, Adele Gambardella, and Chip Massey, to share their unique hybrid of sales wisdom drawn from their expansive backgrounds. Listen to discover forensic listening and effective convincing techniques to boost your sales success.

Guest Introductions

• Adele Gambardella
• With over 15 years of experience running her own agency, Adele shares the journey of transitioning from cold calls with limited success to securing significant clients through strategic media coverage offerings.
• Adele expertly discusses how her PR and journalism background seamlessly blended into her sales tactics, making her exceptionally skilled in selling concepts and narratives.


• Chip Massey
• Chip details his fascinating transition from FBI special agent and hostage negotiator to business consultancy, where he met Adele. The collaboration between Chip’s high-stakes negotiation skills and Adele’s PR expertise forms the foundation for their innovative sales training firm.
• His profound understanding of human behavior and negotiation lends invaluable insights into the sales process.

Forensic Listening

• Definition: Forensic Listening is the art and science of analyzing conversations to understand clients' unspoken narratives and emotions.
• Four Key Components
• Emotion: Identifying and tracking the present emotions during the conversation.
• Theme Development: Recognizing recurring themes that indicate what the client values the most.
•  Voice: Observing pitch, tone, and cadence to determine excitement or disinterest.
• Body Positioning: Differentiating between body language and positioning to gauge the client's engagement level.

Methods to Improve Forensic Listening

• Recording and Reviewing Meetings: Utilize tools like Otter AI to capture the conversation, allowing for a thorough post-call analysis.
• Targeted Validation: Following up with insights gained during conversations to show genuine interest and appreciation for the client’s input.

Essentials of Convincing

• Chip & Adele share the importance of convincing and how sellers can improve.
• Convincing Continuum
• Point of Agreement: Starting with a mutual agreement to lower initial defenses.
• Fear, Uncertainty, and Doubt (FUD): Addressing these components comprehensively to alleviate client concerns.
• Cliffhangers: Leaving clients with intriguing, open-ended statements or questions that encourage further engagement and follow-up.
• Personal Convincing Styles: Identify whether you and your client are emotional or fact-based convincers and adjust your approach accordingly.

"You're listening for a deeper understanding of who you're talking to. And you get that by understanding what their emotions are. What are they passionate about? Where do they have energy?" — Adele Gambardella.

Forensic listening is the art and science of analyzing a conversation after it's happened. Because what we say is words leave clues." — Chip Massey

Resources

Book: “Convince Me" 

Training So Good, It's Criminal

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