The Sales Evangelist

An article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness. 

Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians. 

The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success: 

• Win the morning
• Do hard things
• Embrace feedback
• Learn from failure
• Choose your attitude
• Do one more
• Have a purpose
• Recommit every single day
• Be patient
• Fear no one

Win the morning

Winning the morning is all about starting strong. People complain they don’t have enough time in the day but the truth is, there’s not enough time because they’re not using the time they have. Instead, they’re wasting it.  All you need to do is to start the morning strong by getting up with purpose. Successful people and high-performers are able to do hard things. Sometimes one of these is to wake up early when nobody else does. 

Move towards your goal by telling your body to get up, even when it wants to sleep. This is you practicing to dominate your body. If you do that over and over again, you are going to be able to train yourself to do difficult things. When you don’t want to pick up the phone to make a sales call, train yourself by telling yourself to pick up the phone anyway. Make that first decision ad it will get easier. Winning the morning is important because it starts your day off with taking control. Tell yourself to do one thing and attack it. 

Regardless of whether you’re a night person or a morning person, your morning begins when you wake up. Wake up strong by doing it on purpose and with passion. Set up a routine, workout, eat right, fill your mind, and fill your heart. 

There are two things that people often underestimate when trying to achieve greatness: How long it’s going to take and how hard it’s going to be. Whether you set a personal goal or a professional goal, don’t underestimate how difficult it’s going to be or how long it’s going to take for you to achieve the goals. The danger in doing so is that you’re mentally unprepared when adversity comes. When problems strike, many would-be performers pull the plug and give up. High-performers, on the other hand, have the ability to do hard things because they have acknowledged beforehand that achieving their goals may be hard. They’ve prepared themselves mentally and physically for the hard things. 

Successful people didn’t realize their achievements overnight. Many hours, days, months, and sometimes years are spent working towards their goals. They win the morning and keep going.

Little things matter

People tend to seek out the hard actions and don’t realize the tedious detail-oriented things matter just as much. Examples are reading for on-going education and taking notes during training.  Great performers don’t take these details for granted. The details that need to be executed will be different from one person to the next. The key is to find the details that apply to your success and whatever they are, do them. 

Learn from failures

The inability to learn from failure is the number one factor that destroys would-be performers. Many professionals from various careers and industries are afraid of failure.  It’s not necessarily even the failure in itself, but their interpretation of failure. They perceive that failure means they’re not good enough. These negative phrases that play over and over in someone’s mind lead to feelings of failure but you can train yourself to understand these feelings don’t reflect the truth of the situation. Instead of viewing failure negatively, It can be looked at as an opportunity to learn. Every successful entrepreneur has seen failure and fought against it. They overcome these adversities by using failures as a means to learn from their mistakes and get better. 

Sarah Blakely, the CEO of Spanx, was asked why she’s so good at her job. She attributed her success to the training that got from her father. Sarah’s father would ask her, “How did you fail today and what did you learn from it?”  She grew up learning from failure. Those who are willing to learn from failure will fear it less and those who fear it less are more dangerous because they know how to use it.

When you can wake up every morning, not being afraid of failure, you take the pressure off yourself.  You’re able to go after your goals and take chances you might not have otherwise. You will experience failure but when you do, you’ll know how to face it, learn from it, and overcome. 

A laundry list of failures 

Prepare yourself mentally for failure by listing all the ways you could fail. List them all no matter how simple, unlikely, or outrageous these failures could be. Once you have identified them, think of ways to respond to each of these scenarios and have a plan of action. Having a bounce-back plan gives you the confidence to take care of these potential adversities because now you know you have a course of action. This will save you from reacting emotionally and negatively when failure strikes and you will be less likely to give up. 

Keeping the momentum

We can start a new venture well but it takes the right traits and qualities to keep the momentum going. Typically, the problem isn’t about the lack of motivation or the lack of competence.  Oftentimes, the problem lies in the size of the list. 

Sometimes we have too many actions on the list and we become overwhelmed. It’s important to start small. Start with one high-performance habit and when you achieve it, motivation will naturally fall into place.

There are many elements to having mental toughness. The most important thing is to identify the one thing that keeps you from excelling right now and take on a new habit to defeat that mindset or situation. Hone in and develop the behaviors around that. Once you’ve automated that one habit, go onto the next one. It’s a continuous learning process. It’s continual growth and development until you become the successful person you want to become. 

Do one more

You can also develop mental toughness by doing something even if it’s difficult to do. Your body will go where your mind takes you. The ‘do one more’ principle means telling your body what you want it to do. This is one of the important habits that lead to success If a typical salesperson has a goal of talking to 10 prospects in one day, then don’t be typical. Do one more. By making this decision, you’ve taken control.  Doing this over and over again will increase your motivation as you achieve your goals. This is one of the most powerful principles that you can develop.  

High performers don’t settle for average. They go up and beyond. They hit one more call, they read one more book, and they write one more email. That is the separating factor. 

Fear no one

Fear no one but be respectful to everyone. Treat everyone the same regardless of their social status and carry this mindset everywhere you go, regardless of who you’re talking to.  Everyone is important.  

Stop trying to read other people’s minds because that will plant seeds of doubts in your own brain and you defeat yourself.  You’re allowing other people to intimidate you because of the script you’ve created in your own mind. You may have a little trepidation but that’s normal. Everyone feels some fear but you still have the opportunity to be courageous by acting despite the fear. Remember, anyone can be beaten. 

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

Have you ever wondered how the sales process is in Europe?

One of the key differences between American and European outreach methods is phone usage. European sales representatives rely less on phone calls than in America when contacting potential customers.

But why is this, and could it be a better outreach strategy?

In this exciting episode of the Sales Evangelist podcast, host Donald Kelly speaks with guest Kiran Ramaiah, a sales expert, on European outreach strategies. Sales representatives across the globe rely less on spamming their prospects and instead focus on building authentic relationships when selling. Tune in and discover why it’s better to follow this method.

Understanding GDPR and Sales Outreach in Europe

• The General Data Protection Regulation (GDPR) has significantly shifted the landscape of sales outreach in Europe. 

• Consent is paramount, with emails and LinkedIn messages being the go-to methods, while phone calls require prior consent. 

• Kiran and Donald discuss how prospecting in Europe demands a nuanced approach—longer cadences, compelling subject lines, and concise messaging—to navigate this regulated environment successfully.

Prospecting with Precision

• Kiran outlines the cornerstone of European prospecting: tailored messaging and meticulous research on buyer personas. 

• He emphasizes the effectiveness of LinkedIn for uncovering trigger events and crafting relevant connections. 

• Donald concurs, stressing the importance of simple yet impactful messages resonating with the prospect's interests and needs.

Sales Sequences in the European Market

• Challenges in Europe include the difficulty in cold calling and the necessity to refine sales tactics based on contacts' roles and industries. 

• Kiran shares why grasping buyer personas and industry-specific peculiarities is key to developing effective sales sequences.

Sales Cadences and Cultural Considerations

• Recognizing cultural differences in outreach is crucial. 

• European cadences stand in stark contrast to their American counterparts, requiring thoughtful spacing of communication to respect the recipient's time and avoid being marked as spam. 

• Kiran advises against requesting calls in the first email, promoting respect for the prospect's decision-making process.

Closing Deals with Relevance and Value

• Both Donald and Kiran concur on the significance of communicating value. 

• Kiran shares methodologies that accentuate relevance to prospects, boosting the chances of successful deal closing. 

• The expert duo caution against repetitive 'bumping up' of emails, advocating for personalization and aligning with the prospect's priorities.

Leveraging LinkedIn and Crafting Subject Lines

• Kiran's strategy of leveraging LinkedIn to engage prospects illustrates the power of platform research and personalized subject lines. 

• Donald emphasizes using LinkedIn to stay informed on current events and fostering genuine connections.

Timing and Follow-Up Communication

• An essential strategy that Kiran highlights is the timing of follow-ups. 

• He suggests allowing at least five days for recipients to respond, advocating for patience, and respecting the prospect's process.

Before you try selling to a client in Europe, learn some of the techniques sales representatives use to help win them over. European sales representatives rely on social media and email before calling a potential customer. 

Building a relationship with a prospect before selling to them is important. If you do it the American way, you’re more than likely going to get ignored. 

“But the moment you ask them for a call on the very first email, they will not even reply to you at some time. They will say, okay, not interested.” - Kiran Ramaiah.

Resources

Kiran Ramaiah 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

Do you have a clear vision of what you want for 2024?

If not, then you are already setting yourself up for failure. This year should be about improving your income, succeeding, and thriving in the sales industry.

But the only way to do this is by establishing a clear vision for yourself. In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives into the importance of creating a vision as a salesperson. He provides practical insights and tips on how sales professionals can develop a vision, set effective standards, and achieve their goals to thrive and succeed in 2024.

Understanding Vision, Mission, and Standards

• Donald clarifies the distinction between vision and mission. He highlights that while the mission statement reflects current actions and objectives, the vision pertains to future aspirations and long-term goals.

• Drawing from an example by the Lassian blog, he illustrates how a sales professional's vision may encompass aspirational goals, such as becoming the top performer in their organization or making a meaningful impact in a specific area, while their daily mission involves tasks and responsibilities to achieve that vision.

Incorporating Standards

• Donald emphasizes the importance of setting minimally acceptable levels or benchmarks, which individuals should continually work towards. 

• He draws parallels between standards in sales and other professions, emphasizing that standards serve as critical metrics that align with an individual's mission and vision. These standards represent the key performance indicators (KPIs) necessary to achieve long-term goals.

Practical Application for Sales Professionals

• Donald provides actionable advice for sales professionals, focusing on implementing these principles in their daily routines. 

• He emphasizes identifying three critical standards directly contributing to achieving the set vision. 

• Additionally, he suggests incorporating specific daily goals or KPIs that align with these standards. 

• For instance, he recommends setting goals for prospecting time, outreach efforts, and referral requests, emphasizing their direct impact on achieving the established vision and standards.

This episode provides valuable guidance for sales professionals seeking to elevate their performance and achieve long-term success in 2024. Join Donald as he shares his insights and 

actionable strategies for sales representatives.

“The vision is very different from the mission statement. The mission statement is what you or your company is doing right now. The vision is something you’ll accomplish in the future.” - Donald Kelly.

Resources

The Sales Evangelist Master Program

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

Have you ever noticed how hostile the world is today?

You go to turn on the news, and the reporter is discussing the latest shootings or the war in Russia. When you scroll through social media, you notice the many arguments people are having over the slightest disagreement.

What about your inner self? Do you find your mental health in a primarily negative state? When one bad thing happens to you, do you fixate on it all day?

With so much negativity around, how can you change it to thrive in a more positive environment?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Anthony Iannarino, the author of the book "The Negativity Fast." Tune in to discover the health risks of negativity, the benefits of gratitude, and why you need to grab a copy of this book.

Negativity Fast Background

• After the shutdown and people returning to their regular routines, Anthony noticed how everyone around had a negative aurora around them. Everybody complained about everything, no matter how minor the issue was.
• Due to this, he conducted research on why humans are more pessimistic and struggle with staying positive. In his book, you’ll discover the scientific reasons for negativity and how people can switch to becoming more positive.
• One thing he noticed while researching and writing the book was that he was writing it for the wrong group of people. He believes mindfulness and knowing the importance of mental health should be taught to children in elementary schools. Doing so will help them remain optimistic as they become adults, and they can struggle less when it comes to their mental health.

Why Are People So Negative?

• Anthony discusses how many people operate on negativity bias in his book. This prevents them from seeing the positives in their lives.
• He also shares the four elements of negativity bias:
• Negative potency: Negative things register more emotionally than positive things.
• Steeper negative gradients: The closer you get to an adverse event, the more damaging it feels to you.
• Negative dominance: You focus more on something negative, even though something positive just happened to you.
• Negative differentiation: It’s harder for your brain to process negative experiences.

• He also shares that people are more negative due to being in an ACDC environment. ACDC stands for Accelerated Constant Disruptive Change. Anthony provides an example of AI technology and how everyone saw it as unfavorable based on the ACDC environment analogy.

How Do You Stop Complaining? 

• Anthony shares that life expectancy is going down due to fentanyl and suicide. People turn to drugs and believe they need to escape due to not seeing the positives in life and not having anything good to look forward to.
• His secret to stop complaining is to remember it’s bad for his physical and mental health. From his research, he discovered that when someone is a chronic complainer, the hippocampus gland in the brain begins to shrink. As it shrinks, it’s harder for you to figure out how to fix your problem. 
• He also discusses how those who complain all of the time ruin their relationships as it pushes people away. Nobody wants to listen to somebody be negative all of the time.
• Anthony shares that the best thing to do about your problem is to correct it. 

Importance of Gratitude

• When you buy his book, you'll notice two pages of citations on the benefits of gratitude. He included the sources because he wanted people to know the scientific research behind gratefulness. Some benefits include better cognitive thinking, reduced chances of heart attack, a stronger immune system, closer relationships, and reduced inflammation within the body.
• Suppose you want to help others or yourself to practice more gratitude. Anthony says it's best to follow Martin Seligman's advice. At the end of your day, write down three things that went well for you and why they did. After doing it for a month, you'll notice that more good things happen to you than bad things. This will help you shift your focus on the negatives and realize the good within your life.

Why You Should Help Others?

• Anthony shares a story of him buying dogs from the humane society. The workers posted a picture of him on Facebook, calling him an angel. After that, more people came to the organization to buy animals. 
• He also shares a story of why he gave a homeless man $80.00, and his daughter thought he was crazy for doing so. However, it was a wonderful thing that he helped the man.
• The moral of the stories is that taking the time to help others makes you forget about what you’re complaining about.

The last piece of advice from Anthony is to remember your time here is short, and you should spend it in a positive state as much as you can. You're the source of your negativity and can shift it to positive.

If you are in a negative state of mind most of the time, you must listen to this TSE podcast episode. It's an insightful episode that'll show you how important it is to care for your mental well-being.

Also, don't forget to grab your copy of Anthony Iannarino's newest book, "Do A Negativity Fast This Year."

“Nobody objected you. They objected to the sales proposition. They don’t know you well enough to object you. You’re a salesperson and not family.” - Anthony Iannarino

Resources

“The Negativity Fast,” by Anthony Iannarino

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

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it.

Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend.

• In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”.

• Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly.
• One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition.
• Although this is a useful avenue for marketing, it’s TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending.
• Think about it: You’re effectively telling whoever you’re calling that THEY’RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we’re all set” objection. Why should the buyer go with your solution when they think their solution is already effective?

• You have to RELIVE the fear of whoever you’re calling. Virtually ALL cold callers assume the person they’re calling is angry or annoyed with them. In reality, though, this person is scared. You’re someone they do not know, and we’re naturally afraid of the unknown.
• To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you’re calling.

If you want to learn more about Chris’s strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.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.

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

After scrolling through LinkedIn for fifteen minutes, you finally found the perfect potential client. Now, it’s time for you to start a conversation with them. But how do you do this without them ignoring you?

You’ll discover exactly how in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly shares five tips on starting conversations with cold prospects on LinkedIn. Tune in and hear what he has to say!

1. Ask For Help

• Don’t be ashamed; everyone needs help sometimes. 

• Donald discusses how you can ask for help from others on LinkedIn.

2. Ask a Question

• When you DM a cold prospect, consider asking a question. 

• But remember to be humble!

3. Compliment Them

• Everyone loves compliments it’s no secret. Take the time to say something nice to your cold prospect. 

• They may be more willing to accept your sales pitch when you congratulate them.

4. Share Their Stuff

• People want their content to reach a wide audience, even out of their network. So, help them out and share what they post. 

• Also, it’s one of the best ways to start a conversation on the platform.

5. Send An Audio Or Video Message

• Face it, our world is obsessed with technology, and people are tired of outdated methods.

• Stand out among your competitors and send an audio or video message. 

• It will help you connect better with cold prospects because they see more than just a pretty picture on LinkedIn.

Donald Kelly always shares wonderful advice to help sales reps step their game up. Did you like these short tips on starting a conversation with cold prospects? Wouldn’t you like more advice on how to utilize LinkedIn effectively?

Subscribe to TSE Podcast to build your pipeline and sell three times more than you’re now! Also, don’t forget to connect with Donald on LinkedIn.

Resources

Donald C Kelly 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

It’s the end of the year, and you’re enjoying the good food, presents, and holiday spirits. But you still need to complete some tasks before December is over.

In this short episode of “The Sales Evangelist Podcast,” host Donald Kelly shares three things sellers must do by the last week of December. What are those three tasks?

Tune in and find out! They may set you up for bigger wins in 2024.

1. Be Transparent With Past Potential Customers

·         You want to tell your past potential buyers that you’re still trying to close the deal, but not how you think it should be done.

·         Donald shares excellent examples of how to do this correctly.

·         Remember, it’s not about you and trying to close deals. It’s about how you and the product can help solve their issues.

·         Donald discusses how you can take advantage of LinkedIn in the episode. If you need help, consider taking the LinkedIn Sales Navigator course.

2. Reconnect With Customers and Connections

·         You probably have hundreds or thousands of connections on LinkedIn. But how many of them do you actually engage with?

·         Donald discusses why this is important and provides examples of reconnecting with customers on LinkedIn.

·         Money in the bank: customers are more likely to offer referrals!

3. Focus On Lost Deals

·         Do you ever circle back to your lost deals? You may want to give this a try.

·         Donald shares why this technique works for sales representatives around this time of the year.

·         Who knows, they are more willing to work with you now than they were last time. It won’t hurt to try.

Short, sweet, and juicy sales tips! While waiting for the last week of December to be over, take the time to try these three sales techniques. They’ll have you bringing in the New Year with more clients and money!

“Start a conversation, and you’ll be amazed at how many people will reply back.” - Donald Kelly

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator Course

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

Here’s one thing you’re not taking the time to learn: the human mind. Understanding why people buy things allows you to have the upper hand in the sales process.

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly invites Phil Agnew, the UK's number one marketing podcast host, to share insights on psychological nudges that can benefit salespeople. 

With his background in marketing and expertise in behavior science and psychology, Phil brings to light six psychological effects that can significantly impact sales. Tune in and learn how psychology greatly influences people’s buying decisions.

Understanding the Effects

• The episode features a comprehensive discussion of six effects psychologists and behavioral scientists discovered over the years. 

• These effects are anchoring, scarcity, reciprocity, social proof, the Prattful effect, and the labor illusion.

Anchoring and Its Impact on Sales

• Phil explains the anchoring effect, which is the concept that individuals are anchored to the initial information they receive. 

• He delves into practical examples of how anchoring influences decision-making and shares insights on how salespeople can use anchoring to their advantage.

Leveraging Scarcity in Sales

• The conversation then moves on to scarcity, a psychological concept where a scarce resource is perceived as more valuable than an abundant one. 

• Phil discusses innovative ways to apply scarcity and shares compelling studies demonstrating the effectiveness of leveraging scarcity in marketing and sales strategies.

Reciprocity in Salesmanship

• Phil delves into the concept of reciprocity, focusing on the human tendency to return a favor. 

• He shares engaging stories, including the fascinating tale of the world's most successful used-car salesman, and provides practical insights on implementing reciprocity in sales strategies.

The Power of Social Proof

• Social proof is the next psychological effect examined in the episode. 

• Phil elaborates on individuals' tendency to follow others' actions and illustrates how salespeople can use social proof to influence the decision-making process of potential buyers. 

• His insights shed light on the persuasive nature of social proof in sales scenarios.

Exploring the Prattful Effect

• The conversation takes a fascinating turn as Phil discusses the Prattful effect, an intriguing psychological phenomenon that underscores how showcasing a weakness can actually enhance likability and desirability. 

• He provides valuable examples and practical applications for leveraging the Prattful effect in sales strategies.

The Labor Illusion and Its Value in Sales

• The episode culminates with exploring the labor illusion, where the perceived effort and work put into a product or service enhance its value. 

• Phil highlights studies that illustrate the influence of the labor illusion on consumer decision-making and provides actionable guidance for sales professionals.

Practical Applications and Real-World Examples

• Throughout the episode, Phil intertwines the psychological effects with practical, real-world examples, translating complex psychological concepts into actionable strategies that sales professionals can implement to enhance their sales approach.

• From leveraging scarcity in product marketing to highlighting weaknesses to build trust, Phil's insights provide a wealth of actionable ideas for sales enhancement.

In this enthralling episode, Phil Agnew provides a deep dive into the fascinating realm of psychological nudges and their impact on sales strategies. Explore these six psychology sales tricks to enhance your approach.

"The initial bit of information that we hear when we're about to enter a sales conversation can actually anchor us and change how we act." - Phil Agnew.

Resources 

Nudge Podcast by Phil Agnew

LinkedIn: Phil Agnew

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

How do you get people to know you before they meet you?

In this five-minute episode of “The Sales Evangelist Podcast,” host Donald Kelly will tell you exactly how. Donald emphasizes the importance of creating a point of reference and humanizing oneself in prospects' eyes before initiating sales conversations.

Discover valuable insights on building connections with potential prospects before engaging with them.

Building Relationships on LinkedIn

• Donald discusses the challenges of reaching prospects through traditional means, such as emails and phone calls, and highlights the effectiveness of creating a point of reference on LinkedIn. 
• He suggests that LinkedIn serves as a social gathering spot and provides an opportunity to bridge the gap between a sales professional and a prospective client by allowing them to see the human side of the individual.

The "Get to Know Me" Post

• One of the key strategies that Donald shares is the concept of the "Get to Know Me" post on LinkedIn. 
• He encourages listeners to utilize the featured section of their LinkedIn profiles to highlight a post that showcases their personal side instead of a sales pitch. 
• By steering prospects to this post, individuals can offer a glimpse into their personal life and interests, thereby breaking down the initial barrier and shaping a more relatable image in the eyes of potential clients.

Humanizing the Sales Approach

• Donald stresses the significance of adding personality and humor to the "Get to Know Me" post. 
• By injecting elements of fun and sharing personal quirks or preferences, individuals can attract prospects on a human level, transcending the typical sales persona. 
• He draws from a guest's advice to incorporate humor into the post, as laughter is a powerful tool to forge connections with others.

Encouraging Authentic Connections

• Donald encourages listeners to experiment with the "Get to Know Me" post on LinkedIn and invites them to share their experiences with him. 
• He emphasizes the universal need for genuine human connections and advocates for transforming LinkedIn from a professional networking platform to a human networking platform.

Donald shares powerful tips in this five-minute episode. Try implementing these strategies to help build your pipeline and close more deals. Join us in the next episode for more insightful discussions and actionable sales strategies.

“They see you as a sales professional. How can we break down that barrier so they can see you as a human being and then, from that, converse and start the conversation and talk to you? They're not just looking at a seller. They're looking at Mary, or they're looking at DJ.” - Donald Kelly.

Resources

Donald 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

No matter what you do, you never reach your monthly sales goals. You try every sales technique in the book, but your quota is nowhere near where it should be.

Maybe you’re a sales leader with one or two reps meeting their monthly quota. But, the rest is struggling to make it.

How can you quickly change this around and ensure every seller on your team meets their numbers?

Tune in and listen to this week’s episode of “The Sales Evangelist Podcast.” In this episode, we delve into the world of sales leadership with Gretchen Gordon, the president and founder of Braveheart Sales Performance, a sales consulting firm. 

Focusing on small and medium-sized businesses, Gretchen leads a team dedicated to maximizing organizational growth and developing individuals in sales roles and sales leadership positions. Grab your notebook and pen and listen to her insightful advice for sales representatives. 

The Importance of Effective Sales Leadership

• Gretchen provides insights into the crucial role of effective sales leadership in maximizing growth and individual performance within organizations. 
• She emphasizes the significance of confidence, skill sets, and mindset in creating a happy, accomplished sales team.

Challenges in Sales Leadership

• Gretchen discusses the common challenge of promoting top sales performers into leadership roles without providing the necessary training and resources, leading to ineffective leadership practices. 
• This highlights the need for a shift in mindset and skill set when transitioning from an individual contributor to a leadership position.

Adapting to Changing Work Environments

• Addressing the impact of the pandemic and hybrid work environments, Gretchen emphasizes the importance of cultivating intimate connections with team members to understand their motivations and challenges.
• She acknowledges the need for proactive engagement and coaching in remote or hybrid work settings.

Coaching for Success

• Gretchen emphasizes the significance of coaching as a fundamental aspect of effective sales leadership. 
• She distinguishes between informal and formal coaching, highlighting the need for consistent engagement and personalized development plans tailored to individual goals.

Implementing Formal Coaching

• In detailing the formal coaching structure, Gretchen emphasizes the importance of scheduled coaching sessions and real-time participation in sales activities. 
• She stresses the value of involving team members in identifying areas for improvement and providing targeted support and guidance.

The Role of Accountability in Sales Leadership

• Gretchen presents a nuanced approach to accountability, moving beyond mere quantitative metrics to qualitative assessment of behaviors and practices. 
• She emphasizes the role of a sales manager as an accountability partner focused on enabling continuous improvement.

Motivation and Personalized Accountability

• Gretchen highlights the need to understand the unique motivational drivers of team members to personalize accountability measurements. 
• She outlines a more engaging and personalized approach to driving performance by linking performance goals to individual aspirations.

Elevating Sales Leaders

• In discussing the evolution from individual contributor to sales leader, Gretchen highlights the necessity for distinct skill sets and mindsets in effective management. 
• She encourages aspiring sales leaders to focus on continuous self-improvement and development, elevating themselves to elevate their teams.

Gretchen Gordon's insights provide a comprehensive understanding of successful sales leadership principles. She offers a roadmap for organizations and aspiring sales leaders to achieve growth and success by addressing the challenges, strategies, and key elements of effective leadership.

“We have to think about the key traits that would predict success in management if you're a top salesperson, and frequently it's not being the top salesperson because they're a solo practitioner. I would say be open to the fact that you don't have to know everything, and it's okay not to know what you don't know.” - Gretchen Gordon. 

Resources

Braveheart Sales Performance

Gretchen Gordon’s book, “The Happy Sales Manager.”

Gretchen Gordon’s email: [email protected]

Braveheart Sales Performance 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