The Sales Evangelist

In this episode, your host Donald Kelly sits down with Chris Duprey, Chief Strategy Officer at IMPACT (impactplus.com). Duprey has an engaging, no-nonsense approach to sales training, and wants to help you and your team master the basics so that you can go from being decent at sales to being truly great. Check out the list below and see what’s holding your team back, then listen in as Donald and Chris delve into each one, point by point!

 The 5 Habits of A Great Sales Team

1. Have a team mentality. Top performers will burn out if they’re the only ones doing all the work. Go beyond sharing wins – share losses too. Even top sellers should be willing to talk to the team about what’s not working and why. 
2. The best teams roleplay… a LOT. If you want to improve, practice! Work with others to get better. You’re not going to win unless you do the reps. Duprey recommends doing it weekly!
3. The best teams watch their sales calls. Record your calls so that you can go back and review them later. Just like a sports team watching their old plays, watch the calls you make and watch calls other people make! Sales leaders: watch a lot of sales calls your team makes.
4. Gain peer status with your buyer. Nobody wants to be sold to – people will accept guidance and assistance from someone who knows their stuff. Ask great questions, give realistic advice and don’t be needy!
5. You proactively work on communication. Obsess over how you communicate. If something goes wrong, figure out what you missed. Also, learn how to deliver your message and have an engaging presence.

“If you just do the basics, that’s what makes the best the best… I was a paratrooper and I had friends that were in the special forces. Everyone thinks we all did special things – we all just did the basics A LOT and got really good at them.” – Chris Duprey

Resources

Chris Duprey on LinkedIn

IMPACT: Sales & Marketing Training

Sponsorship Offers

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

Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE.

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

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

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

 Having the right mindset is crucial to being a successful salesperson. So why do we often get locked up in a mindset of fear, and how can we change that? In this episode, your host Donald Kelly and Dr. Jean Oursler (Ph.D. in Business Psychology from the Chicago School) are here to teach us about our “Caveman Brain” so that we can harness the way we are wired and make it work to our advantage. 

What is Your Caveman Brain?

• The amygdala is a part of the brain that controls our fear responses to our environment. Dr. Oursler calls this the “caveman brain”
• Our “caveman brain” exists to protect us from getting hurt or dying, so we can’t get rid of it or turn it off!
•  We don’t have to run away from predators or protect our young from danger anymore, so nowadays, we fear things like rejection, losing our reputation, or being a pushy salesperson.

 How Do We Work WITH the Caveman Brain?

• The amygdala only knows what it sees and hears. Pay attention to the media and information you consume!
• Identify your personal fears. Know what is holding you back and why.
• Use positive self-talk to give the caveman brain information to overcome your fears. Think of these as affirmations or talking yourself up.

"Almost everything that’s happening in your life that isn’t happening the way you want it to comes down to your caveman brain. When you realize that and you start to fix that, everything else falls back into place.” – Dr. Jean Oursler

Resources

https://cavemanbrain.com/

Sponsorship Offers

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

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Today’s guest brings his top-tier track record to the show to help you and your team convert your prospects into customers using his proven, customer-first approach. In this episode, your host Donald Kelly sits down with David Bennion, the VP Sales at Apollo.io, which serves over 160,000 companies and more than one million users worldwide. Bennion shares his clear-eyed, precise understanding of his team’s success and the steps it takes to get there.

 As a Seller, Learn to:

• Identify your customer’s issue, even if they haven’t identified it themselves
• Quantify that problem - how impactful will solving the problem be?
• Ask the right questions so you can truly understand where your prospect is coming from. When they trust you enough to describe their company’s pains (or even their personal ones), show empathy!
• Know whether your product can actually solve their problem - and learn to graciously walk away if it can’t

 Common Mistakes in Selling (And How to Avoid Them)

• DON’T just drive your company’s agenda. Instead, think about what you can offer to the customer.
• DON’T limit your pitch to just data points. Instead, offer some real-life examples of your current customers’ success with your product
• DON’T add to your prospect’s list of problems they have to deal with. Instead, show them how seamlessly your solution can be implemented

“I think, sometimes in outbound [sales], there’s a feeling like, ‘All I’m doing is creating a problem for somebody,’ when really, you have the opportunity to create a quick win for somebody and make them a hero inside their business.” - David Bennion

Resources

http://apollo.io

Sponsorship Offers

This episode is brought to you in part by Scratchpad.

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

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

Writing intriguing, trustworthy e-mail content in today’s market can feel like a losing game. How do you stand out from the crowd without resorting to gimmicks (which doesn’t work anyway)? Enter your host Donald Kelly and our guest James Boreham with five tips on creating e-mails that create unforgettable first impressions your clients will still be talking about years later (true story!).

 Current Challenges In Email Prospecting

• People are flooded with information. When you reach out to someone, you’re just one out of so many notifications they’re going to see that day
• Buyers are burned out when it comes to e-mail. E-mail prospecting is up 30% since the beginning of the pandemic, but reply rates are down 50%

Do These 5 Things to Boost Your E-mail Open Rates

1. Use short, intriguing subject lines. Most e-mails are viewed on mobile devices. On a smaller screen, only a small amount of text makes it to your prospect’s eyes before they decide whether it gets opened or goes to the trash.

• TRY THIS: Send the e-mail to yourself before it goes out. Does it look like marketing fluff? Or does it look important?

2. See the prospect as your equal. Even though you might be reaching out to prospects who have a lot of experience in their field, you are the expert in YOUR field (which is your product). Don’t condescend, but don’t beg either. Know the worth of your information and your product to become a trusted advisor who commands respect.

3. Do your homework. Personalize your content to show that you’ve taken the time to get to know their business and their needs. Impress your customer with your hustle and commitment (without sacrificing the natural flow of the e-mail).

• TRY THIS: Check out the careers page on the company’s website. Get a sense of what roles and responsibilities exist so you can understand your prospect’s needs.

4. Stay actionable and objective. Don’t be too “sales-y”. Talk in terms of facts and keep things clear. Don’t add so much personality that your prospect loses the plot.

5. Follow up with one-liners. Don’t try to reinvent the wheel - one-liners work! Use them to connect with people and encourage their responses.

“Each of these [5 tips to boost e-mail open rates] is to make it easy for the customer to buy and to put us in a position of power in those interactions and conversations so we are a trusted advisor. I think that is transformative to the whole sales process.” – James Boreham

Resources

Juro Contract Management (website)

James Boreham on LinkedIn

Sponsorship Offers

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

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

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

Your social media presence can build your credibility, community, and pipeline… or break it. Most people don’t create content on LinkedIn, so they miss out on all of the opportunities that can come along with having a sizeable following on the platform. In this episode, your host Donald Kelly sits down with Richard Smith,  the VP of Sales for Allego. Listen in to hear how Smith grew his social media audience to the point where his content now generates conversation, interest, and qualified inbound leads.

Why DON’T People Post on LinkedIn?

• People don’t think they have anything interesting or novel to contribute

• People are happy to read and don’t feel like it’s necessary to make the extra effort to post

• “Head trash” – people don’t want to embarrass themselves if no one interacts, or say the wrong thing and end up in trouble professionally

How to Do LinkedIn Posts the Right Way

• Keep your day job. Smith uses LinkedIn to generate leads for his sales job, but it took years to build his audience. It’s a marathon, not a sprint.

• Build a community, not an echo chamber. Discussion is healthy – while you don’t want to be inflammatory just for the sake of getting attention, don’t try to pander to your audience either.

• Your reputation on social media will follow you everywhere, so be educated, honest, and authentic.

“The key is to almost “anti-sell,” and this is quite strange for some people to hear. You have to be on there, not wanting to sell your product – you have to be on there building an audience… And that is the key starting point.” – Richard Smith

TSE episode 578: How to Use Technology to Better Coach Salespeople with Richard Smith

Allego: Sales Training and Sales Enablement Platform Website

Sponsorship Offers

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

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

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

Spring is a time for change and renewal, which means it’s time to reevaluate the sales strategies you or your company have always used. In sales, it’s crucial to set yourself apart from the competition, and we want to show you how to do just that using efficient methods that WORK. In this episode, your host Donald Kelly takes you through the Top 3 Prospecting Strategies he and his company are utilizing in 2023. 

Why Do We Need New Strategies?

• Since the beginning of the pandemic, e-mail outreach is up 50%, but reply rates have decreased by 30%
• Writing a great subject line and e-mail content does no good if the person on the other end doesn’t feel motivated to reply

3 Strategies to Adopt in 2023

1. Create previous engagement. Before you reach out to a potential buyer, create a connection with them. Don’t just start with a cold e-mail!
2. Use social media to gauge interest. If you work for a bigger firm, look at who follows your product on LinkedIn. That list will have prospects on it who are already interested, and may just need more information (and that’s where you come in!)
3. Use tools like LinkedIn Sales Navigator. In the episode, Donald runs you through how to use the Spotlight feature to look at activity levels on LinkedIn so you can decide whether to reach out via LinkedIn (or some other way).

“Everybody knows the play that we’re running. They know these strategies. So what are we going to do? How are we going to be different?” - Donald Kelly

Sponsorship Offers

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

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

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

Is putting your customer first tanking your value? You’ve heard this phrase before: “The customer is always right.” No one is going to tell you to ignore your customer’s wishes completely. But sacrificing your needs (and the needs of your business) to make your quota is a dangerous game that can leave you feeling like you lost, even when you make a sale. In this episode, your host Donald Kelly and guest Mark Raffan are here to remind us, point-blank, that a successful salesperson needs to set expectations and retain value in every negotiation.

There Is No “Win-Win”

• Move away from a “win-win” mindset. If you put too much effort into trying to get your customer to win, you run the risk of letting them win at your expense. Instead, hope for outcomes that you can both agree to
• Keep your goals in mind when selling. Don’t get so swept up in trying to meet your customer’s needs that you totally forget about your own (or your company’s).
• Take on deals that are profitable. Even when you’re trying to make quota, the more concessions you make, the more value you lose

3 Layers of Concessions

1. Conditional Giving. If a potential buyer asks you to make a concession, ask them to make a concession as well. 
2. “Portional” Giving. If a salesperson is asked to make a concession, only make a portion of it, don’t give the full concession.
3. Scarcity. When a potential buyer asks for a concession, respond by letting them know it will be difficult to do, don’t immediately accept it.

“I really don’t believe there is such a thing as a win-win negotiation. I think it’s a really dangerous mindset to put yourself in, especially when the market changes like this.” – Mark Raffan

Resources

Negotiations Ninja

Negotiations Ninja Podcast

Mark Raffan LinkedIn

Sponsorship Offers

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

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

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

Communication is key. You’ve heard this phrase before, but how does it apply to sales? Hopefully, at this point, you know from experience that selling is about more than just being an outgoing person with a great smile. If you want to be great at sales, you have to offer more to your customer. In this episode, your host Donald Kelly has a conversation with Craig Colby, the co-founder and president of OneStream Software. Colby brings his experience and dedication to the table to show us how clearly setting expectations can lead to strong, long-term relationships with customers.

Why Should We Set Expectations?

• Your prospect might be jaded. Have you ever wondered why your customers seem defensive as soon as you start your pitch? They’ve probably had other businesses overpromise and underdeliver, and they don’t want it to happen again.
• Your customer is looking for a trusted expert. You’ve put in the work to learn what your product can do, and what it can’t. Your customer hasn’t. It’s the salesperson’s responsibility to help their customer understand the capabilities AND the limitations of their product so the customer can act in their own best interest.
• Your reputation is forever. If you promise outcomes your product can’t deliver, your customers will remember that, and they’ll spread the word. Build long-term relationships with prospects by acting with integrity and empathy for their situation. That’s what will end up setting you apart.

How Do You Start Saying “No”?

• If you can tell your product isn’t right for a customer, you can say “no” while still educating them. Give an explanation for why it’s not a good fit, or the conditions under which your product might become a better fit in the future
• Let go of people-pleasing. Part of the learning curve in sales is understanding that you won’t be able to help everyone – you should try to support your customers, but only in a way that makes sense for you and your product
• When your customers ask you a question about your product’s capabilities, it’s okay to say “I don’t know,” and to bring someone more knowledgeable into the conversation. Your honesty will build your credibility and trust with your customer

“If you’re a sales professional, and you’re newer, or you’re a little more mature, or you’re super mature in the job, you can always learn… Always be learning.” – Craig Colby

Resources

Craig Colby on LinkedIn

Craig Colby on Twitter

OneStream Software

[email protected]

[email protected]

Sponsorship Offers

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

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

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

Don’t ever let anyone tell you there’s nothing new under the sun. Thought leaders don’t approach the world or their industry that way, so why should you? In this episode, Donald Kelly connects with Andy Buyting – coach, professional speaker, and best-selling author of How to Win Clients and Influence People. In this episode, Buyting introduces his proven-successful take on how to reinvent the relationship between sales and marketing which he outlines further in his 2021 book, Double Sales/Zero Salespeople. See the special offer in our Resources for a free half-hour call with one of the authors of the book!

 Why the “assembly line”?

• Division of labor: splitting any complex process into specific tasks, and allowing people to specialize on one part of the task
• Application in sales and marketing: Where a typical salesperson may be responsible for generating leads and prospecting all the way through making the final sale, Buyting recommends separating the tasks among dedicated people
• Optimize: Once you know what each stage of the process is for your business, you can optimize and automate parts of the assembly line

 “Smarketing”: Intersection of Sales and Marketing

• Frequently, sales and marketing operate too separately, and each department thinks it has all the answers when it comes to meeting goals
• Marketing can help businesses find the right customers, but it can fall apart if salespeople are just selling and not providing value
• Having sales with no marketing can be expensive, payroll-wise!
• Sales and marketing both share the same goal: growing the business. Combining the two creates a more efficient process

“Just like Henry Ford developed the assembly line for the automobile, what is your business development assembly line? What are all of those stations along that journey for your prospect, from the very first time your company spends a time trying to land a sale, until they actually sign a contract? What are those stations, and then ask yourself, ‘how do I optimize each station?’” – Andy Buyting

 Resources

SPECIAL OFFER: Book a call or download a chapter of the book!

Double Sales/Zero Salespeople by Andy Buyting on Amazon

The Machine by Justin Roff-Marsh on Amazon

Tulip Media Group

Sponsorship Offers

This episode is brought to you in part by Scratchpad.

1.  Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

 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

We are all defined by how we handle the challenges we face. The only constant in life is change, and it doesn’t matter what industry you’re in – you have to learn how to adapt. Our guest today offers his solution to how sellers can approach their job during the current market so that you can successfully, and organically reach your goals. In this episode, Donald Kelly sits down with Joe McNeill, the CRO at Influ2, to talk about the current landscape, the shortcomings of how sales are currently being done, and how to shift your focus so that you can connect with the right buyers for your product.

 Challenges in Sales Today

• E-mail outreach is up +50% since 2020, but replies have decreased by 30%. Limited outreach methods are leading to limited results
• 72% of SDR teams are behind their pipeline goals. Some sales leaders think making more calls and sending more e-mails is the answer
• SDRs and AEs are not always getting support, so they are not as efficient in their jobs as they could be

 How to Change Up Your Playbook for Success

• People buy, not companies. If there are multiple people involved in the buying decision, create messaging that applies to each of them
• Efficiency is growth. You’ll only have enough bandwidth to create focused messaging if you’re specific about who you reach out to
• Pragmatic messaging. Using “silver-bullet”-style messaging probably won’t relate to buyers who are being faced with difficult decisions. Focus on how you can provide support
• Leaders: Ask for help. If you’re not sure what to do or how to help your team, ask people around you what they’re doing and gather information. Talk to peers, consultants and mentors to spark your creativity.

 “People used to think, ‘what should we focus on, growth or efficiency?’ Now it’s, ‘efficiency IS growth.’ You’ve got no choice.” – Joe McNeill

 Resources

Joe McNeill on LinkedIn

Influ2: Person-Based Advertising Solution for B2B Marketers

Sponsorship Offers

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

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

 Credits

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS