The Sales Evangelist

Do you have full control over your sales meeting?

Is it difficult getting your prospects to go in the direction you want them to go?

You answer "no" to the first question and "yes" to the second question. Right? Well, you know what to do now!

Tune into this episode of "The Sales Evangelist Podcast," where host Donald Kelly dives deep into mastering client interactions. Within this five-minute episode, you'll be ready to take control, establish authority, and confidently guide your prospects.

Take advantage of these critical strategies that can accelerate your sales success!

Taking Control of Your Sales Meetings

• The key to having a successful sales meeting is being in control of its direction. 

• Donald emphasizes that while catering to the prospect's requests is essential, offering them a meeting roadmap ensures they recognize you as an expert in your field. 

The Agenda of A Guided Sales Session

• To lead your sales meeting, set a clear agenda. Address the prospect's hopes and set the stage for the main goal. It's to guide them through informed choices. 

• Donald suggests asking prospects what they want to learn. This is to consider the meeting effective. 

• Then, build the conversation around those objectives. Also, share your expertise and insights.

Expert Advice on Pricing Queries

• One common challenge salespeople face is when a prospect jumps straight to pricing. Donald advises against catering to this demand blindly. 

• Instead, offer transparency about your pricing range while steering the conversation back to understanding their specific challenges and whether your service is a good fit.

Maintaining Control with A Robust Conclusion

• Donald stresses that you should reserve the last five minutes to review the main points and schedule the next meeting. 

• This strategy helps maintain the sales process's momentum and positions you as a prepared and experienced professional.

Join “The Sales Mastermind” for hands-on guidance and an interactive learning environment. It's an opportunity for you to practice, role-play, and get actionable tips to enhance your sales performance.

Lastly, subscribe to keep up with the newest content to improve your sales game! 

“The key is to get them to feel they're giving you all the stuff they need and want to give.” - 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

Today, we're going into the archive and bringing out an episode from the best sellers in history series. Let’s talk about Mary Kay Ash and how she built her empire from the strong skill sets she developed as a salesperson.

Sales Spotlight - Mary Kay Ash

Mary Kay Ash is world-renowned for being the makeup and skincare queen.  Her pink Cadillac has become iconic. How did this come from someone who kept getting passed over for promotion?  Because she is considered to be one of the best sellers in history. Here are five reasons why: 

• Had a purpose and a why
• Created a vision or a common cause
• Had a strong and impressive work ethic
• Had the desire to create and give rewards
• Willing to take action

Mary Kay Ash was born on May 12, 1918, in Hotwells, Texas. For most of her childhood, she took care of her sick dad while her mother made the family's earnings. At 17 years old, Mary Kay married Ben Rogers and had three children with him before Ben went to war in WWII. Their marriage eventually ended, and Mary Kay was left with three children to care for. 

She needed to make money to feed her children, so she started working for Stanley Home Products in 1939. She’d go into someone’s home and host parties to encourage people to buy household items. Mary Kay was great at her job, and she became a top seller. By 1952, Mary Kay was hired by World Gifts. After 10 years, however, she quit her job. At that time, the sales force was mostly made up of men, and no matter how hard she tried, she couldn’t get ahead because she was a woman. She saw the men she was training were getting promoted, going onto better jobs, and they were getting a much higher wage. 

Had a purpose and a why

With $5000, Mary Kay used the money to build her empire. Mary Kay had a purpose.  She was a mother who needed to take care of her kids and a woman who wanted to see other women succeed. Mary Kay also had a vision that helped her achieve her dreams. She had a why.

As a salesperson, a vision and purpose can propel you beyond a bad sales day. For many people, a paycheck isn’t enough.  There has to be a deeper connection, something bigger. Having a purpose is the motivation that moves you to show up even when things get hard. 

Have a purpose that pushes you to create an opportunity for the people you care about the most. 

Mary Kay had a purpose that was even bigger than herself. While she wanted to care for her family, she also wanted to create something to help other women. 

Created a vision and a common cause

Every great salesperson in this series had a vision and created a common cause. Mary Kay recognized that women were undervalued in the sales industry and other workplaces. Women were not considered as capable as men.  This misconception prompted Mary Kay to build an empire that would give women the opportunity to succeed and do more. Her business opened doors for women to become six-figure earners and, as a result, became the breadwinners for their families, giving them a community where they were valued. The company grew, and by the end of its second year, it had made $1 million in product sales. 

Salespeople can also achieve greater success if they communicate a common cause to their clients. Creating a brand message that solves problems and identifying a common struggle can create a unifying purpose.  

Had a strong and impressive work ethic

Mary Kay had an impressive work ethic and worked hard. She got up every day at 5:00 AM. She said, “If you get up at 5 o’clock three times a week, you’ll gain an extra day. You need to try it a few times because you realize a great feeling of satisfaction at 8:00 in the morning when you’ve already finished what would have taken you six hours to do after 8 o’clock because of the interruptions.” 

Make it your goal to wake up early, put in the time, start working, and be productive without distractions. Allow yourself to practice and challenge yourself as Mary Kay did. 

Had the desire to create and give rewards

The Harvard Business Review laid out three reasons why people leave their jobs: 

• because they don’t like their boss
• they don’t see an opportunity for promotion
• or they were offered a better job.

Mary Kay understood this and set up a system with four levels of promotion:

• Independent beauty consultant
• Red jacket beauty consultant
• Independent sales director
• National sales director 

As salespeople hit their numbers, they were promoted to the next level and received different rewards. This motivated people and gave them room to grow. The system made them very successful. The ultimate success for any employee in Mary Kay is winning the pink Cadillac. 

As a sales rep or sales leader with a small business, give your team a path and an opportunity to grow. Give them a goal, and offer a reward when they hit that mark. They will see that as an opportunity to earn and achieve. It helps your company because you’ll have an employee who works hard to earn the reward. 

Willing to take action

Mary Kay left her full-time job and decided to create her own company, but she didn’t have the capital. She borrowed $5,000 from her son and bought the rights for the makeup and skincare brand from a previous client. Mary Kay could have used the money to save up and pay the bills, but she didn’t. Instead, she saw an opportunity, and she grabbed it. She struck while the iron was hot. 

Don’t talk yourself out of opportunities. Be brave and take calculated risks. Reach out and make something happen. Don’t miss an opportunity because you’re afraid. Notice when you’re in the right place at the right time and position yourself around people who can help you make things happen. 

"Mary Kay knew how to create a vision and a common cause. #SalesWoman"

Mary Kay Ash did five things right, making her a great businesswoman. She had a reason which enabled her to create a vision. Mary Kay adopted a strong work ethic and used the power of rewards to motivate people. Lastly, Mary Kay was willing to take advantage of the opportunities and struck while the iron was hot.

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 is 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 uncover the secrets of successful sales strategies in a highly competitive landscape?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with guest Claudio Meidler, an experienced sales professional working as an account executive for Google's German team in Dublin. Claudio shares his insights on navigating the competitive landscape and securing the share of the wallet when selling to enterprise or mid-level organizations.

Tune in to this enriching episode and gain a fresh perspective on navigating the modern sales landscape with confidence and finesse.

Building Credibility and Delivering Value

• Claudio emphasizes the importance of standing out in terms of service level and delivering value beyond the competition.
• He discusses the significance of conducting thorough research before approaching potential clients understanding their needs, pain points, and industry-specific knowledge.
• Claudio highlights the effectiveness of providing insights, market knowledge, predictions, case studies, and testimonials early in the conversation to build immediate credibility and trust.

Unconventional Approaches to Success

• Donald and Claudio discuss breaking away from traditional sales tactics and how being direct and tactful can yield powerful results.
• Claudio discusses the importance of addressing unspoken concerns and objections, expressing understanding and empathy, and using direct language to navigate potential hesitations or objections from the buyer's side.
• The role-play between the two demonstrates how this approach can open up dialogues and lead to deeper, more fruitful conversations.

Creating a Lasting Impact

• Claudio shares his perspective on delivering service without expecting an immediate return on investment, following up on bold questions, and continually striving to exceed the client's expectations.
• He emphasizes the value of constant learning and adaptability in the sales process, where leveraging unconventional techniques can create a lasting impact and differentiation in the market.

Claudio Meidler shares invaluable insights and strategies for success in the competitive sales landscape. Learn how to stand out in a competitive environment, build trust with your prospects, and ultimately secure that coveted share of your wallet. 

Take advantage of this opportunity to revolutionize your sales approach! Listen to the full episode now to discover how to enhance your sales strategies and achieve outstanding results.

"Do your homework beforehand, deliver information and service without expecting an immediate return on investment, ask bold questions, and deliver testimonials or case studies to build credibility straight from the start." - Claudio Meidler.

Resources

SimilarWeb

Claudio Meidler 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 properly preparing for first-time meetings? Failing to do so can lead to missed opportunities and lost sales. 

But don't worry—in this episode of "The Sales Evangelist Podcast," host Donald Kelly will share valuable tips on effectively preparing prospects and ensuring a smoother, more productive interaction.

Click play to hear what one of the industry's top sales leaders says about this essential step in the sales process.

The Importance of Preparing Prospects

• Donald emphasizes the significance of prepping prospects before meeting with them. 
• In a world with automated scheduling tools, it's essential to go the extra mile to personalize and optimize the prospect's meeting experience.

The Strategy

• Donald suggests a simple yet powerful strategy to prepare prospects effectively. 
• He recommends sending a quick video introduction to the prospect, providing a warm welcome, and addressing potential questions or concerns they might have. 
• Additionally, including specific details about the upcoming meeting and offering personal contact information can further enhance the prospect's preparedness and engagement.

Enhancing Engagement and Courtesy

• By implementing this strategy, sales professionals can significantly enhance engagement and courtesy from prospects. 
• Providing personal contact information encourages prospects to connect and communicate, establishing a more respectful and engaged relationship from the outset.

Overcoming Concerns

• Donald addresses common concerns associated with this strategy, such as the fear of potential cancellations. 
• He explains that having prospects inform you of a cancellation is more beneficial, demonstrating their courtesy and genuine interest, rather than dealing with unexplained no-shows.

Recommended Tools

• Donald recommends executing this strategy using video platforms like Loom, Vidyard, or BombBomb. 
• Even for those uncomfortable with video, he encourages leveraging these tools to convey the preparatory message effectively.

Ultimately, sales professionals gain a competitive edge by effectively preparing prospects and increasing their chances of closing deals. Join Donald Kelly as he continues to empower sales professionals to thrive and succeed in their endeavors.

"I want you to thrive, succeed, and raise your level of thinking." 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.

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 ready to unlock the secrets to successful sales strategies and go-to-market plans?

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Hannah Ajikawo, a seasoned sales professional with over 15 years of experience in the industry. Hannah shares invaluable insights into understanding the B2B buyer journey, setting up go-to-market infrastructure, and optimizing sales processes to drive higher deal value.

She also reveals the essential elements of a winning sales strategy plan and uncovers the secrets behind successful sales initiatives. Tune in now to discover proven strategies and insider tips that will propel your business to new heights!

Hannah's Professional Journey

• Hannah provides an overview of her rich professional background, emphasizing her extensive career in sales. 
• Her professional journey spans from prominent global corporations to disruptive startups. 
• Notably, she shares her experience of working with an AI company in 2011, showcasing her early engagement with groundbreaking technologies and go-to-market strategies.

The Evolution of AI Technology

• Drawing from her experience with an AI company, Hannah recounts her involvement in selling visionary AI solutions to leading B2B information providers. 
• She elaborates on the groundbreaking nature of their tool, highlighting its potential to automate data processes and generate substantial value for businesses, including a memorable interaction with Google.

Sales Strategy Planning

• Donald and Hannah discuss the importance of developing a strategic sales plan for the quarter, emphasizing the need for meticulous planning, especially for deals with substantial value. 
• Hannah provides actionable advice, stressing the significance of understanding prospects' budgeting cycles and planning interactions well in advance to align with their financial timelines.

Territory Management and Strategic Approach

• Hannah outlines the strategic approach required for sales territory management, encouraging sales professionals to adopt a CEO mindset when structuring their territories. 
• She emphasizes the importance of identifying white spaces, key customers, and optimal use cases to streamline the sales process and drive meaningful results.

Seasonal Budgeting Cycles

• Addressing the challenges of seasonal budgeting cycles, Hannah emphasizes the value of nurturing relationships and delving deeper into buyers' experiences within their organizations. 
• She shares insights into discovering discretionary budgets and leveraging CEO's wallets to drive successful deals, emphasizing the need to build rapport and acquire nuanced knowledge about buyers' capabilities.

Hannah Ajikawo shares valuable insights on developing a killer sales strategy plan to set you up for success in your sales endeavors. Her wealth of experience as a career salesperson and go-to-market consultant shines through as she shares practical tips and strategies for sales professionals and organizations alike.

If you're ready to revolutionize your sales approach and take your game to the next level, then this episode is a goldmine of actionable advice. Tune in now to gain valuable knowledge that can transform your sales approach and drive remarkable results.

“If you have a deal value of over 15 K, you must know your prospect's budgeting cycle period. No matter how strong your value proposition is, it doesn't matter how much they love you or how many of these panels and YouTube videos you watch, or whatever you watch. If they physically cannot get the budget because everything is clocked in, particularly above fifteen K and above, it will be so hard to try and sell to them in that quarter.” - Hannah Ajikawo.

Resources

Hannah Ajikawo 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 ready to transform your cold email outreach strategy for 2024?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Vlad Oleksiienko, a growth leader with extensive experience in sales development and cold outreach at scale. Vlad shares valuable insights into the evolving landscape of cold emailing in 2024 and beyond. 

He focuses on the challenges and effective strategies for sales reps to scale their outreach efforts. Prepare to revolutionize your approach to cold emailing and propel your sales growth to new heights. Tune in to learn from the expert himself!

The Challenges of Cold Emailing at Scale

• Vlad delves into the challenges faced by sales reps in the realm of cold outreach. 
• He highlights the evolving nature of email inboxes, the impact of AI-generated emails, and the growing demand for personalized and relevant communication from buyers.

Tailoring Cold Outreach for Different Markets

• Vlad emphasizes the importance of tailoring cold outreach strategies based on the market and company. 
• He distinguishes between high-volume, low-touch cold emails at scale for SMBs and mid-market companies without SDRs and the more targeted approach taken by enterprise SDRs.

Intent-Based Cold Outreach

• Vlad introduces the concept of intent-based cold outreach, emphasizing the significance of leveraging specific signals or triggers to identify prospects likely to engage with the outreach on a deeper level. 
• He outlines various tools and methods for determining intent, including leveraging sales navigator, social listening, and technographics.

Crafting Effective Cold Email Sequences

• Donald and Vlad delve into the practical implementation of intent-based outreach, focusing on the structure of email sequences and the need for conditional personalization based on the recipient's persona and industry. 
• Vlad provides insights into creating relevant and compelling email sequences while avoiding overcomplication and balancing personalization and scalability.

Navigating Google and Yahoo Changes

• Vlad clarifies the implications of Google and Yahoo changes and offers practical tips to ensure compliance and maintain deliverability. 
• He advises against over-complicating the situation, emphasizing the need for relevancy, opt-out links, and technical considerations to address deliverability challenges.

Discover practical strategies for implementing intent-based cold outreach and navigating the evolving email marketing landscape. Vlad shares valuable insights on leveraging intent signals, crafting highly relevant emails, and staying out of Google and Yahoo's spam radar.

Tune in for actionable advice, real-world examples, and proven techniques to supercharge your cold email campaigns.

"Cold outreach and outbound marketing are still effective channels, probably still one of the most effective ways to generate new revenue and keep your company growing." - Vlad Oleksiienko.

Resources

Vlad Oleksiienko on LinkedIn

[email protected]

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 client on the phone, and they decide not to close the deal. 

Do you?

Tell them to have a good day and hang up, or ask if they know anyone else needing your services.

In this episode of "The Sales Evangelist Podcast," host Donald C. Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation.

Tune in to elevate your sales prowess and harness the power of referrals!

Utilizing Untapped Potential

• Donald discusses the importance of recognizing the untapped potential in every interaction. 
• He encourages sales professionals to assume that everyone they speak with knows someone who could benefit from their services.

The Art of the Ask

• From his own experiences, Donald shares a simple yet powerful approach to requesting referrals. 
• He outlines the process of respectfully inquiring if the contact knows anyone who could benefit from the offered product or service. 
• Donald emphasizes delivering value and building rapport before requesting a referral.

Referral Incentives and Tools

• Donald explores the potential of incentivizing referrals by offering small gifts or incentives to contacts who provide valuable referrals.
• He suggests options such as gift cards or utilizing specialized software to facilitate the process. 
• By incorporating these incentives, sales professionals can encourage contacts to consider and actively refer potential leads.

Start embracing this proactive approach to seeking referrals and recognize every interaction's vast potential. Challenge yourself and apply these principles to elevate your sales game. Listen to the full episode now and embark on your path to monumental achievement!

“Nine out of ten customers are willing to give referrals, but only 11% of salespeople ask for referrals. So there's a big gap of people wanting to provide you with business, but you aren't taking advantage of them.” - 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.

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 tired of the high turnover rate in your sales team? How do you identify and retain top sales talent? 

In a world where finding the right sales professionals can be challenging, Lori Richardson, a seasoned sales strategist with over 20 years of experience, joins Donald on "The Sales Evangelist Podcast" to share her invaluable insights on bringing in the right talent and keeping them motivated for long-term success. 

In this episode, Lori offers practical advice for both sales professionals and leaders, shedding light on the qualities to look for in salespeople, the role of effective leadership, and how to identify the right company culture. If you're ready to revolutionize your sales team and boost your own sales career, you won't want to miss this episode!

Qualities of Successful Salespeople

• Lori emphasizes the importance of key qualities in successful salespeople. She highlights the significance of coachability, strong will, and the ability to accept rejection without being deterred. 
• Lori also acknowledges the role of personal attitudes and beliefs, emphasizing the need for individuals to have a positive mindset and a commitment to continuous improvement in sales.

Hiring the Right Talent

• Donald and Lori discuss the challenges of identifying the right talent for sales roles. 
• Lori stresses the necessity for individuals considering a sales career to test the waters and emphasizes the need for companies to look for coachability and sales DNA in potential hires. 
• Additionally, she provides insights into a comprehensive process that utilizes data to achieve more accurate hiring decisions, providing a proactive approach to identifying and nurturing sales talent.

Tools and Processes for Evaluating Sales Talent

• Lori outlines the use of specific tools and processes that can aid sales leaders in evaluating and identifying top sales talent. 
• She highlights the importance of pre-hire assessments to understand potential hires better. 
• Additionally, she emphasizes the availability of solutions and programs tailored to help companies make informed decisions when hiring sales professionals.

The Role of Sales Leadership

• What’s the impact of sales leadership on the success and retention of sales talent? 
• Lori underscores the pivotal role of sales managers in influencing and supporting their teams. 
• She highlights the significance of supportive beliefs and motivations, emphasizing the need for managers to treat their team members with respect and recognize individual differences.

Retaining Sales Talent and Workplace Culture

• Lori provides insights into the current dynamics of the job market, emphasizing the importance of workplace culture, strong leadership, and a clear vision to retain sales talent. 
• She discusses industry-specific challenges and the shifting dynamics in employee retention, particularly within the tech industry, where volatility and rapid job movement are common.

Strategies for Prospective Sales Professionals

• Lori advises individuals to seek referrals and gather insights from current or former employees about potential employers. 
• She underscores the value of conducting in-depth research into the company's mission, vision, and employee support initiatives to make informed career decisions.

Lori Richardson's insights and expertise in sales strategy make this episode a must-listen for anyone in the sales industry. From identifying the right talent to the crucial role of leadership in fostering a thriving sales team, these discussions offer invaluable lessons for individual contributors and sales leaders.

Tune in to the full episode to delve deeper into Lori's wealth of knowledge and gain actionable strategies for hiring the right talent!

"If you have a sense of failure and messages in your head that are not supporting you to go forward, there's a lot of things that can keep you from being successful." - Lori Richardson.

Resources

Lori Richardson on LinkedIn

Women Sales Pro

Women Sales Pro Instagram

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 tired of lengthy, drawn-out discovery calls that seem to go on forever without getting to the heart of the matter? Imagine condensing those time-consuming conversations into just 15 minutes while delivering maximum impact. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Chet Lovegren to reveal the secrets behind shortening discovery calls while achieving outstanding results. Chet, a master at sales consulting, shares practical role-playing examples and outlines four key questions that can transform your discovery process.

You'll witness practical demonstrations on identifying challenges, understanding their context, gauging expertise, and establishing implications—resulting in streamlined yet effective discovery interactions. 

Tune in to revolutionize your discovery calls and enjoy results that speak for themselves!

The Essential Four Questions for a Successful Discovery

• Chet highlights the importance of the four key questions that form the foundation of a successful discovery process. 
• These questions involve identifying challenges, understanding context, gauging expertise, and establishing implications. 
• Chet emphasizes the need for sales professionals to tailor these questions to the specific needs of their prospects and their respective industries.

Simplifying Complex Sales Processes

• Donald and Chet stress the significance of simplifying the sales process and avoiding overly complex approaches. 
• Chet shares his experience of condensing discovery calls from 30 minutes to just 15 minutes, showcasing the effectiveness of streamlined conversations. This approach saves time and ensures that prospects receive immediate value and quantifiable solutions.

Expert Guidance and Effective Communication

• Chet discusses the importance of positioning oneself as an expert during sales interactions. He stresses the need for sellers to guide their prospects and provide clear, concise communication. 
• Drawing parallels to a successful car buying experience, the importance of offering a simple and easily understandable process becomes evident.

Establishing Implications and Quantifying Value

• Chet emphasizes the need for sales professionals to establish the implications of not addressing key challenges. 
• By quantifying their solutions' potential value and impact, sellers can effectively showcase their offerings' immediate and tangible benefits. This approach ensures that prospects can make informed decisions based on the real, measurable value they stand to gain.

Personalized Discovery Templates

• Chet generously offers personalized discovery templates for sales professionals looking to enhance their approach. 
• You can receive customized resources and expert guidance tailored to your needs by contacting him. This offer reflects Chet's commitment to helping sales professionals excel in their discovery processes and drive valuable results.

In this episode, you'll witness a powerful role play where Donald and Chet dive deep into the art of the discovery process. With the simplicity and value-focused approach, Chet demonstrates how an effective discovery doesn't have to be an hour-long ordeal.

Click play and listen to Chet's engaging content and insightful perspectives on sales strategy and discovery processes.

"You don't need 30 minutes for discovery, man. You need 15 minutes." - Chet Lovegren.

Resources

Chet Lovegren on LinkedIn

The Sales Doctor

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 ready to revolutionize your approach to finding prospects?

Do you sit back and hope they'll come to you, or are you casting wide nets on LinkedIn, crossing your fingers for a response?

Let's face it. These tactics scream "lazy prospecting."

But fear not! In this thrilling episode of The Sales Evangelist, the charismatic Donald Kelly is here to transform your strategy.

Dive into this power-packed five-minute episode and unravel the secrets behind proactive prospecting. Say goodbye to the old ways and hello to a new era of engagement. Don't miss out!

What Is Lazy Prospecting?

• What exactly is lazy prospecting? In the episode, Donald explains it’s making a phone call without researching the prospect.

• When prospecting, you should do your prep work. This involves seeing who else works in the organization and looking at the individual’s LinkedIn profile.

• However, most sellers take this time to scroll through their phones, hoping for the best. Donald explains how most sales representatives become lazy prospectors without realizing it. 

LinkedIn Profile

• Before making a phone call, review the prospect's LinkedIn profile. Scroll through to see their achievements, recent work events, or posts they’re engaging in. 

• Donald shares how you can use this information during a phone conversation with your prospects.

• Hint: Use LinkedIn Sales Navigator during your research!

Multi-Threading in Sales

• Speaking of Sales Navigator, it’s the ideal tool for multi-threading. Use it to find someone within our prospect’s organization you can engage with and talk to on LinkedIn.

• Donald shares how to multi-thread within the episode correctly to help you connect with your prospects and close a deal.

Are you a fan of quick, impactful insights? Dive into our five-minute episodes that pack a punch!

Hit subscribe and immerse yourself in the latest trends and updates from the sales world. Our mission? To empower you to double your deal closures by enhancing your pipeline like never before.

Join us for these brief yet potent episodes and say goodbye to lackluster prospecting. Transform into the sales leader you're destined to be. Let's do this!

“The more shots you take on goal, the more chances you have of scoring.” - 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