The Sales Evangelist

What are three things you can do to become a top-performing seller? My guest, Eric Hamilton, will reveal the answer in this episode.

He uncovers what sets top performers apart in the challenging world of sales. Also, you'll hear insights from his latest book, "The Sales Blueprint: What Winners Do Differently." Listen to gain actionable strategies to help you excel even in tough economic times.

Eric Hamilton's Background

• Eric Hamilton is a seasoned sales leader and the author of "The Sales Blueprint: What Winners Do Differently." 
• Throughout his successful career, Eric has emphasized the importance of disciplined, consistent sales processes. 
• Eric's systematic approach aims to provide a structured, repeatable framework that new and seasoned sales professionals can leverage to achieve consistent success.

Key Ingredients of Sales Success

• Eric breaks down sales success into three main components: 
• Preparation
• Mindset
• Execution

The Power of Preparation

• Eric explains that being prepared days, even weeks, in advance is crucial. 
• Preparation involves everything from understanding the client's business to setting agendas and confirming meeting details. 
• This approach ensures that sales professionals are not just winging it but are strategically ready for every interaction.

The Right Mindset

• Eric discusses how being mentally prepared can instill confidence and command in a sales meeting. 
• Techniques like the Wonder Woman pose are suggested to foster a powerful presence.
• He also shares his personal routine of mindfulness and meditation, which helps him start the day with a positive mental state.

Execution: The Final Piece

• From beginning a meeting assertively to effectively managing the conversation flow and nailing the next steps, execution is where preparation and mindset culminate. 
• Eric stresses the importance of setting agendas, controlling the meeting, and transitioning to the next steps well before time runs out.

‘It's important to have the mindset that you will succeed in anything you do.But that goes hand in hand with preparation. If you're not prepared, you won't be mentally ready to deal with whatever you have to deal with.’ - Eric Hamilton.

Resources

"The Sales Blueprint" by Eric Hamilton

Eric Hamilton 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

There’s a sales enablement evaluation going on. Are you ready for its changes? 

In this episode, I chat with Shane Evans, the Chief Revenue Officer at Gong. Together, we explore the rapidly evolving world of sales enablement and its challenges. Discover actionable strategies to improve your sales performance and productivity.

Guest Introduction: Shane Evans

• Shane Evans is the Chief Revenue Officer at Gong, a role that involves overseeing anything that touches customers or prospects interested in Gong. 
• His team includes sales development reps, solution engineers, implementation consultants, and customer success representatives. 
• With a focus on creating high-performing sales teams, Shane brings unparalleled insights into how data and technology can transform sales enablement.

The Problems in Sales Enablement

• Shane reveals some alarming statistics that highlight problems in the current state of sales enablement:
• 77% of sellers' time is spent on mundane tasks like data entry.
• Sellers are hitting only 30% to 35% of attainment, affecting their motivation and overall company performance.
• Only 1% of data from sales interactions makes it into CRM systems.

The Role of Revenue Intelligence

• Shane discusses how Gong’s focus on revenue intelligence addresses these challenges:
• Activity Capture: Gong automatically captures data from Zoom meetings, phone calls, emails, and Slack messages. This allows more comprehensive and accurate data to inform sales strategies.
• Targeted Coaching: AI analyzes interactions to offer pinpointed coaching on areas like competitive knowledge and effective questioning. This helps sales leaders provide real-time guidance to improve performance.

Success Stories

• Shane shares compelling success stories from Gong's clients:
• Upwork: Using Gong, Upwork improved its forecast accuracy to over 95%, significantly impacting its stock performance.
• ADP: The payroll giant uses Gong to enhance their win rates, average contract values, and overall productivity.

The Future of Sales Enablement

• Shane believes the future of sales enablement lies in utilizing data effectively to provide ultra-personalized coaching and support. 
• He stresses the importance of capturing contextual data to improve sales performance, regardless of the organization's size.

"Enablement is no longer about just creating generic documents and pumping them out for people to try and act on. It's identifying the skills and behaviors where people have gaps and then being very targeted in the moment to give them the coaching and the information they need to be more effective." - Shane Evans.

Resources

Shane Evans on LinkedIn

Gong.io  

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

Capturing your prospects' attention is more challenging than ever, thanks to our distracting world. So, how do you cut through the noise and effectively engage with potential clients? 

In this episode of The Sales Evangelist Podcast, I speak with Alan Versteeg, a seasoned sales leader and head of Growth Matters. Hear his insights and strategies for grabbing your prospects' attention and turning it into meaningful business opportunities.

About Alan Versteeg

• Alan Versteeg is the mastermind behind Growth Matters, an organization dedicated to enhancing sales management development. 
• His mission is to provide sales leaders with the tools they need to improve their game and, by extension, help their sales teams excel. 
• In this episode, Alan emphasizes the critical role of sales managers in driving sustainable sales performance and the importance of mindset in successful selling.

The Importance of Mindset

• How important is mindset in sales? According to Alan, you can’t sell anything unless you have this specific mindset to make it in the sales industry.
• He suggests that sales professionals should view their roles as noble and genuine efforts to help customers. This conviction translates into clarity, confidence, and, ultimately, competence. 
• Alan points out that many top salespeople become mediocre sales managers because they lack this foundational mindset.

Relevance: The Currency of Value

• Alan shares how to engineer relevance into your sales conversations by doing meticulous research and personalization. 
• He argues that generic sales messages won’t cut it, especially with AI generating compelling scripts at scale. 
• Instead, salespeople must tailor their outreach to demonstrate a profound understanding of the prospect's industry and challenges.

Practical Strategies for Gaining Attention

• Alan offers a practical framework he calls the Initial Value Promise. 
• It involves crafting a message that immediately signals relevance to the target prospect. This sales approach is based on the neuroscience behind the Reticular Activating System (RAS), which filters information based on its relevance to us.

Navigating Rejections

• Always welcome rejections and see them as opportunities to reposition your efforts. 
• Alan advises that if a prospect says no, it's best to thank them and move on rather than trying to convince them otherwise. 
• Instead, focus your energy on those who find your value proposition relevant.

“Relevance is the currency of value.” - Alan Versteeg.

Resources

Growth Matters International 

The Catastrophic State of Sales Coaching

Alan Versteeg 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

Are you excited to enter the world of sales? In this episode of The Sales Evangelist podcast, I chat with Jay Johnston, an expert in tech sales and job placement. 

We explore the vital steps aspiring sales reps need to take to land their first job. Jay shares his insights on the three crucial elements every seller must master to secure their dream job. Additionally, he offers practical advice from his own experience and how he successfully navigated the tech sales landscape.

Jay Johnston’s Background

• Jay Johnston is a seasoned professional with a remarkable background in the tech sales industry. 

• Having achieved significant success at Dell, Jay advanced through four different roles in just two and a half years.

• He is now dedicated to helping others land competitive roles in tech sales through his company, where he serves as both a coach and mentor. 

Importance of Good Documentation

• Jay Johnston emphasizes that your resume and LinkedIn profile are more than just documents; they are your Trojan horses. These documents often create the first impression and strongly influence hiring managers' perceptions of you. 

• Jay shares tips on crafting a visually appealing resume and a compelling LinkedIn profile that stands out. 

Power of Proper Preparation

• Preparation is key to crushing any job interview. 

• Jay details his approach to categorizing potential interview questions into three sections.

• He explains how different types of questions require different preparation strategies. 

Asking Amazing Questions

• The ability to ask thoughtful, insightful questions can set you apart from other candidates. 

• Jay discusses the importance of doing your homework and crafting questions that show your interest in the company and demonstrate your analytical skills. 

• Asking questions that reveal your awareness of the company's goals and challenges can make a lasting impression on hiring managers.

“How can you show the characteristics a hiring manager cares about without being dull and boring like every other candidate?" - Jay Johnston. 

Resources

EliteTechSales

Jay Johnston 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

In this episode of The Sales Evangelist podcast, I chat with Brian Town, a top salesperson and marketing firm owner from Michigan. Our discussion focuses on mindset, visualization, and confidence as crucial tools for achieving sales success. Discover his secrets to moving a sales pipeline faster than ever before!

Meet Brian Town

• Brian Town is a sales professional who wears many hats. He is the driving force behind a successful marketing firm collaborating with major organizations to enhance brand visibility. 

• As a seasoned author and the top salesperson in his company, Brian brings a unique blend of expertise and experience. 

• His profound understanding of sales strategies has been instrumental in overcoming common challenges that sales professionals face.

Importance of Mindset and Visualization

• Amid the uncertainties brought on by the pandemic, maintaining a positive mindset has never been more crucial. 

• We discuss the powerful concept of "flick back, flick up." This technique involves recalling a past successful moment to regain composure and confidence during sales pitches. 

• Brian shares anecdotes from his sports and sales experiences, showcasing how visualization has enhanced his performance. 

• The emphasis is clear: visualizing moments of peak performance can significantly boost one's effectiveness in sales.

Rejection and Motivation

• Navigating through rejections is an inherent part of the sales profession. 

• We stress the importance of persistence and finding motivation in the relentless pursuit of closing deals. 

• This understanding fosters a connection with potential clients, enabling sales professionals to move deals through the pipeline more efficiently.

Confidence and Belief

• Brian shares insights from his forthcoming book, "The Lonely CEO," where he outlines strategies for building confidence in sales. 

• He emphasizes the psychological aspect of recalling past successes to fuel present confidence. 

• I reinforce this point by elaborating on how confidence can significantly impact the outcome of sales conversations.

Moral Obligation and Client Advocacy

• We discuss the responsibility of guiding clients away from potentially wrong decisions, even if it means offering free consulting. 

• This principle of client advocacy not only builds trust but also establishes a strong foundation for long-term relationships.

"I think the reason, the thing that I found in confidence in selling, is the belief, that simple belief in yourself and your team that you can deliver." - Brian Town.

Resources

MichiganCreative

Brian Town 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

What’s the number one deal killer, and how can you stop it from happening? Find out in this episode of “The Sales Evangelist Podcast.”

Join me as I delve into a conversation with Feras Alhlou, a seasoned professional with a wealth of knowledge in sales strategies, business growth, and entrepreneurial advice. With a career spanning over two decades, Feras is a treasure trove of insights on deal killers, effective follow-up techniques, and customer engagement strategies that boost sales performance. 

Don't miss out on the opportunity to gain from his expertise-hit play now!

Feras Alhlou’s Background

• Feras Alhlou boasts over 25 years of experience in Silicon Valley, having navigated the highs and lows of the startup ecosystem. 
• Originally hailing from sunny Florida, he found himself in the tech hub of the world, where he rose to the position of Vice President at a cutting-edge high-tech company.
• However, after experiencing a layoff during a dry job market, Feras took destiny into his own hands by co-founding a business with a friend. 
• Today, Feras is dedicated to helping other entrepreneurs scale their businesses to seven and eight figures while avoiding the pitfalls he encountered on his journey.

Identifying and Eliminating Deal Killers

• Right at the beginning of the episode, we tackle one of the most critical issues in sales: deal killers. 
• Listen to Fera discuss how delayed response and poor time management keep reps from closing deals at 4:58.

The 2-1-2 Sales System

• Around the 10:05 mark of the episode, Feras introduces the 2-1-2 system. It’s a robust framework to enhance sales responsiveness and efficiency. 
• The system emphasizes responding to inbound leads within 2 hours, taking the first available meeting slot provided by the client, and sending follow-up proposals within 2 business days. This proactive approach to sales follow-up can make or break deals.

Effective Follow-Up Techniques

• Traditional follow-ups like sending a generic "checking in" email are ineffective. Instead, Feras advocates for adding value to every communication. 
• Whether it’s an insightful article or data relevant to the client's industry, providing meaningful updates keeps you in mind and demonstrates your commitment to their success.
• Always add value in follow-up communications to stand out and build stronger customer relationships.

"If you left a positive impression on these people, guess what? They'll remember you the next time around when they go to another company." - Feras Alhlou.

Resources

Startup With Feras

Startup With Feras YouTube

Feras Alhlou on LinkedIn

Startup With Feras Facebook

Startup With Feras Instagram

Feras Alhlou on X

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

Mastering the art of cold calling is a challenge, but it's a skill that can transform your sales game. If you're looking to level up your sales techniques, this episode of 'The Sales Evangelist Podcast' is a must-listen.

In this episode, I had the pleasure of discussing with Ryan Pereus, CEO and founder of Superhuman Prospecting, the practical application of cold outreach methods in building effective sales pipelines. Tune in and get ready to implement his special cold-calling techniques. 

Ryan Pereus' Background

• Ryan Pereus is an established figure in the sales development space, having dedicated the past seven years to mastering the intricacies of cold calling in the B2B marketplace.

• He is the CEO and founder of Superhuman Prospecting, a company he created that emphasizes perfecting cold outreach strategies using a USA-based team. 

• Ryan's passion for cold calling and innate talent have allowed him to manage approximately 80 to 100 monthly campaigns. 

• Based out of Philadelphia, his journey and expertise in the cold calling domain have made him a valuable resource for teams and individuals looking to enhance their sales outreach efforts.

Understanding Product Relevance

• The key to effective cold outreach is understanding what makes a product relevant to the target market. 

• Starting at 5:09, you'll hear my guest, Ryan, discuss why product relevance determines the success of a cold call campaign.

• He'll also reveal a fascinating case that enabled his team to secure approximately 100 monthly meetings, underscoring the transformative power of hyper-relevant solutions in appointment settings.

The Four Pillars of Cold Call Success

• At the 7:09 mark, Ryan breaks down the four essential elements for successful cold call campaigns:

• 1. Product Relevance 

• 2. Target Market Accuracy

• 3. Strength of Messaging

• 4. SDR Execution




• Tune in to hear how these four elements can create a highly effective cold outreach campaign, ultimately improving connect rates and sales conversion.

Real-Time Sales Coaching and Script Development

• We discuss the importance of training SDRs in crafting and executing a strong sales script. 

• Role-playing, listening to call recordings, and real-time feedback can provide invaluable insights for refining outreach approaches. This targeted sales coaching ensures that SDRs are well-equipped to engage decision-makers.

"You just have to adapt and realize that sometimes cold calling isn't just about the market saturation or the fact that it doesn't work. It's about the fact that the product or service is no longer as relevant as it used to be in cold calling." - Ryan Pereus.

Resources

QuickColdCalls

Ryan Pereus on LinkedIn

The Sales Evangelist Mastermind 

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  thesalesevangelist.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

Having the right mindset will always help you in the worst situations. If you don’t believe me, tune into this episode of “The Sales Evangelist Podcast.”

In this episode, I chat with Casey Stubbs, an experienced entrepreneur and mentor, on the essentials of having the right mindset to set and achieve goals, overcome setbacks, and thrive in business and investing. Click play to change your negative thinking to positive ones! 

Guest Introduction: Casey Stubbs

• Casey Stubbs is an entrepreneur and content creator specializing in investor and trader education, focusing on achieving success in financial markets. 
• His journey began in 2009 when he launched his website TradingStrategyGuides.com to provide educational resources for financial market participants. 
• Despite the initial pressure of providing for his family, Casey transformed a challenging situation into an opportunity, which has since flourished into a successful business and a rewarding career.

Overcoming Setbacks

• Expecting and enjoying setbacks may sound counterintuitive, but it’s essential for personal growth. 
• Casey highlights that setbacks are temporary and help build character, resilience, and perseverance. 
• Setting a mindset that embraces challenges prepares you to face them head-on and emerge stronger.

Setting and Achieving Goals

• Casey shares his journey from being a construction worker to a successful entrepreneur in the financial market. 
• His initial goal was simple – to put food on the table after losing his job. 
• However, his mindset and the fact that he set and achieved progressively bigger goals helped him build a thriving business. 
• Casey’s story underscores the importance of starting with small, achievable objectives and using mile markers to track progress.

Conflict Resolution and Relationship Management

• Managing relationships and resolving conflicts are crucial skills in both personal and professional settings. 
• Casey points out that having predefined processes for conflict resolution helps maintain healthy relationships and ensures long-term success. 
• Knowing how to handle conflicts beforehand can prevent them from derailing your goals.

“I know that as I'm going through the fire, I'm getting better, I'm getting more skill, I'm getting stronger, and I'm building up my perseverance. I'm going to keep pushing through, and I'm going to keep learning, and this pain and discomfort I'm going through is benefiting me. It's benefiting the people around me.” - Casey Stubbs.

Resources

tradingstrategyguides.com

Complete Trading System

Casey Stubbs on LinkedIn

Casey Stubbs on X

Casey Stubbs on Facebook

Trading Strategy Guides on Instagram

10x Is Easier than 2x by Dan Sullivan and Ben Hardy

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

Do you know the most powerful trait to have as a sales professional? Find out in this episode of “The Sales Evangelist Podcast.” 

In this episode, I chat with Edwin Aristor, a GTM Growth Strategist with Praxis Labs, about how curiosity can transform sales performance and foster meaningful client relationships. Click play to learn more!

About Edwin Aristor

• Edwin Aristor is a multifaceted individual whose roles span from father and husband to sales professional and men's retreat facilitator. 
• Currently working with Praxis Labs, Edwin is part of the go-to-market team, focusing on promoting an immersive learning platform designed to build inclusive leadership skills.

The Role of Curiosity in Sales

• Curiosity is a deep, authentic commitment to understanding prospects and clients. 
• Edwin emphasizes the importance of accepting surface-level answers and engaging in deep discovery to unpack layers of business challenges. 
• Tune in and hear why authentic listening and asking probing questions are cornerstones of effective sales strategies.

Sales Vulnerabilities and Growth

• Edwin shares a story of one of his coworkers learning why vulnerability in sales is necessary.
• Hear why openness fosters a culture of continuous improvement at 6:08.

Practical Tips for Cultivating Curiosity

• Edwin discusses several actionable sales techniques to foster curiosity:
• Role-Playing in Sales: Regular role-play exercises on non-business topics can enhance one's questioning skills, which later translates into better business conversations.
• Sales Training and Personal Development: Investing in personal development programs can significantly boost one's ability to engage deeply with clients.
• Listening to Recordings: Reviewing past sales calls to identify missed opportunities for deeper questions helps refine one's approach.

Effective Communication and Team Development

• For sales leaders, Edwin suggests exercises encouraging sales teams to engage in conversations unrelated to their primary sales agendas. 
• This practice can improve the team's ability to perform deep discovery and navigate sales objections more effectively.

“The day that she became vulnerable is the day that she became powerful.” - Edwin Aristor. 

Resources

Edwin Aristor on LinkedIn

edwinaristor.com

Sponsorship Offers

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

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

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

What’s the ideal word count for a successful cold email? To find out, tune into this episode of the Sales Evangelist Podcast.

In this episode, I sit down with Jason Kramer to discuss the ins and outs of effective email outreach. Jason, the founder of Cultivize, shares his proven framework for enhancing email effectiveness and driving better results in the sales process. 

Click play to gain actionable insights and strategies in email outreach.

Meet Jason Kramer

• Jason Kramer founded Cultivize, a company dedicated to helping businesses optimize their sales process through nurtured lead generation and effective use of CRM tools.
• With a marketing background and deep sales experience, Jason has pioneered innovative strategies for ensuring nothing falls through the cracks.

The Magic Number for a Successful Email

• One of the key takeaways from this episode is the ideal word count for an email. But what is it?
• To find out, tune into this episode at 3:33! This magic number ensures clarity and focus, making your emails more effective.

Effective Cold and Warm Outreach Strategy

• Jason sheds light on different strategies for cold outreach and warm leads. He provides a detailed email framework that includes:
• 1. Introduction Email (8:11 - 9:47): Short, to the point, focusing on the problem you solve.
• 2. Case Study Email (9:55 - 10:54): Provide proof of your solution’s effectiveness.
• 3. Follow-Up Emails (10:55 - 11:47): Checking if the prospect received your previous email.
• 4. Reintroduction Email (12:26 - 12:59): Offering additional value and insights.
• 5. Continuous Engagement (13:03 - 14:29): Using CRM insights, LinkedIn networking, and even text messaging for diversified touchpoints.

Best Practices for Email Subject Lines and Links

• Jason advises keeping email subject lines between a specific amount of words to increase open rates. 
• He also shares how many links you should have in your email to ensure higher domain quality and reduce the risk of getting flagged by spam filters.

"The quality of your domain name is a big deal, right? Because if you get blacklisted or be seen as a spammer. It's going to affect not only what you're doing, it's going to affect the whole company." - Jason Kramer.

Resources

Afterthelead.com

Jason Kramer on LinkedIn

Cultivize

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