I’m digging into The Sales Evangelist archive to bring you another gem! One of the best parts about this podcast is that so many episodes share timeless sales strategies you can use for years.

This rerun features Brynne Tillman, CEO and “LinkedIn Whisperer” at Social Sales Link, and author of The LinkedIn Sales Playbook. If social selling feels like a mystery, you’ll want to hear Brynne break down her 4 LinkedIn Pillars for business development.

The Value of a Great LinkedIn Profile

·  Your LinkedIn profile isn’t just an online résumé—it’s your first sales tool.

·  When prospects visit your page, they’re not looking for your mission statement or how long you’ve been in business. They want to know how *relevant* you are to them.

·  Head to getmyssicore.com for a personalized score that rates your social selling skills.

·  The higher your score, the more likely buyers are to see your value.

·  Write your summary like a mini blog post—something that instantly helps your reader.

·  Highlight the challenges your buyers face, and share three to five insights they can use right away.

·  When you lead with value, you build credibility faster and move through the sales cycle with less friction.

Pillar 1: Establish Your Professional Brand

·  Your professional brand is your profile. By positioning your profile to offer insight and value, you build credibility and spark curiosity.

·  You’re getting prospects excited to take your call. If they can learn something just by visiting your profile, they’ll imagine a conversation with you will be even more valuable.

·  Position yourself as a subject matter expert and thought leader.

Pillar 2: Find the Right People

·  How are you using LinkedIn to find your buyers and influencers? If it’s true that an average of 6.8 people are involved in every major buying decision, how are you identifying all the right people within an organization?

·  Instead of focusing only on the champion, who else should you reach out to or engage?

·  Prospecting and relationship-building go hand in hand. It’s about offering real value and leveraging your network to get introductions to your target prospects and buyers.

·  Create search strings using your buyers’ titles, tailored to your target location or industry.

Pillar 3: Engage With Insights

·  How are you sharing, commenting on, and engaging with content? Are you using hashtags to find the right conversations? Are you feeding your network with valuable insights that move them closer to your solution?

·  It’s more than just liking or sharing. LinkedIn rewards consistent engagement—sharing, commenting, and contributing to conversations.

·  Avoid “random acts of social.” Anything done without intention or purpose rarely leads to success, especially on LinkedIn.

Pillar 4: Build Relationships

·  “Connecting and forgetting” is like collecting business cards that just sit in a stack on your desk. How valuable is that? That’s not a network.

·  There’s more value in genuinely connecting with a few people at a networking event and having meaningful conversations than there is in collecting every business card in the room. Bring that same thoughtfulness online.

“There’s no reason to network differently online than you do in person.” - Brynne Tillman.

Resources

You can also check out episode 1088 to hear the rerun with Brynne Tillman. Connect with her on LinkedIn and grab a copy of her book, The LinkedIn Sales Playbook.

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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

The stories you tell your prospects can either win you deals or cost you money. And with the fourth quarter here, you don’t have time to get crushed by objections. That’s why I’m bringing back storytelling expert Matthew Pollard. He shares a practical framework and proven tactics to help you move deals forward faster, avoid the pitfalls of group decision-making, and position yourself as a trusted advisor to your clients.

Meet Matthew Pollard

·  Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories. 

·  Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, and Selling Power Magazine just named their 2023 Sales Kickoff Speaker of the Year. 

·  He’s also the founder of Introvertu.com and the bestselling author of The Introvert’s Edge book series, which has sold over 100,000 copies and been translated into 15 languages.

Why Deals Stall & How to Accelerate Them

·  We start off the episode about why so many deals stall out in today’s market. Since COVID, buyers have gotten way more cautious, which means more people are involved in every decision—and sales cycles keep dragging on. 

·  Matthew breaks down the real problem: sellers overwhelm prospects with too much jargon and detail, and that just pushes them to bring more decision-makers into the mix.

·  He shows us how to flip the script by giving buyers a clear, personal reason to champion you and move forward now, instead of letting fear and red tape slow everything down.

Storytelling: The Ultimate Sales Tool

·  Rather than relying on dry case studies or testimonials, Matthew emphasizes the power of emotive, client-centered storytelling. He breaks down his story framework:

o   Focus on a real individual (not just a company or title).

o   Highlight the emotional and opportunity costs of inaction.

o   Paint a vivid transformation, showing personal and professional wins.

o   Explicitly state the moral, inviting the listener to see themselves in the story’s success.

Implementing the Framework

·  Matthew demonstrates how stories can turn hesitant prospects into proactive champions determined to advance their own careers—while making the organization look good. 

·  He provides practical, memorable examples, and explains how even small details (like missing a family event) can make your narrative resonate.

“Nobody cares what you do until they see that you care. And then they actually care far less about what you do. They just want you to do it.” - Matthew Pollard.

Resources

·  Find Matthew’s storytelling framework in his books, downloadable PDFs, or connect via LinkedIn. He also shares a bonus tip: use LinkedIn voice notes to break through stalled deals with empathy and personalization.

·  Be sure to check out my past episodes with Matthew: ep 1426, ep 1246, and ep 193. 

·  If you like more guidance with improving your sales skills, join my LinkedIn Prospecting Course.

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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

Most sellers tend to get caught up in the technical side—asking the “right” questions, handling objections, and checking all the boxes. But in the process, we often overlook something just as important: the emotional side of selling. That’s why I invited Alex Kremer, founder of Alluviance, to join me. He breaks down how the right mindset can help you close more deals and build lasting relationships.

Meet Alex Kremer

·  Alex Kremer is the Founder of Alluviance, a community and organization dedicated to transforming sales and leadership through authenticity, purpose, and performance. 

·  With over 15 years of experience, he has worked with top companies like Salesforce, AWS, and Gong, and played a key role in scaling Outreach from $25M to $250M. 

·  He’s hired, trained, and led over 100 Account Executives and Sales Managers, earning President’s Club honors 7 years in a row.

·  Alex is known for helping leaders build high-performing teams and purpose-driven cultures that achieve lasting results.

Beyond the Tactics: The Role of Mindset in Sales Success

·  Alex pulls back the curtain on his journey, opening up about the hidden struggles he faced even when he seemed most successful. 

·  Despite hitting top quotas and leading major accounts at Microsoft, he battled depression, highlighting a key truth: salespeople can meet every external standard and still feel empty inside. 

·  Alex explains how mental, emotional, and even spiritual health are often overlooked but absolutely crucial to sustainable, fulfilling sales success.

Practical Strategies: Filling the Void and Mastering the Inner Game

·  Alex introduces the concept of “parts work,” a therapeutic approach to identifying and relating to various emotions without self-judgment. 

·  He stresses the importance of self-awareness, inviting reps to treat their emotional states with the same curiosity as they would a sales prospect in discovery. 

·  Simple practices like mindful breathing, walks without phones, and reflective journaling can create the internal space needed for clarity.

Leadership in Action: Bringing Mindfulness Into Sales Teams

·  For sales leaders, Alex suggests starting meetings with grounding exercises such as box breathing or gratitude practices. 

·  Investing a few minutes in presence and connection sets a more productive tone than jumping straight to numbers.

“When you connect more deeply with yourself, it allows you to connect more deeply with other people, which is very interwoven with sales.” - Alex Kremer.

Resources

Alex’s company, Alluviance, hosts regular retreats blending sales tactics with inner game work. Reach out to Alex on LinkedIn or the Alluviance website for future retreat details.

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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

Can research-backed data really help you sell better? My guest, Lorenzo Bizzi, author of Myth vs. Science of Selling, spent four years studying what actually drives sales success. In this episode, he uncovers the gap between popular sales advice and what the data reveals, sharing practical insights you can start applying right away to close more deals and lead more effectively.

Meet Lorenzo Bizzi

·  Lorenzo Bizzi, Ph.D., is the author of Myths vs. Science of Selling: When Research Reveals the Opposite of Common Belief. 

·  Professor of business at California State University, Fullerton, he has helped over one hundred businesses increase their sales, taught in programs in 18 countries, trained over 100 CEOs, has spoken as a distinguished speaker at major international events, and has been cited over 1,000 times, in academic and popular press, such as the Financial Times, Harvard Business Review, Inc. Magazine and many others.

Debunking Popular Sales Myths

·  Lorenzo’s research highlights several common misconceptions in sales, such as the overemphasis on likability. 

·  Contrary to what many gurus suggest, traits like agreeableness and warmth do not have a significant impact on sales performance—especially in B2B environments. 

·  Instead, the data shows that buyers value organization and conscientiousness over charm. 

·  Lorenzo emphasizes that being organized not only builds trust but also showcases reliability, which reassures buyers and helps close deals.

The Right Kind of Excitement and Care

·  Another key finding: not all excitement is created equal. While feigned excitement falls flat, genuine enthusiasm shown when presenting real value or solving client problems can be powerful. 

·  Also, customer orientation works best in moderation. Salespeople who focus too heavily on caring for each client can neglect crucial prospecting activities, which ultimately hampers performance.

Tactical Insights: What to Say and How to Say It

·  Lorenzo shares research-backed advice on specific tactics:

o  Openings like "How are you?" are less effective than asking for permission or using more thoughtful, personalized introductions.

o  Personal disclosures help connection, but too much isn’t necessary.

o  Exaggerated adjectives or humor should match the buyer’s mood—scripted or forced approaches usually backfire.

The Power of Self-Improvement and Mindset

·  Lorenzo explains that the most transformative advice isn’t about quick tactics, but about developing the right mindset. 

·  Focusing on continual growth, reflecting on what works, and becoming a true master of problem-solving makes the greatest long-term impact. 

·  Sales leaders should encourage team members to assess tactics, debate what works, and find intrinsic motivation.

Practical Advice for Sales Leaders

·  For sales leaders, Lorenzo advises a blend of tactical training and deeper coaching.

·  Rather than dictating actions, foster a culture of questioning, reflection, and personal growth. This helps team members internalize new practices and truly elevate their game.

“What will truly make an impact and allow you to succeed in sales is the way you approach problems and reduce uncertainty for your buyer.” - Lorenzo Bizzi.

Resources

Find his book, “Myth Versus Science of Selling,” on Amazon and visit his website, lorenzobizzi.com, for ongoing updates and additional tactics. He is also available on LinkedIn for connection and further discussion.

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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

Do you ever struggle to explain what you do in a way that clicks with prospects? My guest, Zoltan Vardy, is here to help. In this episode, he walks us through a live roleplay to demonstrate how you can clearly articulate your company’s value and get your message across with ease. Grab a pen and paper—you’ll want to jot down his simple, practical framework.

Meet Zoltan Vardy

·  Zoltan Vardy is a B2B sales advisor, author, and speaker who helps founders accelerate their revenue growth by sharpening their focus and structuring their sales to scale faster.

·  He’s generated $2 billion in sales over his 30 years as a C-suite executive and entrepreneur and has helped 200+ startups in 26 countries close high-ticket deals using The Launch Code sales framework — also the foundation of his book on founder-led sales. 

·  Zoltan has had successful exits as a founder and investor and is chairman of Antavo, an enterprise SaaS tech company.

The Sales Messaging Problem

·  Salespeople and founders often list features and benefits when talking to customers, but this can overwhelm prospects with technical jargon, leaving them feeling confused.

·  With so much noise in today’s digital world, clarity and brevity are more important than ever.

Zoltan’s Five-Step Value Proposition Framework

·  Zoltan shares his five-question framework to craft a powerful value proposition:

o  Identify the Problem: What is your target customer struggling with? What question are they asking themselves that your business answers?

o  Define the Target Customer: Who are you trying to help? What are the key traits of these companies or individuals?

o  Describe Your Product/Service: What is your offering in clear, simple terms?

o  Highlight the Key Benefit: What is the main advantage your customer gains from working with you?

o  Clarify Your Competitive Advantage: What makes your solution uniquely compelling and difficult for competitors to copy?

Live Walkthrough: Crafting a Value Proposition for Blue Mango

·  I volunteer my own production company, Blue Mango, as a case study. Together, we dive into each step, discussing:

o The challenges faced by traditional manufacturing companies in creating engaging content

o The needs of marketing leaders at these firms for more lead generation and greater brand authority

o The importance of defining Blue Mango as a content production agency with a sales focus

o The main benefits: saving clients time and generating qualified leads

o Blue Mango’s competitive advantage: expertise in integrating sales strategy with content production

The Final Value Proposition

·  Using Zoltan’s structure, they draft a clear, compelling value proposition for Blue Mango:

o    “Blue Mango is a content production agency that helps traditional manufacturers generate leads by building a turnkey service that delivers social media and podcast content focused on supporting sales.”

·  Zoltan emphasizes that this message is succinct, easily repeatable in any setting, and serves as a launchpad for deeper conversation.

Tips for Refining Your Message

·  Keep the language natural—imagine explaining what you do to a bright 12-year-old.

·  Avoid cramming in too many details or buzzwords.

·  Test your value proposition in real conversations and refine it as you go.

·  Remember: the purpose is to spark curiosity and open the door to further discussion, not explain everything at once.

“Oftentimes, in an initial conversation, I’ll ask people to tell me how they would describe their company. From there, I can gauge how serious the prospect is and what kind of approach they need.” - Zoltan Vardy.

Resources

· Zoltan offers a free 30-minute training video and downloadable worksheet to help you craft your own value proposition. Access it at zoltanvardy.com/podcast.

·  Connect with Zoltan on LinkedIn. 

·  Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. 

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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

Can LinkedIn really influence 50% of your company’s pipeline? The short answer: yes. My guest, Alina Vandenberghe, co-founder of Chili Piper, joins me to share exactly how she made it happen. You’ll hear how she leveraged LinkedIn to drive more deals—without needing a massive following or traditional influencer status.

Meet Alina Vandenberghe

·  Alina Vandenberghe shares how her personal LinkedIn efforts drive an astonishing 50% of Chili Piper’s open pipeline. 

·  She busts the myth that only people with massive followings can have impact—her 42,000 followers create over 6 million impressions thanks to targeted, authentic engagement.

Influence vs. Influencer: Changing the Narrative

·  We discuss the difference between “influencing” and being an “influencer.” She shows how you don’t need to be a celebrity or content-creator archetype to influence potential customers and pipeline—focus instead on genuinely impacting your audience.

 Overcoming Hesitation: From Fear to Purposeful Posting

·  Alina opens up about her initial fears of posting online, shaped by a quiet childhood and introverted tendencies. 

·  The turning point came during the Ukraine crisis, when her desire to help others outweighed her fear of attention, reframing the idea of influence as a force for good.

 The Core of Content: Authenticity and Helpfulness

·  The secret to Alina’s successful posts? She removes the pressure to generate leads, focusing instead on providing value and helping her audience. 

·  Alina emphasizes starting with the right intention—if your “why” is to help, your content will naturally resonate.

Inspiration for Any Industry

·  Even in “boring” industries, Alina encourages sales reps to post what they learn daily, insights from customer conversations, or improvements in their sales craft. 

·  As you gain confidence, share customer stories and industry trends relevant to your audience.

Posting Frequency and Building the Authenticity Muscle

·  Alina posts two to three times a week, ensuring she’s inspired and has time for real engagement. 

·  She stresses that authenticity is a muscle built both online and in everyday interactions—accepting quirks and being real, with yourself and others.

 "It's not the number of followers that counts, is the right kind of follower." - Alina Vandenberghe.

Resources

·  Want to reach Alina or learn more about Chili Piper? Connect with her on LinkedIn.

·  B2B Social Media Guide

If you’re trying to grow inbound and don’t know how to use LinkedIn for yourself or your team, this is for you. The most straightforward quick guide on how to turn B2B social into viral, buzz‑worthy content that builds brand and generates pipeline.

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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

Should salespeople become influencers? I’m a firm believer in this, and my guest, Michael Manzur, Founder & CEO of Flood Me Social, is back to discuss the importance of thought leadership and influencer marketing. He shares how building genuine influence and community online is the modern path to driving real results.

From Audience to Community

· You can’t just focus on your ideal audience as an influencer—you have to build a community. 

· Michael explains how sales professionals can use social media platforms like LinkedIn to create meaningful conversations, provide value, and position themselves as trusted thought leaders.

· In today’s world of AI, influencer salespeople must do more than simply attract an audience—they need to create engagement that fosters stronger connections, leading to more opportunities and qualified leads.

Common Mistakes Companies Make with Influencer Campaigns

· Michael points out how many organizations jump into influencer campaigns without first aligning their business objectives with their social media and influencer marketing efforts.  This often leads to confusion about goals and results.

· Companies frequently delegate influencer marketing to already overloaded social media managers, causing burnout and a lack of focus on what’s truly driving results.

· There’s often a disconnect among stakeholders, where campaigns are judged solely on surface-level metrics like impressions or comments, instead of tracking whether those efforts actually lead to sales or real business outcomes.

The Impact of AI on Influencer Marketing

· AI is beginning to disrupt influencer marketing by allowing brands to experiment with AI-generated creators, sometimes achieving results at a fraction of the traditional cost.

· Despite technological changes, Michael noted that “the best practices don’t change”—AI influencers still need effective calls to action and strong community engagement to move the needle in sales.

Steps for Sales Leaders and Executives

· Start by understanding best practices in influencer marketing and ensure every campaign is tied back to clearly defined business objectives and sales targets.

· Participate actively in the right communities, not just by broadcasting messages but by engaging—commenting on posts, sharing insights, and building thought leadership, particularly on platforms like LinkedIn.

· When running influencer campaigns, carefully select the right creators, create detailed creative briefs, outline clear calls to action, and constantly monitor for results that matter—such as actual leads or conversions, not just likes or impressions.

"The best way you can access influencer marketing and sales is just by sharing your thoughts in the community that you participate in." - Michael Manzur.

Resources

· Take a few minutes to check out the Goldman Sachs creator economy article and see for yourself how this massive shift is reshaping marketing and sales. Let this be your motivation to explore influencer campaigns, engage your communities, and make sure you’re not left behind.

· Revisit episode 644 of the podcast with Michael and learn more about what he had to say about getting social on social media. 

· Reach out to Michael on LinkedIn for insights and consulting in faith-based, wellness, or broader B2B influencer marketing strategies!

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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

I’m so excited about this episode. I have a good friend and co-host of our new podcast joining me. We’re here to introduce Sales 101: The B2B Classroom.

It’s a podcast for sales professors on how you can help guide the next generation of sellers in our industry. Students and those already in the industry can still listen in — we share plenty of tips that can help you as well.

Growth of College Sales Programs

·  BJ and I have taught sales at Brigham Young University for years. We’re starting to notice the growth of college sales programs compared to 20 years ago. BJ shares that there’s been a 50% increase in sales programs.

·  What’s so great about this is that students are able to gain sales skills before entering the field. It’s also an untapped recruiting source for modern B2B organizations.

Hands-On Training in Academia

·  College sales programs allow students to gain real-life skills using frameworks like Challenger, SPIN,

and MEDDIC, as well as industry tools (Salesforce, HubSpot).

·  They get time to role-play, use simulations, and gain practical hands-on experience.

·  For example, I shared a story about how students at BYU won sponsorship deals for their local theater.

Integration of AI in Sales Education

·  I play a clip from Professor Barry on how he’s using AI tools to enhance role play, research, and call analysis while teaching his students.

·  This shows how college sales programs can help students learn to use AI-powered techniques for outreach, efficiency, and analytics.

Why Listen to Sales 101: The B2B Classroom

·  Besides hearing our handsome voices, you’ll learn directly from sales college professionals and industry leaders about what’s working and what’s not. You’ll also hear firsthand from students about their real experiences in the field.

·  This podcast bridges thegap between academic sales programs and real-world B2B selling. 

·  We spotlight the latest trends in sales education, share best practices from top university programs, and reveal how savvy companies are tapping into this talent pool to build their sales teams of the future.

“We have one goal and that is to get our students jobs. We understand in order to get our students jobs, that theory doesn’t cut it alone.” - Dr. BJ Allen.

"They're not only getting the book smart. They're getting learning from industry leaders, from guest lecturers, and they're getting practice." - Donald Kelly. 

Resources

Sales 101: The B2B Classroom Podcast

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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

Planners, tablets, Google Calendar — you’d think with all these tools, you’d be able to stay on track with the tasks that bring in money. So why do silly distractions keep pulling your focus? Check out my strategy that will cut the noise and help you focus on what matters most.

Every Monday Problem

·  You wake up feeling unbothered—until you remember everything you need to get done.

·  Suddenly, the pressure builds on your shoulders, and your mind may even jump to the worst-case scenario: freezing in the moment and not getting anything done.

How to Shut the Noise

·  As a sales professional and business owner, I know how overwhelming it feels once you start thinking about all the tasks on your plate.

·  The best way I’ve found to avoid getting stressed is to start with the most critical tasks first. Tackling the hardest items right away gets them out of the way and sets you up for the best results throughout the day. Remember Kevin O’Leary’s 80/20 quote!

·  In this episode, I share my personal strategy for choosing which critical tasks to focus on and how to prioritize them so you can stay in control of your day.

“You can have time in your day to breathe. Take a walk in the park, go to the gym, and focus on your physical health. You can’t do the work if you aren’t healthy.” – Donald Kelly

Resources

·  If you like more guidance with improving your sales skills, join my Sales Mastermind Class.

·  Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. 

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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

AI can do a lot, but it’s ineffective when it comes to building relationships with prospects. Even though creating connections is important, most sellers tend to struggle with this. 

I invited my guest, Ravi Rajani, a sales coach and author of Relationship Currency, to join me in this episode to discuss his newest book. He shares what inspired him to write this book and why sellers need to focus more on building relationships to create strong pipelines.

The Origins of "Relationship Currency"

· To start, Ravi discusses what inspired him to write his first book. He shares a funny story about talking to his mentor about the idea of writing a book while having a second baby on the way. 

· Looking back on his career and life, he noticed how much his relationships influenced his success. He learned that by building trust and communication skills, other sellers can achieve the same success.

The Central Role of Trust

· Would you be friends with your bestie if you didn't trust them? Your prospects feel the same way when it comes to doing business with you. 

· Trust is the glue that holds relationships together. In his book, Ravi talks about the "Three Cs" of trust:

o  Connection (the emotional bond)

o  Character (your invisible values)

o  Competence (showing expertise without being overbearing)

·  You need all three to establish lasting trust, whether with clients, colleagues, or partners.

The Art of Listening and Empathetic Questions

·  Ravi explains how surface-level questions yield surface-level relationships, but conscious questions develops deep relationships. 

·  A “conscious question” is rooted in positive intent and service. For example, instead of “How are you?” ask something you know the other person is emotionally invested in.

Five Habits to Build Relationship Currency

· Here are the five habits that help build the Three Cs:

o  Transform Your Internal Story: The relationship you have with yourself sets the tone for all others.

o  Ask Conscious Questions: Rooted in service and positive intent; paired with deep listening.

o  Unearth Your Charisma: True charisma makes others feel significant.

o  Tell Stories That Inspire Change: Especially social proof stories—show, don’t tell.

o  Become the Trusted Guide: Help others achieve their goals without self-interest, bringing all habits together.

Ravi’s Advice for Leaders: Model the Change

· If you want your team to be more passionate or authentic, you need to model that energy and intention yourself.

· Reinforce these behaviors by acknowledging team members who practice them.

· Genuine compliments go a long way—they activate the same brain areas as financial rewards!

“I believe that the only currency that has mattered is relationships. And the only currency that will matter moving forward is relationships, especially in a world increasingly being shaped by AI.” - Ravi Rajani.

Resources

Ravi Rajani

Book | Speaker, Coach & Consultant | Ravi Rajani

Ravi Rajani’s mission is to help B2B tech sales teams ditch feature dumping for storytelling so they can get their prospect’s attention, become trusted advisors and win more relationships.

Sponsorship Offers

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

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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