The Sales Evangelist

It's hard to keep up with the current methods of the sales industry? In this episode of "The Sales Evangelist Podcast," you will discover the sales industry's current SDR/BDR challenges and innovative strategies to combat them.

Our host, Donald Kelly, speaks with Howard Dover, a sales expert, researcher, and professor, on how staying adaptable and adjusting helps you become a better sales rep. From the psychological toll of constant rejection to the destruction of dreams and careers, it is evident that a change is needed. 

Join us as we uncover the importance of innovation and adaptability in achieving success.

The Changing Landscape of Sales

• Howard discusses research on the sales industry, sharing insights from tracking data on sales cities and the growth of Sales Development Representatives (SDRs).
• LinkedIn's 2018 report shows that the SDR function has experienced exponential growth, increasing by 580% over the past three years.
• Howard highlights the need for innovative approaches in sales outreach as the buyer's behavior evolves with each new tactic.

The Power of Unique Prospecting

• The importance of pattern interrupting and capturing attention in sales outreach efforts is emphasized.
• Howard shares a personal example to illustrate the significance of having a captivating offer and using behavioral adjustment to act differently in certain situations.
• Buyers have become overwhelmed by traditional approaches, and Howard suggests that honest and unique methods can help sales professionals stand out.

The Future of Sales and Strategies

• Reflecting on the future of the sales industry, Howard predicts a shift towards a full lifecycle approach, where salespeople will generate their own leads and build their own pipelines.
• The need to revisit older sales methodologies and find effective ways to adapt to the present market is discussed.
• He acknowledges the challenges of breaking away from conventional training and thinking but emphasizes the potential rewards of embracing a more agile and business-minded mindset.

The Dust Bowl Analogy

• Drawing inspiration from the Dust Bowl disaster, Howard highlights the parallel between the flawed plowing technique and the challenges faced in the sales industry.
• The importance of adjusting and evolving approaches in response to changing customer behaviors is emphasized, drawing from interviews with successful students during the pandemic.
• Scott Leasey's belief in avoiding overprocessing and adopting creative, business-minded approaches is mentioned as a valuable perspective.

Embracing Change and Human Behavior

• Howard encourages sales professionals to embrace change and understand human behavior, suggesting that success lies in creativity and adapting to the current market.
• The concept of standing out by grasping human behavior and exploring creativity is discussed.
• The risks of sticking to old methods are highlighted, with the speaker emphasizing the need to become adaptable and open to new approaches.

The sales industry can be unforgiving, but there are strategies and approaches that can lead to success. By embracing change, staying agile, and thinking outside the box, sales reps in can navigate the ever-changing landscape and achieve their goals. 

"Being honest and unique in our approach can capture the buyer's attention and set us apart from the years of attempts to hack the system." - Howard Dover

Resources

Howard Dover LinkedIn

The Sales Innovation Paradox by Howard Dover

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

hubpspot.com/marketers

bluemangostudios.com

If you don't understand why people buy, you may want to kiss your career as a sales rep goodbye. Also, if you're having difficulty connecting with your prospects, you may not be able to reach your monthly goals either.

Luckily, your host, Donald Kelly, spoke with the perfect guest to help you understand your prospects better. In this episode, Donald interviews Eric, a business strategist and coach, about understanding the reasons behind customer buying decisions and how to improve sales conversion rates. 

Eric introduces the BANK framework, an innovative tool that helps salespeople connect with customers more deeply by understanding their personality types and values. This episode explores the importance of understanding customer buying behavior and provides practical strategies for sales success.

Understanding Customer Buying Behavior

• Eric highlights the need to go beyond traditional sales techniques and understand customers' underlying motivations.
• Salespeople often deliver the same pitch; some customers say yes, while others say no. Understanding why people buy is crucial to improving sales conversion rates.
• Eric emphasizes the significance of recognizing that individuals have different personality types, values, and decision-making processes.

Introducing the BANK Framework

• Eric introduces the BANK framework, which stands for Blueprint, Action, Nurture, and Knowledge.
• The framework helps salespeople identify and adapt to each customer's personality type, enabling effective communication and building customer trust.
• The BANK framework goes beyond gender-specific differences and provides insights into the underlying values that drive customer decisions.

Overcoming the Language Barrier

• Eric compares the struggle of ineffective communication in sales to speaking different languages.
• Salespeople often present their products or services in ways that resonate with them but may not connect with the customer.
• By understanding and adapting to the customer's preferred language, salespeople can bridge the communication gap and tailor their presentations to meet specific needs.

The Four Elements of the BANK Framework

• Blueprint (B): Represents individuals who value stability, accuracy, and organization. They prefer logical and detailed information that helps them make informed decisions.
• Action (A): Represents individuals who value excitement, speed, and results. They seek quick solutions and appreciate presentations that offer immediate benefits.
• Nurture (N): Represents individuals who value relationships, collaboration, and trust. They respond to personal connections and appreciate salespeople who take the time to understand their needs.
• Knowledge (K): Represents individuals who value expertise, data, and evidence. They appreciate presentations that provide in-depth knowledge and demonstrate credibility.

Implementing the BANK Framework

• Eric discusses how the BANK framework can be applied in sales scenarios.
• Salespeople are encouraged to assess the customer's dominant BANK code based on their preferences, communication style, and decision-making processes.
• Salespeople can tailor their presentations to meet each customer's needs and values by leveraging insights from the framework.

Understanding customer buying behavior is crucial for sales success. The BANK framework emphasizes individual personality types and values, and provides salespeople with a powerful tool to connect with customers authentically. 

You can increase the conversion rate and build stronger client relationships by adapting your presentations and communication styles to the customer's preferred language. Using the BANK framework will improve your sales performance and enhance customer satisfaction with ease.

"Because for many of us, we must understand why people spend money with us. Like, why is someone going to buy from us? And I'm hoping today that you can help us to grasp that better and grow in that understanding." - Eric Goodman

Resources

To get your complimentary personality report ($99 value) that will provide valuable insights and communication tips that you can apply right away please take 90 seconds and visit https://crackmycode.com/communicate

Eric Goodman LinkedIn

 Sponsorship Offers

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.

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.

 

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

hubpspot.com/marketers

bluemangostudios.com

In this episode of The Sales Evangelist Podcast, host Donald Kelly discusses the importance of utilizing LinkedIn effectively as a sales professional. Those working as business development representatives or trying to build a sales pipeline should tune in to this week’s episode.

Donald shares three key focus areas for optimizing your LinkedIn profile to grab attention, generate more appointments, and ultimately drive sales.

Utilize Your Banner

●     Donald emphasizes the often overlooked real estate of the banner on your LinkedIn profile. This space provides an opportunity to showcase your value proposition and target audience.

●     Potential prospects can quickly understand how you can help them if you clearly state who you serve and the industries you specialize in.

●     Additionally, if your company has noteworthy brand recognition, include it in the banner to further establish credibility.

●     Donald suggests using Canva to create a professional and eye-catching banner that aligns with your company's branding. You can begin selling to prospects even before you engage in a conversation by maximizing the potential of your banner.

Take Advantage of the Name Pronunciation Feature

●     LinkedIn offers a feature that allows users to record a 10-second audio clip pronouncing their names.

●     While this feature is crucial for individuals with complex names, Donald recommends utilizing it regardless of the simplicity of your name.

●     The audio introduction serves as an additional engagement tool and helps prospects connect with you on a deeper level.

Optimize Your Headline

●     The headline section is often filled with generic information such as job titles and company names automatically generated by LinkedIn.

●     Donald suggests utilizing this space strategically.

●     Consider using keywords your target audience is likely searching for, such as specific industry terms or pain points.

●     Craft a headline that attracts potential prospects to learn more about you and your expertise.

●     It's essential to align your headline with your specific goals and expertise, ensuring it accurately represents your value proposition.

Be Proactive and Engage

●     Donald advises being proactive and engaging with your LinkedIn network regularly.

●     Interact with posts, share valuable content, and participate in industry discussions.

●     Building a strong presence on LinkedIn will strengthen your personal brand, enhance credibility, and attract potential leads.

Maximizing your LinkedIn profile as a sales professional can significantly impact your ability to grab attention, generate appointments, and close deals. These four tips will help you make a lasting impression on potential prospects and increase your chances of success.

"Your profile needs to sell before you even have a conversation with someone." -Donald Kelly.

Resources

Donald C. Kelly 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 Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

4.    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

hubpspot.com/marketers

bluemangostudios.com

Are you holding yourself accountable?

If not, then it’s keeping you from success within the sales industry. In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with Jessica Schultz about the importance of holding yourself accountable as a sales representative. Discover what accountability means and how it can improve your sales performance.

The Power of Leading by Example

• Jessica highlights the significance of leaders displaying the behaviors they expect from their team members. 
• Leading by example sets the tone for the entire organization, as it helps build trust and respect among team members. 
• Clear expectations should be set, and any issues that arise should be addressed through reporting and conversations with the team members involved. 
• She also stresses that if team members consistently fail to meet expectations despite efforts to support and guide them, leaders should be willing to cut ties and send a clear message to others.

Importance of Accountability and Feedback

• One-on-one meetings allow one to discuss concerns, ideas, and goals. 
• However, Jessica acknowledges that one-on-one meetings can often be neglected due to other priorities. 
• To ensure accountability, metrics should be defined, and transparent reporting should be implemented. 
• The CEO's voice is vital in addressing underperforming team members, as a clear directive from the top can greatly impact the team's performance.

Educating Leaders on Effective Sales Management

• Jessica discusses the need for educating founders and sales leaders on what good sales management looks like. 
• Defining expectations with metrics and implementing transparent reporting are key to holding sales leaders accountable. 
• She encourages sales managers to stay on top of expectations to ensure reps hit their goals.

The Role of Sales Leaders in Deal Management

• Jessica emphasizes the importance of being prepared for calls, promptly following up with reps and customers, and staying engaged and available to support the sales team.
• The use of technology tools like Gong can help identify challenges and keywords in conversations but should not be relied upon solely. 
• Managers must still actively listen to the entire conversation and analyze it further. 

Breaking Down Sales Metrics for Success

• Many companies struggle to determine which metrics to manage their sales representatives to.
• Jessica highlights the importance of breaking down revenue goals into actionable tasks for reps. 
• Educating clients on critical sales metrics like average contract value (ACV) and conversion rates is also crucial. Founders may struggle to provide effective coaching, even if they listen to sales calls. 
• She shares their approach to determining the number of weekly meetings with qualified customers to close deals and setting goals accordingly.

Setting clear expectations for sales leaders and team members is crucial for a thriving sales organization. Jessica shares her insights on accountability for sales leaders and founders in optimizing their sales processes. 

"Clear expectations should be set, and any issues should be resolved through reporting and conversations." - Jessica Schultz

Resources

Jessica Schultz LinkedIn

Amplify

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 Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

4.            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

hubpspot.com/marketers

bluemangostudios.com

Everyone needs a good book to help them build essential skills for their career. If you’re in the sales industry, you must grab a copy of “Nine Secrets to Win Deals and Influence Stakeholders” to help you learn how to negotiate better.

But how is this book going to help you become a better negotiator?

In this episode of The Sales Evangelist Podcast, host Donald Kelly interviews the author and negotiation training expert, Mark Raffan. He shares his insights on why negotiation is often perceived as complex and how to navigate it effectively. Also, he discusses the key principles from his book, which aim to simplify negotiation and help readers achieve better outcomes in their deals.

Mark Raffan Background

• Mark is a negotiation trainer at Negotiations Ninja, where he helps sales leaders develop and deliver content worldwide.
• His job is to help people make more money, close more deals, and become better negotiators.
• Recently, he wrote the book, “Nine Secrets to Win Deals and Influence Stakeholders.”

Dissecting the Complexities of Negotiation

• Mark begins by addressing the misconception that negotiation is a mysterious and magical process. 
• He attributes this perception to media portrayals in movies like "Wolf of Wall Street," which depict negotiations as effortless and producing instant results. 
• However, real negotiation is far from glamorous and relies on strategic planning rather than magic or tricks.

Unlocking Success Drivers

• The book emphasizes the importance of understanding what one wants to achieve in a negotiation. 
• Mark advises readers to define their contractual terms, target upsells and cross-sells, and identify strategic areas to drive value. 
• This strategic planning is crucial in avoiding reactive behavior during negotiations, allowing negotiators to maintain control and increase their chances of achieving favorable outcomes.

The Pitfall of Customer-Centricity

• While being customer-focused is essential, Mark cautions against neglecting the objectives and interests of their own organization. 
• Many salespeople make significant concessions to meet the counterparty's demands, often at the expense of their own goals. 
• The book advises sales leaders and negotiators to balance understanding the counterparty's needs and prioritizing their aspirations.

Leadership's Role in Developing Negotiation Skills

• The book addresses sales leaders, highlighting the importance of educating and empowering sellers in effective negotiation practices. 
• By encouraging a shift from solely focusing on revenue acquisition to considering deal quality, leaders can inspire their teams to think strategically. 
• The goal is to foster a mindset that cultivates better long-term results and profitability.

Understanding Deal Quality

• In today's market, the focus on growth has often overshadowed the importance of deal quality. 
• Mark challenges this approach, emphasizing the need to evaluate the value and risks associated with each deal. 
• He provides insights on determining deal quality and outlines strategies to build value while minimizing risks consistently.

Listeners are invited to dive deeper into the subject matter by reading Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." This enlightening resource is tailored to salespeople and sales leaders seeking to empower their teams and prioritize deal quality. So, if you're ready to unlock the secrets to uncomplicated negotiation and achieve better results in your deals, pick up a copy of the book today.

"Real negotiation is significantly more boring. Real negotiation is about strategy. It's about planning." -Mark Raffan

Resources

Nine Secrets to Win Deals and Influence Stakeholders

Negotiations Ninja

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 Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

4.            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

hubpspot.com/marketers

bluemangostudios.com

In this episode, Donald speaks with Kevin, the Chief Technology Officer of the Americas at Ciena. They discuss the complexities and challenges of B2B enterprise selling. 

Kevin shares insights into the evolving landscape of enterprise deals, emphasizing the importance of understanding the "why" behind a product or service offering. The conversation highlights the need for effective communication and providing memorable examples to decision-making committees, ultimately leading to successful outcomes.

The Increasing Complexity of B2B Enterprise Selling

• As technology advances, B2B enterprise selling has become more complex and confusing.
• The integration of tools like AI adds layers of complexity to the selling process.
• It is crucial to adhere to the basics and understand the fundamentals of enterprise selling.

The Role of Kevin as the Chief Technology Officer of the Americas

• Kevin leads a technical team of sales engineers and sales specialists at Ciena.
• The team's primary objective is to assist business customers in making the right purchasing decisions.

Challenges in Enterprise-level and Complex Deals

• In the past, individual decision-makers played a key role in the purchasing process.
• However, in today's enterprise deals, decision-making power rests with a complex council of decision-makers.
• Sales professionals must equip their customers with the necessary skills and tools to present the value proposition to the entire decision-making council effectively.

Shifting Focus from the "What" to the "Why"

• Previously, the sales pitch predominantly focused on describing the technical aspects of the product (the "what").
• With the involvement of decision-making committees, it has become crucial to emphasize the "why" behind the product/service offering.
• Sales teams need to explain the importance of the proposed solution, and its impact on the customer's business, and provide real-life examples to support their claims.
• This shift towards the "why" ensures a comprehensive understanding of the value proposition and makes it more memorable.

Enhancing Memorability and Communication

• It is insufficient to rely solely on PowerPoint presentations or technical demonstrations to convey the value proposition.
• The sales team should strive to provide the customer with simple, memorable, and repeatable examples.
• These examples enable the customer to share their enthusiasm and effectively communicate the value proposition to their peers within the decision-making committee.

B2B enterprise selling has become increasingly complex, necessitating a shift in sales strategies. Understanding the "why" behind a product or service offering and effectively communicating this value proposition to decision-making committees is crucial for success. 

Kevin emphasizes the importance of providing memorable examples and enabling customers to become effective ambassadors for the proposed solution. By focusing on the "why," sales teams can establish a deeper connection with customers and increase the chances of winning complex enterprise deals.

"When you go to these decision-making committees, there's always others on the committee, but not necessarily in the room with you that are very interested in the why." - Kevin Sheehan

Resources

Ciena

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 Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

4.            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

hubpspot.com/marketers

bluemangostudios.com

In this episode, host Donald Kelly speaks with Jack Funk from a small startup called Salesforce in the Silicon Valley area. Jack shares his experiences and strategies for closing deals in one call. With over three years of experience at Salesforce and as a certified admin, Jack has honed his skills in simplifying the sales process and bridging the gap between client problems and solutions.

Keeping it Simple

●     Jack emphasizes the importance of keeping the sales process as simple as possible to increase the chances of closing a deal in one call. He believes in the KISS principle (Keep it Simple, Stupid), which involves making it easy for prospects to buy from you.

●     Rather than scheduling multiple calls for demos and presentations, Jack believes in providing all necessary information during the initial call. This approach saves time and caters to the busy schedules of decision-makers.

Demonstrating Value

●     When speaking with potential clients, Jack typically starts the conversation by getting to know their needs and pain points. If the prospect seems like a good fit, he quickly transitions to a live demo or screen-sharing session.

●     By showing a personalized demonstration of how Salesforce can solve their specific problems, Jack creates a visual and interactive experience that engages the prospect. This approach helps build their understanding and trust in the product.

Sales Karma

●     Jack strongly believes in doing what is right for the customer. Instead of overselling or complicating the sales process, he aims to identify the core needs of the prospect and provide them with the exact solution they require.

●     This philosophy aligns with his previous VP's motto: "See a bear, shoot a bear." By offering simplicity and addressing the customer's fundamental needs, Jack ensures a seamless sales experience and builds trust.

Catering to SMBs

●     While not exclusively limited to small and medium-sized businesses (SMBs), Jack's one-call close strategy is particularly effective. In SMBs, decision-making processes are often simpler and less bureaucratic.

●     Jack points out that conversations usually involve one or a few key stakeholders who have the authority to make a purchasing decision. By focusing on these decision-makers and their needs, Jack increases the chances of closing deals in a single call.

Conversion Rate

●     With his simplified approach and focus on providing value, Jack achieved an impressive 30% conversion rate using the one-call close strategy.

●     While not every conversation resulted in a closed deal, Jack's process allowed him to quickly evaluate prospects and determine if there was a mutual fit.

●     He maintained a high closing rate and effectively grew his client base by being efficient with his time and resources.

Closing deals in one call may seem challenging, but Jack's strategies showcase the power of simplicity and personalized demonstrations. Sales professionals can improve their conversion rates by focusing on understanding customer needs, providing clear information, and selling only what is essential. Implementing Jack's one-call close strategy can save time and effort, allowing salespeople to be more productive and successful in their sales endeavors.

"Make it as simple as possible to buy from you. Give the customer every piece of information possible to make a decision, even if they never talk to you again." - Jack Funk

Resources

Jack's 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 Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

4.    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

hubpspot.com/marketers

bluemangostudios.com

You try to do everything you can to keep a prospect happy. By doing so, you believe it will prevent potential buyers from saying no to your services. However, avoiding tension within the sales process is a huge mistake. 

In this episode of The Sales Evangelist Podcast, host Donald Kelly will discuss why sales reps need to create tension. He will also share different ways to create healthy tension that’ll help you close deals.

Why Do You Need Tension?

• One problem Donald is seeing is that buyers are taking more time to decide what they should spend their money on. Because of this, sales reps need to ensure their deals, products, or services are good.

• Buyers' longer decision-making process also makes sales reps more fearful of creating tension. Even when they know their deals are good, sales reps are afraid to upset buyers.

• Sales representatives must remember that tension isn’t bad.  It’s essential to have tension to help move along the sales process.

Why Do You Need Tension?

• Don’t hold on to the fear of being declined: Donald discusses that many sales reps don’t push back when a prospect says they’re working with someone else. You can ask the potential buyer who the other vendor they’re working with, so don’t be afraid to do it. If the prospect becomes uncomfortable sharing the information, then it may be a red flag.

• Go deeper into the follow-up questions: If a prospect says they’re looking for a solution to a problem, then you should ask more questions to discover on the problem is affecting them. 

• Look at tension as a good thing: Donald compares tension within the sales process to when a person starts working out more. When you first start exercising, your body hurts because you’re building muscles. Seeing it from this perspective should show you that when you create tension, it will provide benefits in the future. 

• Prospect gives an objection: Most sellers try to jump in and offer deals when a potential buyer objects to their services. Instead, dive deeper and figure out why the prospect is objecting.

Always remember that tension isn’t a bad thing. When you ask questions about a problem a prospect is having, you come across as an expert. Look for ways to have healthy tension in the sales process to help you progress the deal. 

Lastly, don’t end the conversation without having a clear next step. Be sure to set up an appointment with the prospective client to ensure they’re on board with you. 

“Sometimes sales are uncomfortable, and change is not always easy. So if a buyer is changing, there’s going to be a need for tension.” - Donald Kelly

Resource

Donald C Kelly LinkedIn

Sponsorship Offers

• 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.

• 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.

• This episode is brought to you in part by Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com

• 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 Sales Evangelist.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

hubpspot.com/marketers

bluemangostudios.com

Are you sending hundreds of emails, and no one is responding? You must listen to this week’s episode of The Sales Evangelist Podcast to help you discover new outreach methods. 

Your host, Donald Kelly, speaks with Tom Slocum on the state of sales outreach. Listen to their advice on emailing, so potential customers will be more willing to work with you.

Trends in Email Outreach

• During a conference, Tom discovered that many sales reps don’t follow up on emails. If you notice potential customers haven’t replied, try doing a follow-up email.
• When writing emails, it’s best to be creative to help make the message more personalized. You can do this by adding visualizations to bring a human effort into play.
• Consider including a video or voice memos to help make emails more engaging and personal.
• When sales reps take the extra step within their emails, it creates personalization. By taking the extra step, you make potential clients feel as though you care about their problems. 
• You don’t have to be super personal in every email you send. Tom discusses the importance of bucketing and prioritizing when sending emails.

Personalization Is Not Personalization

• Personalization is not bringing up random topics and hoping a prospective client will start conversing with you. 
• You need to really pay attention to how they’re a good fit for the product you’re selling. Once you discover this, you can send an email discussing your services and how you can potentially help them.
• Remember clients want to feel as though you actually care about them and their problems.

Advice For Management 

• It can be hard to test new methods when you’re leading a team that’s sending 5,000 emails every day. Tom discusses why sales managers should create microenvironments, where certain teams test new methods.
• When the whole team tests a new method it can become scary. Either you or a specific group of people should test new methods to prevent everyone from worrying if it will work or not.
• Microenvironments also allow managers to evaluate theories effectively. After testing your methods on 100 accounts, ask for feedback to see if there was an improvement in the email outreach strategy.

Using AI Tools for Email Outreach

• Tom shares how to use AI tools for creativity when sending emails to potential clients. 
• He provides an example of how to research clients with AI tools and make personalized emails.
• The key is to use AI to help you work smarter, not harder.

After listening to this episode, take some time to reflect on these methods and apply them to your outreach strategy. Don’t forget to find Donald on LinkedIn and let him know if these methods worked for you. 

“Everybody is going left, then you should go right. Try to be different to strike something within the person you’re emailing to help you stand out.” - Tom Slocum

Resources

Donald Kelly LinkedIn

Tom Slocum LinkedIn

  Sponsorship Offers

• 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.

• 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.

• This episode is brought to you in part by Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com

• 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 Sales Evangelist.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

hubpspot.com/marketers

bluemangostudios.com

The most powerful online tool for sales professionals is LinkedIn. You know the platform is a goldmine for finding prospects and connecting with others in the industry.

Currently, you have 400 connections on LinkedIn. But, have you even said anything to them besides Happy Birthday?

Most people don’t know how to use LinkedIn properly. You may not even know how to start a conversation to make someone say more than “thank you.”

In this week’s episode of the Sales Evangelist Podcast, host Donald Kelly shares his hidden strategy for starting conversations on LinkedIn. Listen to Donald’s advice to make prospective buyers reply to your messages.

Don’t Engage in LinkedIn Phishing

• Do you send hundreds of automated emails hoping someone will bite? You do know this is basically email spam on LinkedIn, right? Instead, pretend it’s the 1950s and start conversations like people used to do.

• Silver Bullet: LinkedIn shares other celebrations with you besides birthdays. Donald tells you why it’s vital to pay attention to these.

• Also, Donald shares a story of how he uses this LinkedIn feature uniquely. He discovered the key to making people respond to messages faster.

Consider Sending a Video

• You may be nervous about getting on camera, but it could lead to more engagement on LinkedIn. It's worth you overcoming your fears and taking this risk.

• Donald discovered by sending a personal video that his LinkedIn connection was more willing to do business.

• Pay attention to birthdays, work anniversaries, and promotions. You can use these celebrations to start great conversations on LinkedIn.

• Are you struggling to create the perfect LinkedIn profile? Check out our 6-week LinkedIn Prospecting Course and start generating 3-5 appointments per week.

Donald shares insightful advice within this week’s episode. Subscribe and listen to The Sales Evangelist Podcast for more LinkedIn strategies.

Resources

The Sales Evangelist LinkedIn Course

Sponsorship Offers

• 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.

• 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.

• This episode is brought to you in part by Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com

• 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 Sales Evangelist.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

hubpspot.com/marketers

bluemangostudios.com