The Sales Evangelist

Are you struggling to pivot sales strategies based on a single customer’s feedback? Is it hard to understand why a seemingly perfect sales approach failed?

If you answer yes to both questions, you must listen to this episode of The Sales Evangelist. Host Donald Kelly chats with Brady Jensen, a leading expert in market research and customer identification, about the importance of real-world data in crafting effective sales motions and enhancing customer credibility.

Click play now to learn how to build a reliable, data-driven sales process!

Brady Jensen’s Background 

• Brady Jensen is a seasoned professional with expertise in harnessing real-world data to enhance go-to-market strategies for sales organizations. 
• As the CEO of Aggregate Insights, he specializes in translating non-sales interactions into valuable sales insights. 
• His company aims to help create stronger connections between sellers and buyers.
• Tune in and hear how his knowledge will boost your team's credibility and competitive advantage in sales scenarios.

Real-World Data for Go-to-Market Professionals 

• Brady shares how go-to-market professionals can leverage real-world data and refine their sales strategies. 
• Hear how this approach helps sellers understand buyer’s behavior and assists in tailoring the sales process to meet the customers' exact needs.

Sales and Marketing Alignment: The Key to Consistent Success 

• Brady shares that true sales and marketing alignment begins with both teams having a profound understanding of each others’ roles. 
• Discover how this partnership fosters a conducive environment for strategic accounts and helps nurture leads more effectively.

Identifying and Avoiding False Sales Patterns 

• Don’t make the mistake of identifying misleading sales patterns to detriment the sales process. 
• Brady explains how sales and marketing alignment is crucial in avoiding biases that often mislead sales strategies. 
• Listen to this episode to discover why you need to focus on feedback analysis and win-loss analysis to understand what strategies worked and which didn’t. 
• He also shares how this approach helps sellers find their Ideal Customer Profile (ICP).

Actionable Strategies for Sales Reps and Leaders

• Brady shares three actionable tips for reps and leaders to improve sales methodologies. But to know what they’re, you must click play and listen to this episode!

Today's discussion with Brady Jensen highlights crucial techniques like customer identification and enhancing sales motion. You’ll also learn why it’s essential to integrate sales training with strategic insight into buyer behavior and market research. Tune into this episode to equip you with the knowledge to excel in the competitive world of B2B sales.

"It's really about bringing insights from people in a non-sales context to help sellers understand exactly who they're selling to, what they care about, what motivates them, and helping translate that into a selling motion that helps your prospects feel like you get them." -Brady Jensen.

Resources

Aggregate Insights

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

Creating content on LinkedIn is essential for inbound marketing and growing a sales pipeline. But you need to figure out how to do it. 

Learn how to do it in this episode of "The Sales Evangelist Podcast." In this insightful episode, Gabe Lullo, the CEO of Alleyoop, joins host Donald Kelly to delve into the transformative role of content in sales strategies. 

With a focus on empowering sales development representatives (SDRs) and sales organizations, Gabe shares his journey from a hands-off LinkedIn user to a content-driven leader. Discover how this shift has exponentially boosted his company's success rates. 

Click play now!

Understanding Alleyoop's Mission

• Gabe Lullo is the CEO of Alleyoop and a frontrunner in sales development and prospecting. 
• He emphasizes that while Alleyoop doesn't handle sales directly, it specializes in optimizing the front end of the sales cycle, primarily using phone communication, and supports these efforts through various channels. 
• The primary goal is to increase opportunities for clients to drive revenue.

The Importance of LinkedIn and Content for Sales

• Donald and Gabe discuss the strategic use of LinkedIn and content creation as essential tools in sales. 
• Gabe, having seen over a 100,000% increase in impressions year-over-year since heavily investing in LinkedIn content, stresses the massive potential content holds for generating business leads and enhancing company visibility.

Content Creation vs. Traditional Outreach

• Gabe explains how previously, as an agency, their focus was on quietly promoting clients' brands in the background. 
• Initial content experiments showed promise, leading to a more extensive commitment to content production, which complemented traditional outbound efforts. This dual approach has led to record-breaking business months, with half of their new deals sourced from content-related activities.

Frontline Strategies: Empowering SDRs with Content

• Gabe points out the practical application of content in day-to-day sales operations.
• He advocates for equipping SDRs with ready-to-use content crafted by high-credibility figures in the company, typically the CEOs or recognized industry leaders. This strategy ensures that the SDRs are not just cold calling but engaging potential clients with meaningful content that establishes trust and authority from the outset.

Tips for Creating Effective Sales Content

• Gabe suggests starting simple with text posts and gradually moving to more engaging formats like videos, which have proven to offer the highest engagement. 
• He shares how Alleyoop has embraced an all-hands-on-deck approach in content creation, with various team leaders contributing to their robust content strategy.

Tune in to unlock the powers of sales content creation with Gabe Lullo. Integrating content-driven sales strategies is crucial to truly thrive and not just survive. 

Your investments in your content today pave the way for tomorrow's successes. Click play to elevate your sales game through content! 

"Get comfortable with being uncomfortable." - Gabe Lullo.

Resources

The Sales Evangelist Podcast episode 1730

Gabe Lullo 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

Do you want to master the art of effective closing? The only way for you to become one of the greats in enterprise sales is by listening to an expert. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with David Blaha, a seasoned professional with a 30-year track record, including pivotal roles at American Express and his current position as Chief Revenue Officer at Extend.

Listen to these proven strategies to gain practical closing skills for enterprise-level sales. Click play now!

David Blaha’s Background

• David Blaha's rich negotiating background starts from his impactful years at American Express. 
• After American Express, David transitioned to working with startup companies, enhancing their growth trajectories before joining Extend as the Chief Revenue Officer.
• Through his story, you'll discover the importance of continuous learning and growth to develop a positive mindset for enterprise sales.

Enterprise Sales: A Strategic Approach

• The secret to effective closing in enterprise sales is to remember it's an ongoing process. Never fall into the trap of believing that this step only matters at the end of the sales cycle. 
• David shares how this approach establishes connections and secures smaller commitments throughout the negotiation. 
• New Sales Motto: It's a marathon, not a sprint! 
• If you like to rush through deals, you might want to stop. Donald and David both share how enterprise selling is like running an ultra-marathon. Sellers need persistence and strategic pacing, no matter how big or small the sale is!

Negotiation and Relationship Building

• Peak curiosity and ask questions to understand customer needs to help you close deals. David shares how these seller's techniques build trust, create genuine connections, and offer tailored solutions to customers.
• One of the top negotiation skills sellers must master is non-adversarial tactics. David advocates for radical candor and transparency, aiming for mutually beneficial outcomes rather than merely focusing on margins.

Key Principles of Enterprise Sales

• David shares his five essential principles for sales professionals:
• 1. Mindset: Maintaining a positive mindset is crucial, especially when facing rejections and diverse opinions from various stakeholders.
• 2. Connection: Building internal connections within organizations is vital to understanding different departmental goals and leveraging these insights.
• 3. Discovery: Conduct thorough discovery phases to tailor solutions based on explicit customer feedback and needs.
• 4. Adapting/Adjusting: Flexibility in adjusting offerings to align better with client expectations ensures long-term satisfaction and contract retention.
• 5. Negotiation: Strategic negotiation focuses on growth and long-term relationships rather than short-term wins.

To achieve long-term success in enterprise-level sales, you must master effective closing. Commit to negotiation transparency to build customer trust; you'll become as great as our special guest.

Listen to this episode and hear David Blaha's refined approach to the sales process. Take these tactics and apply them to your dealings, ensuring a trajectory of growth and success in the intricate world of enterprise-level sales.

"Radical candor and transparency in negotiations are key. It's about negotiating in good faith and aiming for growth rather than just focusing on margins." - David Blaha.

Resources

David Blaha’s email: [email protected]

David Blaha 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

What are the key traits to becoming a successful sales representative?

Discover them in this episode of “The Sales Evangelist Podcast.” In this enlightening episode, host Donald Kelly sits down with Peter Smith, a seasoned sales leader and the author of the intriguing book "Hiring Squirrels." 

Peter shares invaluable insights on identifying and nurturing the right talent in the sales industry. Click play to learn the critical traits of successful sales professionals and a roadmap for leaders striving to enhance their teams' performance. 

Peter Smith's Background

• Over the years, Peter Smith has carved a niche in the luxury jewelry sales market, building and developing highly effective sales teams. 
• He is not just a consultant but also an esteemed author and a columnist for industry magazines. 
• His approach to sales training is sculpted around his published works, which focus on hiring strategies, the psychology of storytelling, and key sales techniques.

The Squirrel Hiring Philosophy

• Peter explains the unique, attention-grabbing title of his book "Hiring Squirrels," inspired by the concept introduced in Mac Anderson's book "You Can't Send a Duck to Eagle School." 
• The idea emphasizes hiring individuals who innately possess the necessary skills for a specific role rather than attempting to train those who do not. 
• Peter highlights the importance of identifying salespeople who are naturally equipped for their roles, as approximately 58% of individuals in sales positions lack the essential traits necessary for success.

Identifying Key Traits in Sales Candidates

• Peter and Donald discuss the three non-trainable traits crucial for sales success: drive, empathy, and resilience. 
• Peter provides specific interview questions and strategies to uncover these traits in potential candidates, emphasizing the importance of honest and revealing responses to these targeted questions. 
• He advises leaders to discern genuine talent through subtle cues and honest interactions during hiring.

The Challenge of Rejection in Sales

• Rejection is an integral part of the sales process, and dealing with it effectively is a hallmark of a competent salesperson. 
• Peter stresses resilience as a critical trait, as it determines how a salesperson handles rejection—whether they see it as a personal failure or a professional challenge. 
• He underscores the need for sales professionals to embrace rejection as a stepping stone rather than a setback.

Peter's insights provide a clear guide to enhancing sales team dynamics by focusing on intrinsic qualities that predict success. His approach challenges conventional hiring practices and encourages a more nuanced understanding of what makes a salesperson effective.

This episode is a must-listen for anyone involved in sales or team management, offering a profound look at how to approach hiring and team building with a strategic and empathetic mindset. Tune in to rethink how you assess and nurture talent within your sales.

“If you don't care about what people think, you're not going to be very good in sales.” - Peter Smith.

Resources

Peter Smith on LinkedIn

The Retail Smiths

Peter Smith’s books

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 secret to improving your sales team's performance? 

How can leaders create high-converting sales representatives?

You want the answer to these questions, don't you? To find out, tune in to this episode of "The Sales Evangelist Podcast."

Host Donald Kelly chats with special guest Dayna Williams about the secret tactics for developing highly converting sales reps. With over two decades of experience in sales training and enablement, Dayna shares valuable insights and unpacks how to steer your sales team toward success. 

You know what to do now. Click play!

Meet Our Guest: Dayna Williams

• Dayna brings 20 years of experience as a white-label consultant for top provider firms in the sales training and enablement sector. 

• Her vast exposure to heads of sales, sales managers, co-founders, and CEOs has given her a unique perspective on widespread issues in the industry. 

• Through her book, "The Diligence Fix," Dayna encapsulates the universal pain points of sales organizations and offers a top-down solution regardless of industry or organization size.

Key Strategies for Sales Development

• 1. Simplify and Visualize the Go-to-Market Strategy

• The clarity of a sales team’s go-to-market strategy is crucial. Dayna discusses the importance of simplifying this strategy so that everyone from C-suite to front-line sales reps can express the company's approach articulately. A harmonious understanding of the go-to-market strategy across the board is the starting point for cultivating high-converting reps.




• 2. Create a Senior Leadership Communication Campaign

• Dayna proposes a regular, intentional communication campaign led by senior leadership to combat the natural loss of information over time. She suggests distilling the critical points from large-scale presentations and consistently reinforcing them throughout the year. This focus ensures key strategic messages are not lost after kick-off events but instead embedded into the organization's culture.




• 3. Adopt an Integrated Approach to Training

• Dayna challenges the traditional linear, role-based training method using an integrated approach. This method incorporates skills and knowledge across different levels, preparing sales reps for their current roles and future positions. For example, combining consultative selling training with leadership skills like giving and receiving feedback nurtures a rep's ability to grow within the company.

Concluding Takeaways

• Dayna emphasizes looking beyond traditional training programs to develop sales reps effectively. 

• Leaders must utilize various touchpoints for conveying information and changing behaviors, aligning them closer to how humans naturally develop habits and retain knowledge.

Sales leaders struggling to help their team meet their goals will love Dayna's wisdom in this episode. Equip yourself with the secrets Dayna Williams has spent 20 years perfecting, condensed into one powerful episode.

Listen now to transform your sales force into the high-converting powerhouse you know it can be. Your journey to sales excellence is just a play button away!

"Unless you're really intentional, at the event of calling out the three to four things you want people to walk away with, the only thing they remember when they get home is what type of drink they had at the bar." - Dayna Williams. 

Resources

“The Diligence Fix” by Dayna Williams

The Diligence Fix

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 struggle to connect with executive decision-makers despite knowing you have the solutions they need? 

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Candace Taber, a maestro of sales enablement whose insights into the alchemy of effective selling are nothing short of transformative. Candace doesn’t just sell; she evangelizes with wisdom, empathy, and a deep understanding of the elusive art of buyer-centric selling. 

Let Candace guide you through the intricate dance of matching your pitch with the specific objectives of every stakeholder in the room. Click play now!

About Candace Taber

• Candace Taber is a devoted wife, mother, and sales enablement leader focusing on equipping sales leaders to amplify their impact. 
• With a firm belief that leadership is the cornerstone of effective sales enablement, Candace dedicates herself to preparing leaders to excel in their roles and create force multipliers within their organizations.

Foundations of Effective Sales Enablement

• Donald and Candace discuss the misconception that sellers should inherently possess the knowledge necessary for success. 
• Rejecting this idea, Candace emphasizes the employer's role in equipping and enabling employees. 
• This means providing a clear performance path, feedback mechanisms, and the resources employees need to thrive in their environment, contributing to the employer-employee value exchange.

How to Position Messaging to Executives

• Candace presents practical advice on communicating with executives without seeming presumptuous. 
• She recommends referencing industry trends and openly wondering how these may relate to the executive's focal priorities. 
• By approaching the conversation with genuine curiosity and a well-researched hypothesis, sellers can position themselves as partners, not just vendors.

Advice for Sellers: Writing Goals at Organizational Levels

• Candace shares a valuable exercise for sellers looking to improve their business acumen. 
• She advises practicing writing objectives and goals at different organizational levels—from individual contributors to executives. 
• This practice helps sellers better tailor their messaging according to the strategic and operational priorities relevant to each role they encounter.

Are you ready to fine-tune your pitch and tailor your approach with the precision of an expert strategist?

With Candace’s insider tips, any sales professional listening can step into the arena more prepared than ever before. Join us for this episode and equip yourself with the tools to meet your quota and exceed expectations by enabling your prospects' success—a true win-win in the complex dance of sales.

"Yes, you have quotas. Yes, you have numbers, but you can take a moment to be intentional about what you're doing and set yourself up for success when you do that." -Candace Taber.

Resources

Candace Taber on LinkedIn

LinkedIn Sales Navigator

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

Every experienced sales rep knows they must use LinkedIn Sales Navigator to build an effective sales pipeline. But, do you know how to use it correctly?

In this episode of "The Sales Evangelist Podcast," host Donald is joined by sales expert and coach Phil Gerbyshak to dive deep into the practical ways sales professionals can utilize LinkedIn Navigator to build a strong sales pipeline. 

Phil shares his passion for the toolset and a refined process for leveraging the platform's capabilities. Click play to learn how to maximize LinkedIn Sales Navigator for effective sales outreach and networking.

Getting to Know Phil Gerbyshak

• Phil Gerbyshak hosts the “Sales Leadership Podcast,” offering insights to sales leaders and those aspiring to lead sales teams. 

• His expertise spans mindset, skillset, and toolset in sales, and his coaching and training methods have helped many sales reps elevate their game. 

• To connect with Phil, visit philgerby.com and drop him a line.

The Power of LinkedIn Sales Navigator

• Phil advocates for LinkedIn's Sales Navigator, touting its superiority to the free version of LinkedIn by providing a more robust set of tools tailored for sales professionals.

• He credits Sales Navigator with streamlining his outreach process and enhancing his ability to target the right connections.

Building a Winning LinkedIn Profile

• Phil reminds us of the often-overlooked aspect of having a fully updated LinkedIn profile.

• He stresses the importance of a current headshot and a headline clearly outlining who and how you help. This complete profile strategy is vital when prospects compare your profile to others.

Tips for a Stand-Out LinkedIn Profile

• Ensure your banner portrays a clear and relevant message.

• Update your featured section to break the scrolling pattern with rich media content.

• Share skills relevant to your position that your prospects and customers value.

Are you ready to unlock the secrets of LinkedIn Sales Navigator and transform your sales game? Tune in to listen to the latest episode with Phil Gerbyshak and Donald Kelly. 

Phil shares the secrets to building a winning sales pipeline. Subscribe today to learn how to leverage LinkedIn Sales Navigator for outreach!

"Be more human. If you wouldn't do it to somebody sitting right next to you, why the heck are you doing it online? By using sales navigator, using some of the tactics we discussed today, you have fewer people, so it's easier to be more human." - Phil Gerbyshak.

Resources

philgerby.com

Phil Gerbyshak on LinkedIn

LinkedIn Sales Navigator

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 tired of pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp. 

But what if you could pinpoint why your deals are stalling and prevent it before it happens? 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes!

The Stall Deal Dilemma

• Donald shares his insight into a common pitfall where sales professionals are left in the dark, wondering what went wrong. 

• He unveils that critical question you might not be asking—one that can make the difference between a deal stalling or sailing smoothly through your pipeline.

Mastering Communication: Asking the Right Question

• Donald emphasizes the importance of this essential yet often overlooked question: "What do you see that could prevent us from partnering together?" 

• Multiple variations of this question can be useful, but the core idea remains the same—identifying potential roadblocks early in the sales process. 

• By tackling these issues upfront, you can avoid stalled deals and foster better communication with your prospects.

Why Don't Sellers Ask the Hard Questions?

• Many sellers hold back on asking probing questions due to a lack of confidence or fear of jeopardizing the deal. 

• Donald dispels these concerns, advocating for professionalism and assertiveness in sales interactions. 

• By asking tough questions, you become a knowledgeable advisor and not a pushy salesman. 

Benefits of Uncovering Objections Early

• Donald discusses the advantages of early objection handling, which include:

•  Building trust and authenticity with your prospect.

• Demonstrating your experience and foresight as a sales professional.

• Enabling a clear path to address and mitigate potential obstacles.

Suppose you've found yourself staring at your phone, wondering why a once-promising prospect has ghosted you or why a deal isn't advancing as planned. In that case, this episode of The Sales Evangelist podcast is a must-listen!

Remember, this podcast is dedicated to guiding you toward dominating your deals. It's not about quick fixes but about sharpening your sales skills. Apply the insights from this episode to your sales strategies and watch your pipeline thrive!

"The question is simply asking the prospect early on in the sales process, perhaps in your discovery, after they've explained their challenges and you talk to them about your solution, and they see that this could work." - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

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

One of the most common mistakes people make when using LinkedIn is not taking the time to build authentic relationships. 

Don’t go adding hundreds of connections to your LinkedIn profile. Instead, do this!

Listen to this insightful episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with guest Sabine Gedeon on the world of LinkedIn networking. Sabine shares her extensive experience and lays down a five-step process to leverage LinkedIn for effective relationship-building and networking. 

Click play now!

Meet Sabine Gedeon 

• Sabine is the CEO of Gedeon Enterprises. She is also a coach, consultant, speaker, and author. 
• Remember to connect with her on LinkedIn to learn about her.

Evolution of LinkedIn 

• Sabine takes us through the history of LinkedIn, from its original use as a platform for recruiters to its transformation into a hub for marketing, networking, and community building. 
• She emphasizes the need for people, especially HR professionals, to engage more actively on the platform.

The Five-Step LinkedIn Strategy 

• Sabine outlines her five-step approach to using LinkedIn effectively.
• 1. Connectors Mindset: Understanding your 'why' and what you offer. 
• 2. Value Assessment: Identifying your strengths, expertise, and opportunities for growth. 
• 3. Ecosystems: Recognizing your network's broad array of ecosystems, such as friends and family, and political connections. 
• 4. Inventory List: Categorizing your contacts based on their ecosystems and closeness to you. 
• 5. Success Circles: Establish three layers of contacts—Fab Five, Core Fifty, and Essential Hundred—and regularly engage with them.

Systems and Consistency 

• Sabine uses systems like Streak to help maintain her networking strategy. 
• She also shares other methods to keep track of connections and ensure regular engagement with contacts.

Importance of Human Connection 

• Donald and Sabine agree on the importance of the human touch in networking. 
• Sabine advises treating each online interaction as personal as meeting someone at a coffee shop. 

Building genuine relationships on LinkedIn doesn't have to be as complicated as you make it. If you need help connecting with others on the platform, take the time to listen to Sabine Gedeon's strategies in this episode. Tune in now!

"People are missing out on the opportunity to build and cultivate relationships before they need things. It's almost like that whole notion around making deposits before you can withdraw. People are missing out on the opportunity to create. Make deposits before they start to need the withdrawals." -Sabine Gedeon.

Resources

Sabine Gedeon on LinkedIn

Gedeon Enterprises

Bob Berg's book, "The Go-Giver."

Streak

Boomerang for Gmail

LinkedIn Sales Navigator

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You're about to send a LinkedIn connection request, and the platform allows you to create a personalized message.

Do you take the time to do it? Yes or no?

If you choose not to do it, you must tune into this episode of "The Sales Evangelist Podcast." Even if you said yes, still click play.

Host Donald Kelly delves into the ongoing debate surrounding LinkedIn connection requests. Should sales professionals personalize them or keep them generic? 

Discover the importance of personalized connection requests and learn how to create meaningful conversations that can lead to sales opportunities.

The Great LinkedIn Debate

• Donald addresses a common question among sales professionals: the importance of personalizing LinkedIn connection requests. 

• He debunks myths, points out common mistakes, and emphasizes the potential impact of a well-crafted, personalized approach.

Personalized vs. Generic Requests

• Donald discusses why generic messages are ineffective and often ignored. 

• He advocates for personalized messages, which he argues can significantly increase your chances of connecting and engaging with your targeted prospects.

The LinkedIn Monetization Insight

• An interesting point Donald raises is LinkedIn's decision to charge for personalized connection requests. 

• He interprets this as evidence of their effectiveness and a tool that LinkedIn monetizes because it works, not because it doesn't. This key insight provides a unique perspective on the platform's internal data and user behavior.

Donald's LinkedIn Connection Strategy

• Listen to Donald's own methodology for LinkedIn engagement. 

• His process involves Sales Navigator, account and lead list building, proactive engagement with recent posters, and meaningful follow-up through multiple communication channels. 

• Donald's tactic is all about grabbing attention, starting conversations, and fostering relationships that lead to sales opportunities.

Engagement Leads to Opportunity

• Donald emphasizes that engagement is the key to unlocking potential business opportunities. 

• He shares personal anecdotes and client results to support his stance on using personalized connection requests to initiate conversations.

Join Donald and his colleagues for a live discussion on LinkedIn, furthering the conversation on this topic. Connect with him on LinkedIn to learn more about it.

“Do you feel that you're so unique that you are the only one asking them to connect because you have a mutual connection? That's so preposterous!” - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

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