The Sales Evangelist

2020 has gone and now we’re making our way into yet another year. In this episode, Donald talks about the 5 trends that you should know about prospecting that we can use to improve our sales game this year. 

Know the sales stats

• 40% of businesses did not meet their revenue targets last year. 
• 81% of non C-suite employees have some influence in the final purchase decision. 

Important sales trends about prospecting

• #1 - 40% of businesses did not meet their target revenue in 2020. 

The implication: 64% of sales leaders who doubled down on remote selling said that they met or exceeded their revenue targets in 2020. The pandemic has helped us move 30 years into the future in the way we perform and operate the business. 

• The idea of remote working wasn’t a huge thing in the beginning of 2020. The pandemic, however, forced the global workforce to work remotely. 
• More and more prospects are now working from their homes, and it’s your job as a sales rep to grab their attention. 
• Showing empathy is even more important today as prospects are juggling both their home life and work life at the same time. 

#2 - 81% of non C-suite employees have some influence in the purchasing decision and 73% of millennials are involved in the decision-making process. 

The implication - Sales reps today need to understand how millennials operate. 

• Millennials use social media platforms such as Twitter and LinkedIn. Your job is to find ways to connect with these young people instead of just waiting around to be introduced. 
• Try to be more social in your efforts in reaching and connecting to these young individuals. 
• Think of ways to connect on a human level. You need to understand what millennials care about and the causes they are drawn to. 

#3 AI Automation. Customer-based organization Forrester said that AI and automation will put sellers on a path to fulfill their consultative destiny. 

• Many salespeople complain that they spend way too much time doing administrative work. This is holding them down from doing the more important things such as prospecting. 
• Many sellers say that the administrative tasks burden them. 
• Companies are now focusing on using CRMs with automation such as Monday.com, salesdirector.ai, PipeDrive, SalesForce,and others. 
• These CRMs have built-in automation tools that connect email straight into the CRM database. 
• AI adoption by sales teams is projected to increase by 139% over the next three years. 
• Automation helps sales reps do what’s more important instead of burying themselves in menial administrative tasks. 

#4 Personalization. 

• Due to automation, people have the desire to connect more with others. There is something about interacting with others that uplifts us. 
• Being able to talk with others personally has its powers. 
• While automation has its place, there are still certain times and avenues where we can add human interaction into that effect.  
• Look for ways to add human touch when you’re reaching out to your prospects or doing phone calls. Inject a more humanistic side into your outreach activities.  
• Tim Cook, CEO of Apple said, “For all of the beauty of technology and all the things we’ve helped facilitate over the years, nothing yet replaces human interaction.”

#5 B2B sellers will become experts in creating engaging videos

• In a recent survey, 40% of B2B reps said that they plan to modify their tactics to adapt to remote selling activities. 
• Sellers are looking for ways to become more dynamic in how to grab their prospects’ attention. 
• 70% of sales reps say that social referrals convert faster than any other lead they’re getting. 
• Spend more time on LinkedIn a nd build 10-15 personal connections with potential customers. 
• Make sure that you connect with people who actually connect with you as well. Send a personal message and have a dialogue with them. 
• Share content and think about your ideal customer and their challenges, pains, and difficulties. 
• People are looking for ways to connect. Take full benefit of that and approach people as friends instead of sellers right away. 

“Prospecting: 5 Trends You Should Know About Prospecting Going Into 2021” episode resources

Consider the following CRMs with automation built in: monday.com, salesdirector.ai, pipedrive, Salesforce.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free 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

Salespeople don’t play it safe at all times. You need to take risks, challenge expectations, and do big things to succeed. How do you do that? Listen as Jonathan Diaz shares his thoughts. 

Increase your motivation

• Jonathan and his siblings love Kobe shoes and back in 2010, Kobe wore bright lime green shoes called The Grinch for a big Christmas game they played. Jonathan really wanted to get a pair for himself. 
• Nike launched their sneaker app and they “dropped” the shoes, which meant you’d need to log in at the time they drop to enter a raffle and have a chance to buy the shoes.  
• The usual response for this app is a big sorry since somebody else has been selected. It’s really rare to win it. 
• Even when Jonathan knew that his chances were slim, still he tried to do what he could to win it. He reached out to his friends and family to help him. He did his best to get what he wanted. 
• His wife told him that his name wasn’t picked and that he wasn’t chosen. But he didn’t stop there. He kept on until he got the shoes he wanted! 
• It seemed impossible for Jonathan to get the shoes but he was motivated and he persevered. He had a vision and he put his mind to it. 
• The same is true for sales: when the odds are stacked against you, you find a way to make it happen. 
• If you want something, you need to do everything in your power to get it. 
• Success is a combination of hard work and luck. You need to put in the effort to be rewarded. 

“Motivation: Take Risks, Challenge Expectations, and Do Big Things!” episode resources

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free 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

Salespeople often find themselves asking, “how do I increase my sales motivation?” It’s a common challenge and in today’s episode, Aaron talks about how you can further your sales journey by increasing your motivation.

Aaron Conjelado was an account executive for an advertising company in the Philippines. He spent two years in that position and had great success in it. Moving into the US, Aaron didn’t meet with a lot of salespeople, and with the pandemic, he lost touch with his sales skills and got rusty. 

Cultivating motivation 

• Aaron doubted his skills in sales. He was anxious and worried whether people would understand him, especially with his thick accent. 
• He started doubting himself and his abilities in sales. 
• It’s important to face reality to be able to find a way to perform better. 
• Find a mentor to help you overcome your doubts. Discuss your planned course of action. 
• Listen and learn as much as you can from your coach. 
• Another key is practicing your pitch. 
• It’s also effective to practice your script whenever you can. Imagine different situations and practice your responses to objections. 
• Seeing great results from your efforts to improve is also a good motivation. 
• The important thing is to not quit because all the sacrifice you put into will eventually come back to you in multiple folds. 
• It all circles back to having a purpose and a reason. 
• If you put in the work, you'll start seeing magic and you'll start seeing results.
• When you’re in doubt, always go back to what your purpose is. 

“Motivation: How Do I Increase My Sales Motivation?” episode resources

Connect with Aaron Conjelado via LinkedIn. You can also email him at [email protected]. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free 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

Salespeople today face the same dilemma: ‘how to successfully close an impossible deal during a pandemic.’ This isn’t new to us but we still need all the help we can get. Tune in to this episode as Ariel Telli talks about how to close impossible deals. 

Switching to the sales side

• Ariel is a co-monitor at Siemens Healthineers and he’s assigned to the different states in Argentina. 
• Ariel is passionate about people and teaching customers. He’s switched from being a bioengineer fixing devices to being a bio-engineer who also does sales. 
• He has been in the sales position for two and a half years now. 
• He has built a strong relationship with prospects and prospects trust his product recommendations. 
• He felt that he could grow in the sales area and it would give him the chance to really learn more about connecting with people. 

Facing the challenge

• It was in the city of Ushuaia where the client, an important clinic in the area, almost closed a deal with the competitor. 
• Their potential client, however, had a problem with their finances and the bank didn’t approve of their planned business. 
• Ariel’s team went beyond and looked for a bank that would help their client. They built a model business for the customer and offered it to them before the pandemic. 
• When they first met them, they didn’t have the financial tool that their prospective client needed. That did not stop them from keeping the communication lines open. They still kept reaching out to them. 
• Once they were equipped with the right tools, Ariel presented the prospects with opportunities they could get their hands into. 
• Ariel’s team is mindful of their client and they do what they can to make the transaction as cost-effective and as efficient for them. They sped up the documentation and the paper process. They also make sure to have it signed so that the conversion rate is favorable for the client. 
• When the deal was about to close, another competitor appeared and they offered a  lower price. Their machine wasn’t the same as what Ariel’s team was offering. Fortunately, the client was convinced that Siemens had the best solution. 
• Building trust and relationships are important. It’s also essential to have perseverance when looking for solutions for the clients. You can’t offer a half-baked solution. 

“Motivation: How To Successfully Close an Impossible Deal at the End of the World, During a Pandemic” episode resources 

Check out Ariel Telli’s LinkedIn here. Click Here for the video of Clínica San Jorge announcing Siemens’ new high-field MR machine.

Click here to find the story posted on Siemens’ Healthineers website: https://www.siemens-healthineers.com/ar/news/resonador-fin-del-mundo.html (there will be a notification to convert the text to English is you want to read it. It is originally in Spanish).

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free 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 Bright Seed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Today’s guest is Nelson Leitao and he’s going to share important lessons learned about perseverance during a 10-year climb up the customer ladder. In this episode we’ll discuss what that means. 

The art of selling

• Nelson loves his job for two particular reasons: Interacting with people and getting the chance to improve patient experience. 
• For Nelson, being in the medical sales field, he isn’t only dealing with devices, he is helping people through his products. 
• Their company’s vision is A day without passion in healthcare is a lost day. 
• Nelson worked for his company for 25 years already but he’s only been working in sales for 10 of those years. 
• One hard lesson came from offering the same solution to three different companies. He focused on the sale more than unique customer needs and it cost him two of the three prospects.
• What Nelson didn’t acknowledge was that there were three different customers, three different processes, and three different needs. Instead of customizing the offer to each company, he mistakenly thought giving them the same solution would solve everything. 
• Nelson is now quicker to subscribe to his company’s vision to listen more than he talks.
• Nelson had to reframe his mindset and though it was a huge challenge, he was able to pull through.

Climbing the customer ladder 

• It’s similar to marriage in that it has its ups and downs and there may be challenges you have to overcome everyday.
• Climbing the customer ladder is about how you improve your relationship with your customer. It’s dynamic because your customers all have different needs. Climbing the customer ladder means climbing their trust.  
• First, you need to be present and customers need to feel that focus everyday. They want to know they can ask for your help and you’re there even when you don’t have all the answers. 
• Be committed to helping people and opening doors for the customers. 
• The motivation is knowing you will win with them, you will gain more experience and learn the process, and you will understand their needs. 

Looking outside the box

• Being in the healthcare sector, most people focus on technology and clinical solutions but there’s more to it. 
• The technology and the devices are good but they also need to implement a good workflow. 
• With Nelson managing accounts for financially depressed countries, he is prompted to think of the financial implications for his customers. 
• It is important to be creative and to show something different to separate you from other companies. 
•  Help the customers bring out the solutions the best they can.

“Motivation: Important Lessons I Learned About Perseverance During My 10-Year Climb Up the Customer Ladder” episode resources 

Connect with Nelson Leitao on LinkedIn. You can also send him an email at [email protected].

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX. 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

Gary Manske, the Executive Director for Sales and Marketing of Dakota Micro, Inc suggests that salespeople should approach sales as an art and a science instead of a grind, but what exactly does that mean? 

It’s a mindset thing 

• Have the mindset of always being curious and ready to learn something new. 
• People who are defeated say “it’s not working anymore.” They make excuses and often, the current excuse is COVID. 
• While that is a legitimate view, you still have to look at things from a different perspective in order to keep going. Instead of your circumstances limiting what you can do, look at it as a new environment and an opportunity to see new ways you can reach out to your prospects. 
• Regardless of the situation, sales is all about relationships, so find a way to connect with people. 
• The old school sales approach of getting on the phone, playing the numbers game, and needing to have consistent activity makes the sales process a grind. 
• Go into sales with a different mindset. Instead of getting caught up in the grind activity, reflect on what you learned yesterday. 
• Sales is not just about coming into the office, booting up the computer, picking up the handset, and calling. You can find ways to enjoy the process. 

Sales as an art

• Enjoying sales starts with the right approach to leadership roles. It involves supporting your team and having the desire to help other people get better. 
• Don’t start a team meeting by talking about numbers. Get personal and let them know you’re all in this together. 
• Sit down with all the members of the team and have a practice game, a dialogue, a conversation. Focus on how you can help each other. 
• From an individual perspective, if the leader isn’t taking the team in that direction, then create the opportunities yourself. There’s nothing better than the opportunity to be yourself. 
• Be the catalyst for change. Be the person that helps and motivates others. As you gain more knowledge, share it with your colleagues. 

Getting out of the box

• It is hard to work from home in this pandemic. It can be stressful so look for a way to get out of the box.
• Make time for watercooler conversations and the things you are missing. 
• Be responsible and professional. 
• As a leader, hire salespeople with the right attitude, especially in this pandemic. 
• Don’t ever sell out of your own shoes. This means not putting the clients or prospects in your shoes. That’s not your job. You can’t judge their purchasing decisions based on your financial capabilities. If you are selling a Rolls Royce and you yourself don't own one, you can’t really judge if a person coming into the showroom can or cannot afford your car. 
• When you enjoy what you’re doing, you will eventually see good results. 

“Motivation: Approach Sales as an Art and a Science Instead of a Grind” episode resources 

Connect with Gary Manske on LinkedIn. You can also send him an email at [email protected]. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free 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

Many sellers have sales goals but we must focus on making sales goals a part of your daily activities. Let’s join Joel Malkoff and Donald as they talk more about the importance of organizing these tasks. 

Making Sales Goals a part of your daily activities

• Joel thinks empathy is a priority. It’s a conscious way of selling and it puts the seller in the buyer’s shoes. 
• Salespeople need to sell with integrity. 
• Many salespeople set short-term goals and become so engrossed with this list they become very self-centered. 
• You want to set long-term goals and build long-term relationships because it keeps integrity at the center of these interactions and facilitates trust.
• Look beyond the one-shot sale. This means being able to walk away from the situation if your product or service doesn’t fit. Don’t just focus on closing the deal.  Maintain focus on your long-term goals. 
• Transparency and full disclosure are very important in sales. 

Maintaining integrity

• As a salesperson, you want to present your product the best that you can without misleading people. 
• Don’t slam the competition. Focus on putting your product in the best light possible. 
• Always look for a way to connect with prospects within your territory. Send them an email, allow them to get to know you, and don’t immediately go into sales mode. 
• Sales is more than art and science. You need to learn sales from other people, like mentors, who have a lot of experience to share. 
• Sometimes, salespeople set goals that aren’t realistic so they don’t reach them. This is why it’s so tempting to create short-term goals instead. 
• Maintain integrity and work smart by looking at low hanging fruit. Understand that referrals and references are the biggest part of your business. 
• Be willing to share the customer relationships you’re building with upper management. By doing so, they know you’re still working on building a future even when you aren’t able to reach your goal for the month or the quarter.
• When you sell ethically you’re answering to a higher authority. 
• By developing customer relationships that lead to referrals and recommendations, you’re selling in a way that creates a profit. 
• Being ethical is smart for business. 

“Goal Setting: Translate Your Sales Goal into Meaningful Daily Activities” episode resources 

Connect with Joel Malkoff on LinkedIn. You can also visit his site and get his book, Selling Ethically: A Business Parable Connecting Integrity with Profits on Amazon. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free 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

In this episode, we get to know The Sales Evangelists team and what they do for TSE as they share with Santa Claus what they want for this Christmas. 

From the Philippines to Thailand please! 

• Mae Mar assists with email support and sends messages to the guests who appear on the show. She also manages some of Donald’s mails and works on lead generation for the sales team. 
• Mae has been with the TSE team for about four years now.
• For Christmas, Mae wants to spend some time with her husband who is in Thailand. She wishes to fly from the Philippines to Thailand and surprise her kids on Christmas eve. 
• You can reach out to Mae via email at [email protected]

Let’s Create a Startup

• Rael Ramirez is in charge of the show notes for all the podcast episodes and also does some content writing for a few of our TSE clients. 
• Rael is interested in creating a startup company herself and although she knows that can be difficult, she’s got episodes from The Sales Evangelist to help her jump into it.
• You can reach out to Rael via LinkedIn and email. 

I’d Like a 2020 Redo

• Jermaine Wishart is the BDR lead business development team leader in TSE. He didn’t start with sales but eventually went back to B2B and improved his skills. 
• 2020 has been wild and Jermaine would love a redo. The pandemic has impacted so many people and he believes we all deserve to have a fresh start. 
• Jermaine is on LinkedIn and on Facebook. 

Broken is Beautiful

• Michelle Ruschman is the Podcast Production Coordinator for TSE Studios. She edits the show notes, interviews clients for case studies, and occasionally writes relevant  articles about sales. 
• She’s written a book entitled, Jesus and Me: The Year that I Wrote Down Our Conversations, and is currently looking for a publisher.
• Michelle is also a fused glass artist and is most known for her cross pendants called Beautifully Broken. For the holiday, she’s wishing for more glass so she can get a gift that keeps on giving. The pendants she makes serve as a source of encouragement and inspiration to many people.
• Reach out to Michelle via her website, www.michelleruschman.com, through email,  on Facebook, and Instagram. 

Inner and Peace and Career Growth

• Deson Cunado takes care of the graphics for The Sales Evangelist. He creates the images for the podcasts and does the graphic maintenance on TSE’s websites. 
• His next artistic goal is to create films where he can showcase the beauty of nature. You can check out his portfolio here. 
• When Deson made a video showing a Philippine map created from a cork board, it went viral, and inspired a lot of people to create their own as well. 
• This Christmas, Deson just wants some peace and joy in his life. There’s not much he wants materially, but would love to have more inner peace , happiness, and growth in his profession. 
• Connect with Deson on Facebook, LinkedIn, and Instagram. 

Letting Go of Negative Vibes

• Nancy Paul is the business development rep for The Sales Evangelist, and handles many of the appointments. 
• She is passionate about connecting with people, building relationships with clients, and getting the message to  many. 
• Travelling is something that Nancy has been waiting for. For this holiday, she’s wishing for a getaway and to let go of her negativities. 
• Connect with Nancy via email.

A Healthy Family Above All

• Jeron Obial has been with the TSE team for the past five to six years. 
• He started with audio editing when his friend introduced him to radio broadcasting. He was then assigned to production for commercials. It’s been a great experience especially with the changes brought about by modern technology. 
• Jerson is pretty content with what he has right now - the family, the blessings, the good health. He couldn’t ask for anything more. 
• Reach out to Jerson via email.

A Vaccine for COVID-19

• Aaron Conjelado sets appointments for TSE. He is going out there talking to people about The Sales Evangelist. 
• For this holiday, he wishes for COVID-19 vaccine and he wants it first. 

Let’s start talking to each other 

• Shannon Rasmussen is in charge of the operations for the The Sales Evangelist team. She’s taking care of all things “behind the scenes.” With team members all over the globe, she keeps everyone moving forward together.
• Through working on the TSE podcast, she has learned three major things:

1. Great sellers ask powerful questions.
2. They listen.
3. They challenge the status quo. 

• Shannon’s wish is for Americans to reconnect with each other and not allow politics to be a divisive area. She wants US citizens to remember the government belongs to us, the people, not to the Republicans or the Democrats. 
• Shannon is hopeful that the whole TSE team will continue growing and serving its listeners. 
• You can check out Shannon’s blog here. 

“Goal Setting: Christmas Day - The TSE Team Pitches Its Wishlists to Santa” episode resources 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free 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

Before you jump into creating a goal, make sure the goal is a SMART goal. It's S for specific, M for measurable, A for attainable, R for realistic, and make sure it's T, time bound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

We set goals and we try to achieve them. The truth is, however, goals must meet a few requirements for them to be achievable. You need SMART sales goals. What are smart sales goals? Let’s talk about that in this episode. 

Aiming for SMART sales goals 

• SMART stands for: 

S - specific

M - measurable

A - attainable

R - realistic

T- time bound

• A goal that says, ‘I want to be successful by the end of 2021…’ is not realistic. 
• When you set a goal, you need to evaluate specific elements first. Ask yourself if it is specific enough, measurable, attainable, realistic, and if it is time-bound. 
• Setting SMART goals is important because you can easily run out of steam if you don’t seem to be making progress. 
• People move forward with vision and motivation.
• Your life has more meaning when you have something to look forward to. 
• Generic goals are often not accomplished. 
• Make micro SMART goals to help you accomplish your big SMART goals. 
• Use SMART goals for your team to encourage them to accomplish more. It will collectively help toward the overall vision. 
• Use a chart or an excel sheet where you can record and track your goal. This will help you check your progress and give you visual support as you get closer to your goal. The little check marks will inspire you. 
• The TSE team uses a leaderboard where performance can be tracked and that visual inspires us towards accomplishing our goals. 
• Examples of SMART sales goals: 

1. I want to set 10 appointments per week. 
2. I want to have at least 95% of my appointments be accepted by the account executive over the next 10 days. 
3. I want to be able to close 20 deals in the next month. 

“Goal Setting: What are SMART Sales Goals and How Important Are They For You” episode resources 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  → https://pipedrive.live/tse use your code: pipedrivetse. 

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free 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