The Sales Evangelist

When it comes to improving sales, all it might take to reach your goals is a shift in mindset. In today’s episode of The Sales Evangelist, Donald is joined by Justin Cunningham to learn how any sales professional can stand out, transform, and optimize their mindset for better performance. 

You won’t be able to sell until you believe you can sell. Adjust your beliefs.

• Try integrating a value-based reframe - People will form their beliefs after an experience.
• During your next relationship or interaction, you’ll subconsciously look for those same affirming beliefs to support your existing notion. 
• Decide that you want something better and find evidence to support that new belief.

Set yourself apart to win larger-scale accounts:

• Learn what they’re passionate about and what drives their bottom line to integrate a plan framed directly to them.
• A gatekeeper will pass individualized materials and information to a decision-maker rather than a mass-sent supply of information.

Don’t act like an employee; act like a business partner.

• When you focus on creating unique connections, relationships, and moments with others, you’ll realize you’re far more critical than a cog in the business machine.
• If you try something new, what’s the worst that can happen? Propose new growth ideas and ways to improve your organization; if that is considered negative, it likely isn’t the best environment for you.

How leadership empowers their teams:

• Most people are completely underutilized. People are motivated by many different things, and determining your team’s perspectives and mindset can be a powerful way to unify positions toward a common goal.
• Ask yourself and your team if your current actions are contributing to the company goal. If not, change your behavior.

Justin’s final takeaway?  Believe that your radical insights are worth sharing. Don’t be afraid to tell your ideas to those around you. Read Clicking by Faith Popcorn for more ideas about this topic, and visit ishiftresults.com to connect and interact with Justin.

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. 

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

It’s an all-too-common sales tactic to reduce your price to drive more sales. However, it can be easy to reduce our worth far below the time, energy, and thought it takes to provide the service we have. In today’s episode of The Sales Evangelist, Donald is joined by professional sales coach Steve Brossman to uncover his secrets to creating sales without lowering your worth.

The three levels of influence:

• Imposed: Present and pitch information to the client to make an informed buying decision
• Collaborative - When the client is involved, they invest to co-create a solution.
• Self-influence - With the right connections and collaboration, the buyer knows you’ll deliver more than whatever money you charge.

Shift your sales mentality:

• Instead of portraying selling as taking from buyers; shift your perspective. Instead, think of it as giving greater value than what they’re willing to invest.
• Create information and relationships through your videos, content, and messages to potential buyers. 
• Come with high energy. Build the buying energy, not just the sharing of information.

Steve’s four-letter framework to sell anything:

• D - Data, demonstrate, and deliver information. 
• N - Narrative. Use a narrative to frame the solution, whether it’s a quick story about how you’ve used it or a case study.
• Q - Quantifiable results. Those results are significantly greater than the investment to deliver
• C - Confirm and continue with the sale. 

Steve’s major takeaway? Collaborate, don’t convince. You’ll never win the sale with just a pitch and close; it takes collaboration, research, and work to make the close. For more information and content from Steve, email him at [email protected]. For TSE listeners, Steve is also offering a free back pocket guide (How to Sell Yourself Without Selling Your Soul), available at stevebrossman.com/bpg. 

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. 

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

Working in sales becomes drastically easier when we have a mindset and behavior that encourages our best work. But how can we curb limiting beliefs to develop a consistent and positive change in behavior? In today’s episode of The Sales Evangelist, Donald is joined by speaker, author, and podcast host Heather O’Neill to discuss how sales leaders can inspire change in their mindset for performance growth. 

Our existing beliefs can hold us back: 

• Our perceptions about the profession, money, or industry can all hold us back from our full potential. 
• More importantly, our beliefs about ourselves can have the same impact - the idea that we don’t have enough experience, work, or ability to get the job done.
• These limiting beliefs often aren’t true and are inspired by what others tell us, not necessarily what we believe.

Your brain doesn’t know what’s true and what isn’t - it’ll believe whatever is easier.

• If you tell yourself you’re a confident speaker, you’ll be more confident with it. (And yes, the reverse is also true.) 
• It comes down to where you choose to direct your energy. Both bad and good things happen every day - choose where you focus.

Shaping positive beliefs:

• When we become aware of our negative beliefs (and choose to let go of them), we generate the space for more positivity to ward off those prior beliefs. 
• Shift to the opposite (and then dive deeper) to uncover a more nuanced perception.
• Surround yourself with successful people further in their careers. We inadvertently hold ourselves back when those around us want the people around us to stay the same.

Removing negative ideals:

• Negative generational beliefs are often passed down, whether through family, friends, and coworkers.
• Generational beliefs are often negative and are based on prior misconceptions that lead to biases.
• We get beliefs from everyone around us and any external situation. But if we’re on guard for it, we can stop ourselves from prescribing.

Heather’s final takeaway? You have more power over this than you might believe. When you control your beliefs, you’ll experience more freedom and joy. For more information and content from Heather, connect with her on LinkedIn or visit her website at heatherhansenoneill.com. Tune into her podcast, From Fear to Fire, available on Apple Podcasts, Spotify, and wherever podcasts can be found.

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. 

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

Even the best sellers must overcome the feeling of burnout at one point or another. But how can we maintain performance while finding time for our physical and mental health? In today’s episode of The Sales Evangelist, Donald is joined by Chris Prangley to discuss his own experience with burnout and how any seller can maintain success and momentum in their careers.

Making good money can also come with stress: 

• Review your ‘why’ to maintain motivation toward your financial goals or realign with your company mission and personal goals. 
• If you don’t maintain your health and well-being, you’ll eventually burn out.

How do you determine why you do what you do?

• Making a certain amount of money is a great goal, but it is not a ‘why.’ Instead, it should be more profound and connected to who you are.
• You'll find the most success at the intersection of your why and the company’s mission.
• Try journaling about your traits and values to determine what you care about and continue to explore that.
• Look for the niche that excites you. What about the company or industry intrigues, inspires, and motivates you to sell it?

Five things sellers can do to get recharged and handle burnout:

• Get out of the country at least once per year. Depart your normal and discover new cultures.
• The power of massage is incredible. Sitting at a desk all day can lead to tension and stress you don’t realize is present.
• Work out or exercise early in the morning; you’ll have more energy and be more productive.
• End your day with journaling, praying, or just expressing gratitude for what’s happening in your life. 
• When you have an exhausting day, turn on your favorite song and spend a few minutes dancing.
• Find the things that work for you because we’re all different, and different things will recharge us.

Chris’s major takeaway? Know that it’s okay to feel overwhelmed. But there are amazing tools you can use to continue reaching your goals. Check out Chris’s book, Tech Sales Warrior, available on Amazon and connect with him on LinkedIn or his company website at techsaleswarrior.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. 

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

Sales isn’t rocket science. However, we want to cover our bases just in case. In today’s episode of The Sales Evangelist, Donald is joined by former NASA flight control engineer and CEO of ElevenPoint2, Kristin Taraszewski, to learn how sales organizations can adequately train their employees with technical knowledge to close more sales. 

Many sellers require technical training to sell their products, and that training has become more scarce.

• In 2021 alone, 39% of all salespeople switched jobs. Unfortunately, that shift led to a huge need for training that hasn’t been fulfilled.
• It’s difficult to keep up with the rapid changes of the world as quickly as the solution is needed.
• Many companies don’t have a definitive onboarding and training program beyond a few online courses.
• It’s expensive to pull salespeople out of the field to train, and lecture-based training historically has a 10% retention rate, making it challenging to implement successfully.

Give sellers a clear map.

• When training sellers, a clear pathway with clear direction is necessary to help people succeed and thrive.
• You can’t shortcut the learning map. Ask your technical team, sales team, and other necessary departments to determine what information is critical for the seller to know. Then, devise and implement a plan that teaches those elements.

Think in the context of the customer.

• Teaching and training should be integrated. Learning one segment of the process at a time, like tech or applications, is not as helpful as full exposure.
• To get your foot in the door, a seller needs to prove they have something the buyer requires that solves a problem they experience.

Utilize gamification to build successful programs:

• Training should be individualized as much as possible to help the people retain the information in the best way for them.
• To implement gamification, replicate the scenario a salesperson might experience while training.
• Get the trainee to explain the technical aspects, starting from the macro level and refining into finer details.

Without a way for sellers to get better at their jobs, a company will begin to stagnate. Implementing strategies and tools to increase learning knowledge is synergistic for all levels of an organization. For more content and information from Christina and her company, visit their website at elevenpoint2.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. 

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

Your personal brand and image impact everything about your sales process. Creating and maintaining a professional self-care routine is necessary to put your best foot forward to make the most money and foster the most connections. In today’s episode of the Sales Evangelist, Donald shares some quick tips for any seller to improve their confidence and build a personal brand that reflects the hard work you do each day.

Sometimes, we neglect the emotional for the physical:

• Sure, scoring that meeting or closing the deal can be nice. However, it’s not as nice when it comes at a cost for our own physical and emotional needs as human beings.
• The Sales Evangelist is launching a course to build your professional self-care routine; check out the information here: thesalesevangelist.com/free-sales-training

Build a positive attitude and confidence:

• One of the biggest things to help you be more effective is confidence. 
• Even if you don’t know a lot about the industry or individual, learn the company basics.
• Research the company to have more poignant discussions about the material to drive confidence. 
• If you are genuinely interested in the conversation with the potential buyer, you’ll inherently come across as more confident and competent in the conversation.

Dress to the customer’s needs:

• If you’re meeting with an executive or higher-level individual, dress to their level. Leave the hoodie at home and wear what instills confidence in yourself and the buyer. 
• Especially if you work from home, dressing professionally will make an impact where lower dress scales are more common.

Your personal brand is critical:

• Pay attention to how you project yourself online and on social media. 
• Amid a potential recession and the Great Resignation, ensure your content, language, and tone are transferable wherever you want to go. 

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. 

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

In today’s episode of The Sales Evangelist, Donald is joined by frequent guest and CEO of Sales Gravy, Jeb Blount, to discuss an important (and often avoided) topic: selling a price increase to clients. 

The price increase conversation is awkward, especially if you’ve never done it before.

• A seller’s main priority is to get the increase without losing the customer or order.
• Increases are good for the health of an organization. They’re essential to ensure you get the resources to sell more deals, help prevent layoffs, and service quality initiatives. 

Understand what kind of price increase is occurring:

• Defensive increases are smaller and leveraged across the entire company.
• In addition, having a relationship with the customer makes discussing a price increase easier.
• The status quo means it takes a lot of work for a buyer to leave - many customers are likely to stay with you despite the price increase. 

Popular narratives sellers can use to discuss:

• In an inflationary period with supply chain issues, price increases constitute an economic fairness narrative. Costs have risen, impacting your ability to serve customers.
• Future value narratives occur when you add features, services, and additional expertise that justify the price increase.
• Project-based narrative - To successfully meet a particular benchmark, timeline, or quota, you need additional funding. 
• Weave narratives together to weave a custom reason for your client - it should be whatever best helps them explain the increase. 

Connect with Jeb on LinkedIn for more content and information. You can find his new book, Selling the Price Increase, on Amazon, and a free downloadable companion guide at salesgravy.com/resources. Finally, tune in to his podcast, the Sales Gravy Podcast, on Spotify, Apple Podcasts, and anywhere else podcasts can be found. 

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. 

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

Many buyers see sellers as a commodity. While the goal of every seller is to close more deals, how are you supposed to do that without being memorable to the buyer? In today’s episode of The Sales Evangelist, Donald is joined by a sales coach and expert, Casey Jacox, to learn how sellers can stand out and be memorable to their prospects.

Sellers are under a lot of pressure:

• Whether that pressure is to hit KPIs, increase quarterly figures, or just contribute to company growth, sellers have a lot to worry about. However, sales leaders are unlikely o slow down and contribute to sellers’ foundational skills (AKA building relationships.)
• The ultimate goal? To make internal and external connections that help sellers improve their close rate while enjoying their position more than before.

Six things sellers can do to be more memorable:

• Bring a positive attitude to your team
• Manage expectations of your team and prospects
• Understand the difference between listening and hearing
• Document and record interactions, goals, and data to inform your questions
• Let your authentic self shine
• Relationships take time

Have a boomerang mindset.

• Think about ways to be nice and positive to those around you - set the precedent for communication. 
• Give what someone asks for, and communicate with stakeholders if something might prevent you from reaching a certain benchmark or KPI.

For more content and information from Casey, tune in to his podcast, The Quarterback DadCast, available on Spotify, Apple Podcasts, and anywhere else podcasts can be found.

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. 

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

The modern seller is exceptional in their industry and knows what to do to add value to prospects, keep a full pipeline, and close more deals. But how exactly can we be modern sellers? In today’s episode of The Sales Evangelist, Donald is joined by sales consultant Amy Franko to discuss what she believes makes modern sellers stand out in today’s market.  

The modern seller excels in three things:

• Their value is an essential part of the conversation; they look to be a part of the equation that closes a deal. 
• They are seen as difference makers in the eyes of their clients and others in the industry.
• Prospects and buyers believe modern sellers have a competitive advantage over the other sellers in the industry.

Anyone can be a modern seller:

• Understand the makeup of your territory and what you’ve been assigned to sell. Then, take a strategic view of what makes up your territory.
• Determine if you have a business plan for your inventory, revenue, and profit.
• The hallmark of a modern seller is the ability to take something complex and boil it down to something simple. Set goals and milestones that indicate if you’re on the right trajectory.
• Understand your ideal client profile and know what is important to the people you pursue. 

Focus on building relationships.

• Once you clearly understand your verticals, you can focus on building relationships with decision-makers.
• Connect with one or two people a week to something of potential value to them, whether that’s introducing them to another contact or sharing articles and information. 

Read Amy’s book, The Modern Seller, to dive into the five capabilities any sales professional should build in themselves and their teams. For more information and content from Amy, connect with her on LinkedIn or visit amyfranko.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

Creating and maintaining a full and robust pipeline of high-quality leads and sales is dramatically easier when utilizing a trust-based sales strategy. In today’s episode of The Sales Evangelist, Donald is joined by professional sales coach Chris Morrison to understand how making yourself irreplaceable is the key to securing more high-quality clients.

Why be irreplaceable?

• The name gives it away, but memorizing a sales script isn’t a scalable long-term solution to making more money. 
• To make yourself irreplaceable, you have to make yourself known. Command trust as a trusted advisor to those around you, whether coworkers, managers, or customers.
• Have a following or community of people who take your word as trusted advice. 
• Many sales reps get comfortable and fall into repetition. Understand that salespeople have two battles to fight - one with prospects and one with their company. 

Building trust with clients:

• The two most common outreach methods are still phone and email. However, understanding the best way to get the client persona from Point A to Point B will make outbound messaging drastically more successful. 
• If a lead is unsure about an immediate purchase, ask to share insights with them over the next 12 months.
• Whether it’s emails, discord, or a Facebook group, nurturing the leads through a series of problem-solving content based on their root issues will foster that trust.

Some sellers think they don’t have time to nurture potential buyers:

• People talk and interact. Even if someone isn’t willing to buy now, they might buy later or can help refer your company to other clients down the line.
• Build the skill of trust because it’s a skill you’ll need for the rest of your life.

Chris’s final takeaway? Lean into the trust-based pipeline, because not enough people put effort into creating great leads. It all depends on the effort and energy you’re willing to channel into your work to create the best results. For more great content and resources from Chris, connect with him on LinkedIn or join his Facebook Group.

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