The Sales Evangelist

Sales people have so many goals they are working toward it’s inevitable that there will be goal-setting mistakes made along the way. In this episode, Dr. Jason Scott Earl is going to help us avoid these mistakes. 

Errors made when setting goals

• A common goal-setting mistake that’s made is trying to do too many things at once. 
• What’s helpful in goal setting is the ability to focus on just one or two. This will help you prioritize your actions as you move toward accomplishing these goals.
• What leads to failure is trying to be everything to everyone. Identify your specific role. 
• Focus on the one thing that you can accomplish that will improve your life financially, mentally, or spiritually.  
• Make a short list of goals and a new list of priorities. If you’re avoiding these actions, it’s important to make changes that will get you moving in the right direction again.
• When Dr. Earl was working through his own goal-setting mistakes, his biggest problem was not setting clear expectations.  He found that you couldn’t meet the objectives you weren’t clear about. 
• What imaginative scenario can you create that has your back against the wall? It isn’t a comfortable feeling but it prompts you to make the serious changes that your organization needs. 
• When you make a decision to change something, it puts you in a different position mentally. Things start to shift and line up.
• Don’t be afraid to face brutal facts. For example, ask yourself how you feel about 2020 and what you could have done differently. 
• A whole new world is unfolding. All you need is a little bit of insight and discipline to learn many amazing things. 

“Goal Setting: Top Goal-setting Mistakes Salespeople Make (and How You Can Avoid Making Them)” episode resources 

Connect with Dr. Jason Scott Earl on Link

edIn or shoot him an email at [email protected]. You can read Elbert Hubbard’s A Message to Garcia here. 

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

There can be several reasons why you’re not hitting your sales goals. Today we discuss the number 1 reason you don’t hit your goals.

Accomplishing goals

• With all that happened this year, many are looking forward to 2021. 
• It’s always important to set your goals and make sure that you accomplish the goals.These are actual goals that you can be accountable for and that will help you become successful. 
• Say goodbye to the status quo and look forward to the challenges and opportunities. 

Failing your goals

• People fail and don’t win their goals because they aren’t really goals, rather, they’re wishes. 
• Example of which is: I want to be successful in 2021. It’s a very wishy-washy goal. 
• Make SMART goals: specific, measurable, attainable, and time-based. 
• Goals should be something that you can focus on. 
• Another reason why people fail is because of their lack of visuals of the goals they want to achieve. You need to paint your goals vividly. It’s important to be able to imagine your goals with closed eyes. 
• The lack of emotion toward your goals can impact your ability to achieve them. We are emotional creatures and these emotions impact the decisions we make. 

Planning your goals

• List as many little goals as possible and tie them toward bigger goals. 
• The micro goals will help you accomplish the big goals. 
• Follow the specific plans you have for your little goals and set a schedule when to do them. 
• Go for constructive motivation instead of restricted motivation. Constructive motivation stems from yourself; it’s the push that’s not coming from the managers setting this quota or that. 
• If you do have a quota, make sure to own it. In this way, the restrictive motivation turns into constructive motivation. 

“Goal Setting: The Number 1 Reason You Don’t Hit Your Goals” 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

Sales reps can get overwhelmed with administrative tasks without even realizing it. In this episode, Anthony Iannarino talks about ways to ensure that admin tasks don’t overwhelm your day.

The black hole of admin tasks

• Growing in sales means more non-sales related work can find its way to your desk. With more success comes more clients and execution can become a challenge as sales reps have to learn to manage all the new information.
• As a result, a lot of people end up feeling busy but not productive. Busy means you’re running from one thing to the next while being productive means making progress towards your goal. 
• What can happen is that people get tied up in the transactional work of selling. 
• Sales reps and sales leaders are the ones who look for prospective clients. We sit down with people and have a conversation about the impact our services or products can make on their business. We create the opportunity. When you’re stuck with admin tasks, however, you’re unable to pick up the phone and make cold calls. Too much of this can cause opportunities to be non-existent. 
• You can get caught up helping other people with their tasks and assisting clients but only do so after you’ve completed the tasks that are going to help you move toward your own goals. Not deciding how to spend your time well can put you at risk to be in the bottom 50%.
• Prioritize the activities that create and capture opportunities. 

The blocking system 

• Anthony encourages sales reps and leaders to have a 90-minute block where all they do is focus on creating opportunity
• When the time is up, they can check their inbox for anything interesting. Afterwards, they give themselves a second 90-minute block for additional tasks that are important in the work day. 
• You become more proactive when you learn to focus on a task and not get distracted by emails and calls. Make sure those are separate from your task time. 
• When you're doing the work you need to do, you owe the work your best effort and energy. 
• Aggregate all the admin tasks you need to do. Organize your tasks according to category and then designate time for them. Don’t go back and forth between different tasks as that takes too much time and energy. 
• Selling comes from opportunity creation and opportunity to capture. Everything else that we do is secondary to that. The only things you’re going to get paid for is creating opportunities. 
• Everyday, do what’s most important first, without fail, and don’t negotiate with yourself. Get to the point where whatever the worst task is, you do it without hesitation. 

“Productivity: How to Ensure that Admin Tasks Don’t Overwhelm Your Day” episode resources 

Follow Anthony Iannarino on LinkedIn. 

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

Due to the pandemic, most businesses have transitioned to working remotely. In this episode you’ll learn how to maximize sales productivity when working with a remote team. 

Ensuring sales productivity 

• At a very young age, author, speaker and organization improvement consultant

Brad Jeavons watched his mother selling over the phone. He saw how she used trust and value to make an impact on her customers. The consultative approach his mother used was effective. 

• Brad made note that using the phone can cover a lot of turf. 
• Brad also studied the strategies of big companies such as McDonalds and Apple, and how their practices are applicable to productivity and sales performance. 
• Some of the best practices and operational/enterprise excellence in the world today come from the largest organizations. 
• With working remotely, we can take all these practices to another level.

The 4 Ps in Productivity 

•   The 4 Ps in Sales Productivity: 

1. Plan - you need to be able to focus and create a plan of attack. Know who is still currently buying and learn how to adjust the plan. This plan has to be done with people, not to people. 
2. People - We need to show empathy toward our sales team because everyone is feeling the effects of the pandemic. Build trust within your team. 
3. Process - Collaboration is important in team processes. It enables everyone to be in on the plan and adjust the plan as a whole. 
4. Partner with your customers - Go into these relationships as an abundant consultant, not just as a merchant selling to customers. Sell with a purpose. The only way to do so is by helping the sales team form a process they will practice with consistency. 

• Brad uses the customer journey mapping technique to help sales teams develop an abundant sales approach in which they become highly skilled as they practice. 
• Agile sales and marketing processes start with the customer’s buying journey. This is before the discovery phase. It’s focusing the team on the customer’s pain points and their needs. It enables them to connect to the customers on a deeper level. 
• The Devotion phase allows you to focus on how you can serve your clients so they become people who are devoted to your product or service. 

“S1: Maximize Sales Productivity When Working With a Remote Team” episode resources 

Follow Brad Jeavons on LinkedIn. You can also get his book, Agile Sales: Delivering Customer Journeys of Value and Delight. You can also visit his site to learn more 

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

There are times that we feel unproductive. How do you combat that feeling? Join Donald and Andres as they talk about the lack of productivity and how to overcome it. 

What unproductivity looks like

• Andres has subscribed to many methods and ways to become productive. Entrepreneur on Fire’s John Lee Dumas is one of the podcasts he listens to. There’s also the Freedom Mastery Journal where you write down four things that you want to accomplish in a day. 
• Often, though, it’s difficult for many to finish their list of tasks to do for the day. 
• The most productive times are in the early mornings or late at night. But always pushing out your workday to late night isn’t healthy. It eventually leads to burn out. 
• Feeling unproductive doesn’t necessarily mean that you didn't get any work done in a day. It may also mean that you weren’t able to do what you intended to do because you were side-tracked with other tasks. 
• For Andres, sometimes the inspiration for doing his listed tasks happens at the last minute. 
• Andres is now trying a new exercise where he prepares for his tasks beforehand. He also considers the productivity tools he is using. 
• The TSE Mastermind has been helpful for Andres as it provided accountability which then equates to goals reached. 
• Sometimes, Andres wants to get things done and loses sight of other things. 
• It is important to learn how to allocate and delegate tasks. 
• It is not easy to do the hard things but they’re the ones that are going to be the critical pieces moving forward. 
• Oftentimes, when you have many things to do, you tell yourself that you are most productive at the last minute and that you work better under pressure. 
• Write down the things you need to do and scale the tasks in levels of importance. 

“Productivity: ‘I Feel Unproductive Every Day’” episode resources 

Follow Andres Escobar on LinkedIn. 

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

Ensuring sales productivity while working from home may still be a challenge for many people. How do you maintain sales productivity even with the work-from-home order? 

Getting to know Jas Takhar

Jas Takhar has been in the sales and service industry for over 25 years. Soon after deciding to try his hand in real estate, he co-founded the REC, and over the course of 15 years, has successfully propelled his team to the 1st place position in Canada under Royal LePage.

Ensuring sales productivity

• High-level sales refers to how many people you’re speaking to and how many conversations are specifically about sales. 
• Most people who were in sales for a long time had an advantage before COVID. Because they were able to speak with people face to face, they had a higher chance of closing a sale. 
• Every sales person is now playing on a level field because we can’t meet people in person. Conversations are now happening virtually.
• Sales reps now need to structure their day and prepare for the virtual meetings.
• Jas calls his warmest prospects first thing in the morning. These are prospects who have already shown interest and are already in the last phases of getting the deal. 
• The warmest prospect is where you are going to get the highest return. Create momentum for your day by having this conversation to launch. 
• The best time to reach out to new prospects is right after you make a new sale. This is when you feel lighter, happier, and that elation radiates into the conversation. 
• Jas thinks of his prospects like apples. Green apples are people who like to keep in touch with him and red apples are prospects who are ready to go. Rotten apples are cold prospects.
• Jas calls his ready-to-go prospects first, willing-to-have-a-conversation second, and his cold prospects last. 
• It’s all about momentum. Always do your highest producing activities first thing in the morning. 
• Even when you're working from home, you still need to be active. Keep learning and educating yourself. Study the numbers and get as much positive information as you can. 

“S1: How to Maintain Your Sales Productivity Even While Working From Home” episode resources 

Connect and follow Jas Takhar on LinkedIn. Follow his podcast as well! Visit his website for more information about Jas. 

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

Sales leaders, are members of your team really using their time to prospect and sell? How do you know if your team actually spends their time working towards closing a sale? Let’s talk about. 

Getting to know Skip Miller 

Ski Miller is the author of Outbounding: Win New Customers with Outbound Sales and End the Dependence on Inbound Leads. This time last year, Skip observed that people were running short and the inbound leads were running dry. It was a problem he knew he needed to address. Salespeople thought they’d be able to hit their sales and unfortunately, they didn’t. He started to write the book to find out the best practices in good salesmanship. 

Ensure that they keep prospecting and selling through best practices

• Revenue is a trailing indicator rather than a leading indicator. 
• You can start measuring proactive and leading activities, as well as competencies. 
• Ask your sales team to share their sales pitch, how they talk to a senior buyer, and ask them to share emails they send to prospects or buyers. These frequencies all create opportunities to coach.
• Good managers are focused on frequencies and competencies. A great way to get everyone involved is to make them a challenge or game.  
• Great managers are now huddling with their team to get their numbers up before the year ends. 
• On Miller’s team, they make it a game. They have contests to whose email gets the best response rate and give out awards. 
• It’s a dual purpose activity. Not only do they enjoy their work but they’re improving their skill sets. 
• Miller discovered that when you put people into fit teams of three to four members, the group will call out any member who isn’t doing what they should be doing. 
• Good sales managers are good at disqualifying leads. They don’t allow deals to just sit in the funnel. This qualification skill set is built with guidelines. They decide when to drop a lead and leaders can only do that if they’re in constant communication with their sales reps. 
• Emails that initiate curiosity get the best response. Keep that in mind when crafting the email. 

“How Can You Ensure That Your Team Spends Its Time Actually Selling?” episode resources 

Follow Skip Miller on LinkedIn. You can also check out his website to learn more. You can get his new book on Amazon or check the site here. 

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

Change is the only constant in this world and The Sales Evangelist Podcast is no exception. TSE has changed over the years and another is on the horizon. Listen to this episode as Donald talks about what you can look forward to doing with The Sales Evangelist podcast. 

Welcoming the change

• The first change is the length of the episodes. Based on a poll, 37% of our listeners said that a good podcast length is somewhere between 20-30 minutes. 
• Less time with introductions. Instead, we will focus more on the expertise they offer and the wealth of knowledge that will benefit our listeners. 
• With all the episodes we’ve already published, it gets harder for new listeners to locate the episodes they want to listen to. To remedy that, we’re going to organize the episodes into seasons. The seasons will also be categorized into parent topics such as productivity, goal setting, and more. Finding episodes will be much easier! 
• The content will be focused on answering your questions and the concerns that come directly from our listeners.
• New live coaching sessions will be available in the episodes where we’ll get to feature customers, prospects, and other community members.

“Season 1 "Why We Changed Up The Show"” 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

The goal for salespeople is to close more deals. In this episode, Sean Doyle talks about the secret to closing. 

Sean M. Doyle is with FitzMartin, a sales first consultancy firm that helps companies with their sales, marketing, and alignment. Their approach towards marketing and sales is based on science that drives revenue for their clients, while integrating sales and marketing. 

The idea of science-based framework 

• Most of us love superheroes. As the last touch, salespeople can be seen as the hero for their clients.
• Most salespeople don’t want the marketing team involved because they have a different process.
• While the marketing team complains about bad leads, science has a different view. 80% of these leads should be considered to be in a cycle of consideration, preparing to change, and then retreating. 
• Behavioral science is the transtheoretical theorem of behavioural change according to Prochaska & DiClemente. 
• There’s more to human behavior than just awareness. 
• When interviewing an ad agency, ask them to articulate what they feels is the most effective marketing approach just before closing a deal.  If they fail to answer the question,  move on. 
• A good marketer knows how to impact a deal all the way through the process. 

Looking back, Looking forward 

• The book Changing for Good: A Revolutionary Sic-Stage Program for Overcoming Bad Habits and Moving  your Life Positively Forward by James O. Prochaska is recommended reading. It talks about the change of behavior that is applicable to everyone who seeks to change. 
• From a  marketing and sales point of view, there are specific ways to help when the customers want to move forward. 
• When people are contemplating a purchase, they go to your website. Just because the prospects haven’t bought, it doesn’t mean they forget what they know of your company and their needs. They don’t need any more brand awareness. They need the later stage processes to help them finalize their decision. 
• Marketers need to help people move from contemplation to preparation, and eventually to action. 

“Looking Back/Looking Forward - The Secret To Closing More Deals” episode resources 

Follow Sean M. Doyle on LinkedIn or visit his personal website.  You can also get his book, Shift for free by clicking this link.  

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

There are many things we can look forward to with direct mail. In this episode, Chelsea Martin, the co-owner of Nom’s Bake Shop, talks about how direct mail is the new email. Chelsea and her partner didn’t begin their journey with direct mail immediately but as they grew the company, they ventured into the direct mail space. This strategy became even more important as they shifted from a cookie company to a gifting company. 

From a cookie company to a gifting company

• A lot of people forget about direct mail and how it’s an effective way of communicating with clients and prospects. 
• The bake shop started out as a family project for their father who recently retired. It was a hobby that he could enjoy while getting a chance to interact with other people. 
• The company was built with her husband, father-in-law, and sister-in-law. They started with a cookie company and expanded into a gifting company. 
• Entering into the gifting industry as they created cookies that are individually packaged with the customer’s or recipient’s logo, the cookies are then mailed out in customizable gift boxes. This shift moved them into direct mailing at the same time.

The power of direct mail

• Direct mail allows them to send gifts conveniently and still make the gift meaningful.
• For companies and clients, it’s important to know the specific person you are gifting to versus blindly sending to a company and hoping that it lands in the right hands. 
• To ensure that their cookies don’t go stale, they employ different campaigns to reach out to prospects/clients/recipients in order to ask about their shipping addresses and inform them a package is coming. 
• They aren’t sending out emails through an automation platform. People are more receptive when there’s another human on the other end. 
• Chelsea has been seeing their range and she thinks that it’s due to how warm their leads are. They also make case studies to present to their clients/prospects. 
• Regardless of the marketing strategy you employ, it all comes down to who your ideal client is and where your leads are.
• In business, people generally respond positively when they’re treated warmly. There should be an underlying motivation to connect with people. 
•  Be authentic in your giving. People are attracted to an energy that is genuine.

“Why Direct Mail is the New Email” episode resources 

Connect with Chelsea Martin on LinkedIn. You can also visit their site to get Instagram-worthy delights. 

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. 

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue. 

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