The Sales Evangelist

Are you dreading the thought of cold calling on a Friday afternoon? This episode of "The Sales Evangelist Podcast" could change that. 

Join me and my special guest, Sara Plowman, as we delve into the art and science of cold outreach. Click play to hear her practical cold-calling strategies that have propelled her success in the competitive world of sales development and account management. 

Sara's Journey in Sales

• Sara Plowman is a seasoned professional in the sales industry, currently serving as a Senior Business Development Manager at Pareto. 
• Unlike a traditional SDR, Sara is involved in the entire sales cycle—from cold outreach and booking meetings to running those meetings, closing deals, and managing accounts. 
• Her love for outbound sales and the hunting aspect has been a significant driver of her success at Pareto, where she has progressively taken on more responsibilities over the years.

Cold Calling and the Summer Friday Strategy (5:09 - 8:36)

• If you go back to my episode with Vlad Oleksiienko, you know that many sales reps choose not to do cold-calling. However, Sara has found the perfect cold outreach strategy to book more appointments and win clients.
• Sara's enthusiasm for cold calling shines through as she explains her unique strategy of utilizing Summer Fridays for outreach. 
• Recognizing that executives are often in good spirits and more relaxed toward the end of the week, Sara has found that Friday cold calling can lead to higher appointment-setting success rates.

The Importance of Just Doing It (9:26 - 12:50)

• Sara lives by the advice of “just do it.”She emphasizes that action, rather than over-planning, often leads to sales success. 
• Sara encourages sales professionals to take the plunge, make the calls, and see what works through real-life interactions.

Sales Art: Personalized Approaches for Different Accounts (15:52 - 17:32)

• Sara elaborates on the importance of tailoring sales approaches based on the client's personality and preferences. 
• She stresses that effective salespeople must be flexible and adapt their cold outreach methods to what seems most promising for each unique engagement.

"Timing is everything within sales. And I think you need to know when the time is right. And you're never gonna know unless you pick up the phone and give them a call." - Sara Plowman. 

Resources

Sara Plowman on LinkedIn

Sara Plowman on Instagram

Sara Plowman on TikTok

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 do you get high email open rates? Discover the secret framework in this episode of the "Sales Evangelist Podcast."

I, the podcast host, sit down with special guest Vin Matano and discuss his four-part cold email secret. I'm telling you, you don't want to miss this episode. 

Vin shares his deep expertise in cold email outreach. Tune in to learn his effective email strategies that'll bring you tremendous success.

Who Is Vin Matano?

• Spending six years at Demandbase, Vin started as a BDR (Business Development Representative) before moving into a closing role on the mid-market major's team. 
• Recently, he embarked on an entrepreneurship journey, eager to leverage his rich experience in sales.
• But that's not all. In this episode, Vin unveils the number one outreach channel that played a pivotal role in growing his pipeline. The reveal happens right at 1:09. And no, it's not cold calling. Can you guess what it is?

Cold Emailing Success: What’s His Secret? (2:36 – 4:04)

• Many sales representatives struggle with personalized outreach. What on earth are you supposed to write? 
• Vin shares the ideal email structure to help you figure it out:
• Observation
• Problem Statement 
• Solution
• Call -To - Action


• Click play and discover why this email framework gives high open rates!

Crafting Irresistible Subject Lines (4:51 - 8: 01)

• Please don't tell me you believe click-bait subject lines equals high open rates. Because it doesn't!
• These types of email subject lines are misleading and deceiving. You don't like to be lied to, so why should you lie to your customers?
• Vin and I delve into a straightforward email trick to boost customers' trust in your brand and encourage them to read your emails. 
• Our special tip: Don't be flashy; stay boring. This approach empowers you to take control of your email marketing strategy and build stronger connections with your audience.

The Role of Multi-Threading in Prospecting (17:23 - 18:20) 

• At the very end of this episode, Vin shares how he uses multi-threading to win stakeholders. 
• Discover how his approach helps ensure that your email outreach is more effective and has a better chance of getting a response.

“You're overcomplicating it. Reread your email, and if it needs a better flow, put a random first sentence, a random problem statement, and a random solution. If those don't talk together, it's a bad email.” - Vin Matano.

Resources

Vin Matano on LinkedIn

Vin Matano on TikTok

Vin Matano on YouTube

Vin Matano on Instagram

Vin Matano 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

Welcome back to another fantastic episode of the "Sales Evangelist Podcast." As your host, Donald C. Kelly, I have some big news to share!

I'm pretty excited about this, and I know you will be too. But what's the big news?

Don't keep yourself in suspense! Click that play button and get ready for the big reveal.

The Sales Evangelist Podcast Updates

I'm sure you've seen some of the changes my team and I have made. But in this special episode, I share with you what's really going on behind the scenes:

• Is It Over for the TSE Podcast?
• The TSE team has been a consistent presence in the podcasting world since 2013, and we're now at episode 1800. This long-standing commitment to providing you with valuable sales industry advice is a testament to our credibility. So, if you're looking for a reliable source, who is better than us?
• Listen to this episode and find out whether "The Sales Evangelist Podcast" is over.


• New Design
• If you have not noticed, the TSE brand design has a fresh new look. Let's give a special shoutout to our talented graphic designers who made it possible. 
• But why the sudden changes? Who am I trying to look special for?
• Tune in at 2:27 and discover why I created a new brand identity. I'll also share my inspiring start-up story of the original look.

Why the Recent Changes?

• As the sales industry continues to evolve, so does the TSE brand. I'm not just here to provide you with valuable insights, but also to grow and adapt alongside you. 
• I aim to help you book more appointments and grow your pipeline, and the best way to do this is through continuous growth and change.
• However, I can't give you everything. Just know that more changes are coming!

Are you looking for a podcast company to help you develop your brand and content? Explore TSE studios to make your ideas come to life. My team will provide you with everything you need to thrive and grow!

“Are we shutting down the podcast? Is it perfect to stop right now at 1800?” - Donald Kelly.

Resources

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

Yes, inbound marketing and transparency are still important in 2024. This is why I'm sharing a special rerun of 'The Sales Evangelist Podcast' episode 078.

In this episode, I have the privilege of chatting with Marcus Sheridan, aka 'The Sales Lion,' on how to make inbound leads more effective for a sales pipeline. And here's the kicker: The secret to generating leads has nothing to do with meeting quotas. 

Click play to gain invaluable insights and improve your inbound marketing skills. I promise, it's a listen you won't regret!

Marcus Sheridan’s Background

• Marcus helps businesses embrace the power of content and inbound marketing through his personal experiences. 
• He and his team offer content marketing consulting & workshops, HubSpot consulting, speaking opportunities, and blogging services. 
• Marcus is passionate about selling and the power that comes to an organization and sales professional when they learn to incorporate inbound marketing and transparency concepts.

Assignment Selling (17:16 - 21:12)

• Through an engaging example, my guest Marcus introduces the concept of “assignment selling.”
• Tune into his story at 17:16 and hear why providing prospective clients with valuable content should happen before direct sales engagement.
• Marcus also shares why this method helps build trust and transparency with potential clients. 
• Discover how to streamline your sales efforts, reduce repetitive interactions, and close more deals with well-prepared and serious buyers in this episode.

The Impact of Online Content on Sales (24:11 - 28:35)

• Did you know that consumers now read an average of 105 pages of a website before making a purchase decision? We didn’t either. 
• This is why my guest dived deep into how online content impacts sales. He also explains the differences in buying behavior from ten to fifteen years ago.
• Listen to this episode and learn why businesses must adapt by integrating sales and marketing efforts to create a seamless experience for potential customers.

Transparency in Business: Why It’s Important? (31:17 - 33:09)

• Marcus is passionate about honesty and transparency in modern business practices.
• He shares his core philosophy of "they ask, you answer," emphasizing why companies should address customer questions on their websites.
• But how does his philosophy empower potential clients before any direct engagement occurs? How does honest content help businesses filter out unsuitable prospects?
• By listening to this episode, discover how his approach enhances the sales process and fosters stronger, more transparent relationships between businesses and their customers.

“People need to be consuming your junk before you meet with them face-to-face. Otherwise, you're setting yourself up for failure.” - Marcus Sheridan.

Resources

Marcus Sheridan on LinkedIn

Marcus Sheridan International  

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 have a fantastic business idea and often daydream about how life will be once you make it. However, once you start putting in the work, staying excited about your big idea becomes a lot harder.

How can you stay disciplined to ensure you become a successful sales professional? Tune into this episode of The Sales Evangelist Podcast to find out.

Your esteemed host, Donald Kelly, engages in a captivating conversation with Dre Baldwin, a renowned speaker celebrated for his vibrant energy. Dre shares his remarkable journey from basketball to YouTube fame, offering profound insights on mindset content, the third-day concept, and the crucial aspect of professional discipline.

Click play to discover more about staying disciplined when reaching your goals!

From Basketball to Mindset Content

• Dre shares his background as a basketball player and transitioning to creating content on YouTube.
• Initially, he wanted the channel to only focus on basketball videos, but after sharing life advice, he realized he could broaden his service to a wider audience.
• His ability to reach people through these videos laid the foundation for his future endeavors.

The Third Day Concept (2:45 - 5:11)

• You know how on the first and second day of starting something new, you’re super pumped about getting everything done. But come the third day, you’re ready to throw in the towel. Now, all your plans are on the back burner until you finally decide to work on it.
• This is what my guest, Dre Baldwin, means when discussing the third-day concept. It’s the critical moment when the initial excitement of starting new wears off, and the real commitment begins. 
• Those who continue to give their best effort even when they don’t feel like it are often more successful.
• Listen to Dre’s advice on overcoming the third-day concept to help you become a top sales professional.
• Also, if you want to dive deeper into this topic, consider getting his newest book, “The Third Day: The Decision That Separates the Pros from the Amateurs.” The book is free at thirddaybook.com, with just the shipping cost.

Strategy and Execution (15:35 - 18:15)

• To achieve any goal, Dre recommends working backward from the desired outcome by asking, 'What would need to be true?' 
• This reverse engineering helps deconstruct the steps required and establishes a framework for consistent execution. 
• Dre also stresses the importance of developing an operational system to ensure the strategy is followed meticulously.

Listen to Dre Baldwin on this episode of The Sales Evangelist Podcast to gain insights and practical advice to elevate your sales game. His discussion on deep emotional drivers and the importance of accountability can transform how you approach your goals. 

If you’re ready to unlock a higher level of performance and consistency, this episode is a must-listen. Don’t miss out—tune in and take the first step towards lasting success!

"We know what needs to happen, but now, what pieces can we put in place that support those pieces?" - Dre Baldwin.

Resources

Dre Baldwin’s social media accounts

LinkedIn

Facebook

Twitter

Instagram

YouTube

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 struggling to close deals in today's challenging sales environment? Join your host, Donald Kelly, as I sit down with Matt Wolach, a seasoned software sales coach.

In this episode of The Sales Evangelist Podcast, you’ll learn how to boost your closing rates with Matt's secret sales tactics. Tune in and take the first step toward transforming your sales game!

Guest Introduction

• Thanks to Matt Wolach's years of software sales background, he has successfully started and exited multiple companies. 
• His transition to full-time sales coaching was driven by his passion for helping others improve their closing rates and achieve consistent sales success. Matt currently coaches over 270 companies worldwide, significantly impacting their sales processes and results.
• Why should you listen to my guest, Matt Wolach, on improving sales deals? Tune in and hear how the DEAL methodology boosts his client's sales closing rates. One client increased their closing rate from 1.9% to over 30%!

Challenges in Sales (3:33)

• Within the episode, Matt shares how many Account Executives (AEs) and Sales Engineers (SEs) feel undersupported in their roles.
• He also highlights how organizations that lack systems struggle with consistent sales closing.
• Listen to him explain how proper guidance helps sales teams stop using discounts to move deals forward.  

The Perfect Deal Process: DEAL

• Matt introduces his transformative methodology called the Perfect Deal Process, an acronym that stands for Discovery, Educate, Associate, and Lead, offering a promising path for sales professionals to enhance their sales processes.
• Discovery Process: Do you suffer from the curse of knowledge? Many sellers assume they know the buyer's problems, but honestly, they don't. At 7:12, you’ll hear Matt explain how the discovery process builds trust with buyers and makes them realize the urgency of their situation.
• Educate: At 14:28, you’ll learn why you must educate buyers about their issues and potential solutions. 
• Associate: Discover why connecting the product or service to the buyer's needs is essential at 15:42. 
• Lead: Why is taking charge of the sales process vital? Tune in at 16:12 and find out at 16:12. 

In this episode of The Sales Evangelist Podcast, Matt Wolach shares invaluable insights that can revolutionize your sales approach. He lays out the 'Perfect Deal Process' that has helped over 270 companies skyrocket their close rates.

If you need help with consistent sales or are looking to fine-tune your strategy, this episode is a must-listen. Plus, Matt offers some fantastic free resources to get you started on the right path. 

Don't miss out on these game-changing tips—tune in now to elevate your sales game!

“Discovery is equally important for your buyer as it is for you.” - Matt Wolach.

Resources

Matt Wolach on LinkedIn

Matt Wolach’s website

Free Sales Scorecard  

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

After scheduling an appointment with a prospective client, you’re confident they will close the deal once you speak with them again. However, when you enter the Zoom meeting, they’re not there.

After sending several follow-up emails, it’s clear that this client got away. The follow-up game is pretty annoying, so how can you avoid this from happening ever again?

Click the play button and listen to your host, Donald C. Kelly, on The Sales Evangelist Podcast! In today’s episode, I’m sharing effective sales follow-up techniques that can dramatically improve your sales process.

The Importance of Follow-Ups (2:10 - 2:38)

• Many sales professionals fail not because of their pitch or product but because they need a consistent follow-up system. With a proper follow-up strategy, you can gain quality opportunities.
• Your role in the follow-up process is crucial. It's about getting prospects to reconnect with what you're selling. To learn how to do this effectively, listen to my key sales strategies that will empower you to close deals and engage prospects.

Sales Fundamentals: Follow-Up Techniques 

• What are the follow-up secrets I share within this episode? Below are some of the methods you'll learn more about when you tune in:
• Appointment Scheduling: I will share how you can avoid endless follow-ups and ensure your prospective client attends the meeting. Tune in at (3:32)!
• Vary Follow-Up Timing: Don't fall into the trap of calling a prospect at the same time every day. Click play at 7:56 and find out why mixing up your phone call schedule is better to increase the likelihood of catching them at a convenient time. 
• Text Message Follow-Ups: Text messaging is a powerful tool for modern sales professionals. Hear my example at the 8:44 checkpoint on correctly sending text message follow-ups.

Implementing a Follow-Up System

• Do you need help creating a structured follow-up system? I share how to do this and why organization helps maintain a steady flow in your sales pipeline.

Consider testing these follow-up techniques in this episode to enhance prospect engagement and improve their overall sales process. For more insights and advanced sales strategies, connect with me on LinkedIn, Donald C. Kelly. 

Also, join our mastermind group at thesalesevangelist.com, and let's work together to boost your sales performance. Here’s to maximizing your sales pipeline and closing twice as many deals!

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 a seller trying to find your dream job? Discover how in this episode of The Sales Evangelist Podcast. 

Host Donald Kelly chats with guest Dan Fantasia, the CEO of Treeline Incorporated, on the crucial aspects of sustaining a sales career and excelling in job interviews. 

Click the play button to learn the five tricks to help sales representatives get hired immediately! 

Changing Lives Through Recruitment

• Treeline Incorporated, a Boston-based sales talent recruitment firm, has significantly impacted the lives of over 3500 individuals. With 23 years of experience, Dan and his firm provide invaluable advice to those seeking to change their careers.

Research and Preparation: The Backbone of a Successful Job Search (4:10 - 8:43)

• Why is it important to research a company before the interview? Dan explains how research enables you to gauge if the company aligns with your values. Are their core values in sync with yours? Do you possess the requisite skill sets as per the job descriptions? 

• He also answers a question that many new salespeople wonder, "Should you focus on one specific industry or be open to all types of jobs." Listen to the episode to discover the answers.

Why Are You a Good Fit? (10:05 - 14:38)

• To determine if you're a good fit for the company, it's crucial to consider your skillset as a seller. Dan offers distinct advice for salespeople at different stages of their careers- those who are just starting out and those who have been in the industry for years. 

• How do you ace the most common interview question, "Why do you think you're a good fit for the company." Reading job descriptions and understanding the company's core values will help you formulate a smooth answer.

Be Present (14:39 - 21:36)

• You will only make it far if you strive to improve as a sales rep. Listen to Dan's story of how being distracted can cause you to be less engaged during the interview process. His example shows how important it is to ignore distractions to be within the present moment. 

Know Your Story (21:52 - 25:30)

• What does it mean to know your story? You must understand what you bring to the table for a successful interview.

• Listen to Dan's knowledge on why knowing yourself will immediately get you hired during the interview.

Close After Every Interview (25:52 - 29:16)

• What does it mean to close after every interview? It’s your turn to be asking the questions. But what type of questions should you ask? Dan shares several examples of the questions you should ask after the interview.  

Learn the art of interviewing in this episode of The Sales Evangelist Podcast. Our special guest, Dan Fantasia, shares excellent tips on how to get your start in the sales industry. Click play now to hear his insights!

"You have to research the company. Do not take that for granted!” - Dan Fantasia.

Resources

Treeline Inc.

Dan Fantasia 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

Today, we're going into the archive and bringing out an episode where Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master negotiating without manipulating.

Negotiation isn’t manipulation:

• Incorporating negotiating strategies and techniques helps you and your team reach its needs or goals and opens the door for priorities to be rearranged and met.

• It’s not a winner/loser situation – negotiation should come from a place where you look to satisfy everyone.

• Low-stakes negotiation happens every day. Mastering negotiation is the key to developing long-term success.

• Conveying your interests isn’t manipulation – it’s telling your story to meet your needs.

Barriers to entering a high-stakes negotiation:

• PACE: Prepare – aware – close – evaluate

• Prepare, think at the moment, and be as objective as possible. Be aware of both your and the other party’s interests. Uncover relevant information to reach the close.

• How can you expect to negotiate well if you don’t know what you want?

• There are many pieces of leverage at play when in negotiation. Be mindful of those levers to explore and realize what solution honors both parties.

Understand the solution from their perspective:

• Negotiating conveys interests and beliefs – it’s an opportunity to connect and learn to know, like, and trust another person.

• As a seller, asking questions about the other party helps you learn more about them and why they’re not siding with you on the issue.

• Even if you know the answer, never make an assumption. Let the other party be heard. 

Be intentional with silence:

• Practice what you say, and teach yourself not to ramble after speaking.

• Some people think of it as a game – just practice not talking, and you’ll grow more comfortable with it.

• We listen least actively to people we know. Practicing silence can interrupt that cadence and convey attention to the other party.

Susie’s final takeaway? Anchor ideas you want others to know early on to allow the other party to get their head around it. For more great content from Susie, visit her website for more information or connect with her on LinkedIn. You can find her book, The Art of Everyday Negotiation without Manipulation, on Amazon. (Visit negotiationlove.com for giveaways and other great content as well!)

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

Are you ready to revolutionize your sales strategy and close deals faster than ever? In our latest episode, we dive into the innovative world of sales acceleration with Andrew Kappel, a seasoned sales consultant with a knack for transforming sales strategies from the ground up. 

Join us as Donald Kelly, our host, explores Andrew’s approach to crafting compelling one-page business cases that speak directly to executive needs, streamline the sales process, and drastically improve client engagement. Click play now!

Andrew Kappel’s Background

• He has a decade of experience in sales consulting and specializes in sales strategy and sales acceleration services. 
• Before establishing his consulting practice, Andrew spent three years as a delivery consultant, and his duties paralleled those of a customer success team, only without a tangible product. 
• Andrew's extensive background in various sales environments has equipped him with a keen understanding of different industries, sales processes, and the intricate dynamics of complex deals.

Creating Impactful Business Cases

• Business case development is crucial for securing executive buy-in and facilitating successful internal selling strategies. 
• Listen to Andrew’s expertise in developing a brief yet powerful business case that centers on the SP 30 framework.
• From listening to this business case framework, sellers can create successful sales pitches through situational awareness, problem identification, and strategic stakeholder engagement.

Leveraging Technology and Consulting Expertise

• Andrew discusses how his consulting services integrate technology solutions to address specific sales pain points.
• Thanks to his background in enterprise data security and customer success, Andrew understands the importance of adapting sales approaches to fit transactional businesses and complex sales environments.
• Learn how change management is vital in seamlessly integrating CRM systems and other technologies to enhance business processes.

Cold Outbound Prospecting and Effective Communication

• Are you looking for some successful cold outbound prospecting techniques? 
• Listen to Andrew’s cold outreach strategy for more fruitful conversations with potential clients.
• His strategy blends empathy, precise communication, and visual communication in sales to enhance the effectiveness of a sales pitch. 
• Turn in to discover how these elements lead to better business trust-building with customers. 

Strategy for Business Growth

• Hear Andrew’s business growth strategies that can help companies scale efficiently while managing challenges effectively.
• He illustrates how tailored sales acceleration services can dramatically impact growth trajectories, especially with solid sales strategy planning.

In this episode, you’ll uncover the pivotal role of concise, impactful business cases, and how they can magnetically draw in executive attention and approval. Join us in this compelling conversation to elevate your sales game by understanding and implementing refined sales strategies that guarantee results. 

"You must build trust, rapport, and acumen with the person you work with." - Andrew Kappel.

Resources

Andrew Kappel on LinkedIn

Benchmark Signal Consulting

The 3-Part Business Case Framework

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