The Sales Evangelist

Remote and hybrid work environments can be challenging. Back-to-back Zoom calls quickly blur together, and many salespeople find that, even with note-taking, there are gaps in recollection when the follow-up meeting arrives. In today’s episode of The Sales Evangelist, Donald is joined by Richard White to discuss his sales app, Fathom, which helps address and overcome these sales issues. 

Salespeople juggle note-taking, conducting conversations, and remembering essential elements of meetings for later discussions.

• Because of this huge workflow, it’s easy for things to fall through the cracks.
• So, Richard built the free app Fathom for Zoom that records, transcribes, and (most importantly) highlights key moments of calls so you can focus on having an actual conversation.

In a typical call, only 15% of the conversation is note-worthy.

• That means 85% of the conversation probably isn’t very important. And that 85% drowns out the 15% pretty quickly.
• As a salesperson, you’re routinely giving pitches, answering questions, and overcoming similar objections across clients and prospects. Remembering the different results of these similar conversations gets increasingly difficult as you have more meetings.
• Notes are incredibly helpful to help prep before a follow-up call. Rather than stress about what was discussed and where you left off, Fathom provides a short highlight reel with that 15% of important information.

How can this app and system help a remote sales rep or leader?

• Fathom’s video highlights are compiled with a sales methodology. Timeline, pain points, and other noteworthy topics are automatically flagged to revisit later.
• Zoom has cloud recording, but you often don’t get the recording until thirty minutes after the call. Because Fathom is real-time, so you get it immediately.
• Several platforms provide helpful coaching metrics, but that’s only after the call. Fathom’s real-time recording alerts you during the call if you’ve been monologuing, helping provide the best experience possible for the prospect.  
• The goal is to perform smarter, not harder.

The main takeaway from this episode? Zoom calls don’t have to be as stressful as they are. Visit fathom.video/pod to skip the waitlist and get this free tool for yourself, and connect with Richard on LinkedIn for more great updates and 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 mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Back-to-back meetings can drain your mental energy and, subsequently, your commission check. Working a hybrid of virtual and in-person work can be challenging while caring for your physical and mental health. In today’s episode of The Sales Evangelist, Donald is joined by master sales trainer and Sales Gravy coach Gina Trimarco to discuss her strategy to find balance in a world where salespeople are expected to do everything.

Twelve years of owning a sales company (and an improv theatre) taught Gina important life lessons. 

• Namely, the soft skills of improv help people be more organic in their sales efforts.
• Donald didn’t make his college’s improv team. Not that we’re holding a grudge or anything.
• More importantly, in those roles, Gina realized the importance and the need to set healthy boundaries between her work and personal life. 

People think they can do more than they should.

• This issue was drastically increased during the pandemic - we went from an in-person world to virtual seemingly overnight. 
• Now that things are opening again (although we’re eyeing that omicron variant), there’s an expectation to continue virtual meetings while resuming in-person, depending on the prospect’s preference. 
• Gina realized this situation was getting out of hand when she scheduled calls in transit at 6 a.m. Constant availability is simply not sustainable.

But what’s the detriment to getting more done?

• The 24/7 hustle fatigues you in every way possible, professionally, physically, and mentally. You’ll notice declines in productivity and a lack of focus when you don’t have space to relax and decompress.
• From the virtual selling perspective, limit how much time you spend on zoom per day. The zoom fatigue is real.
• Google Calendar can automatically install buffer time in-between meetings. Make that a standard scheduling practice to ensure you give yourself the time you need.

Respect your boundaries.

• If you’re someone who agrees to every work and meeting invite, block segments on your calendar for family, travel, and personal time. 
• Set the precedent that you need time away from a conversation.

Leadership needs to stay hyperaware of their teams.

• As a leader, you want to get the most out of your team. But if you notice cracks in the foundation of someone’s work, that should be a reason to pause and pay attention. 
• Support that person when they need it. They won’t always need the space, but you need to respect it when they do.
• Regularly check in to see how your team is doing. Identify their thoughts on the balance between in-person and virtual work and provide a space for honesty.
• Look at the numbers - is there a decline in productivity? That could be because of a lack of boundaries and overextended employees.

Contact Gina at [email protected], or connect with her on Instagram, LinkedIn, and Facebook. You can also check out her website, call her at (843)-597-6393, and tune in to her podcast Women My Mother Warned Me About. (You can check out Donald’s guest episode here.)

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 mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Without sales, companies wouldn’t generate revenue! And with hundreds of thousands of niches and topics for sales professionals, creating an effective hiring strategy is critical for companies to fill their team with qualified and creative talent. In today’s episode of The Sales Evangelist, Donald is joined by Jerry Brooner, President of Global Field Operations at Enable, to discuss his best sales hiring practices.

Finding and keeping good talent is a warzone.

• To be clear, there is no shortage of talent. But many hiring managers just aren’t searching in the right places for the right people.
• For example, hiring managers who look only in major U.S. cities completely ignore the rest of the country (let alone the rest of the world.) 
• In reality, there are intelligent and capable people no matter where you go, and they all bring different perspectives to a team.

Jerry’s strategies to recruit a diverse team: 

• First, think about what’s important for the company and the sales team. In most instances, that means a wider array of diversity and experiences.
• Jerry’s team searches not only in different states and countries but also beyond the major areas of those places. So, for example, when recruiting in the UK, they check locations besides London.

How to plan a recruitment strategy: 

• Work backward. Look at your customers, your team’s territories, and the industries those territories fall in, and look for knowledgeable people in those areas.
• Make entry-level jobs entry-level. Determine if the number of years of experience you’ve selected is essential. Most of the time, it isn’t.
• Look for accomplishments rather than years of experience to ensure everyone has an opportunity for consideration.

Addressing and fostering diversity in his own company:

• Jerry believes that diversity is his company’s biggest asset, but he acknowledges that you must prioritize it. Focus on a diversity of country, gender, and race to create a team capable of understanding and interacting with clients in prospects in a way that works best for them.
• Don’t look to fill a diversity quota; look to fill roles with good people. You just can’t get the best people by searching one location.
• If you’re hiring entry-level BDRs, don’t just go to the same three or four colleges. Instead, broaden your selections to find candidates beyond those institutions. 

Jerry’s final word of advice? The sales profession is made better with a diverse group of people. In the long term, we’ll all be better for it. For more information or to contact Jerry, reach out to him at [email protected].

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 mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

It’s easy to make simple mistakes when setting goals for the new year, especially if you quickly fall back into the same habits as you did the previous year. So on today’s episode of The Sales Evangelist, Donald discusses the three mistakes salespeople make when setting goals and how you can prevent those same pitfalls. And happy birthday to Donald’s sister, Jessica! 

1. Don’t set huge goals without a plan.

• A Harvard study revealed that people aren’t likely to succeed in huge goals.
• The key is to set micro-goals that are far easier to obtain and make you happier.
• The 12-Week Year concept is powerful because it does precisely that - breaks down an overarching goal into smaller, easier-to-obtain segments.
• Whether it’s to make a million dollars in sales or lose a certain amount of weight, micro-goals are far easier to obtain than a massive goal.

2. Be more descriptive when setting goals

• 65% of the population are visual people, and it’s natural for humans to think in pictures.
• If you have a goal in mind, making it descriptive allows you to visualize and thus better understand why the goal is important in the first place. 
• If your goal is to hit a quota, what are the benefits of hitting that quota? Associate the benefits and results of the goal with the goal itself to overcome objections you might create for yourself.
• To learn more about the benefits and how to engage in a descriptive mindset, check out the Sales Evangelist Sales Mindset Training Program. 

3. Set a goal, not a dream.

• It takes discipline to accomplish a goal. And you might have habits that are in direct conflict with achieving a goal.
• You can’t just wish on a plan - set it up and designate steps to accomplish that goal to see it come true!

4. Of course, a bonus: Believe in yourself!

• Whether in personal or professional goals, many people don’t believe in their ability to reach them.
• Affirmations are a great way to affirm your beliefs in yourself. The problem - they’re typically too vague,
• Keep them in the present tense, keep them visual, and keep them descriptive. It’s a great way to force yourself to believe in yourself and your goals.

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 mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Today’s special episode of The Sales Evangelist Podcast looks back on five of the best episodes of 2021. (If you were wondering, yes, it was a tough decision.) Check out the links to visit each episode if you missed it to listen! 

Episode 1508: Insight-Led Selling: Adopting An Executive Mindset To Learn How Buyers Think with Dr. Stephen Timme and Melody Astley

• This episode encouraged sellers to focus on how your product or service fixes a prospect’s problem. Focus on how to bring value versus the “what” of the sale.
• Reorient your selling practices to understand how the customer buys rather than how the seller sells. 
• For more great information, read their book, “Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact.”

Episode 1505: How To Develop Your Account-Based Strategy Outreach Messaging with Scott Leese

• In this episode discussing account-based outreach strategies, Scott stressed the importance of the message above all else- if you’re going to reach out to a prospect, target messages to the prospect.
• Don’t make the conversation about yourself - initial outreach should get into some dialogue or discussion where the prospect is the center.
• For more great content from Scott, check out his podcast, The Surf and Sales Podcast.

Episode 1493: 3 Things Every Seller Needs To Know About The Future Of Selling

• Sales and marketing must come together. It’s no longer enough to work in tandem - they must be integrated to drive revenue. 
• An integrated experience should put the customer journey first versus different departments judging success based on different outcomes. 

Episode 1425: Objections: How To Overcome The Most Common Objections In B2B Sales with Nadia Rashid

• Nadia has a four-step process to overcoming prospect objections: listen, understand and validate, respond, and confirm.
• Whenever you encounter an objection you aren’t sure how to address, there is no shame in admitting that. However, commit to finding an answer and make a proactive effort to address it later.
• For more great content from Nadia, follow her on LinkedIn.

Episode 1514: How “The Practice” And Being Different Can Help Sellers Connect With More Prospects with Seth Godin

• Google didn’t succeed because of a stellar sales team- Google succeeded because Google made a product that sold itself.
• If you want to measure salespeople based solely on the outcome, figure out how to normalize it based on what you’re selling.
• Juggling isn’t about catching; it’s about throwing. If you get good at the practice of your job, the results take care of themselves.
• Make sure to check out Seth’s book The Practice for more awesome content and advice. 

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 mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

As we move into 2022, there’s no time like the present to set new goals and be prepared for the year ahead. So what is Donald doing to prepare for 2022?  He’s adding three books to his reading list (and you should too.)

The Big Leap by Gay Hendricks:

•  Getting past your comfort zone can be a challenge. When it comes to quotas, commissions, and sales targets, many salespeople trap themselves into thinking that they can only do a certain amount. 
• But I’ll ask you this - why can’t you make more? Don’t be your own worst enemy!
• If your company limits your commissions, maybe it's time to find a new job to break through and get to the next level. 

The Billion Dollar Secret by Rafael Badziag:

• This guy interviewed billionaire people and asked them what it takes to make a billion dollars.
• You may not get a billion dollars in sales revenue yourself, but why can’t you get six or seven figures?
• Get past limits you set yourself to unlock more money for you.
• Salespeople reap what they sow - focusing on the ideal customer who makes more significant purchases can be what brings onto the 7-figure level.

The 12 Week Year by Brian Moran:

• Salespeople are super productive between October and December because of the shorter quarter. But why can’t you have this same urgency throughout the year?
• The 12 Week Year breaks down overarching goals into smaller, 12-week-long goals that help you achieve whatever goals you’ve set for yourself.

And now, the bonus book: Donald’s Sales Planner!

• (Yes, this is a shameless plug.) When searching for a sales planner, Donald realized those in the market weren’t what he wanted. 
• Instead of a reactive planner, he wanted one that kept him focused on his goals and moving forward.
• His planner encourages you to focus on tasks that directly correlate to success by utilizing the 12-week concept framework.
• It features a performance tracker at the end of each day or week.
• It is a 3-month planner, promoting focus on each quarter, and features a performance tracker for each day and week to ensure you’re on track to reach quotas.
• Even if you don’t use this planner, plan! Spend 30 minutes each day planning the next day to see more success in the new year. 
• To order the planner for the start of 2022, visit thesalesevangelist.com/salesplanner.

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 mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Disclaimer: This episode isn’t to convince listeners to become Christians; it’s to highlight how Jesus Christ persuaded people (a crucial sales trait.)

As we near Christmas Day, we thought it would be fun to revisit an episode from the TSE Archives. In this episode, Donald kicked off his “Best Sellers in History” series with Jesus Christ. How did he start a movement, persuade people, and convince people to change their lives? Well, he sold them on the idea! And here are the seven reasons he was so successful:

He Showed Sympathy and Built Rapport:

• Even when nobody else would, he sat with ordinary people and those marginalized by society.
• People didn’t understand these actions, but Jesus shared that a physician comes to heal the sick, not the healthy.
• In the same way, Jesus spent time with people who needed his help the most. 

He made an impact:

• Jesus modeled how he wanted people to treat one another.
• As a sales rep, set yourself apart from others by understanding your prospect's pain points and then offering a solution. 
• Consider writing a blog or creating content related to your prospect's challenges. 

He Was a Skilled Storyteller:

• In one instance, a man tried to trap Jesus while preaching by asking him how to receive eternal life. In response, Jesus replied with a question about what was written in the law. 
• The lawyer replied that one should love the Lord with all his heart, soul, and strength and love his neighbor as he loves himself.  
• He then asked Jesus who he should consider his neighbor, and Jesus shared the story of the Good Samaritan.
• The story of the Good Samaritan was relatable, and the people listening understood the point he was making. 

He Shared a Vision

• People believed in Jesus because he fulfilled prophecies laid out in scripture. When Jesus preached, people listened to his message of hope.
• As a sales rep, understand a prospect’s pain points and challenges. As you get to know them, you’ll have the opportunity to offer hope through your product or service.

He Challenged the Status Quo:

• Challenging the status quo helped people trust Jesus to make the right decisions.
• In sales, we can experience the status quo and get stuck in familiar patterns. The most daunting competitor isn’t another sales rep but your client’s comfort zone.
• The conversation may be bold, but sometimes it takes boldness to get people to change. 

He Listened Effectively

• Throughout his ministry, Jesus listened to people’s stories and showed mercy and compassion. 
• As a salesperson, imitate Jesus by listening to your prospects. Whether through a phone conversation, a LinkedIn post, or an email, listen to what they say. 
• Go through reports, annual filings, and quarterly earnings to better understand a prospect’s pain points and focus on what they say rather than what you can say next.

He Asked Powerful Questions

• In sales, you don’t have to give your prospects an answer right away if additional questions or clarifications are needed.  
• When you hear “I’m not interested,” don’t take that at face value and end the conversation. 
• In every objection you face, you can learn more and get closer to finding a solution.

He Invited People to Change

• Jesus asked people to do hard things. He gathered his disciples early in his ministry and told them to leave their livelihood as fishermen to become fishers of men.
• When salespeople ask clients to use their products or services, you invite change to occur. 
• Be proactive, ask for change, and be prepared to show prospects the action steps. 

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 mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Cold outreach can be the worst part of your day for most salespeople. But if you had an easy-to-follow strategy, would that make it better? (Our answer: absolutely!) In today’s episode of The Sales Evangelist, Donald is joined by Rachel Pitts, co-host of Women Your Mother Warned You About, to discuss five cold outreach strategies to use in 2022.

Rachel’s selling journey started in real estate:

• Rachel started her real estate journey during the 2008 market crash (AKA a lousy time to start), where she worked for ten years. 
• After later working in the mortgage industry, she realized her dream was to own a dance studio. And now, she is a full-time dance studio owner. (Congratulations, Rachel!)

Why are people afraid of the phone?

• Well, there are many reasons. But namely, people believe nobody answers.
• But coming out of COVID, people are isolated and more willing to answer the phone. Plus, communicating over the phone is better at fostering personal connections.
• Many salespeople are afraid they’re bothering others. But, as a salesperson, you are a professional interrupter. You should interrupt people.
• However, learn how to interrupt efficiently that doesn’t piss people off.

Five Strategies You Should Use:

1. Call your existing contacts, and ask if they know anyone who needs your product or service. Consider it a warm-up; you likely already know these people to some capacity, and you’re more likely to have a positive conversation with them. 
2. Leave a voicemail. One of the great courses offered at Sales Gravy University is the fanatical prospecting boot camp (based on Jeb Blount’s book Fanatical Prospecting.) Be clear and concise. Say your name, your company, and the prospect's direct opportunity by calling. (And, of course, a return phone number.)
3. Get to the point. People like to know the reason for things. By clearly stating your reason for calling, you’re giving the prospect an early opportunity to decide if they care to listen or not.
4. Schedule the next call, and make that the mission of your call. If they’re busy, offer a follow-up time to continue the conversation, and get their email as a backup to send them your calendar.
5. Develop a creative strategy to supplement your outcome. For example, when selling a mortgage, it’s boring. So, Rachel did singing parodies. And it differentiated her from everyone else. Whatever you love to do, lean into that and find a way to incorporate it into your work.

To contact Rachel, find her on Instagram at both @ultrafiftlifestyle and @thesinginglender, or send her an email at [email protected].

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 mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

While we might be in a post-pandemic world, the myriad of zoom calls is here to stay. But, for any professional, creating and maintaining professional virtual relationships is more complex than in-person. In today’s episode of The Sales Evangelist, Donald is joined by actor, author, and founder of Selling On-Video Master Class Julie Hansen to learn how to better engage our virtual audiences. 

When transitioning from theatre to camera, she had to practice communication.

• When everyone went virtual, Julie noticed other people struggling (as she was) to communicate through a camera.
• So, she created her masterclass to teach skills salespeople could apply to their virtual sales techniques.
• She also wrote an Amazon bestselling book, Look Me In the Eye, to further educate people in virtual communication.

Communicating with a client whose video is off can be challenging.

• The value of having your video on is huge. Even if the prospect is unseen, looking at the camera as if they’re speaking will create a stronger relationship.
• Salespeople tend to assume the worst - that the client is bored, disengaged, or not paying attention. And that attitude tends to bring out the worst in the salespeople, resulting in skipping ahead and rushing through content.
• Visualize the prospect having a great reaction, even if you can’t see it, because it encourages you to maintain positive momentum.

Resist the urge to watch yourself:

• Never have your own image on; you’ll focus on your faults and be entirely out of the moment. (Remember, It’s not a mirror!)
• While Julie recommends setting your camera as close to the screen or image as possible, remember that humans are precise with eye contact. So even if it’s off by only a couple of inches, most people will recognize that.
• In general, look directly at the camera whenever someone else is speaking. (Yes, it’s counterintuitive, but it’s true!)

How can you better engage with virtual prospects?

• Break the passive pattern of the virtual call - especially if there’s more than one person.
• When we get in front of a screen, we're trained to be in a receiving mode- looking at something, reading something, or typing something. We aren’t usually engaged with other people.
• To break that, use the power of eye contact. People will feel more compelled to respond when you look at the camera.
• Whenever you want someone to respond to what you’re saying, look directly at the camera (rather than the screen) to indicate you’d like a verbal response.

In-person communication utilizes much more body language than we realize. But if your face has nothing to say, why are you on video? Being expressive will help book more meetings.

Julie’s major takeaway? Don’t expect this to be something you’ll figure out independently.

While you can minimize the importance of these skills, recognize others are perfecting this craft to deliver great virtual communication. And they’ll make their customers feel seen and heard.  To contact Julie, follow her on Twitter @acting4sales, LinkedIn (@juliehansensalestraining), or YouTube. 

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 course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX 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.

This episode is brought to you in part by mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

We could spend hours discussing the importance of honing your craft. But, whether it’s perfecting your golf swing, mixing the perfect cocktail, and of course, making sales, practice is what leads to a better result. Today’s episode of The Sales Evangelist features NYT bestselling author Seth Godin. He and Donald discuss elements of his most recent book “The Practice” and how salespeople can use these principles to connect with prospects. 

There is a disconnect between what selling used to be and what selling is now.

• A salesperson is no longer responsible for informing prospects or conducting a sale- the internet does that.
• A salesperson is responsible, however, for the transference of emotion. And that is the skill most salespeople need to cultivate. 

How can the idea of trusting yourself from “The Practice” help an individual sales rep?

• Most people are their own worst boss. They’re never satisfied with their work and undermine their future potential.
• The challenge that comes with trusting yourself is acknowledging two voices in your head - the scared one that needs reassurance and the generous, connected voice. Silence the first voice a little bit and listen to the other one.  
• In a B2B setting, we don’t need a replaceable salesperson lined up to argue about some RPF; we need people with creativity and confidence. Remember, the client isn’t just buying the product; they’re buying the story.

Instead of saying “I need to be the expert,” say “ I know all the questions.” 

• Young BDRs don’t position themselves to be seen as the expert. View yourself as a consultant to be more confident in conducting meaningful conversations.
• If you know the ten questions that change everything for a client, that’s useful. 
• You aren’t pushing people to buy your answer, but it’s about being present for someone to find their own.
• Look at Fred Wilson’s blog (one of the most successful venture capitalists of all time.)

Be like Jackson Pollock. 

• Both Jackson and his brother Charles took painting classes from Thomas Hart Benton.
• Charles’s work looked like Benton’s, and he went unknown. On the other hand, Jackson’s work was creative. However, everyone hated it.
• But when the right collectors saw his work, Jackson found success. The moral of the story: Don’t look for gimmicks or stunts. Just be unique.
• The desire to be liked and fit in drives many salespeople to the role. But great salespeople are willing to bring friction to the table to get people out of their rut.

Be a Purple Cow and look for ways to stand out. 

• Being a purple cow isn’t talking about yourself. What it means to be remarkable is that people make remarks about you. 
• They're not going to talk about you because you need to make a sale. They're going to talk about you because you're generous, see status roles, understand affiliation, have insight, and make their life better. 

Seth’s takeaway for people new to the sales industry? You don’t need to learn all the tactics yet. First, decide if you want to be a professional, look to the future, and fail along the way. For more content from Seth, check out his blog for daily articles, and purchase his new book The Practice or his previous book Purple Cow (among others), available on Amazon.

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 course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. 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, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS