The Sales Evangelist

When looking for potential clients, do you actually take the time to do proper research?

Or do you quickly scan their website and pitch to them, hoping they'll reply? 

If you do not research properly, you'll never join the top 10% sales representatives club. In today's fast-paced sales environment, it's becoming increasingly essential for sellers to ensure they're selling the right products to the right people.

Discover why value selling is vital in this episode of "The Sales Evangelist Podcast." Host Donald Kelly speaks with Julie Thomas, the CEO of Value Selling Associates, about the challenges facing sales teams and the power of value selling. 

Julie shares insights into the changing dynamics of sales, the key to grabbing the attention of potential buyers, and the importance of being authentic and customer-centric in sales. Click the link to listen now and discover strategies to propel your sales success to new heights.

Value Selling and Julie's Background

• Donald congratulates Julie on her book and delves into her background at Value Selling Associates. 
• Julie explains the company's role as a world-class sales methodology used by B2B sales teams globally. 
• She shares her journey of writing the book to highlight what has changed and what has remained constant in the sales landscape.

Challenges in Grabbing Attention

• Julie discusses the challenges sales teams face in today's marketplace, emphasizing that getting the attention of potential buyers for initial conversations is harder than ever.
• She describes how the inundation of outreach and the presence of bots and AI have increased the difficulty of differentiating oneself and engaging with potential prospects.

Differentiating in Outreach

• Julie offers insights into how sales representatives can differentiate themselves from the competition. 
• She emphasizes the importance of demonstrating an understanding of the prospect, sharing valuable insights, and refraining from leading with product demonstrations. 
• Also, she stresses the need to focus on being relevant, providing value, and understanding the prospect's challenges before proposing a solution.

The Art of Communication and Engagement

• Donald and Julie discuss the significance of omnichannel communication, emphasizing the need to engage authentically and personally. 
• Julie shares her thoughts on using LinkedIn for outreach, one-on-one communication (such as direct email and phone calls), and one-on-many approaches through networking events and webinars.

Building Authentic Connections

• Julie highlights the importance of authenticity and engagement in social media, emphasizing the need for genuine, humble, and insightful content. 
• She stresses that engagement and dialogue are crucial on platforms like LinkedIn and that the goal is to move conversations from online interactions to meaningful, real-world connections.

The Concept of Interest and Value Selling

• Julie explains the fundamental principle of value selling, emphasizing the need to understand the customer and position one's solution as the best alternative for the buyer's problem. 
• She stresses that the key to value selling is ensuring that the problem being addressed is genuinely worth solving.

Julie shares invaluable insights into sales professionals' challenges and how to overcome them. Through her expertise in value selling, Julie emphasizes the significance of understanding your customer and positioning your solution as the best alternative for a problem worth solving. Her emphasis on authentic, engaging communication and creating genuine value for potential buyers is a game-changer for any sales professional.

Listen to the full episode to better understand how to differentiate yourself in a crowded market, engage with potential customers, and leave a lasting impression. This episode is a must-listen if you're ready to transform your sales approach and drive meaningful results. So, grab your headphones and prepare to learn from one of the best in the sales industry!

“If you want me to be interested in you, you must demonstrate your interest in me. Think of the social examples of the people you know, that it's all about them. Let me tell you about how great my job is. Let me tell you how cool my new car is. Let me tell you how great of a cook I am. Let me tell you how great this is. And after about 30 seconds. You just want to get away from those people. Yeah, but the people that come up and say, hey, how's your podcast going? What's new in your world and are interested in you, you tend to lean in and share a little bit more.” - Julie Thomas.

Resources

Value Selling Associates 

Julie Thomas on LinkedIn

The Power of Value Selling

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 follow up with your prospects and close more deals effectively? Imagine if you could learn a proven method to follow up with potential clients that actually works.

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly delves into the crucial aspect of follow-up in sales. He emphasizes the importance of strategic, persistent, and creative follow-up methods to nurture prospects and drive sales success.

Tune in to discover practical tips to enhance your follow-up process, supercharge your sales pipeline, and double your closed deals!

Importance of Follow-Up

• Donald begins by highlighting the common pitfall of salespeople failing to follow up with prospects effectively. He stresses that a lackluster "just following up" approach is ineffective and doesn't make a lasting impression. 
• Acknowledging the complexity of prospects' lives and competing priorities, he emphasizes the need for sales professionals to take proactive steps to stay top of mind.

Strategic Approach to Follow-Up

• Donald advocates for strategic follow-up, urging sales professionals to always book the next appointment with a prospect at the end of the initial meeting. 
• He emphasizes the importance of setting clear expectations and providing an agenda to ensure that follow-up meetings are structured and productive. This proactive approach demonstrates professionalism and keeps the sales process moving forward.

Creativity in Follow-Up

• An important aspect of Donald's advice is the need for creative follow-up methods. 
• He encourages salespeople to explore alternative channels such as LinkedIn connections, messages, or engaging with the prospect's content. 
• Using different touchpoints, sales professionals can effectively trigger prospects to reconnect and keep the conversation alive.

Overcoming Reluctance in Follow-Up

• Addressing the common reluctance to follow up, Donald dispels the notion of being a nuisance. He emphasizes that if a sales professional truly believes in the value of their offering, persistent follow-up is a service to the prospect. 
• He urges salespeople to shed their reservations and embrace the power of follow-up as a means to provide relevant solutions and drive positive outcomes for their prospects.

Sales Mastermind Opportunity

• Donald invites sales professionals to explore “The Sales Evangelist Sales Mastermind,” where individuals can engage in meaningful discussions, practice sales approaches, seek feedback, and gain valuable insights to enhance their sales strategies. 
• With a focus on quality interaction and practical skill-building, the mastermind offers a supportive environment for sales professionals to refine their follow-up techniques and overall sales performance.

Effective follow-up is the key to growing your sales pipeline and closing more deals. It's not about being a pest, but about providing value and staying top of mind with your prospects. 

If you want to learn more about mastering the art of follow-up and multiplying your sales opportunities, tune in to this engaging episode of The Sales Evangelist Podcast. Discover actionable tips that can transform your sales approach and lead to significant growth in your business. 

“We often get off of a call and feel like we don't want to pressure the prospect, or maybe they're in a rush, so we just tell them, hey, I'll call you. I'll follow up with you. It is dead on divine.” -Donald Kelly. 

Resources

Donald C. Kelly on LinkedIn

The Sales Evangelist Sales Mastermind

Sponsorship Offers

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

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

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 approach your prospects as a sales rep?

Do you send them hundreds of emails when you connect with them, or do you take the time to build a relationship with them?

In this episode of "The Sales Evangelist Podcast," you'll find the best way to approach prospects. Host Donald Kelly speaks with guest Jim Vaselopulos, a CEO consultant and leadership expert, on selling and building long-term relationships in business-to-business (B2B) sales. 

Jim shares the keys to building long-term client relationships, behaving as a peer, and delving into consultation-oriented sales. You'll also witness a role-play scenario showing how to engage with potential clients at a peer level and focus on solving their real business challenges.

Click play now and prepare to gain a wealth of wisdom that will transform your sales game forever!

Embracing the Role of Salesperson

• Jim candidly shares his initial reservations about the sales profession, describing his reluctance and skepticism due to preconceived notions about salespeople being perceived as "slimy." 
• However, through his journey, he discovered a new perspective under the mentorship of Ford Harding, a renowned figure in the realm of sales. 
• Harding's insight that "sales is the highest form of consulting" profoundly impacted Jim's perception and approach, leading him to embrace the role of a salesperson with pride.

Challenges in Building Peer Relationships

• Donald and Jim delve into the concept of establishing peer relationships in sales, highlighting the significance of approaching clients as equals from the outset. 
• They discuss the pitfalls of appearing desperate or subservient, emphasizing the detrimental impact on sales dynamics and the importance of target audience selection.

The Power of Understanding Problems

• An essential facet that surfaces in the conversation is the emphasis on understanding the client's problems. Jim stresses the power of active listening and asking pertinent questions to grasp the client's challenges. 
• Sales professionals can establish trust and foster valuable long-term relationships by aligning with clients and demonstrating a deep understanding of their predicaments.

Curiosity is a Key Trait for Sales Professionals

• Drawing from his extensive experience, Jim underscores the pivotal role of curiosity in sales professionals. He shares a notable interview tactic for identifying individuals with inherent curiosity, a trait essential for successful sales endeavors. 
• The conversation highlights the benefits of fostering an environment where curiosity thrives, equipping sales teams with the ability to ask relevant questions and engage in meaningful dialogues with clients.

Role Play: Demonstrating Peer Engagement

• The episode culminates with a role-play exercise, portraying a sales scenario where Jim, as the seller, engages Donald, the executive buyer. 
• Through this simulated interaction, Jim exemplifies the art of engaging as a peer, strategies for eliciting pertinent information, and navigating the client's concerns with empathy and understanding, ultimately fostering a collaborative relationship.

The episode offers a wealth of knowledge and actionable insights for sales professionals at all levels. Jim Vaselopulos' expertise shines through, providing a roadmap for fostering peer relationships, understanding client needs, and driving successful sales engagements.

Listen to the full episode for never-before-heard strategies to revolutionize your approach to sales and transform client relationships forever!

"But when it's a business discussion, and you talk to someone as a business peer, talking about the real problems they're having, not what they asked you for, not what they want, but what they need. And that is really when you can make great strides." - Jim Vaselopulos.

Resources

Businesswisdom.com 

Jim Vaselopulos on LinkedIn

“Clarity: Business Wisdom to Work Less and Achieve More,” by Jim Vaselopulos

The Leadership Podcast

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 best way to get referrals on LinkedIn?

Find out in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly speaks with Brynne Tillman, an expert leveraging LinkedIn for sales outreach. 

Brynne provides valuable insights and practical tips on using LinkedIn to secure referrals. Her game-changing strategies will help you master the art of building valuable relationships, sparking meaningful conversations, and closing more deals. 

Ready to supercharge your sales game? Listen to this electrifying episode now!

Brynne Tillman’s Background

• Brynne is a renowned expert in LinkedIn outreach, particularly in helping sales professionals establish credibility and start conversations with potential customers. 
• She highlights the importance of leveraging social proximity and delivering value through LinkedIn outreach to facilitate genuine conversations and identify potential opportunities.

Understanding Referrals on LinkedIn

• Brynne emphasizes the significance of understanding social proximity and leveraging connections to reach targeted prospects through referrals, introductions, and permission to name-drop. 
• She breaks down the concept of referrals, introductions, and permission to name-drop, shedding light on how each approach facilitates trust-based interactions and fruitful opportunities.

The Power of Referrals

• Brynne provides statistics on the effectiveness of referrals, citing impressive connection rates, call acceptance rates, and the conversion of referrals into pipeline opportunities.
• She emphasizes the potency of referrals and introductions in establishing trust and credibility, ultimately leading to meaningful sales conversations and opportunities.

Making Referral Outreach Practical

• Brynne shares practical tips for making referral outreach easy and effective, emphasizing the importance of connecting to a vast network of professionals and past clients on LinkedIn. 
• She also encourages sales reps to start with warm connections and gradually expand their outreach to leverage their broader network effectively.

Overcoming Challenges and Embracing Relationship-Centric Outreach

• Donald and Brynne discuss the challenges of implementing relationship-centric outreach in sales environments that often prioritize volume-based activities. 
• Brynne addresses the reluctance to adopt a more personalized and relationship-focused approach, highlighting the importance of filling the comfort zone and practicing with existing relationships to overcome initial hesitation.

Advice for Sales Representatives

• Brynne offers practical advice for sales reps looking to implement referral outreach, emphasizing the significance of targeting warm connections and networking partners to initiate the referral process. 
• She encourages sales reps to seize the opportunity to leverage LinkedIn for effective and genuine outreach.

Connect with Brynne Tillman

• Gain more of Brynne's wealth of knowledge and the resources available through her podcast, "Making Sales Social," and her free library at socialsaleslink.com. 
• Connect with Brynne on LinkedIn and access her valuable resources for enhancing their LinkedIn-based outreach strategies.

Brynne Tillman shares powerful insights on leveraging LinkedIn for sales success. If you're ready to revolutionize your approach to sales and transform your LinkedIn game, this episode is a must-listen. 

Discover how this game-changing episode will redefine your approach to LinkedIn and sales!

“It's just our observation and statistics from ourselves and our clients that about 50% of the people you get referred to, 100% will connect with you. I mean, very few will not connect. 50% of them will take your call. Typically, depending on what you do, there will be about a 50% pipeline opportunity now or in the future.” - Brynne Tillman.

Resources

Brynne Tillman on LinkedIn

Making Sales Social Podcast

socialsaleslink.com

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You spent a week crafting the perfect LinkedIn post and are ready to share it. However, after five hours, you only get crickets on your post. 

Maybe if you wait a few days, someone will acknowledge it. Two days later, you receive one like on your LinkedIn post.

Frustrated, you scream, “Why is no one paying attention to my content on LinkedIn!”

In this episode of The Sales Evangelist Podcast, host Donald C. Kelly discusses the importance of generating engagement on LinkedIn. He provides valuable insights on creating compelling content to capture the attention of potential prospects. 

Donald outlines three key strategies to boost engagement: focusing on top-of-funnel discussions, addressing objections, and curating relevant content. Discover the best way to get attention on LinkedIn in this five-minute episode.

Understanding Your Audience for Effective Content Creation

• Donald emphasizes the significance of understanding the needs and interests of one's ideal customers. He recommends aligning content with top-of-funnel topics, such as common questions and initial concerns in prospect conversations.

• Using his own experience, Donald illustrates how he addresses queries about leveraging LinkedIn for sales and team performance, emphasizing the importance of tailoring content to address prospective clients' early-stage inquiries.

Overcoming Objections Through Strategic Content Creation

• Donald delves into how sales professionals can transform common objections into engaging LinkedIn posts. He introduces the "feel, felt, found" strategy, a powerful approach to constructing persuasive content by acknowledging objections, empathizing with prospects, and ultimately offering solutions.

• Through an example related to CRM adoption objections, Donald demonstrates how to craft a thought-provoking post that delineates common objections and effectively provides insights into the benefits of CRM integration.

Leveraging Curated Content for Enhanced Engagement

• Acknowledging the value of third-party insights, Donald advocates for incorporating curated content into LinkedIn posts. By sourcing relevant articles and resources addressing prevalent challenges experienced by prospects, sales professionals can position themselves as valuable sources of industry knowledge.

• Donald highlights employee retention as a critical concern for businesses and encourages leveraging curated content to offer insights and solutions, fostering engagement and demonstrating expertise.

Try these three strategies within this episode to elevate your LinkedIn presence. Implementing these strategies can help you attract more engagement and ultimately drive valuable conversations and opportunities.

Listen to the episode now and take your LinkedIn game to the next level!

“When it comes to the content you're posting on LinkedIn, the first thing I want you to understand is that if your content isn't good enough, people will not like it.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

TSE LinkedIn Prospecting Course

Sponsorship Offers

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

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

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 the same old tactics falling flat in your sales discovery calls? 

Everyone wants to make a sale, but too often, the approach is to pitch the product or service right out of the gate. Is there a better way to connect with your prospects and truly understand their needs before you dive into your sales pitch? 

Host Donald Kelly speaks with guest Paul Butterfield on having a solid strategy for sales discovery in this episode of "The Sales Evangelist Podcast." Paul dives deep into the importance of understanding the customer's journey and shares insights on creating a unified, customer-focused experience across various teams. 

He emphasizes the need for a robust discovery process and how it can significantly impact the quality of the buyer's experience. Tune in to hear how effective discovery calls can revolutionize your sales approach and elevate your success in closing deals.

Paul's Experience and Expertise

• Paul is the founder of the Revenue Flywheel Group, focusing on enabling B2B companies to create a unified customer journey. 
• With extensive experience in the field, Paul brings real-world examples to support his insights, making this episode a valuable resource for sales leaders and individual contributors.

The Flawed Approach to Discovery Calls

• Paul highlights the all-too-common practice of immediately jumping into a demo without fully understanding the customer's needs. 
• He acknowledges the prevalence of pitch decks laden with bragging rights and emphasizes the need for a shift in mindset regarding the purpose of a sales interaction.

The Power of Effective Discovery

• Paul passionately advocates for a more in-depth approach to discovery calls, stressing the importance of preparing for a business-level conversation. 
• He believes that a successful discovery call can create a vision in the prospect's mind and help them understand how to achieve their future state. 
• Moreover, Paul emphasizes how this approach enhances the customer experience and filters out deals that may not be a good fit early in the process.

Elevating the Role of BDRs

• Paul shares valuable insights on the role of Business Development Representatives (BDRs) in preparing for successful discovery calls. 
• He underlines the significance of equipping BDRs with business acumen, allowing them to elevate their conversations beyond the traditional script and initiating a more meaningful interaction with prospects.

Key Strategies for Sales Success

• Paul expands on the significance of maintaining finesse when handling buyers fixated on immediate demos. 
• He advocates for an approach that understands the underlying business challenges and provides insights tailored to the prospect's specific needs.

Overcoming Inferiority Complex in Sales

• Acknowledging the common struggle of feeling inferior in front of high-profile prospects, Paul shares personal experiences and insights on how sales professionals can overcome this mindset. 
• He emphasizes the importance of being seen as an industry authority, fostering a mutual learning environment between the seller and the buyer.

In this enriching TSE episode, Paul has shed light on the transformative potential of effective discovery calls in sales. Paul's practical tips and real-world examples are a game-changer for sales professionals and leaders striving to differentiate themselves and enhance the buyer experience. 

This episode is a must-listen if you're seeking ways to boost conversion rates, negotiation effectiveness, and overall sales performance. Take advantage of this opportunity to refine your sales strategy and drive exceptional results. Tune in to the full episode now and take your sales game to the next level!

“The opportunity to differentiate through the sales experience and the quality of that buyer experience. That opportunity is huge. The bar is very low in the way that outbound, even inbound prospecting, qualifying, and discovery are being done. And you will set yourself up for better conversion rates and better negotiating if you come in strong with a higher-quality discovery process. I cannot overestimate that.” - Paul Butterfield. 

Resources

Paul Butterfield 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 take the time to follow up with potential clients?

Maybe a client told you right now is not the time they want to work with you. Just because they said no then doesn't mean you should give up.

Sales representatives need to have a follow-up process to know when it's time for them to contact old business deals. In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Jake Tacher on the importance of doing follow-ups to gain clients.

Jake shares his wealth of knowledge and experience in the sales world, shedding light on the critical role of follow-up in sales success and providing actionable insights for sales leaders and individual contributors. Discover the three follow-up strategies he shares in this episode.

Jake's Background and Expertise

• Jake is a seasoned fractional CRO professional and sales director. With a career that spans from starting as an SDR to becoming a sales manager, he now focuses on driving growth through sales coaching, consulting, and recruiting. 
• Jake also offers sales training programs and shares his extensive experience transforming underperforming SDRs into high-performing assets.

The Definition of Effective Follow-Up

• Jake defines effective follow-up as any contact attempt-based activity with a prospect that aims to push them along the buyer's journey. 
• Whether it's aiming for a meeting or a closed deal, the essence of follow-up lies in continually engaging with prospects to move them closer to the desired outcome.

Challenges and Solutions in the Follow-Up Process

• Jake addresses the common challenges faced by sales professionals regarding the follow-up method. 
• He highlights the fear of rejection and the need for preparation or confidence in approaching follow-up conversations. 
• Jake observes that these obstacles often stem from inadequate training and resource allocation within sales organizations.

Tactical Approaches to Effective Follow-Up

• Jake offers a systematic approach to enhance follow-up effectiveness. 
• He emphasizes the importance of staying organized and prepared, suggesting daily task reassignment and contextualizing follow-up tasks to provide specific details for each prospect. 
• Furthermore, he stresses the significance of offering valuable resources and customized solutions during follow-up interactions.

The Power of Data in Follow-Up

• Jake elaborates on the effectiveness of leveraging data during the follow-up process. 
• By citing averages and typical scenarios, he suggests that prospects can better relate to and trust the offered solutions. 
• Utilizing third-party sources and real-time industry developments, Jake recommends integrating data-driven insights tailored to each prospect's specific pain points and objections.

Operationalizing Follow-Up in Sales Teams

• Jake proposes a structured approach for sales leaders to operationalize effective follow-up within sales teams. 
• He recommends creating a follow-up calendar and asset vault, organizing follow-up strategies, and putting valuable resources based on various buyer avatars and potential objections into a system that is easily accessible and conducive to consistent execution.

Key Takeaways for Sales Leaders and Individual Contributors

• Jake's insights emphasize the importance of facilitating and enabling success for sales professionals. He encourages sales leaders to streamline the follow-up process and empower their teams. 
• He urges individual contributors to take ownership of their sales process and constantly seek growth and improvement.

Jake Tacher offers practical wisdom and actionable strategies to elevate the follow-up game. He empowers sales leaders and individual contributors to utilize a systematic, resource-driven approach that puts the client's needs and objections first.

Learn how sales leaders and representatives can develop follow-up processes to help bring in more clients in this episode of “The Sales Evangelist Podcast.”

“You should follow up before they tell you to follow up with no agenda. You should be doing that if you're serious about booking these meetings. Especially if you're not in a volume SDR role.” - Jake Tacher. 

Resources

Jake Tacher on Instagram

Jake Tacher on LinkedIn

Jake Tacher 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

Are you struggling to get responses from prospects on LinkedIn after reaching out to them? Do you wonder what's the best time and approach to email them? If so, you're not alone. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly delves into a strategy to help you navigate this challenge and increase your chances of securing appointments with your dream clients. So, grab a seat and dive into the world of effective LinkedIn outreach strategies.

Understanding the Best Timing to Email Prospects

• Reaching out to prospects on LinkedIn is just the first step. Donald stresses that the best time to email prospects is after establishing a connection. 
• He emphasizes the need to refrain from automatically pitching your services as soon as someone connects with you. Instead, he advocates for a more personalized and strategic approach.

Creating Personalized Connections

• Donald explains that the key to effectively transitioning from a LinkedIn connection to an email pitch is to identify a relevant challenge that the prospect is facing to which you have a potential solution. 
• He provides an example of leveraging a LinkedIn conversation to create a personalized email pitch, ensuring that the prospect feels valued and understood.

Bridging the Gap with Relevancy

• To increase the chances of a positive response, Donald emphasizes bridging the relevancy gap between the prospect's challenges and the solutions you can offer. 
• By waiting for the right trigger events or relevant factors, you can craft a compelling email that resonates with the prospect's current needs and priorities.

Unlocking the Power of LinkedIn for Sales

• In addition to the valuable insights shared in this episode, Donald invites you to join his master class, focusing on leveraging LinkedIn to generate three to five appointments per week without spamming. 
• With proven strategies and a deeper understanding of how to harness the potential of LinkedIn, you can enhance your sales pipeline and maximize the quality of opportunities.

This episode encourages you to elevate your thinking and take decisive action to achieve your sales objectives. By implementing the strategies discussed in this episode, you can effectively engage with prospects on LinkedIn and convert connections into meaningful business opportunities.

Join Donald in his mission to help you achieve remarkable success in your sales endeavors!

"An idea, a tip, a strategy that will help you to be able to not only know when to reach out to your ideal customers after you connect with them on LinkedIn, but also to ensure that you actually get an appointment." - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

TSE LinkedIn Prospecting Course

Sponsorship Offers

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

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

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

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

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

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

Credits

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You rely heavily on your sales script to win over prospects. Right?

If you do, there's no need to feel ashamed about using them. The company created them to help you know what to say. 

However, a creative approach in your sales pitch is a better way to gain clients. This is especially true when trying to build authentic relationships. 

In this episode, host Donald Kelly engages in an insightful conversation with Grant Lira, the co-founder of the Empathy Firm, discussing the art of creatively connecting with prospects in sales. Through Grant's valuable insights, you'll learn practical strategies for establishing genuine connections with potential clients. 

Tune into this episode of "The Sales Evangelist Podcast" to help you become more authentic and productive in sales interactions.

Embracing Authenticity in Sales Conversations

• Grant emphasizes the importance of embracing authenticity in sales conversations, encouraging sales professionals to engage in genuine dialogue rather than adopting a scripted or robotic approach. 
• He highlights the significance of establishing a human connection, as it fosters an environment conducive to open communication and mutual understanding. 
• By approaching potential prospects with authenticity and sincerity, sales professionals can build trust and rapport from the outset.

Preparing for Meaningful Interactions

• Grant shares proactive strategies for preparing meaningful interactions with prospects before the actual sales call. 
• He recommends sending a pre-call email with relevant resources, such as articles, case studies, and a personal video message. 
• This approach demonstrates the seller's genuine interest in the prospect's needs and equips the prospect with valuable information to enhance the upcoming conversation.
• Grant believes sending personalized video messages offers a glimpse of the seller's personality, fostering a more personable connection before the call.

The Power of Humanizing Interactions

• Donald and Grant discuss the importance of humanizing interactions with prospects.
• Grant shares his approach of envisioning sales calls as conversations with a friend, advising sales professionals to engage with prospects in a manner that reflects genuine human interaction. 
• Avoiding the pitfall of pigeonholing prospects based on their titles, Grant emphasizes the significance of acknowledging the human experiences and challenges individuals face daily. 
• By humanizing interactions, sales professionals can bridge the gap between traditional sales tactics and authentic engagement.

Creating Lasting Impressions

• Grant sheds light on the impact of thoughtful gestures in creating lasting impressions.
• Sales professionals can demonstrate a genuine commitment to prospects using personalized elements, such as a follow-up email with valuable resources. The approach shows you understand potential clients' needs and care about solving their issues.
• Grant's emphasis on creating a memorable pre-call experience aligns with the overarching theme of genuine, human-centric engagement in sales interactions.

Implementing Creative Approaches

• Grant provides actionable insights for implementing creative approaches to foster meaningful connections with prospects. 
• His approaches reflect a shift towards humanizing and enriching the pre-call experience for both the seller and the prospect. 
• Using these creative strategies, sales professionals can establish genuine connections with prospects and differentiate themselves from conventional sales approaches.

Despite how useful your sale script may be, consider improvising sometimes. Humanizing the sales process and engaging in meaningful ways cultivates genuine connections with prospects.

Thanks to Grant's insights in this episode, you'll discover the transformative power of authenticity and creativity in sales interactions. Through his expertise, Grant redefines the art of connecting with prospects, illuminating the path toward more impactful and successful sales engagements.

As a token of gratitude, Grant extends a special offer to listeners. Send an email to Grant with the subject line "The Sales Evangelist" for the exclusive gift. He'll improve your outreach efforts on three online platforms and boost your social media presence.

“But what you should really be focusing on is, can I help these people? What does their current system look like? Can we work with it? Do we actually think we could get results? And then, if yes, you should have a pretty good explanation of what you do and how it helps them.” - Grant Lira.

Resources

Grant Lira

Grant Lira on LinkedIn

The Empathy Firm

Email: [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

Are you ready to boost your sales performance to the next level?

You can start by taking ownership of your professional development. Stop waiting for the company to provide the necessary training and build your sales skills yourself. 

How can you do this?

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Matt Doyon, a seasoned sales leader, on the game-changing concept of the 3x3 coaching methodology.

Matt shares his experiences and insights to show how this coaching framework can revolutionize sales training and improve performance. Hear why sales representatives must take ownership of their skill development for tangible results.

Matt Doyon's Background

• During his tenure at Rock Content, Matt Doyon pioneered the "three by three coaching" method. 
• With a focus on empowering individual sellers, Matt's approach emphasizes skill development, accountability, and personal ownership of the coaching process.

The Three-by-Three Coaching Method Explained

• At the core of the three-by-three coaching method lies the belief that individual sellers are the owners of their coaching process. 
• This framework provides guardrails to enhance accountability and drive skill development. 
• The first "three" refers to the skill category - technical, professional, and personal skills.
• These categories encompass core sales skills, professional skills like time management, and personal skills such as emotional intelligence and growth mindset.
• The "par" methodology governs the second "three" by outlining the point of focus, action plan, and results. This empowers sellers to identify specific areas for improvement, create actionable strategies, and measure the tangible impact of their efforts.

Real-life Success Stories

• Matt shares a compelling success story where a struggling sales rep was able to identify and improve their process using the "three by three" framework. 
• By isolating the point of focus and enabling the agent to craft their own action plan, the coach guided the seller to internalize and adapt the necessary changes. This hands-on approach leads to sustainable and meaningful skill development, ultimately driving improved performance.

Empowering Sellers through Self-Directed Coaching

• Emphasizing the importance of allowing sellers to find their own path to success, the "three by three" method challenges traditional coaching approaches. 
• Rather than providing all the answers, managers act as guides, empowering sellers to take ownership of their growth. This approach fosters independence and ensures sellers fully invest in their personal development.

The Tangible Impact

• Matt further asserts sellers need to move out of their comfort zones and embrace discomfort as a catalyst for change. 
• With insightful economic perspectives, he highlights the evolving market dynamics and the need for sellers to take their profession more seriously. This strategic focus on skill development and continuous improvement is the key to thriving in the competitive sales landscape.

The 3x3 coaching method empowers individual sellers to take control of their professional growth. As the sales landscape evolves, salespeople must embrace self-directing coaching and skill-building for success.

Discover how this coaching method sets the stage for sustainable growth and impactful performance improvement.

"It really comes down to empowering every individual to own their own business and really create the wins as much as they can without the help of a manager or a VP or a director." - Matt Doyon. 

Resources

Matt Doyon on LinkedIn 

Triple Session 

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