The Sales Evangelist

Do you know that feeling you get when you spend some time planning out the week ahead? It’s that sense of peace that lets us know we’re going to achieve our goals and nothing is going to get missed. Planning seriously increases our productivity, so why aren’t we all taking the time to do this at the beginning of each week? Whether you just can’t seem to find the time or you don’t know how to get started, Donald is here to help. Take out your Google Calendar or your favorite scheduler and let’s get to it!

 How to Make the Most of Your Weekly Planning Session

1. Define your purpose for the week. Take a second to decide what you’re trying to accomplish this week. Look at your key performance indicators (KPIs), and make a plan for how you’re going to reach those things. 
2. Plan activities accordingly. Decide what things are going to go on your calendar based on your KPIs. Highlight the “money generating activities” you do each day, and fill your day with those activities first.
3. Put in your recurring meetings and activities. What activities are written in stone each week? Block those things out so you know what time you have available for the random appointments and meetings that will come up.
4. Fill in your client meetings. Schedule meetings with potential clients or prospects. You might not want to set them in stone right off the bat in case of schedule changes, but pencil them in so they’re present in your overall plan.
5. Fill in other activities. If you have a random assortment of little tasks you need to do, work-related or not, try to plan them so that they don’t mess up the flow of your week too much. Take some time to fit them in during the least obtrusive times possible.

“I would like most of us to be in that ‘Yes, I plan religiously’ category. I know when you do, your pipeline’s gonna be great, your pipeline’s going to progress, you’re going to convert more of those opportunities, and you’re going to see more success.” - Donald Kelly

Resources

Donald’s Linkedin Poll

 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. Be. Boring. Every time you talk to a new client, in the back of your mind, you know you’re not the first person to ever pitch to them. You might not even be the first person to pitch to them that day. You need to stand out, and more importantly, be remembered. In this episode, Donald Kelly sits down with Andie Jewett, the Senior VP of Business Development at AMP Agency. They talk about the core elements of an amazing pitch, and how to make sure you’re not making the same mistakes as everybody else.

Jewett’s Background

• Started in account management, with clients like Blue Cross Blue Shield and NinetyNine Restaurants
• Now works with AMP Agency, overseeing business development and reaching out to potential clients

Most Common Pitching Mistakes - and How to Fix Them

• Don’t jump into your pitch immediately, placing the focus on you and your product. Do your homework so that you know your client, ask them questions, and place the focus on them.
• Don’t recite all your great ideas or figures one after the other in a list. Your client won’t remember them all! Instead, take them on a journey with a narrative thread. 

3 Core Elements of a GREAT Pitch

1. Make the client the main character. It’s not about you, or your product. Your client is the hero of the story. Build a profile around who that customer is based on your research. Then, use this to address their needs and aspirations when you make your pitch.
2. Take them on a journey. A story has a beginning, middle, and end. Have one main idea, or “hook” that will be the big takeaway from your pitch meeting. Build to your hook, share what it is, and make sure it threads all the way through. 
3. Use a little showmanship. If you recite too many facts and figures, you will put your clients to sleep. Bring your personality, fun, AND facts. Even virtual pitches can have creative elements that help clients remember them.

“Look at how storytelling is done, not just in other industries, but even in literature. If you were to look at the perfect story arc of the best books and novels out there, you can absolutely compare your pitch to that.” - Andie Jewett

 Resources

Andie Jewett on Linkedin

AMP Agency 

Andie Jewett on Instagram

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

The days of the “spray and pray” method of selling are over. Nobody wants to be sold to, and bland, generic pitches are a dime a dozen. So how can you set yourself apart and improve your closing rates? Today, your host Donald Kelly asks Kay Miller, author of “Uncopyable Sales Secrets,” exactly that. Listen in to find out how you can identify, and sell to, YOUR Moose. Don’t forget to scroll down for an exclusive offer just for TSE Podcast listeners!

Miller’s Background

• Miller broke through the glass ceiling in a male-dominated field, becoming successful in a short time
• Got hired by Walker Exhaust, the largest automotive muffler manufacturer in the country, and became the top salesperson in the U.S., earning her the nickname “Muffler Mama”

What is a Moose? How do I Identify Mine?

• Your “moose” is your perfect customer. For a moose-hunter, the moose is their target. Any time spent hunting other animals is time they can’t spend moose hunting.
• Study your “moose”. Learn your ideal customer’s aspirations and needs so you can best understand how to help them.
• Search for success. Who are your best clients? Who is a pleasure to work with? Try to find yourself more customers like that – people who align with your vision and want your help.

How Do You Set Yourself Apart?

• Find unique ways to reach out to customers – snail mail? A video recording? Homing pigeons? Just kidding on that last one, but you do have to be special to be noticed.
• Personalize your outreach methods so the customer knows you are reaching out to them specifically while staying true to your brand.
• Once you’ve got their attention, don’t talk too much. Listen to the customer, ask questions, and figure out how you can help them.

“Take off your selling hat and imagine what your customer is going through. How would you feel if you got that pitch?” - Kay Miller

 Resources

Check out “5 Proven Secrets to Get in the Door” by Kay Miller - a free resource just for TSE listeners!

“Uncopyable Sales Secrets” by Kay Miller on Amazon

“Would You Marry You?” by 

Kay Miller on Linkedin (no pitches, please!)

UncopyableSales.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 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.

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

In this episode of The Sales Evangelist Podcast, Donald Kelly talks with Helen Fanucci about her timely book, Love Your Team: A Survival Guide for Sales Managers in a Hybrid World. The impacts of the pandemic continue to affect how we do business in 2023. The value of remote work can be seen and felt by workers across a variety of industries, including sales. So how do you connect with your team, ensuring their success and building their skills along the way? Fanucci’s experience as a Customer Success Sales Leader at Microsoft has given her a unique perspective, and she brings her expertise to this conversation.

Three Steps for Leaders to Help Their Team Build Pipeline

1. The 3x Rule. Have 3 times the number of customers in the pipeline than what is needed to meet the quota.
2. Fill in the gaps. Ask your team who they’re talking to on a given account, and see how your network, connections, or position can help them get in touch with decision-makers.
3. Use tools like Linkedin Sales Navigator. Use the tools at your disposal and share the information you get with your team.

Three Ways to Build Your Team Members as Professionals

1. Encourage critical thinking. Whether they’re successful or struggling, talk through your assessments with your team members. Help them learn to ask the right questions so that they can begin to assess themselves and search for solutions.
2. Work side by side. As your team members start to have bigger accounts, help them understand the nuances of those customers. Think back to when you were first starting - did you have the kind of mentor you needed? If not, what would that have looked like?
3. Emphasize personal connection. When your team members have their first contact with a potential client, the product is not immediately the most important thing. They need to be able to establish a rapport, person-to-person, and to understand the needs of the client. This will get your team much farther than skipping straight to the selling step. 

“Reduce sales friction. Support your team’s success by using your positional power and your network to reduce sales friction for your sellers.” - Helen Fanucci

Resources

Love Your Team: A Survival Guide for Sales Managers in a Hybrid World by Helen Fanucci on Amazon

Connect with Helen Fanucci on 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 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.

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

What makes this conversation between Donald Kelly and Natasha Ho so special is not just that they’ve both found success in sales, it’s that they genuinely want others to find that same success. Listen in as they discuss the limitations many sellers create for themselves and the ways you can open up new opportunities for yourself by asking important questions. 

 Natasha Ho’s Background

• After getting her degree and working her dream job, she realized she didn’t want to progress in that line of work and found a new dream
• She built her own business and became successful after she learned how to sell her product
• Sales consulting on the side led her towards a path that was ultimately more fulfilling

 Seeing Opportunities, Not Limitations

• High-Ticket buyers are like Santa Claus - you have to believe in them for them to exist. Your first high-ticket buyer could already be in your network, but you’ll never know unless you start to trust that they’re there.
• Identify prospects by listening. When you start looking for customers or clients, identify the people who want your help and who are willing and able to invest in it.
• Open up a conversation. Once you’ve identified someone to sell to, be willing to open up a dialogue. 

 Know Yourself, Know Your Buyer

• What is your overall vision? What is your big goal? Before you start thinking about your buyer’s big goals or the problems they face, you need to know what your own goals are.
• Why do you want this goal? Why is it important to you? Selling can be a tough job - knowing the answer to this and reminding yourself of it can help keep you from getting too fatigued or burnt out.
• Why are you selling? This refers to your “bigger mission.” Sales will have ups and downs, and knowing the purpose behind what you do will help you through them. Believing in what you do will keep you from taking “no” too personally. 

“Go all-in on yourself. Bet on yourself. Invest in yourself. And when you are playing, play big.” - Natasha Ho

Resources

Natasha Ho on Instagram and Facebook - @theallinwoman

allinwoman.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 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.

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

We know you want to set more appointments. You’ve got this - this is a skill just like any other, and you can learn how to do it. It’ll take some practice and a little bit of creativity, so there’s no better time to start. In the previous episode, Donald Kelly took you through two parts of his four-part strategy. If you haven’t heard that episode yet, it really sets the stage for this one, so go back and check it out first. Then meet us back here so you can learn to start the conversations that will lead to appointments.

Set the Stage for a Dialogue - How Donald Uses the Strategy

• After making a list and choosing someone to reach out to, reach out with a personal touch so you can to build a connection
• Find the engagement path: Look for places you can connect - LinkedIn or Instagram are examples. Comment on a post asking a question, send them a video response, etc.
• You can mention the topic you connected over when you reach out by email, as long as it’s relevant! This can increase your reply rates
• It’s okay to play the numbers game, but if you have a focused list, you can use your time to make a more personal, fruitful connections

Hey, we know it can be easier said than done! If you’re interested in checking out the course offered by TSE, check out the link below.

Resources

TheSalesEvangelist.com/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 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.

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

Whether you’re a brand new BDR or you’ve been in sales for a while, we know you care about bringing your best in your professional life. If you didn’t want to improve, you wouldn’t be here, right? Today is your lucky day - on this episode of The Sales Evangelist, Donald Kelly is going to share the strategy he has developed to help you get more appointments booked than ever before. This is a 4-part strategy, and in this episode, Donald will take you in-depth into two of the parts to help you get started.

Part 1 - Relevance

• Analyze your ICP - Trigger #1 Donald looks for is a business leader who is new to the role - these people are likely to want to make changes
• Trigger #2 is whether the target has been active on LinkedIn in the last 90 days
• Cold e-mails fail if the salesperson doesn’t understand the person/business they’re emailing if they do not present a point of reference, and if the e-mail isn’t relevant
• Find a focused list of people you can reach out to - people who will be interested in what you have to offer

Part 2 - Engagement

• This is about an interaction between two people - it has to feel like a real connection
• Some personal touches in e-mail or over LinkedIn can spark conversations - Donald gives an example of a time this worked for one of his BDRs
• Cold, unsolicited e-mails could start damaging brands - if they are irrelevant and don’t spark engagement, the brand will be associated with that

This isn’t all it takes, however. Tune in to the next episode, where we go over the next two parts of the strategy - conversation, and appointment!

Resources

TheSalesEvangelist.com/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 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.

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

Sometimes the most interesting conversations are between experts on parallel paths sharing their journeys and noticing what their paths have in common. This conversation between Donald Kelly and Derrick Williams (Founder and Principal of 3Link Consulting) is an example of just that - they both have a keen sense of sales trends that has been honed over years of work in the industry. Williams is as knowledgeable as they come, but like Donald, he’s always learning more from the best and most educated voices in sales today. They discuss Williams’ new project, The Sales Consultant Podcast, and cover some of the salient pieces of information that have started to reveal themselves as important as Williams has been going through his first round of interviews. Whether you’re new in the field or have years of experience, check out the new podcast, and become a fly on the wall in a conversation between leaders in the field.

A Throughline: Focus on the Fundamentals

• Communicating Value - Know how to open calls, all the way through to the end of the conversation.
• Discovery - Even if you have a good conversation with someone, it doesn’t necessarily mean it’s going to lead somewhere. To be most efficient, try to avoid going down the wrong path by taking your time in the discovery phase.
• Practice - If you haven’t mastered the basics, you can’t move past the basics. Practice demos and rebuttals in real-time. As Williams says, “Get those reps up.”
• Keep your mind clear.

No Time for False Positives

• False positives, or going too far down a fruitless path, is not something businesses can afford to do in the current sales climate.
• Whether a false positive occurs during hiring or targeting, it will (needlessly) cost the business resources.
• They happen because we want to rush into making revenue and because a certain amount of risk-taking is rewarded, especially in the culture. But a scientific, data-driven approach is ultimately more efficient.
• Having a sense of urgency can be okay, but having the proper practices in place in case things go wrong can soften the blow of losing a lead or doubling back.

Check out The Sales Consultant Podcast for conversations that go into these topics, and so much more. Donald was interviewed on the podcast, too - let us know how you liked his episode! If you want to reach out to Donald, drop him a message on LinkedIn, Tik Tok, and Instagram @donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

“I’m looking to expand and broaden my research and understand what’s working out there. Part of me getting better as a consultant and just as someone who wants to bring value to my clients, I need to be out there talking to industry experts. I need to be out there looking at what’s working, and bringing that back into my engagements … I want to share that with those that are on a similar journey.” - Derrick Williams 

Resources

Williams’ podcast: The Sales Consultant (launching 2/27/2023). Check it out on your favorite platforms. 

Derrick Williams on LinkedIn 

Derrick Williams on Instagram @derrickis3linksales

3linksales.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 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.

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

In this episode, Donald meets with Jerrod Best-Mitchell, a passionate seller who has dialed in using video to make connections online. Best-Mitchell is a master of his craft - he has sent 6000 personal videos on LinkedIn so far and has gained so much knowledge in the process. Listen in so you can learn how to up your personalized video game so you can generate leads, and build connections and community.

Why use video?

• Videos are the quickest way to build relationships and trust with strangers. Letting someone get to know you is what begins building community. And community is the direction sales are moving in 2023 and 2024.
• Personalized videos may take a bit longer, but if you can isolate a few people to reach out to with short, engaging videos, it can increase your response rates and make you more efficient as a seller. But all videos are not created equal - Best-Mitchell has great tips to make your videos count.
• In sales, and especially when you’re starting as a BDR or SDR, the way to be successful is to set yourself apart. Break the mold. It’s another way to stretch, become more flexible, and learn new skills.

3 Do’s and Don’ts for Personalized Video Content

1. Don’t say your name. Don’t start with “hi.” Imagine you’re running into an acquaintance on the street. If you’re reaching out, they probably already know your name, so say their name. Make it personal.
2. Do your research. It takes very little time to read through someone’s content, their personal bio, or their posts. Find something you personally connect to and start from there. Start a conversation, not a sale.
3. Keep it short. As Best-Mitchell says, “This is not a Martin Scorcese film.” Keep it brief, meaningful, and interesting.

In the episode, Donald and Jerrod go over ways to overcome the obstacles associated with video, namely, the time it takes and how to not come in sounding like you’re about to give a terrible pitch. It’s clear, just from listening to this call, how personable and informative Jerrod is. We learned a lot, and we know you will, too.

If you want to reach out to Jerrod, find him on LinkedIn, or on his website, jerrodbestmitchell.com. And of course, the TSE community by sending a message to Donald. Drop him a message on LinkedIn, Tik Tok, and Instagram @donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

“There must be the top 20 people on your list that day that you can send a video out to. You can look at your list and tell - these are the best ones. And you may not get them on a phone call, but video might be the next option… Personalize the video, please, don’t send them a generic text. It will make a massive difference in your pipeline, and it will probably improve your response rate.” - Jerrod Best-Mitchell

Sponsorship Offers

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

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

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

The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE.

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

If you are ready to take control of your own destiny, get ready to hear the conversation with someone who has done exactly that. In this episode, Donald meets with Michael Schill, a former athlete who learned his skills in sales from NYT Bestselling Author and Real Estate mogul, Grant Cardone. Schill is now the founder of his own organization, Full Circle Agency. Listen in as he discusses how he got to where he is today, the lessons he has learned, and how he makes sure he will achieve his goals for the future.

Schill’s Background

• He played football for Florida State University, where he learned the discipline it takes to improve - if you don’t show up and train, you don’t win.
• Academics were also a huge focus for him - Schill graduated with a BA in Exercise Science from FSU.
• He received a world class education working with Grant Cardone, training extensively in sales and learning how to solve the problem every product faces: building awareness.

A Few of Schill’s Core Tips for Success

• Have a schedule. The only things that go on the schedule are “profit and/or potential profit-producing activities.”
• Always be “on.” As he puts it, “all the greats have it.” No matter how many people you’re speaking to, or what you’re speaking to them about, you always represent you.
• Learn to communicate effectively. If you can learn to get your message across concisely and correctly, this is what can take you to the next level.

Of course, in the episode, we go into way more depth on these topics and so much more. You’re sure to find yourself inspired to get out there, work hard, and make things happen for yourself.

Connect with Mike on Instagram, Twitter and TikTok @mikeschill_ or you can find him on LinkedIn. You can also follow his organization @thefullcircleofficial on Instagram, or reach out on their website, thefullcircle.io. If you want to reach out to Donald, drop him a message on LinkedIn, Tik Tok, and Instagram @donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

“Treat [sales] as if you are approaching a game, because when it’s all said and done, it is a game. You’ve gotta train every single day, and if you don’t train every single day, you can’t expect results.” - Michael Schill

Resources

The E-Myth by Michael Gerber

Sponsorship Offers

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

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

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

The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE.

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