The Sales Evangelist

Sales scripts put sellers inside a box and lock them into selling a certain way, but when you throw away your sales script and do more creative, engaging selling, you'll increase your conversion.

Ned Leutz runs two teams for ZoomInfo, a business data and technology company that helps salespeople get in touch faster and drive more meetings and more sales. He'll talk today about throwing away the script in your sales efforts to increase your flexibility and your success.

People are accustomed to getting fast answers without ever having to engage with a person. By the time the prospect makes contact, the salesperson with a script may prove to be less flexible than the Internet. When that's the case, there's really no need for a salesperson.

Ned believes that giving a salesperson a script is the "kiss of death" and that scripts don't drive conversion or sales.

Salespeople who are limited by scripts will often fail to connect with the prospect's problem. If the goal is to find mutual challenges that you can solve together, the script will be extremely inefficient.

Instead of operating from a script, Ned suggests providing a map to sales reps. He believes in setting an agenda with the main goal of finding a point of mutual connection.

Ned's team starts with the question, "Why did you decide to take my call?" He says that most people don't take a call with a salesperson unless they have a suspicion that the salesperson can solve a need.

About 90 percent of the time, the prospect faces a challenge that he needs help with. The other 10 percent might be a case of someone taking your call because you're just a nice person. In those cases, you'll have to work to qualify the prospect before moving forward.

The question seeks to discover what caught the prospect's attention and prompted him to accept the phone call. It eliminates half of the guessing.

Begin from a point of mutual agreement. Either there's a problem that you can solve or there isn't. Once you've set that agenda, you've established an expectation for the conversation. You've earned the right to discover whether or not there's a problem you can solve.

You can ask the key questions of your customer to identify the challenge.

The alternative is to play a sales version of whack-a-mole in which you're constantly asking, "Is this it?" "Is this it?" You'll bore the client who will much prefer to research on his own since he'll likely perceive that you aren't listening or guiding him.

Nobody is taking your B2B sales call without looking at your website first and deciding whether there is something there that catches their attention. You can assume that the prospect has done some research before accepting your call.

Ned wants sellers to throw away the script in cold calling because there's enough information readily available to sellers that they should have a pretty good story for why they are calling each prospect. When you call a prospect, it's a suspicion rather than a script. you've got a reason for calling.

Your customer will have the sense that he isn't just a number on the list.

Ned points out that data companies can't fix a broken sales process or a bad product. A data company can give your sellers the information they need at their fingertips to have a 90% story as to why they might be able to help a particular company.

Ned asks his managers to focus on verifiable outcomes. They'll know that a rep had a really good discovery call if they understand that the client feels some sort of pain, they understand that the client is in a current state that he'd like to get out of, and he can answer the question, "What would you be able to do tomorrow that you can't do today if you could solve this problem?"

One of the worst sales questions we ask is, "If you solved this problem, how much money would you make?" Most people have no idea.

Instead, ask, "If you solve this problem, how would you quantify the impact of that on your organization? Who else would be affected?"

It's not important that the prospect be able to quantify it immediately. It's important that the prospect understand the impact your solution will make.

That thinking will help them decide whether it's worth making an investment.

Ned believes that if you can get cooperative collaboration on building a business case, you know that you have a good chance of closing the deal. He points to ineffective activity as the reason many sales teams struggle.

Scripts often result in ineffective cold calling, and data can hurt as well. If you spend your day calling switchboard numbers all day but you can't get a single gate-keeper on the phone, you'll have a hard time moving forward.

Ned's company engages in proof of concept in which they inject direct phone numbers into an organization's system and then ask the reps to engage in the same activity they always do. They know the conversations will convert at a much higher rate simply because they're going to talk to more people live.

They'll set up an experiment in which sellers make 10,000 phone calls across an SDR group without data and then 10,000 with the data and then evaluate the number of live connections and ultimately the number of meetings.

The outcome typically results in 10 more meetings a week, which is 520 more meetings a year.

Help your prospects arrive at conclusions on their own. Rather than give them answers, allow them to discover the answers themselves.

"It sounds like you see value in this. Your team doesn't have the right data and we can provide them the right data. If you had to build a business case, where would you start?"

About 90 percent of the time the customer will say, "That's a great question. How do your customers usually start?"

At that moment, you've earned permission to share. You'll earn your customers' trust very quickly this way.

Scripts won't get you where you need to be. Instead, give your team a framework under which they work to identify the client's business case and then evaluate whether the expectations are reasonable.

If a customer expects to close 20 deals with a product that isn't transactional and has a long sales process, that isn't a very reasonable expectation. The sales rep must negotiate that expectation to something more reasonable.

It's tempting to rely on scripts, especially when things aren't going well. It's also tempting to wrestle control away from your reps.

Instead, invest your energy into building a map and providing constant reminders around asking good questions.

[Tweet "Build your sales map around a mutual discovery process which allows the seller and the prospect to determine whether the relationship will be a good fit. Then provide your buyers room to convince themselves that your product is the right one. #DiscoveryProcess"]

You will close deals with a script, but you'll close them at a lower dollar amount at a much slower frequency.

Instead of measuring the number of calls you made, measure the number of outcomes. If your number of calls falls, but the number of meetings increases, forget about the number of calls.

You can connect with Ned Leutz on LinkedIn or email him at [email protected].

You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Many sellers discover that their perfect pitch is not working because, as they work to build value, they are appealing to logic rather than emotion.

We're devoting the whole month to a discussion about building value, and some of today's information comes from the book The Transparency Sale written by Todd Caponey. Todd will visit with us on the podcast in the near future, but today we'll talk about the decision-making process and the role our brains play.

Every day, we engage in activities every day that are so routine that we don't even think about them. When we drive to work, we put a seatbelt on without even thinking about it. When we back the car up, we put our arms over the seat beside us and then look backward.

You're able to listen to this podcast while you're driving because you don't even have to think about driving.

Todd talks about three levels of the brain, which you may have heard of before. The reptilian part, the limbic part, and the neocortex.

The reptilian portion is the core or center, and it's the oldest part of the brain. It prompts us to do things without thinking. It drives our instincts. It's the part that prompts us to react to pain without thinking, and it's part of our survival.

The limbic portion is more intricate and it helps deals with feelings and emotions. It helps us make decisions and motivates our behaviors.

The neo- or frontal cortex is the newest part of our brain and it's associated with information and logic. It's the largest part of the brain and it ties with math and reasoning and justification.

[Tweet "We make decisions emotionally and justify them logically, and it's our brain that makes it possible. #brainpower"]

We typically show up to our prospect meetings with PowerPoint presentations, charts, spreadsheets, and graphs of all the amazing things our product or service can do. We show up prepared to sell to the customer's neocortex -- the logical part.

Remember, though, that the logic part of our brain isn't where decisions are made. Decisions form in the middle portion of the brain, where our feelings and emotions reside.

You must help people make a decision emotionally, and then justify it logically. You can build value as a sales rep by using stories to tap into the emotion or pain that the prospect is experiencing.

Unless there is some kind of pain, your customer won't make a decision.

The reptilian part of our brain wants us to stay where we are. If nothing is harming us, why would we move? Leave things as they are.

Until someone points out the reason we need to make a change and appeals to our emotion, we'll never see a need to move. If a seller use emotion to prompt the customer to move and then help him justify the move logically, he'll be much more likely to make a change.

Tie the emotion and the logic together to help your prospects understand the need to make a change.

I recently met a guy who sells water filtration systems in Florida. He begins by asking people whether people drink water, and many people say no because it tastes bad and it's unclean and unhealthy.

He points out that taking a shower in the same water can be just as unhealthy because your skin is your body's largest organ, which presents a pain point for his prospects.

The seller never mentions price or facts about his product. He focuses on the emotion of wanting to be healthy.

Do it with stories or by asking the buyer questions that tap into emotion.

I define sales as helping people persuade themselves to make a change. If we try to persuade them, their guard immediately goes up.

Great sellers leave the buyer in charge of the decision. If your demos are flopping or your presentations aren't working, you're probably focusing too much on logic. Don't sell to the logical part of the brain. Sell to the emotional part.

Grab a copy of the book The Transparency Sale written by Todd Caponey for more information about the role our brains play in the buying process.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Smart sellers can make social media work for them by building a personal brand, giving value, connecting with others, and growing their business.

Andy Storch is a consultant and coach who is always learning new things about sales and who loves the freedom that selling provides. Though he says he still has a lot to learn, he has an advantage over many others because he's always trying new things.

Because he has the confidence to experiment and discover what works and what doesn't, he has a leg up on a lot of other people.

Whether you're selling services or products, there are very few things that absolutely distinguish your offerings from other people's. In fact, customers can always find an alternative.

In B2B especially, they are buying you. They want to do business with you.

Relationships are so important for sellers which is why it's more important than ever to develop a personal brand. You must let people know who you are and create authority.

To that end, Andy uses social media to let people know who he is, to create authority, to share knowledge, and to build authority.

As sellers, we initially think we want to get on a call with everybody, but there are a lot of people we just won't gel with. Social media attracts people who want to work with us and deflects others.

In an era where everyone is creating content of some kind, we have to put our own content out there in order to build our authority.

Given the amount of content that already exists, it's tempting to wonder why yours matters. Even if you're regurgitating information you learned from someone else, put your own spin on it.

For some, it's blogging. Others use podcasting or YouTube. It depends on your style and where your clients are.

Andy points to podcaster Chris Ducker and his business Youpreneur. In his book Rise of the Youpreneur, Chris says that if you build a personal brand, it's the last brand business you'll ever need to build because you can take it with you and evolve it into any kind of business.

Five years from now, you may do completely different work, but if you've built a brand and a following, people will go with you.

Your personal brand is what you're known for. Having your own website and your own colors is the advanced part of it.

Are you known for being knowledgeable, trustworthy, and someone that people want to learn from? Andy posts on social media with the goal of helping his friends discover the things that have previously worked for him.

They tell him that he inspires them, and he has created a personal brand as someone who is an achiever, who helps and inspires other people.

You want to be known as someone knowledgeable and trustworthy at the end of the day.

Think of your content as giving information to a friend. You are putting it out there for those people who need it and want it at that time, not for people who don't.

Don't worry about the judgment from people that your content isn't for. Most people are rooting for you. Even if the content isn't for them, they'll just scroll on by.

Andy's primary business is B2B so he spends most of his time on LinkedIn. When he moved to this business 18 months ago he committed to posting every weekday. Over time he has gained some traction there, though it's a tough platform to engage on. Until you have a really good following of people, it's tough to get likes and comments.

Start by finding an engagement group where people are in a group together commenting on each other's stuff. Be careful with this, though, because if you join multiple groups it can be tough to keep up.

If you find one, it will help you build your following and gain exposure. It doesn't directly turn into sales, but it keeps him top of mind for people.

You don't know who's on there and who's seeing your content. Don't put content out just for the sake of doing so, but find ways to be valuable to the people who follow you.

Don't assume you'll start generating sales right away. You're serving people, you're building a brand, and long-term it will work out for you.

The best practice is to schedule content, but Andy calls himself a live-in-the-moment kind of guy who decides each day what to post. He alternates between providing content that targets his ideal clients and general content that would be helpful for larger numbers of people.

His target clients are less than 10 percent of his overall network, so sometimes he wants to speak directly to them, but sometimes he wants to engage a larger group.

Think back to your own experiences and knowledge. Can you turn those into posts or stories that you can tell Would you rather write or speak?

You've got to put it out there are hit publish. You won't get much response in the beginning but you've got to keep doing it.

When you have a fear of judgment or criticism, it grows as you let it fester. The more you take action, just like with cold calling, you build more experience so it becomes less scary.

Andy has two podcasts: The Andy Storch Show and The Talent Development Hotseat. He uses the latter to land meetings with target clients who otherwise wouldn't meet with him, and it's working beautifully.

Everyone loves to tell their own story and they love attention. Many people don't know how to do that because they aren't going to start their own podcasts. Andy gives them a way to share their stories and experiences.

The same people who failed to accept sales meetings with Andy suddenly accepted the offer to appear on his podcast. He's working to develop personal relationships with these people.

These people didn't see a compelling reason to interact with him before they discovered his platform.

The added benefit is that he's growing his authority and building relationships.

Resist the temptation to include lots of calls-to-action and links. Provide value. They want to know that you're trustworthy and that you have interesting things to say.

[Tweet "People don't pay for information anymore. They pay for execution, so give information away. Serve, don't sell. #ServeCustomers"]

You can connect with Andy at his website, www.andystorch.com, and on LinkedIn. You can also check out his two podcasts: The Andy Storch Show and The Talent Development Hotseat.

You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Even if you’ve been selling for years, it’s possible that you’ve overlooked some ideas that will help you perform better, like working to shorten the sales process with video. 

Today we’ll discuss some ideas that will help you shorten your sales cycle and some ways to use video to accomplish it. I’ll also share a real-life example from one of my clients to demonstrate how effective it can be.

Video is so simple and so powerful that it’s hard to imagine that some people aren’t taking advantage of it. We’ve talked about it on The Sales Evangelist for months because it’s a powerful tool that’s available to every seller.

I recently read a study that showed that 7 out of 10 B2B buyers watch a video somewhere in their buying process. So 70 percent of buyers are watching videos that are usually generated by the marketing department.

But why aren’t we in sales using it as well? It’s simpler for the buyer to consume, and it isn’t difficult for us to make them.

Videos are everywhere and we engage with them daily on Netflix, YouTube, and other places. Stories are part of our lives.

We can use them in our prospecting, in our closings, and to build value throughout the entire sales process. Use video to follow up with a client or share a testimonial. Create a video overview of your product.

Chaz works in the 3D printing industry, which for some of us is still rather unfamiliar. Because his product is cutting-edge, it can be difficult for him to explain what he’s doing to his customers.

The emails can get long and confusing. His customers have lots of technical questions. Chaz realized that it would be very time-consuming to answer all of those questions each time they arise. When he tried to get his customers to hop on a call so he could answer the questions, they often went dark on him.

He decided to use video to answer questions for his customers. It shortens the process because it’s quicker than email, and it helps him build trust with his customers.

Chaz said that he can shorten the sales process with video by up to a week.

If you could shave time off of each of your deals, how much more could you process? How many more clients could you obtain? Could you close more deals or earn more commission?

Imagine your current customers running into trouble with the product you sold them. Instead of asking them to ship it back to you so you can troubleshoot the problem, why not use video to help them identify the glitch.

You can walk them through the process and provide guidance that will help them improve the outcome the next time.

Chaz uses the video to carry the customer through the process and it freed up more time in his day because he was able to help his customer quickly and efficiently so he could move on to other things.

We’ve told you about a number of different video tools like BombBomb, Loom, Wistia, and Soapbox. There’s another called Vineyard, and probably many more that I haven’t named.

Video humanizes you for your customer, and research has proven that people do business with those that they know, like, and trust. When your customer can see and hear you, you’ll be able to build trust much more quickly in addition to helping your customer.

You can use video in your prospecting by following up with your prospects. Try using it in your outreach process to see what kind of results you get. We’re testing it ourselves and seeing amazing results.

Chaz is part of our TSE Certified Sales Training Program beta group, which wraps up in a couple of weeks. You can connect with him on LinkedIn, and you can watch the videos I mentioned earlier in the podcast here and here.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Many sellers elongate the sales process without even realizing it, and Steven Griffith is here to talk about how to take control of your time and to explain that your time management ideas are wrong.

Steven is a performance coach and the author of the book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. He explains how to close the performance gap and get hours back in your day.

Steven discovered about five years ago that all of his performance clients were pointing to the same roadblock to their success: they didn't have enough time. He even discovered that he was feeling the same way.

Technology has created more distractions and it prompts us to multi-task all the time. Our lives are moving at an incredible pace and we're all over-stimulated by toxins that steal and hijack our time.

Old time management strategies worked when the phone was connected to the wall by a cord. We live by the notion that time is scarce so we're working to cram as much into each hour as we can.

Most people have an adverse relationship to time, so Steven teaches his clients to establish a positive relationship with time so that time becomes abundant. It's a matter of viewing time as an ally rather than a foe, and working with it instead of fighting against it.

Consider the phrase "if time allows." Steven routinely asks people whose time they are referring to when they use this phrase.

We've conditioned ourselves to believe that time has the power to allow us to accomplish things. We buy into the idea that time is an outside thing that we're working against when, in fact, we are time.

Steven talks about compressing a sales cycle to fit one year's worth of sales into one month.

He tells the story of a real estate professional who sells luxury real estate in L.A. He had health issues in the third quarter and he was really underwater.

They worked together to do a time cleanse that would help him compress his time.

Steven said we all have a built-in belief system about how long a sale takes. We're conditioned by our industries to believe in ideas like slow seasons and high seasons.

Our mental framework keeps us in that mindset, so we get stuck. We might go up or down by 10 percent but we'll always come back to our conditioned thermostat.

Steven asked the agent if it was possible to complete a year's worth of sales in 10 months' time. Without worrying about how to do it, he simply wanted to know if it could be done.

Could it be done in 8 months? Or 6?

Steven worked to break apart his self-limiting beliefs about how long the sales cycle takes. By the time they got down to 8 weeks, he admitted that he didn't know how he would do it.

They started building a new framework in which it was possible to do a year's worth of sales production in 8 weeks.

They started by identifying the activities that the agent absolutely had to do. Steven calls these ROT activities or high return-on-time activities.

His biggest business-generating sales activities were his 10x10, (10 contacts by 10 a.m.) and researching the market for pre-qualified buyers.

His time cleanse involved identifying different categories like technology, people, places, and others and categorizing their time. Once they had written everything down, they considered whether each activity was contributing to or contaminating his time.

They identified his time there as a contaminant because his visits often turned into two-hour stays. Instead, they sent his assistant to get his coffee each day.

By the end of the activity, they reclaimed 25 hours a week, 8 of which was the coffee shop. The time cleanse gives you the opportunity to evaluate whether you're doing the right things at the right times.

He redistributed his time and assigned his non-revenue-generating activities to his assistant as well.

Next, Steven showed his client how to set his day up to perform. He calls the concept timefulness, which is an advancement of mindfulness.

It's being present in the moment so that we stop multitasking. We maintain a single focus which can 2 or 3x our results on its own.

The client put everything on his calendar, and he created a reset strategy. He set an alarm on his phone to go off every hour, and when it did, he would check to make sure that he was being mindful. If he wasn't following the plan at that point, the alarm was his cue to return to it.

After about two or three weeks, he couldn't believe how quickly the sales started coming. Like many people, he said, "I can't believe this is happening so fast." Steven cautions people to avoid that mindset because that doubt will keep things from happening quickly.

The client got laser-focused on his activities that generated revenue and he developed a relationship with time that supported those activities. He didn't feel like he was fighting the clock anymore.

Be aware as a seller that if you're stressed out, people will sense it and they likely won't want to be around you.

At the end of 8 weeks, the client had done the most he had ever done in a quarter, and he went on to hit his all-time career record that year.

We must overcome what Steven calls our "always way of being," which is our belief that certain activities take a certain amount of time. We've been conditioned to believe that work must be hard and that we must grind to achieve the things we want.

Although it's true that you must have time in order to conduct sales, it's possible for sales to happen instantly. Begin by asking yourself how you can compress time. If you don't ask the question, you'll never get the answer.

Don't use the phrase time management. We don't manage our family members, but rather we want to be connected to them and work in unison with them. The same is true of time.

If you find yourself wanting to try Steven's concepts, begin by shattering the neurological connections in your mind that say this isn't possible. Then, do your own cleanse. Determine what is contaminating your time. Anything that is holding you back from accelerating your goals and dreams is a contaminant.

Write down every single interaction and ask yourself whether your activities are contributing.

It could be Facebook, negative people, or any other thing that takes up your time.

Most people get back a minimum of 10 hours, but most get back 20 or more.

Many people resist the idea of compressing time because they use time as an excuse for not doing, being, and having. They frame themselves as victims of time. #CompressTime

If we say things like "Time doesn't allow," it lets us off the hook because we aren't in charge. Instead, go on a time-excuse diet where you stop using time as a justification for not accomplishing things.

As an entrepreneur and sales professional, the word no is as powerful as the word yes. Realize what you're saying yes to, what you're saying no to, and where your high-performance hours are.

Steven dedicates an entire section of the book to setting up their day to perform. In fact, many people are doing the right activities at the wrong time. We must determine when we have our best energy and then cluster those similar activities together. Our brains work more efficiently and we'll get better results.

If you are time, and you're 100 percent accountable and responsible for it without letting anything steal it, you take 100 percent control of your life and the results you get.

If you'd like to connect with Steven, go to stevengriffith.com/salesevangelist for a free download of his top 10 performance tips to help you perform better with time. You can also pre-order a copy of his book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. When you do, you'll get free access to his master class that walks you step-by-step through the cleanse process.

You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS