The Sales Evangelist

As technology, tools, and culture evolve, sales strategies evolve alongside them. In today’s episode of The Sales Evangelist, Donald is joined by the Director of Integrated Marketing at LinkedIn Sales Solutions, Garnor Morantes, to learn about “deep selling” - a powerful new way to connect and build sales-enabling relationships.

Being loud and clear about the messaging is the best way to make new sales. 

• Since the pandemic, email outreach has gone up by 50%. However, responses have declined by 30%. 
• Buyers are getting more bombarded with messaging from sellers, so what are his insights?
• It’s a growing problem. Nearly 60% of the buyer journey is sent without the salesperson, meaning the buyer is researching and looking into solutions before contacting a seller. 

B2B selling is in a crisis. 

• Buyers don’t want it because of the increased amount of sales without a seller. They can do information, talk to colleagues, or read online reviews, testimonials, and demos to see if it's right for them.
• Insights from the buyers help a seller determine who, where, and when is the right time to talk to a potential buyer.

What is deep sales?

• It boils down to a new category of sales intelligence - a technology based on actionable insights like deeper account insights, relationship intelligence, and more robust buyer intent data. Those three types of intelligence make up the concept of deep sales.
• Spending time understanding the buyer’s journey and filling out changes in the hiring process can make up company funding.
• Shedding light on the best way to maximize and be a top seller is to use deep sales.
• Some of the software out there is a part of it - interactions on the platform. Intent-based solutions are essential.

Deriving benefits from a deep sales strategy:

• LinkedIn launched content about utilizing Sales Navigator to refocus outreach efforts based on user intent. 
• For individual contributors, look at the signals and technology that will get better and smarter as they evolve. 
• Encourage your sales leaders to research the future of sales and selling, because changes are coming.

For more content from Garnor, connect with him on LinkedIn. Visit the LinkedIn Sales Navigator website to learn more about the deep sales process and how you can implement it in your own organization. 

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

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 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

To some people, building outreach sequences for prospects is easy. However, for most people, that isn’t the case. In today’s episode of The Sales Evangelist, Donald is joined by the co-creator of the Money Sequence, Miranda Morrison, to explain how she built a sequence that doubled engagement upon implementation.

Sequencing, especially in tech sales, is critical.

• Before the money sequence, Miranda’s company had email segmentation for many audiences depending on their interests, position, and what information would be most pertinent to them.
• What made it successful was the combination of ‘spray and pray’ with highly personalized and individualized approaches. 
• Personalizing later in the sequence (by reference to an article or important piece) shows a degree of research that is most effective without spending too much time.
• Personalization at scale is the best approach. However, there are times a more personalized email is more appropriate, which is often later in the sales cycle.

What metrics were they focused on?

• The goal for each SDR was to book ten meetings each month, and Miranda found that short and sweet messaging was well-opened but infrequently responded to. 
• Moving to a more personalized sequence later in the cycle resulted in a larger shift.
• After converting to the money sequence, Miranda adjusted her copy to be more bulleted and more personalized that presented the same information, but the tone as a whole was catered more toward the job title of the prospect.

The Money Sequence - 18 steps over 28 days:

• Always start with a phone call and ensure you have the correct phone number. Call and email on day one. 
• Day Two - Phone call again
• Day Four - Phone call with an email. With this email, Miranda utilizes Drift for videos. Putting a face to a name is the best way to separate yourself from the pack in an email format.
• In her video, she gave insight into what the platform looked like so the prospect wasn’t entering a meeting completely blind.
• If there isn’t an opportunity for personalization, the video still serves as a source of information that people would open.
• Steps 5-8 are phone calls and a LinkedIn request
• On Day 10, she manually replies on the same thread as her video message.
• Step 11 (Day 13) - Another phone call
• Her other best email? Coffee on me. Coffee chat sessions with ideal clients offering a gift card in exchange for taking a look.

Miranda’s advice to someone scared of reaching out and facing rejection? She used to be terrified of it. But most of the time, the people you’re contacting are used to it and know what’s happening. If you provide genuine value, there is nothing wrong with how you reach out.  Maybe the money sequence isn’t perfect for your industry. If not, find what works and stick with it.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

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 is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are 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

For many people, entering the sales profession can seem overwhelming. What are the right strategies, tactics, and mindset to do the best job possible? In today’s episode of The Sales Evangelist, Donald is joined by the Account Executive at Challenger, Brendan Kelly, to learn his takeaways and thoughts after working in sales for six months. 

Before starting his job, Brendan assumed he would just make phone calls every day.

• However, he soon realized high activity isn’t the long-term solution; it’s a burn-out-inducing, needle-in-a-haystack mentality.
• Instead, who, when, and why he reaches out to prospects is far more important. Intention and consistency are what yield success for new sellers.
• He learned to keep it simple. The person on the other end appreciates the authenticity.
• Whether he gets the meeting or not, the person should have a positive experience from the discussion.
• The intention is to get the win, and a win doesn’t always equal a meeting. 

Business acumen Brendan didn’t know:

• A lot of acronyms and the specifics of what stakeholder titles mean were confusing. It takes time and curiosity to learn it all. 
• It won’t happen overnight, and it’ll take effort to learn the ins and outs of a job title.
• To learn, get in situations where it comes up and have the confidence to ask someone what it means. It’s as simple as searching it on Google and writing it down to remember later.
• Prioritize the learning and schedule time to devote to complex topics to better understand them. 

Sales is collaborative.

• It isn’t the cutthroat environment he thought it was going to be. While you need a level of self-motivation to thrive and succeed, it isn’t a process done alone. 
• Since day one, Brendan was able to rely on his Account Executive for advice and to help him hone his craft.
• When everyone works together to reach their quotas, everyone is happier and more successful.

Brendan’s final piece of advice? Volume doesn’t solve all your issues. Being intentional about your efforts is a better long-term plan for success. For more content and information from Brendan, connect with him on LinkedIn or visit challengerinc.com. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

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 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 best-sellers aren’t always the most charismatic, understanding, or intelligent. Sometimes, all it takes is an organized, structured, and productive day. In today’s episode of The Sales Evangelist, Donald is joined by tech sales Account Executive William Padilla to learn how he structures his day to make sales, make connections, and impact his work. 

Many old-school sales organizations are built on price. 

• However, with tech sales, a single deal can require an 8-month process of creating the relationship first.
• BDRs might only have 6-8 qualified demos each month, but creating that number of opportunities requires much more leg work behind the scenes.

Planning and prepping your day:

• Don’t go into your day winging what you plan to do. For example, Will realized he was too distracted and hit his metrics only by scrambling on a Friday afternoon.
• He decided to structure his day, achieving all his late-stage interactions in the morning to reserve his afternoons entirely for prospecting.
• He’s not more talented than the next seller; he’s more structured.

Your mindset creates the structure needed to foster more sales.

• BDR roles are fairly science-based because it’s focused on hitting metrics and quotas. 
• When Will needed to book eight demos per month, he quickly realized that not every cold call was a qualified demo. 
• He would make sure to have at minimum four cold calls set up each week with qualified leads. 
• What every demo number you need to hit, book double to ensure enough opportunities to reach your quota.
• Implement the 5x5 rule - don’t log off for the day unless you have five new companies to prospect and five contacts within each company.

Be like Batman and Robin; work with your AE:

• As a BDR, understand that your account executive is your teammate. So sometimes, it helps to be friends. 
• By creating a working relationship with your AE, you increase the chance for both of you to succeed (because your success largely depends on one another.)

For more content and information from Will, follow him on social media:

• Linkedin: https://www.linkedin.com/in/william-padilla
• Tik Tok: https://www.tiktok.com/@sellthatsaas

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

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 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

For many sellers, there’s too much to do in too little time. So how can we find the extra time in our day to accomplish everything we want? In today’s episode of The Sales Evangelist, Donald is joined by author, speaker, and the founder of The Free Mama, Lauren Golden, to understand how we can implement time management strategies to get more done in less time.

Productivity is only so much of time management; busy work is a significant problem.

• Being “busy” doesn’t always mean you’re “producing.” There are many ways to feel busy without actually doing anything beneficial.
• Preparing for your next day at the end of the current day is a great way to ensure you stay on track and focused on what moves your bottom line. Never begin work before understanding what needs to be done.

Implementing the Daily Five:

• It’s not about doing everything on your to-do list; it’s about accomplishing the major, most needle-moving activity you can.
• For sales professionals, the needle-moving business is closing deals, especially if the contact is a latter-stage sales prospect.
• Self-sabotaging is a frequent element at play in prioritizing. Often, the most challenging task is the one that will make you the most productive.
• Be clear on your goal; if you aren’t sure of your goal, you won’t know how to prioritize.

Don’t fall victim to others’ priorities:

• Put your needs first. Consider blocking time for self-care, errands, and family time, so you don’t allow other people to schedule time with you at those intervals. 
• Discover what you’re currently doing that can be cut or approached differently to create more time in your day.

Lauren’s advice for people looking to adopt a more time-managemental mindset: 

• There’s always more work to be done, so create boundaries that prevent you from pushing all the time.
• It doesn’t require special tools to take control of your time, but it requires a level of discipline that will only grow through practice.

For more content from Lauren, connect with her and The Free Mama on Facebook, YouTube, Instagram, and Tik Tok. Visit her website, www.thefreemama.com, to access the free downloadable worksheet to help you discover your own Daily five.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

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 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

Cold emails are a hallmark of modern selling, yet many salespeople don’t include the correct information to yield the right results. In today’s episode of The Sales Evangelist, Donald is joined by content expert and sales professional Luke Charlton to learn how sellers can write better cold emails to see more success.

How can sellers write better emails?

• When you start sending people new information, many notice the open rate drop markedly after a few weeks. People lose interest.
• That led Luke to question what media kept people’s attention - streaming, social media, film, and television.
• He realized that to get people to read his emails, he needed to make them more entertaining.

Luke’s three tips for better email writing:

• When you tell a story, it doesn’t necessarily have to be personal. Instead, it could be something that sparks emotion in you. 
• What’s the lesson of the story? Whether it’s about sales, dating, or how to pick something for dinner, there should be a derived lesson from the story.
• Once the lesson is explained, it’s easy to transition to the close. In the close, you pitch or offer whatever the email's goal is to get more people involved.
• Entertaining emails receive higher engagement because people look forward to reading them.

The more you email, the more money you’ll make. 

• If you send pitch-heavy emails that aren’t entertaining, you’ll likely have many people unsubscribe. But by creating fun emails people want to read, they’ll look forward to a daily email. 
• The typical rules of sales emails don’t apply if the email is entertaining enough. People are willing to read longer content and paragraphs rather than skim bullet points if they feel moved to continue reading. However, that only happens if you properly captivate them.

To learn more from Luke, visit 9emailoffers.com or the15minuteclientworkshop.com for content and information about successful email marketing. You can also join his private community for free training at thehermithole.com or connect with him on LinkedIn for regular content. 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

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 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

Stories are a part of the sales process, but there are better strategies and tools to help sellers refine their storytelling abilities. In today’s episode of The Sales Evangelist, Donald is joined by sales speaker and managing partner of Amp, Todd Mitchem, to learn how he utilizes storytelling to make more sales. 

What’s wrong with storytellers today?

• Sellers tell stories thinking they should be solely personal anecdotes before the work conversation begins. 
• In actuality, the most powerful stories are upfront with a purpose that launches into the pitch, intro, or discussion.
• Second common mistake? Not setting up the story. Sellers either set up too much or don’t set up enough to give the listener the correct amount of information to engage properly.

Three elements of a sales story:

• Set up the customer's struggle, allowing them to see how the story relates to them. 
• Dictate the solution and derive benefits or successes from implementing the seller’s product or service.
• Explain what the story means to the prospect - why should they care?

A story’s impact is only as good as the person telling it:

• The best salespeople are the ones who care about (or at least respect) what they’re selling.
• The story has to be honest to be impactful. While it doesn’t have to be your story, it should be genuine. 
• Great storytellers practice their craft; a salesperson can’t expect to nail it just by winging it during meetings.
• If done right and truthful, storytelling is the most powerful element to any sales process.

Lead with what matters:

• Think from the perspective of the prospect; why does the sale or the pitch matter to them?
• They don’t care how many sales you’ve done or how close you are to hitting a quota.

Todd’s final takeaway? Take your ego out of the sale, and you’ll find more success. Instead, focus on what you do differently and stand with that. To learn more from Todd, email him directly at [email protected]. If you reach out, he’ll send you a free learning PDF to research and learn more about today’s discussion.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

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 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

Video content is a powerful tool to help any seller accomplish their selling goals. However, it’s only powerful when executed and distributed properly. In today’s episode of The Sales Evangelist, Donald is joined by digital marketing professional and owner of KickStart Dental, Chris Pistorius, to learn how any seller can capitalize on video production to garner prospects’ attention.

What are things people get wrong with video production?

• There isn’t a process in place. He uses Lucidchart, a mind-mapping software that helps chart the process and gather steps for a seller to visualize.
• Map it out and have a plan, but continue with the understanding that it will likely change.
• Have your Dream 100 - the list of one hundred targets you’d like to acquire as clients.
• Get a CRM system that fits our needs. Chris uses Pipedrive, but Salesforce and other top CRM systems are viable options depending on your volume and process. 

Maintain consistent communication:

• GoHighLevel is a tool built for marketing agencies that set up automated email sequences depending on the receiver’s responses (or lack thereof.)
• Use a variety of channels to interact with prospects.
• Send an email offering a unique video email to each prospect offers an individualized follow-up that can be made once someone has expressed interest.
• In your video content, magnify the existing pain points the prospect has to validate their belief in the pain point and encourage them to use you to solve that pain.
• Use platforms like Loom to screen-share and personalize the video content sent to prospects.

Chris’s major takeaway? Done is better than perfect. If you take too much time perfecting your studio or finding the ideal tools, you’ll never get it done. Once you put a plan in place and track your progress toward your goals, you’ll find opportunities between what you’re doing and what you need to do. Visit Chris’s website at kickstartdental.com for a free strategy session (P.S. you don’t need to be a dentist.)

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

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 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 sales professional or work in another industry, hearing the word ‘no’ can get anyone in a negative mindset. In today’s episode of The Sales Evangelist, Donald is joined by Harry Spaight, a sales coach and consultant who wants to help every salesperson overcome their fears to find sales success.

Why does discouragement affect us so badly?

• As sellers, we frequently take rejections personally. 
• Even if the sale is rejected for a myriad of reasons, the seller will still assume they are the reason the prospect is not interested in the sale.

We make offers through options, just like a fine-dining server.

• Each time a server makes an option, they expect a rejection.
• If professional offers can get into the same mindset, we can lead with service in mind.
• If someone doesn’t want your offer, think about what other options might impact their business or be helpful to their work.

Sales is a place of service.

• There are so many choices with what you’re selling. Make it easy for a buyer to work with you and you’ll find sales naturally coming your way.
• Help buyers quantify their pains. Don’t encourage someone to purchase your product if the pain is not enough to justify the purchase - it results in remorse for the product.
• People will solve their problems one way or another. If you can provide benefits in addition to a solution, you’ll give long-term value the buyer can’t supply themselves.

Sales isn’t a numbers game; it’s a skills game.

• If you believe sales is a numbers game, you do a poor job with the person in front of you to get to the easy yes.
• Dig deep and find the prospect’s challenges to determine if they’re a viable candidate for the product.
• There are numbers tied to sales that are important. However, the numbers shouldn’t be at the expense of the conversations with the prospects in front of you.

Hary’s major takeaway? Serve the person across from you, and good things will happen. His book, Selling with Dignity, and his podcast, Sales Made Easy, discuss the standards of selling with service in mind. 

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

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 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

Anyone in sales sends emails. (If you don’t, we’re a bit concerned.) But how can you go about sending emails effectively that generate results? In today’s episode of The Sales Evangelist, Donald discusses five things you need to be aware of to send an effective email.

You don’t need to tell them your name.

• Your email is full of precious information, and emails already have the ‘from’ section, email domain, and signature. AKA, the prospect already knows who you are! 
• While you might want to explain on a phone call, it is repeated information in an email.

Explain a relationship or medium the prospect can refer back to.

• The point of reference connects you to the prospect. For example, did you meet them through LinkedIn, or did a mutual connection refer you? State this existing relationship to build pre-existing rapport with the prospect.
• If no relationship exists, tie your outreach to the organization’s goals or content the company posted online.

State the use case.

• Give the prospect a reason to continue reading. 
• Provide the use case quickly in the email, or you risk turning the prospect off before they understand what value you can offer.

Don’t put things that trigger the spam filter.

• The fewer links in your email signature, the less likely it will trigger a spam filter. 
• Research what elements of an email contribute to a spam filter, and rewrite or restructure your emails to avoid those pitfalls.

Have just one call to action.

• People are busy. If you ask the prospect for multiple different things, they’re less likely to fulfill any of those actions. 
• Make it simple to give people an easy way to respond and move further into the pipeline.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

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 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