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Sales and marketing are supposed to work together, but in most companies, they don't. Not to the level your revenue actually needs. In this episode, I sat down with Mark Kapczynski, co-founder of Kontrol Media and author of Everyone Sells, to talk about practical, sometimes unconventional ways to get these two teams pulling in the same direction.

Why Sales and Marketing Still Don't Work Together

• Traditional marketing was built around brand awareness, not revenue. That history still shapes how a lot of teams operate today.
• Marketing budgets are getting cut because leadership now expects marketing to prove its impact on revenue, not just visibility.
• Sales and marketing need to see each other as one team working toward the same goal, not two departments with separate scorecards.

Give Sales and Marketing One Shared Goal

• Most companies still measure marketing on traffic and awareness, while sales is measured strictly on closed revenue.
• Mark says both teams need a shared goal tied to revenue, whether that's new logos, higher customer lifetime value, or overall revenue growth.
• Marketing pay structures need to change too. Straight salary with a small year end bonus doesn't give marketers the same stake in closing deals that commission gives salespeople.

Meet on the Pipeline Two or Three Times a Week

• Sales and marketing can't just hand off leads and hope for the best.
• Mark recommends meeting regularly, two or three times a week, to review the pipeline together.
• These meetings should cover what made one lead higher quality than another, and what's holding up deals that are stuck.

Track the Metrics That Actually Matter

• Customer acquisition cost (CAC) and lifetime value (LTV) should be shared numbers between sales and marketing, especially for enterprise deals.
• Return on ad spend (ROAS) shows whether marketing's paid spend is actually working. Mark looks for four to five times return.
• Time to close and number of touch points are also worth tracking together.

Let Marketing Support the Close, Not Own It

• Marketing shouldn't be responsible for closing deals. Contracts, legal terms, and pricing sit outside their lane.
• But marketing can stay involved right up until the customer gives a verbal yes, supporting the salesperson the whole way.

Use What Marketing Is Already Great At

• Marketers are natural storytellers. Salespeople tend to be more transactional and want to close fast.
• Marketing can help build trust and consistency across every touch point, so a prospect hears the same story from sales, marketing, and leadership.
• Nurturing is another area marketing can own. Not every prospect is ready to buy today, and marketing has the tools and patience to stay engaged until they are.

The Big Takeaway: Everyone Sells

• Mark's core message ties back to his book, Everyone Sells. Every person in a company plays a role in the sales process, not just the sales team.
• When only one department is expected to carry the entire revenue goal, the business underperforms.

"Sales and marketing are peanut butter and chocolate. They have to work well together, otherwise you just have two silos going two different directions with two sets of goals." — Mark Kapczynski

Resources

• Learn more about Mark's company, Kontrol Media.
• Connect with Mark Kapczynski on LinkedIn.
• Check out Mark's book, Everyone Sells (Including AI): How to Influence Anyone, Anywhere, Anytime.
• Join our LinkedIn cohort and learn to prospect the right way.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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This wraps up our four part LinkedIn Response Series. Over the last few episodes, I covered your headline, your banner, and how to turn profile views into real conversations. In this final episode, I'm showing you how to take those conversations and turn them into booked appointments.

Never Pitch First

• The fastest way to kill a new LinkedIn conversation is to pitch right away.
• When someone replies to you, keep the conversation focused on them before you bring up your product or service.

Make The Conversation About Them

• One of the easiest ways to find something to talk about is to look at what the person posts on LinkedIn.
• I'll drop a prospect's profile link into Claude or ChatGPT and ask for ideas on how to start a natural conversation with them.
• If they post about something like running marathons or self improvement, use that as your opener. Ask a real question about it.

Use Voice And Video Messages

• Voice and video messages inside the LinkedIn app get far better replies than plain text.
• Record them natively in the LinkedIn app, not through Loom or another video tool. It feels more real, and prospects respond to that.
• Always end your voice or video message with a question. That question is what pulls the reply out of them.

Give It A Day Or Two

• Don't ask for anything the same day someone replies to you.
• Wait a day or two, then ask a permission based question tied to something specific about them or their company.
• This is what turns small talk into a real business conversation.

Message The Right People

• None of this works if you're messaging random people.
• Build your outreach around people who fit your ideal customer profile. Target the accounts and titles you actually want to work with.
• Relevant messages get relevant replies.

Turn It Into An Appointment

• Once someone shows interest, ask if they're open to a five to seven minute conversation.
• If you can't explain what you offer in five to seven minutes, that's a sign to tighten up your pitch first.

"If you can't explain what you offer in five to seven minutes, you don't have a right to ask for someone's time." — Donald C. Kelly

Resources

• Learn the full system inside the LinkedIn Prospecting Course.
• Email Donald directly at donald@thesalesevangelist.com to ask about joining the next cohort.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Getting a notification that someone viewed your LinkedIn profile can be exciting, but most sellers don't know what to do next.

In this episode of the LinkedIn Response Series, I am sharing how to turn profile views into meaningful conversations that can lead to appointments and new business.

Instead of ignoring those notifications or sending an immediate sales pitch, I'll show you a simple process that helps you engage interested prospects the right way.

Why Profile Views Matter* A LinkedIn profile view is often a sign that someone is interested in learning more about you or your business. * They may have found you through your content, received a connection request from you, or be researching your company before reaching out. * In many cases, prospects are doing their homework before booking a meeting. That makes profile views an early buying signal that should not be ignored.

Avoid the Wrong Response* It is tempting to react in one of two ways: send an immediate sales pitch or do nothing at all. * Neither approach is effective. Instead of rushing the conversation or letting the opportunity pass, use the profile view as a reason to start a genuine connection. * The goal is to build a relationship before discussing your product or service.

Start the Conversation Naturally* A simple, honest message can open the door to a meaningful conversation. * If someone views your profile, take a moment to review theirs. If they look like a good fit, send a connection request with a friendly message acknowledging that they visited your profile. * Asking why you are not already connected feels natural and often encourages a response without sounding salesy. * Once they accept your request, continue the conversation by asking what prompted them to visit your profile. Their answer may reveal a need, an opportunity, or an interest in working together.

Focus on People Showing Interest* Not everyone who views your profile will become a customer, and that's okay. * Some people will decide you are not the right fit, while others are already interested in what you have to offer. * Focus your time on the people who are engaging with your profile, content, or connection requests. Those are the conversations that are most likely to turn into appointments and future business opportunities.

Make Profile Reviews a Weekly Habit* Following up on profile views does not have to take a lot of time. * Set aside time each week to review who has visited your profile. * Reconnect with people you've already engaged with, and send connection requests to new prospects who fit your ideal customer profile. * A consistent follow-up process helps you start conversations before your competitors have the chance.

"The profile view gets overlooked, and it is a critical spot." — Donald C. KellyResources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Your LinkedIn headline is one of the first things prospects see, yet many salespeople waste it by listing their job title and company name. In this first episode of the LinkedIn Response Series, I explain why your headline should focus on the problem you solve instead of who you work for.

A strong headline tells prospects immediately how you can help them, increases profile views, and encourages more conversations before you ever send a sales message.

Why Your LinkedIn Headline Matters* Your headline is more than a job description. It helps prospects quickly decide whether you're relevant to them.

A well-written headline can:

• Increase profile views by making your profile stand out in LinkedIn searches.
• Encourage more inbound conversations from interested prospects.
• Clearly communicate the value you provide before someone reads the rest of your profile.
• Improve your visibility by using keywords your ideal buyers are already searching for.

Stop Leading With Your Company Name* Most buyers don't care where you work unless your company is already widely recognized. * Instead of using your company name or job title as the main focus, use your headline to explain the problem you solve. When prospects immediately recognize a challenge they're facing, they're far more likely to view your profile and engage with you.

Focus on the Right Audience* A great headline only works when it's seen by the right people. * Rather than trying to appeal to everyone on LinkedIn, narrow your focus to your ideal buyers. This could include people who: * Recently changed jobs. * Are active and posting on LinkedIn. * Match your target industry or decision-maker profile. * The more relevant your audience, the more effective your headline becomes.

Use a Simple FormulaOne effective approach is to build your headline around three parts:

• Identify a specific problem your ideal customer is experiencing.
• Make the problem feel immediate and relevant.
• End with a question that points toward the result they want.

This approach sparks curiosity and encourages prospects to learn more about you.

Keep Your Message Simple* Avoid technical language, company jargon, or long descriptions. * Your headline should be short, easy to understand, and immediately clear. Prospects should know within seconds whether your profile is relevant to them.

Real Results From a Better Headline* Even small changes can make a noticeable difference. * After updating one team member's LinkedIn headline to focus on customer pain points instead of company information, connection requests began turning into real conversations. * Prospects started asking buying questions and booking appointments without being pitched directly. * The change wasn't in the outreach. It started with the headline.

What's Next?In the next episode of the LinkedIn Response Series, I explain how to increase LinkedIn profile views so more qualified prospects actually see your profile and your headline.

"Address the problem your prospect is already thinking about, then show them the outcome they're looking for."

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Administrative tasks are part of every sales role, but they should never take priority over selling.

I'm revisiting a conversation from the archive with Anthony Iannarino to share practical ways to keep admin work from taking over your day. While this conversation first aired in 2020, the principles are still relevant today, especially when AI can help streamline many everyday tasks.

Busy Is Not the Same as Productive

• A full calendar does not always mean meaningful progress. As sales professionals become more successful, more requests, emails, client issues, and internal tasks naturally compete for their attention.
• The challenge is learning to separate work that creates opportunities from work that simply keeps you busy.
• Staying productive means focusing on the activities that move deals forward instead of constantly reacting to every request.

Protect Your Most Important Work

• The best time and energy should be reserved for activities that directly contribute to sales.
• Instead of starting the day by checking emails or responding to client requests, block uninterrupted time for prospecting, nurturing relationships, and preparing for important sales conversations.
• Administrative work can be handled later without sacrificing the work that drives results.

Create Boundaries Around Client Requests

• Being available for clients does not mean responding to every request immediately.
• Many transactional tasks, such as correcting invoices, retrieving reports, or resolving operational issues, belong to other departments.
• While it is important to make sure customers receive the help they need, those responsibilities should be delegated whenever possible so selling remains the priority.

Use Time Blocks to Stay Focused

• Switching between emails, CRM updates, prospecting, and meetings throughout the day makes it difficult to stay focused.
• Working in dedicated time blocks helps eliminate distractions and improves productivity.
• Setting aside uninterrupted periods for prospecting, project work, and administrative tasks makes it easier to complete each activity without constantly changing focus.

Batch Administrative Tasks Together

• Administrative work is unavoidable, but it does not have to interrupt the entire day.
• Grouping similar tasks together, such as updating the CRM, replying to emails, or completing reports, helps reduce time lost through constant task switching.
• Completing these activities during scheduled blocks keeps them from interfering with revenue-generating work.

Let Your CRM Work for You

• A CRM should be used as a tool to support future conversations, not as another task to avoid.
• Recording important notes after meetings makes it easier to remember customer goals, previous discussions, and next steps.
• Instead of relying on memory, use the CRM to capture details that strengthen future interactions and improve follow-up.

Confidence Matters More Than Endless Research

• Many sellers delay prospecting because they believe they need more research before making a call.
• Research has its place, but it should never replace meaningful outreach.
• A clear value proposition, confidence in the conversation, and consistent follow-up have a much greater impact than spending hours gathering information that may never be used.

Prioritize Opportunity Creation Every Day

• Sales success comes down to creating opportunities and winning them.
• Administrative work supports the sales process, but it does not replace it.
• Protect time for prospecting, client conversations, and relationship building before tackling lower-value tasks.
• Consistently doing the most important work first creates better long-term results.

"Do what's most important first every day without failure, and don't negotiate with yourself." — Anthony Iannarino

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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How do you handle competitor questions without sounding defensive, desperate, or unprofessional?

In this solo episode, Donald C. Kelly shares three practical strategies for talking about competitors with confidence and credibility. Instead of attacking another company, he explains how to use customer stories, thoughtful questions, and your prospect's own insights to position your solution as the better fit.

If you're in a competitive sales environment, this episode will help you navigate competitor conversations in a way that builds trust and moves deals forward.

Episode Breakdown with Timestamps:

Why You Should Prepare for Competitor Conversations (00:00:31 – 00:01:30)

• Donald explains that prospects are often evaluating multiple vendors at the same time.
• Rather than being surprised by competitor questions, sales professionals should prepare their messaging ahead of time and understand where their solution stands out.
• He emphasizes that preparation gives sellers confidence when those conversations arise.

Lead With Your Strengths Instead of Attacking Competitors (00:01:31 – 00:02:30)

• Donald shares his first strategy for handling competitor discussions.
• Instead of naming competitors or criticizing them directly, he recommends emphasizing the areas where your solution performs best while subtly addressing gaps that prospects may experience elsewhere.
• The goal is to keep the conversation focused on solving the customer's problem rather than attacking another company.

Let Customer Stories Do the Talking (00:02:31 – 00:07:30)

• Donald introduces his favorite approach: using customer success stories to explain why buyers switched from a competitor.
• Drawing from his experience competing against Laserfiche in the document management industry, he demonstrates how to acknowledge what a competitor does well before explaining why customers ultimately chose a different solution.
• He explains that customer experiences carry far more credibility than sales claims because they come from real users rather than the salesperson.

Use Reviews and Testimonials as Third-Party Validation (00:06:01 – 00:07:30)

• Donald encourages sales professionals to study customer reviews on platforms like G2 and Google Reviews.
• Instead of making negative claims yourself, use publicly available feedback to understand common concerns and position your solution accordingly.
• This approach allows prospects to hear criticism from existing users instead of from you.

Let Prospects Voice Their Own Doubts (00:07:31 – 00:10:30)

• The third strategy is to ask thoughtful questions.
• Donald recommends asking prospects what concerns they have about other vendors instead of volunteering criticism yourself.
• Once they share their doubts, you can validate those concerns and explain how your solution addresses the issues they're most concerned about.
• This creates a more natural and trustworthy sales conversation.

Three Strategies to Handle Competitor Questions with Confidence (00:10:31 – 00:11:39)

Donald wraps up the episode by summarizing his three-step framework:

• Build your sales conversation around your strengths.
• Use customer stories to explain why buyers switched from competitors.
• Let prospects express their own concerns before responding with customer proof and relevant examples.

Themes Discussed

• How to discuss competitors professionally
• Positioning your solution without badmouthing others
• Using customer stories to build credibility
• Leveraging online reviews in sales conversations
• Asking better questions during competitive deals
• Building trust through evidence instead of opinion

Key Quote from the Episode

"How you can talk about your competitor without badmouthing them is to have your customer do so."— Donald C. Kelly

Resources Mentioned

• G2 Reviews
• Google Reviews

Follow Donald on LinkedIn:

https://www.linkedin.com/in/donaldckelly

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show.

Complete our two-minute survey here: thesalesevangelist.com/survey.

We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound.

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What separates sales professionals who earn six figures from those who consistently earn seven?

In this episode, Donald sits down with Brandon Fluharty, enterprise SaaS sales leader, speaker, and author of The Seven-Figure Millennial. Brandon shares the mindset, systems, and practical strategies that helped him become a seven-figure earner without subscribing to hustle culture.

Throughout the conversation, Brandon explains why success in enterprise sales comes from slowing down. Choosing the right opportunities. Building meaningful customer relationships. creating a personal operating system that supports consistent performance.

If you're selling into enterprise accounts, leading complex deals, or looking to improve your sales career without burning yourself out, this episode is packed with actionable insights.

Episode Breakdown with Timestamps:

Brandon's Journey Into Enterprise Sales (00:06:03 – 00:06:56)

• Brandon shared how he transitioned from DJing while starting his sales career to eventually becoming a seven-figure enterprise SaaS seller.
• According to Brandon, reaching seven figures happened much faster than expected and taught him that success is about enjoying the process rather than chasing a destination.
• He explained that falling in love with the daily work mattered more than the financial milestone itself.

Why Slowing Down Helps You Sell More (00:06:56 – 00:09:32)

• Brandon introduced the philosophy that changed his career: slow down in order to speed up.
• He explained that constantly hustling and chasing every opportunity drains both time and energy.
• Instead, he focused on becoming intentional about where he invested his effort and chose accounts where he could create the greatest impact.

Protecting Your Time and Energy (00:09:32 – 00:12:57)

• The discussion shifted to why focus is one of the most valuable skills in enterprise sales.
• Brandon explained his Diamond Standard framework for identifying ideal accounts instead of trying to sell to every large company.
• He also shared why understanding the customer's experience gave him credibility when speaking with executive buyers.

The Three Truths About Seven-Figure SaaS Sales (00:14:18 – 00:17:09)

• Before explaining his framework, Brandon outlined three realities every seller should understand.
• According to Brandon, seven-figure earners typically sell to enterprise organizations, develop confidence through experience, and remain patient during long sales cycles.
• These three foundations make the rest of his seven-step framework possible.

Find the Right Sales Environment (00:17:09 – 00:20:00)

• Brandon explained why choosing the right company matters as much as developing sales skills.
• Rather than joining the largest organization, he recommends finding a company that's mature enough to support enterprise deals while still allowing individual sellers to make a meaningful impact.
• He also encouraged sales professionals to focus on industries creating long-term transformation, such as AI, cybersecurity, and cloud technology.

Build a Transformation Mindset (00:20:00 – 00:21:32)

• Brandon believes the best enterprise sellers don't sell products.
• They sell transformation.
• Instead of focusing conversations around features and pricing, he encourages sellers to help customers rethink how their businesses operate and prepare for long-term change.

Be Strategic About Your Target Accounts (00:21:32 – 00:26:49)

• Brandon explained how the Japanese concept of Ikigai helped him rethink account selection.
• Rather than accepting every opportunity, he prioritized companies that aligned with his interests, expertise, motivation, and ability to create meaningful change.
• According to Brandon, purpose creates the motivation needed to navigate long enterprise sales cycles.

Create Your Diamond Standard (00:29:02 – 00:30:34)

• Brandon shared the five criteria he uses to identify his ideal accounts.
• His Diamond Standard focuses on opportunities that are personally interesting, industry-leading, aligned with his expertise, capable of moving quickly, and large enough to justify significant investment.
• He explained that every seller should create a personalized framework rather than copy someone else's.

Turn Imposter Syndrome Into a Strength (00:30:53 – 00:33:01)

• Brandon discussed why imposter syndrome becomes more common as sales professionals advance.
• He shared how embracing his introverted personality allowed him to become a better listener and deeper strategic thinker.
• Instead of viewing personality traits as weaknesses, Brandon encourages sellers to turn them into competitive advantages.

Win Bigger Deals Through Collaboration (00:33:01 – 00:35:18)

• According to Brandon, seven-figure deals are never won alone.
• He explained why successful enterprise sellers build strong partnerships with legal teams, solution consultants, executives, and marketing instead of trying to control every part of the process.
• Collaboration, not ego, leads to larger opportunities.

Step Seven: Build a Personal Operating System (00:35:18 – 00:39:29)

• Brandon concluded by introducing two personal frameworks: DFC (Discipline, Flexibility, Curiosity) and PREP (Plan, Rest, Effort, Perform).
• These systems help sales professionals prepare effectively, adapt during conversations, reflect on performance, and avoid the burnout caused by hustle culture.
• According to Brandon, consistent performance comes from operating intentionally rather than simply working harder.

Themes Discussed

• The seven steps to earning seven figures in SaaS sales
• Why slowing down leads to better sales performance
• Building a transformation mindset in enterprise selling
• Creating a strategic target account list
• Overcoming imposter syndrome
• Collaborating to win enterprise deals
• Developing a personal operating system for long-term success

Key quote from the Episode:

"It's not a destination. It really is falling in love with the process." — Brandon Fluharty

Connect with Brandon Fluharty on Linkedin:

linkedin.com/in/brandonfluharty

Signup for Brandon’s Newsletter:

Be Focused Live Great

Visit Brandon’s website: brandonfluharty.com

Connect with Donald C. Kelly:

https://www.linkedin.com/in/donaldckelly

Sponsors:

• HubSpot: hubspot.com
• LinkedIn Sales Navigator: Start your 60-day free trial at [linkedin.com/sell
• Blue Mango Studios: Turn your podcast into a lead generation machine at bluemangostudios.com

Featured Resources:

• Be Focused Live Great: Brandon’s newsletter for insights on professional growth.
• The Seven Steps to Earning Seven Figures: Brandon’s upcoming book on the "anti-hustle" guide to million-dollar SaaS sales.
• Mistakes That Made Me podcast

Credits:

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound.

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Don’t dream small as a seller. Always think bigger than what feels comfortable. My guest, Jason VanDevere, author of the bestselling book Dream Driven and founder of the Goal Crazy platform, shares an incredible story about his car dealership business and how a 90-day plan can completely shift results. He also breaks down five principles that challenge you to remove limitations and start moving toward bigger goals with intention.

Meet Jason VanDevere

• Jason VanDevere is the author of the bestselling book Dream Driven and the founder of the Goal Crazy platform, which helps entrepreneurs set goals, manage their time, and actually follow through on what matters most.
• After leaving his family’s successful car dealership business, Jason went on to build a multi-million dollar real estate portfolio and create the Goal Crazy Planner, now used by tens of thousands of people to stay focused and hit their goals.
• He lives in Akron, Ohio with his wife and four children, and also shares insights as the host of the Goal Crazy Podcast.

The Power and Process of Dreaming Without Limits

• How do you know which dreams actually matter? Jason shares that when he left his family’s successful car dealership, many people saw it as a mistake. But he trusted his system and his vision enough to move forward anyway.
• For him, dreams are the space where your heart gets to express what it really wants without limitations. Goals are more structured and specific, but when your goals are connected to your deeper dreams, they carry real meaning and purpose.

Why Do We Limit Our Dreams

• Most people don’t struggle with goals, they struggle with dreaming.
• We spend so much time focused on bills, responsibilities, and staying afloat that we slowly shrink what we believe is possible. Survival mode becomes the default.
• That’s why Jason intentionally creates space for dreaming. He’ll turn on music, step away from distractions, and spend about ten minutes visualizing the life he actually wants to build.

Setting Breakthrough Goals That Stretch You

• After getting clear on your long-term dreams, the next step is choosing a yearly goal that currently feels slightly out of reach. Not impossible, but uncomfortable enough that it requires you to level up.
• The goal should be exciting, but also demanding. It should push you to learn new skills, face fears, and step outside what feels familiar.
• Jason draws from Tony Robbins’ philosophy here, emphasizing that the real value is not just hitting the goal, but becoming the person who is capable of achieving it.
• If it already feels easy or fully within reach, it is not a breakthrough goal. It is just another task on a checklist.
• The purpose of this approach is growth. You are constantly stretching, evolving, and aligning your actions with a bigger vision of what you are capable of becoming.

“A problem with goal setting is that many people skip the dreaming step. You can still set goals without dreams, but they lack direction and meaning. Without that, people end up in survival mode, just working to stay afloat. When goals are tied to real dreams, they become meaningful and bring purpose back into your life.” — Jason VanDevere

Resources

• Connect with Jason VanDevere on LinkedIn and visit GoalCrazy.com to explore his planners, resources, and coaching opportunities.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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We’re tapping into a Renaissance era in sales. AI is changing how sellers operate, but human connection is still what builds trust and closes deals. My guest, Yiannis Gavrielides, Co-founder and CEO of Covve, shares how trade shows remain one of the strongest ways to build real relationships in a digital-first world.

Meet Yiannis Gavrielides

• Yiannis Gavrielides is the co-founder and CEO of Covve, a lead capture and relationship intelligence platform helping sales teams and professionals turn every meeting into a real pipeline.
• Covve is used by over 2 million people across 130+ countries, from solo founders to global companies like Delta and Prudential.
• A serial founder across technology, media, and hospitality, Yiannis built Covve on one core belief: in an AI-first world where emails, decks, and even calls can be automated, trust is still the one thing technology cannot replace.
• Before Covve, he worked in consulting and banking in London. Today, he focuses on helping sales teams turn human connection into their most defensible competitive advantage.

Basics of Building Trust in Sales

• We’re living in an era where everything is being automated, from emails to scheduling to large parts of the sales process.
• But even in a digital-first world, very few people can walk into a room and naturally connect with everyone by the end of an event. Shout out to my good friend Jared for being able to do this.
• Connection is everything in sales. Instead of focusing on selling right away, the real shift is learning how to stay curious about people.
• Yiannis shares insights from anthropologist Professor Robin Dunbar. When we meet someone new, we immediately start looking for shared signals.
• Things like accent, humor, interests, or communication style. These small cues help us decide, often subconsciously, whether a connection is forming. That first layer of recognition is what builds trust.

Re-Booking Meetings for Success

• Successful trade show follow-up starts before the event even happens. The key is identifying the right people you want to meet and setting meetings in advance whenever possible.
• Use LinkedIn and AI tools to research key attendees so you can connect over shared industry insights instead of leading with a sales pitch.
• The goal is simple. Build relationships first, and let business conversations follow naturally.

Finding the Right Trade Shows & Preparation

• Start by clearly defining your ideal customer profile so you know exactly who you are targeting, including companies, roles, and regions.
• From there, use tools like 10times and Evensi, along with AI, to research and organize trade shows. This helps you evaluate events based on timing, size, and relevance to your audience.
• Bigger is not always better. The most effective events are the ones where your ideal buyers are actually present in meaningful numbers.
• The real advantage comes from preparation. The most successful sellers are already identifying attendees and starting conversations before they ever arrive at the show.

“When we show up as human and treat the other person like a human being with curiosity and genuine interest, we start finding what we have in common. That’s what builds trust, and that trust can then grow into something more meaningful and useful.” — Yiannis Gavrielides

Resources

• Get 20% off Covve business plans with code TSE26
• The Networker: free newsletter and podcast on relationship building
• Connect with Yiannis Gavrielides on LinkedIn.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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In the final part of this customer success and retention series, I share how businesses can move beyond simple transactions and turn satisfied customers into true brand evangelists. The focus is on creating experiences that people remember and naturally want to talk about.

The Power of Memorable Experiences

• Brand evangelists are not created by accident. They are built through intentional experiences that feel thoughtful and immersive.
• Some of the best examples of this come from companies like Disney, where every detail is designed to fully immerse guests in the experience.
• Chick-fil-A, where every interaction is grounded in gratitude and positivity. And the Ritz Carlton, where employees are empowered to solve problems quickly and go above and beyond for guests.

Small Gestures, Big Impact

• You do not need massive systems to create loyal customers. Often, it is the small things that make the biggest difference.
• Simple actions like handwritten notes, birthday messages, or personalized videos can go a long way. Taking time to actively listen and truly acknowledge customers also helps them feel seen and valued.
• Even recognizing milestones like one-year anniversaries or highlighting loyal customers can strengthen the relationship.

The Four Levels of Buying

• Customers typically move through four stages in their relationship with a brand.
• It starts with a buyer, then a repeat buyer, followed by a loyal customer. The highest level is an evangelist, someone who not only stays with your brand but actively refers others and speaks positively about your business in places like podcasts, social media, and conversations.

“Usually it's not taking a huge fix to be able to switch and get people to become evangelists. It's just the little things. And I can tell you those little things are what make a difference.” - Donald C. Kelly.

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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It costs 5x more to attract new customers than to retain existing ones, which is why client retention matters so much. For part two of this series, I am going over the five pillars of customer success.

Pillar 1: Exceptional Onboarding

• Strong customer success starts the moment a client says yes. Onboarding should feel seamless, intentional, and personal, using things like welcome emails, videos, and thoughtful check-ins to make customers feel valued right away.
• This stage is also where buyer’s remorse can show up, so a strong onboarding process helps reinforce that they made the right decision. Even small personal touches like a handwritten note or a public shout-out can create a deeper connection early on.

Pillar 2: Consistent Communication

• Retention depends heavily on staying visible. Customers should not feel forgotten after the sale, which is why consistent communication matters.
• This can be done through newsletters, social media updates, or ongoing educational content that helps them get more value from what they purchased. Over time, this kind of communication builds familiarity and creates a sense of belonging with your brand.

Pillar 3: Deliver Unexpected Value

• One of the most powerful retention tools is giving customers more than they expect. Small, thoughtful gestures can leave a lasting impression and strengthen loyalty.
• This might look like surprise gifts, unexpected discounts, or sharing insights that would normally be behind a paywall. Exclusive content, private access, or special events can also make customers feel like they are part of something unique.

Pillar 4: Focus on Customer Success

• Customer success is not just about satisfaction. It is about results.
• Instead of simply asking if customers are happy, the focus should be on whether they are actually achieving their goals. When they are struggling, it becomes the responsibility of the business to step in with guidance, support, and hands-on help to get them back on track.

Pillar 5: Referral and Advocacy System

• Many customers are willing to give referrals, but very few businesses actually ask for them in a structured way.
• Building a system around referrals means making it easy, natural, and consistent. This includes asking at the right moments, encouraging testimonials, and recognizing customers who refer others. Over time, this turns satisfied customers into active advocates for your brand.

“91% of customers say they would be willing to give a referral, but only 11% of salespeople actually ask. That gap represents a major misalignment in the sales process.” — Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Retention of a client will take you much further than constantly being on the hunt for a new one. I’m sharing a three-part series on client retention for sellers who struggle with keeping clients for the long term. This first part focuses on how to move away from the “leaky bucket” approach and start using strategies that actually help you retain and grow your customer base.

Why Customers Leave

• Many people assume customers leave because of price or missing features, but it often goes much deeper than that.
• A big reason customers walk away is because they feel forgotten after the initial sale. The relationship starts strong, but once the “honeymoon phase” is over, communication drops off.
• Others leave because they stop seeing ongoing value. If they no longer feel like they are getting something meaningful from the relationship, their interest fades over time.
• Inconsistency also plays a major role. When service starts strong but becomes unreliable, trust breaks down quickly.
• And sometimes, it is as simple as attention. If a competitor is showing up more consistently and staying top of mind, customers will naturally drift in that direction.

Shifting to a Lifetime Value Mindset

• To improve retention, sellers need to move away from a one-time transaction mindset and focus more on Customer Lifetime Value.
• Instead of thinking about a single sale, it is about what that relationship can grow into over time. A small purchase can turn into long-term value when trust and consistency are built into the relationship.
• The key shift is learning to see customers as ongoing relationships, not one-time transactions.

Strategies for Success

• Strong retention comes from staying present and intentional.
• One approach is using tools like LinkedIn Sales Navigator to keep track of customers, note changes in their careers or life events, and use those moments as natural ways to reconnect.
• Another is staying proactive instead of reactive. That can look like weekly tips, helpful content, or even simple handwritten notes that remind customers they are still valued beyond the initial sale.
• At the core, retention comes down to consistency, attention, and showing up even when nothing is wrong.

“It’s cheaper to keep a current customer than get a new one.” - Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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So many sellers quit within their first few months in sales. Honestly, I think many of them give up too soon.

Sales isn't easy, but success often comes down to staying committed when things aren't going your way. I'm sharing why determination matters, how to push through rejection, and why the sellers who keep going are often the ones who eventually succeed.

Why Determination Matters in Sales

• Early in my college years, I found myself stranded in California with a friend during a business trip.
• We had no transportation, limited options, and needed to get back to our hotel. Instead of giving up, we stayed focused on finding a solution. Because we were determined to make it back, we noticed opportunities that we might have otherwise overlooked.
• That experience reinforced a lesson I've carried with me ever since: when your reason for succeeding is strong enough, you'll find a way through obstacles that might stop other people.

Stop Letting Fear Hold You Back

• One challenge many sales professionals face is the fear of rejection. Too often, sellers hesitate to follow up because they worry about being annoying or reaching out too many times.
• But if you genuinely believe your solution can help someone solve an important problem, then it's your responsibility to start the conversation.
• Most buyers won't remember how many times you called or emailed. They'll remember the value you helped them create.

Use AI to Prospect Smarter

• Persistence is important, but that doesn't mean wasting time on the wrong opportunities.
• Today's sellers have access to AI tools that can help identify companies experiencing specific challenges and uncover prospects who are more likely to engage.
• Instead of blasting generic messages to thousands of people, you can narrow your focus and spend time with the accounts that matter most.
• The goal is simple: become more relevant and intentional with your outreach.

Take a Multi-Channel Approach

• Prospecting works best when you meet buyers where they are. That's why I encourage sellers to combine phone calls, emails, and LinkedIn outreach.
• Some prospects may respond to email, while others prefer social engagement or a direct conversation. Using multiple channels increases your chances of reaching the right decision-maker at the right time.

Get Back to the Fundamentals

• At the end of the day, sales success still comes down to the basics.
• Believe in your solution. Build a targeted list. Stay focused on the people you can help. Most importantly, remain relentless when obstacles appear.
• The sellers who succeed are often the ones who keep moving forward long after everyone else has decided to quit.

“If you have a reason strong enough, no obstacle can stop you.” - Donald C. Kelly

Resources

• Ready to transform your prospecting strategy? Check out Episode 1996 to learn a powerful new method for using Claude to achieve a refined focus.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Sales has changed dramatically in the age of AI, but success still comes down to having the right strategy. That's why I sat down with Tom Stearns and Peter Cleary, co-authors of Graphic Sales: How to Build a Prospecting Playbook. They shared how sales teams can move beyond vanity metrics and build a data-driven prospecting process that helps reps focus on the right opportunities and generate better results.

Meet Tom Stearns and Peter Cleary

• Tom Stearns and Peter Cleary are the co-authors of Graphic Sales: How to Build a Prospecting Playbook, a book designed to help sales professionals build more effective prospecting strategies through visual storytelling and practical frameworks.
• Tom is a consultant who has worked with companies across dozens of industries, helping sales teams improve performance through data-driven prospecting. His work focuses on building prospecting playbooks, analyzing sales metrics, and helping organizations identify the behaviors that lead to consistent results.
• Peter previously served as a Director and Senior Director of Engineering. He believes great salespeople focus on solving business problems and that success comes through collaboration and teamwork.
• Together, Tom and Peter combine sales strategy, data analysis, and real-world business experience to help organizations create more focused and effective prospecting processes.

Building a Strong Ideal Customer Profile

• One of the biggest lessons from this discussion is the importance of knowing exactly who you should be selling to.
• The best way to build an Ideal Customer Profile (ICP) is by studying your most successful customers. Look at the clients who stay the longest, get the best results, and genuinely enjoy working with your company.
• From there, you can identify the traits that predict success and use those insights to guide your prospecting efforts.
• We also talked about creating a "hell no list." While many organizations focus on ideal customers, it's just as important to recognize the types of accounts that consistently create challenges, consume resources, or simply aren't a good fit.

Why Every Sales Team Needs a Playbook

• A sales playbook provides structure and consistency for an organization.
• It helps teams document what works, align around proven processes, and create repeatable success. More importantly, a playbook should never be treated as a static document.
• Markets change. Buyers change. Strategies evolve. The most effective sales teams regularly review and update their playbooks to reflect what's happening in the real world.

Become a Student of the Market

• For individual sales reps, one message stood out throughout the conversation: pay attention to the data.
• Successful sellers study their market, analyze which conversations move forward, and look for patterns in their results. They don't abandon a strategy because of a bad week or a few difficult prospects.
• Instead, they remain consistent while gathering enough information to determine whether adjustments are truly needed.

Winning in the Modern Sales Environment

• Sales has always been about helping people solve problems, but today's environment requires a more disciplined approach.
• The sellers who thrive are the ones who combine curiosity, consistency, and data-driven decision-making. When you understand your ideal customer, follow a proven process, and continually learn from the market, you put yourself in a much stronger position to succeed.

"Don't think of it as a project; think of it as a discipline." — Tom Stearns

"If you try to do it alone, you'll probably fail. Sales is a team effort, and success requires a lot of open communication and collaboration." — Peter Cleary

Resources

• Buy the guests' new book, Graphic Sales: How to Build a Prospecting Playbook, which is available globally through online retailers such as Amazon and Barnes & Noble.
• Visit the website stearns.io to read the first chapter of their book for free.
• Reach out to Tom Stearns and Peter Cleary on LinkedIn to stay updated on their latest sales insights.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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One of the biggest mistakes sellers make is focusing too quickly on their product instead of understanding the deeper problem their customer is trying to solve.

That’s why I wanted to bring back this conversation with Jeff Koser, founder and CEO of Zebrafy. Even though this episode originally aired during the pandemic, the principles still apply today, especially when it comes to standing out in crowded markets and building trust with buyers.

Why Surface-Level Selling Doesn’t Work

• Jeff explained that too many sales reps stop at surface-level conversations.
• Customers do not buy because your product has more features. They buy because they believe you understand the real business problem they are facing and can help them solve it.
• That requires deeper research, better questions, and understanding the customer’s world before pitching a solution.

The Importance of “Voice of the Customer”

• One idea that really stood out to me was Jeff’s concept of “voice of the customer.”
• Instead of only relying on your company messaging, Jeff encourages sellers to learn directly from customers by understanding:
• the problems customers believe were solved
• the value created after solving those problems
• and the measurable business impact the solution delivered
• That insight helps sellers communicate in a way that feels more relevant and customer-focused.

Why Respectful Outreach Matters

• Jeff also shared why thoughtful outreach matters more than ever.
• Buyers are overwhelmed with emails, automated messaging, and generic pitches. Sellers who take the time to personalize their communication and genuinely understand customer priorities immediately separate themselves from the competition.
• At the end of the day, the best sales conversations happen when customers feel understood, not sold to.

“We have to recognize that what we’re selling may not be everyone’s priority right now, which is why every sales conversation should give people a respectful and simple out.” - Jeff Koser

Resources

• Connect with Jeff Koser’s website to learn more about customer-focused selling strategies, and grab a copy of Voice of the Zebra by Jeff and Chad Koser for additional insights on identifying and reaching your ideal prospects.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Lately, I’ve been hearing more sellers say the same thing: “I’m losing my joy in sales.”

Honestly, I get it. Selling today feels different than it did a few years ago. Cold outreach is harder, inboxes are crowded, buyers are more cautious, and deals take longer to close.

When the wins slow down, it can start feeling like you’re just grinding through the motions instead of enjoying the work. But I truly believe you can get that excitement back.

Start With Your Why

• One of the biggest things that helped me was reconnecting with my purpose.
• At different stages of life, your “why” changes. Early on, mine was helping my family avoid financial struggles we experienced growing up. Today, it’s creating experiences with my wife and kids and building something meaningful through the work I do.
• Your why might be freedom, travel, financial goals, family, or building your own business someday. Whatever it is, you need something bigger than quotas pushing you forward.

Make Sales Fun Again

• Another thing that helps is creating milestones you can work toward.
• Maybe it’s reaching a certain income level, landing a leadership role, joining a startup, or eventually building your own company. When you give yourself goals beyond just surviving the quarter, sales become more exciting again.

The People and Industry Matter Too

• The environment around you matters more than people realize.
• Working with great people and selling in industries that are growing and transforming can completely change your energy. Spaces like AI and emerging technologies are creating opportunities that feel exciting again because you’re learning, growing, and helping shape something new.
• At the end of the day, you have more control over your future than you think. Sometimes finding joy again starts with deciding you’re ready for something better.

“You have control of your future. Don’t give that up to anyone else.” - Donald C. Kelly

Resources

• If you’re feeling stuck or burned out in sales, read Man's Search for Meaning to help reconnect with purpose, fulfillment, and the deeper “why” behind your work.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Many women in sales struggle with feeling like they’re not fully qualified for leadership roles, even when they’re already doing the work. That self-doubt can make it harder to pursue promotions and career growth. To help break this down, I invited leadership coach and tech executive Erika Chestnut to share the challenges women face when advancing their careers and how sales leaders can better support them.

Meet Erika Chestnut

• Erika Chestnut is a transformational leader with more than 25 years of experience in the tech industry.
• She is passionate about helping individuals and teams rethink leadership, communication, and workplace culture to create stronger performance and long-term success.
• Through coaching, leadership development, and strategic guidance, Erika equips professionals with practical tools to build confidence, strengthen relationships, and lead more effectively.

The Confidence Gap Holding Women Back

• Erika shares how often women underestimate their readiness for leadership opportunities.
• She explains that many women feel like they need to accomplish every requirement before applying for a promotion, while others are comfortable taking the leap much earlier.
• Erika also shares an exercise she uses with clients where they compare their current responsibilities to the role above them. In most cases, women are already doing 50% to 75% of the next position without realizing it.
• Many women feel pressure to constantly prove themselves through performance while still struggling to advocate for their own advancement. Erika explains how this mindset can keep high performers stuck, even when they are already operating at the next level in their careers.

Why Leaders Need to Better Understand Communication Styles

• Communication styles also play a major role in career growth. Erika explains how many leaders unintentionally overlook talented women because they communicate differently from more outspoken employees.
• She also shares how some employees naturally focus on details while leaders are often focused on outcomes. When communication styles do not align, high performers can easily be misunderstood or overlooked.

Treat Your Career Like A Business

• Erika shares advice on how women can become more intentional about career growth by treating their career like a business.
• Set goals, build relationships with mentors and stakeholders, and develop a strategy for long-term advancement instead of waiting to be noticed.

“Success doesn’t come by copying somebody else. Success comes when you know who you are.” — Erika Chestnut

Resources

• Connect with Erika Chestnut on LinkedIn or visit her website to learn more about leadership development, career strategy, and building confidence as you grow into your next role.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Nowadays, there’s no such thing as easy selling. You need to know more than just product features and benefits.

You also need to understand how businesses make money and how different decisions impact success. The problem is that many salespeople still lack strong business acumen.

That’s why I brought in Kevin Cope, CEO of Acumen Learning and author of Business Acumen for Sales Success. He shares how salespeople can strengthen their business knowledge and become more valuable business advisors during the sales process.

Meet Kevin Cope

• Kevin is the CEO of Acumen Learning, an organization that helps companies improve business acumen across their teams.
• Over the past 24 years, Acumen Learning has worked with many of the world’s largest organizations to help employees better understand how businesses grow, make money, and create long-term value.

Why Business Acumen Matters in Sales

• Too many sellers lead conversations with features and benefits instead of understanding the real business challenges buyers are facing. Kevin explains that strong salespeople think like business leaders.
• That shift changes how you prepare for meetings, ask questions, and position your solution. Instead of simply selling a product, you begin helping customers solve problems tied to revenue growth, profitability, efficiency, and cash flow.

The Five Business Drivers Every Seller Should Understand

• Kevin introduces his five business drivers framework: cash, profit, assets, growth, and people. These drivers help sellers understand how organizations measure success and make decisions.
• Once you understand what matters most to the business, it becomes easier to connect your solution to real outcomes instead of generic product messaging.

How Top Sellers Prepare Differently

• One way to improve business acumen is by spending a few minutes reviewing a company’s financials and earnings calls before a meeting.
• Kevin explains how top sellers use that information to identify challenges, understand priorities, and position themselves as trusted advisors instead of transactional sales reps.

“Business acumen is understanding how a company makes money and making good decisions around that money-making process.” — Kevin Cope

Resources

• Connect with Kevin Cope on LinkedIn and check out Business Acumen for Sales Success to learn how stronger business acumen can help you build trust, speak the language of business, and close more meaningful deals.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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AI can help you move faster, but it can also help you make mistakes faster. Too many sellers rely on automation while skipping the fundamentals that actually help deals close. One of the biggest problems? Poor qualification.

I sat down with Gearoid Cox, CEO of SalesPipeline, to share advice on how sellers can build healthier pipelines, qualify deals more effectively, and stop wasting time on opportunities that are never going to close.

Meet Gearoid Cox

• Gearoid is the Founder and CEO of SalesPipeline, a revenue growth partner that helps SMBs build and run effective sales operations.
• With nearly 15 years of experience across startups and Fortune 500 companies, he has led teams of more than 100 people.
• He saw that many SMBs lacked the structure, talent, and systems needed to scale their sales efforts, so he built SalesPipeline to solve that problem by hiring, training, and managing high-performing sales and marketing teams.
• Originally from Ireland and now based in Tbilisi, Gearoid specializes in building high-performing sales systems that drive revenue growth.

Why Qualification Starts Earlier Than Most Sellers Think

• Qualification doesn’t always begin on the discovery call. It often starts with the outreach itself.
• Gearoid explains why sellers need to stop chasing volume for the sake of activity and focus more on understanding the actual problems buyers are facing.
• Instead of trying to book as many meetings as possible, the goal should be booking meetings with people who are genuinely qualified and have a real reason to buy.

How Bad Pipeline Data Hurts Sales Teams

• When dead deals stay in the CRM too long, it creates a false picture of what’s really happening inside the business.
• Sales leaders struggle to forecast accurately, reps waste time chasing stalled opportunities, and teams lose focus on deals that actually matter.
• Gearoid shares why sellers need to become more ruthless with pipeline management and honest about which deals are truly moving forward.

The Best Sellers Think Like Consultants

• The strongest salespeople are not simply trying to move prospects through stages. They take time to understand the buyer’s situation, the pressure they’re under, and the risks they’re trying to avoid.
• That shift changes everything. Instead of sounding transactional, sellers become trusted advisors who actually understand the customer’s world.

“People don’t need to hear that your product is perfect. They need to know what happens if something goes wrong.” — Gearoid Cox

Resources

• Connect with Gearoid Cox on LinkedIn and learn how SalesPipeline helps businesses build stronger sales systems, improve qualification, and create healthier pipelines that actually convert.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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We finally made it to the 2,000 episodes! After podcasting for 13 long years on sales conversations, it taught me a few things about the industry. Sales has changed a lot since I started this podcast in 2013, and one thing became clear over the years: the people who adapt the fastest are the ones who continue to win.

Why Speed Matters More Than Ever

• Today’s buyers expect answers immediately. They don’t want to wait days for a follow-up email or a scheduled demo. I break down how the rise of AI, automation, and changing buyer behavior has made speed one of the biggest competitive advantages in sales today.
• I also share how organizations are improving conversions simply by responding to leads faster and using AI to personalize outreach at scale instead of relying on outdated “spray and pray” tactics.

Discovery Wins Deals

• The best salespeople are not the best closers. They are the best at discovery. I explain why understanding operational challenges, emotional stakes, and organizational risks matters more than pushing features or rushing into demos.
• Discovery has become its own process, and the sellers who know how to diagnose real problems are the ones winning deals today.

Why Relevance Beats Volume

• Cold outreach looks completely different than it did years ago. Buyers are overwhelmed with emails, which means generic messaging gets ignored fast.
• I talk about how AI can help sales teams create more relevant outreach, improve response rates, and focus on the people who actually have the problems they solve instead of blasting messages to everyone.

The Future of Sales Is Human

• Even with AI transforming the industry, trust and human connection still matter. Buyers are researching online long before they ever talk to sales, which is why content, social selling, and in-person relationships are becoming more important than ever.

“The best closers aren’t closers. They’re world class at discovering challenges and uncovering real problems.” — Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Should your demo and discovery call happen in the same meeting? If you’re combining the two, it may be the reason your pipeline is not converting the way you want it to.

Wesleyne Whittaker, sales professional and author of Sales Reset, joins me to challenge how most teams run demos and discovery and why it might be the reason deals are stalling. She also shares practical frameworks from her book Sales Reset to help you run more effective discovery calls.

Meet Wesleyne Whittaker

• Wesleyne Whittaker is a sales strategist, coach, and author of Sales Reset. She’s known for helping sales professionals rethink how they approach conversations so they can stop going through the motions and start actually closing deals.
• What makes her approach stand out is how she blends mindset with real sales execution. She does not just talk about what to do. She shows you how to do it in a way that feels natural and effective.
• She works with sales teams across different industries, helping them run stronger discovery calls, ask better questions, and create demos that actually connect with buyers.
• At the core of her work is a simple idea. Sales is human to human. And when you focus on understanding people first, everything else starts to fall into place.

Why Discovery Should Come First

• Wesleyne believes deals begin to close during the discovery call. If that conversation is weak, your pipeline will reflect it.
• Instead of jumping straight into a demo, she explains that discovery should focus on listening. You should be talking about 20 percent of the time while your prospect does the rest.
• That is how you uncover the real problems, not just surface level requests.

What an Effective Discovery Looks Like

• A strong discovery call starts before the meeting even begins. Research the company, understand their environment, and come prepared with one key opening question.
• From there, let the conversation guide your follow ups. The goal is to identify three to five real challenges your solution can solve.
• When both sides are learning from each other, the conversation becomes valuable.

How to Deliver a Demo That Converts

• Once you understand the problem, your demo becomes simple. Connect each challenge to a specific feature.
• Avoid showing everything. Focus only on what matters to that buyer.
• When your demo feels tailored instead of generic, it becomes easier for prospects to see the value.

“Don’t do your discovery and demo in one meeting. It’s better to cut a 30-minute call into 20 minutes and say, ‘Let’s reconnect so I can tailor this for you,’ than try to cram everything in.” — Wesleyne Whittaker

Resources

• Grab a copy of Sales Reset to learn how to run stronger discovery calls and close more deals, and don’t forget to connect with Wesleyne Whittaker on LinkedIn.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals.

Leverage Intent and Relevant Data

• A big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution.
• That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection.
• When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early.

Utilize Advanced LinkedIn Searching

• Instead of reaching out to everyone, focus on a smaller group of people who are more likely to respond.
• You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in their roles or who have been active on LinkedIn in the past 30 days.
• You can also look at who they are connected to, especially if they follow industry influencers or are part of specific associations. That gives you a stronger starting point for outreach.

Systematize Referrals

• Referrals are one of the most overlooked opportunities in sales.
• Most prospects are open to giving referrals, but very few salespeople actually ask for them. That is a missed opportunity.
• Start making it part of your process. When you are working with a client, ask if they know others who are dealing with similar challenges. A simple ask can open the door to warmer conversations.

Target Niche Local Events

• Not every opportunity comes from online outreach. Smaller, more focused events can be a great way to connect with people directly.
• Think industry meetups or informal gatherings where conversations happen more naturally.
• These settings make it easier to build relationships and lead to introductions that feel more genuine.

The Fortune Is in the Follow-Up

• Even when you get in front of the right people, it does not mean much if you do not follow up.
• A large percentage of event attendees have the authority to make buying decisions, yet most leads never receive any follow-up at all.
• That is where the real opportunity is. Following up within 12 to 24 hours and staying consistent with your outreach can be the difference between being remembered and being forgotten.

“Nine out of ten prospects are willing to give a referral, but only about 11% of salespeople actually ask.” - Donald C. Kelly

Resources

• Do you need help on getting more referrals? Check out episode 1976.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Salesforce found that reps spend just 11 hours per week actually selling. That means nearly 70% of their time is spent on everything else. So where is it going? Let’s break down what sellers are really doing and why it’s keeping them from hitting quota.

Identifying Time-Bleeding Tasks

• Let me show you what’s really taking up their day. A lot of it comes down to necessary work that just takes way too long. Think about the time spent digging for information before a call. That can easily turn into 45 minutes of manual research for one prospect.
• Then there’s building proposals and assessments. Reps are sitting there formatting documents, choosing layouts, and putting together decks when that time could be spent in front of a customer.
• On top of that, you’ve got CRM updates, data entry, and internal meetings that keep pulling reps away from actual selling. It all adds up fast, and before you know it, the day is gone without much time spent with buyers.

Leveraging AI and Process Optimization

• So how do you fix it? It starts with getting rid of the work that does not need to be done manually.
• AI is making that a lot easier. Instead of spending close to an hour researching a prospect, reps can pull together key insights in just minutes. CRM updates can be automated. Meeting notes can be summarized without lifting a finger.
• And when it comes to proposals and documents, this is where better systems come in. Instead of starting from scratch every time, teams can use templates or even hand off parts of the process so reps can stay focused on selling.
• The goal here is simple. Take as much off the rep’s plate as possible so they can spend more time doing the one thing that actually drives results.

Actionable Steps for Leaders and Reps

• If you want to fix this, both leaders and reps have to take a hard look at how time is being used.
• Start by tracking it. Spend a week writing down exactly where your time goes. Prospecting, emails, research, meetings. When you see it on paper, it becomes a lot clearer where the gaps are.
• From there, leaders need to step in and protect selling time. That means cutting back on unnecessary meetings and making sure reps have systems that actually support them.
• And finally, simplify the tools. When everything is scattered across different platforms, it slows everyone down. Bringing those tools into one place makes it easier to work faster and stay organized.
• At the end of the day, this is about making sure your reps are spending more time in front of customers and less time stuck in the background work.

“Time is ticking and time is money.” - Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Salesforce found that sellers who use AI are 3.7 times more likely to hit quota. So what are they doing differently? Let’s break down how AI is helping sellers work more effectively and why it’s becoming a core part of modern sales.

Maximizing Efficiency in Prep and Prospecting

• AI is taking a lot of the busy work off a seller’s plate, especially when it comes to prep and prospecting.
• Instead of spending 45 minutes digging into a single prospect, sellers can now pull together key insights in just minutes using tools like ChatGPT or Claude. That kind of time savings adds up fast.
• And it changes how sellers spend their day. When you’re saving 30 minutes or more per prospect, that time can go back into higher-value activities like engaging on LinkedIn or actually reaching out to prospects.
• AI is also making personalization easier to scale. Sellers can quickly find relevant details about a prospect and use that information to craft more thoughtful, tailored outreach without starting from scratch every time.

AI as a Sales Coach

• AI is not just helping with research. It’s starting to act like a built-in sales coach throughout the deal cycle.
• Sellers can use it to think through different scenarios before a call ever happens. By plugging in meeting notes or past conversations, AI can highlight potential risks and help them prepare more effectively for discovery.
• It’s also useful when it comes to handling objections. Instead of guessing how to respond, sellers can use AI to brainstorm different approaches, especially when they’re up against a specific competitor.
• And before a deal moves forward, AI can help pressure test it. Sellers can ask it to find gaps, weak points, or anything they may have missed so they can tighten their approach before presenting a solution.

"You're shrinking the busy work so you can focus more on selling." - Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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You’re feeling the impact of the tariffs, aren’t you? They keep your deals from moving forward. Luckily, I came up with three ways to move those tariff blocks out of the way and make everything move in your favor.

1. Show Them What It’s Costing to Wait

• When deals stall, it’s easy for companies to pause spending and focus on what feels urgent right now. But waiting comes with a cost.
• Instead of pushing harder, help them see what happens if nothing changes. What does it cost the business to delay? What risks are they taking on by doing nothing?
• When you lay that out clearly, the conversation shifts. It is no longer just about spending money. It becomes about avoiding a bigger loss.

2. Ask What Needs to Change, Not “When”

• Most sellers follow up with one question: “When can we move forward?” That question does not move the deal.
• A better approach is to ask, “What needs to happen for this to become a priority again?”
• Now you open up a real conversation. You start to understand what is actually blocking the deal, whether it is budget, timing, or internal pressure. Once you know that, you can position yourself to help move things forward.

3. Stay Present So You’re First When It Opens Back Up

• Sometimes there is nothing you can do at the moment. The deal is simply frozen. That does not mean you disappear.
• Stay in motion. Check in, share insights, and send relevant updates that keep you top of mind without being pushy.
• When things start moving again, the seller who stayed present is usually the one who gets the deal.

“Delays don’t kill deals. Ignoring the cost of waiting does.” - Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Today, most deals involve 11 to 13 decision-makers. Nobody wants to be the one held responsible if things go wrong. So instead of one decision-maker, you’re dealing with a full committee. That’s one of the biggest reasons deals stall, and that’s what we’re getting into in this Missed Quota episode.

Why Deals Stall Even When You Do Everything Right

• You’ve done your research. You ran a solid discovery. The demo went well. And then the deal just sits there.
• A lot of times, it’s because you didn’t know who was really involved in the decision.
• On top of that, buyers are spending less time talking to sellers. They’re doing their own research and only bringing you in for a small part of the process.
• That means if you’re not connected to the right people, you can lose the deal without even realizing it.

Build a Champion Toolkit

• If you have a champion inside the company, you need to set them up to win when you’re not in the room.
• That means giving them the right information to speak to different stakeholders. Think about what the CFO cares about. Think about legal, procurement, and leadership.
• Give your champion the tools to answer those questions so they can confidently represent your solution.

Map Out the Buying Committee Early

• Don’t wait until the deal slows down to figure out who’s involved. Work with your champion early to identify everyone who has a say in the decision.
• Then figure out what matters to each person. When you understand their priorities, you can tailor your approach instead of guessing.

Multi-thread Your Way Into the Deal

• Your champion can’t carry the entire deal on their own. Ask for introductions to other stakeholders. Get in front of people like the CFO or anyone else influencing the decision.
• Speaking directly to their concerns, makes it easier for the deal to move forward and take pressure off your champion.

“The first thing you need to recognize is that there are a lot more people involved in deals today than there used to be.” - Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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A lot of sellers are working hard but still falling short in Q1. The challenge isn’t always activity. It’s timing. This is part two of the missed quota series, and I’m sharing why buyers are already far into their journey before you ever connect with them and how you can show up sooner.

Why Q1 Feels So Difficult for Sellers

• Most sellers wonder why Q1 feels so tough, and a big part of it comes down to this. By the time you’re getting in front of a buyer, they’re already about 67% through their decision-making process.
• They’ve done their research, explored options, and in many cases already have a shortlist before you even show up.

The Buyer’s Shift: The Dark Funnel

• This is what I call the dark funnel. It’s everything happening behind the scenes before a buyer ever talks to you. And here’s the reality. A lot of buyers prefer it that way.
• Gartner found that 61% of B2B buyers want a seller-free experience early on, and 43% of executives are discovering solutions through social media. If you’re not visible during that stage, you’re already behind.

Content Is How You Show Up Early

• So how do you get ahead of that? You’ve got to start thinking like a content house. If you’re not consistently showing up with insights, you’re invisible while buyers are forming their opinions.
• This isn’t about posting just to stay active. It’s about sharing content that actually helps your ideal customer think through their challenges.

What to Share to Stay Relevant

• If you’re in something like cybersecurity, think about the kind of content your buyers care about.
• Break down major breaches and what companies can learn from them. Explain new compliance changes in a way that’s easy to understand.
• Share real-world insights based on what you’re seeing in the field. This is the kind of content that builds trust before a conversation ever happens.

Consistency Over Virality

• You don’t need to go viral to win. You need to be consistent.
• Aim for about three quality posts a week that speak directly to your ideal customer profile. Over time, that consistency is what keeps you top of mind.

Make Your LinkedIn Profile Work for You

• And while you’re doing all of this, don’t overlook your LinkedIn profile. That’s often the first place buyers go when they come across your name.
• Make sure your headline clearly shows how you help clients. Use keywords they’re searching for, and back it up with real credibility in your experience section.

"Sales professionals who master social selling, create 45% more opportunities and are 51% more likely to hit their quota." — Donald Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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A slow Q1 isn’t random. There are patterns behind why many sellers miss their targets early in the year. I’m walking through ten of those challenges and how you can turn things around.

1. Tariff Uncertainty Is Freezing Decisions

• A lot of companies are hitting pause right now because of tariff uncertainty. When businesses don’t know what’s coming next, they delay decisions.
• In fact, 82% of U.S. firms reported declining sales after tariffs took effect, which is leading to a lot more hesitation.

2. Buyers Are Cutting Costs

• Prospects are being more cautious than ever. Budgets are tighter, spending is under more scrutiny, and even existing contracts are getting reduced.
• Around 78% of business buyers say they’re being more careful with spending, and it’s starting to show in lower win rates.

3. The Global Economy Is Slowing Things Down

• There’s a broader slowdown happening, and it’s affecting how businesses spend. B2B spending is contracting, and global GDP growth is cooling, which is stretching out buying cycles across the board.

4. Sales Reps Aren’t Spending Enough Time Selling

• A big chunk of a rep’s day is going toward admin work, internal tasks, and switching between tools.
• On average, reps are only spending about 28% of their time actually selling, which makes hitting targets a lot tougher.

5. Buyers Are Doing Their Homework Without You

• By the time a sales rep gets involved, buyers have often already done most of their research.
• Around 67% of the buyer’s journey is completed independently, meaning prospects are forming opinions long before sales has a chance to step in.

6. Deals Are Getting Stuck in Committees

• More deals now involve multiple stakeholders, sometimes seven or more people. That naturally slows things down and makes it harder to build alignment and move decisions forward.

7. Prospecting Is Taking Too Long

• Reps are spending a huge portion of their time just trying to find the right people to talk to. Roughly 40% of their time goes into prospecting, and even after events or outreach, follow-up rates can still fall short.

8. Quotas Don’t Match Today’s Reality

• Many quotas were set based on a completely different market environment. Right now, average attainment is sitting around 43%, which shows just how far expectations are from reality and why burnout is becoming more common.

9. The AI Gap Is Turning Into a Performance Gap

• Teams that are using AI are moving faster and seeing better results. About 89% of revenue organizations are now using AI, and those teams are consistently hitting quota at higher rates than those who aren’t.

10. Turnover Is Slowing Everything Down

• Sales teams are dealing with high turnover, with around 25% of reps leaving each year.
• On top of that, new hires take time to ramp up, which can slow productivity if teams don’t have the right support in place.

“Sales reps are burning out and leaving because they’re chasing quotas built for a market that no longer exists.” - Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Getting deals unstuck can feel frustrating, especially when you reach the end of a quarter and nothing seems to be moving. Karen Kelly, one of the 100 most powerful women in sales 2025, breaks down how the way you show up in your sales process can be the difference between a deal that stalls and one that moves forward.

Meet Karen Kelly

• Karen Kelly is a sales trainer, coach, and speaker who has spent over 20 years helping sales professionals improve how they show up and sell.
• Having experienced the challenges of sales firsthand, she understands what it feels like to navigate uncertainty, missed opportunities, and stalled deals.
• Her approach is centered on rehumanizing the sales process. Instead of relying on scripts and surface level tactics, she teaches how to build genuine conversations that create trust and move deals forward.
• Through her training, coaching, and workshops, Karen helps sales professionals shift their mindset, take intentional action, and build stronger, more meaningful relationships with their clients.

Reframe Your Mindset

• The first step is to reframe. Before you even send an email or get on a call, ask yourself how you are showing up. Are you focused on helping or just trying to close
• Karen shared that language shapes reality. When you shift from “I have to” to “I get to,” everything changes.
• Your energy shifts, your confidence improves, and your conversations become more customer focused. Buyers can feel the difference.

Reveal the Human Side

• Instead of hiding behind a perfect, polished version of yourself, bring authenticity into the conversation.
• Share experiences, lessons, and even past mistakes that shaped how you work today.
• When you open up, your prospects feel safe to do the same. That is when real conversations happen.

Revisit the Fundamentals

• Go back to the basics of selling. Does your prospect actually recognize the problem? Do you have alignment and buy in? Are you following up consistently?
• Karen reminded us that many deals stall because we skip these simple steps. They may not be exciting, but they are what move deals forward.

“Reveal is a big one. A lot of people are still giving the illusion of perfection, but it doesn’t exist.” - Karen Kelly

Resources

• Connect with Karen Kelly on LinkedIn or visit her website to learn how she helps sales professionals drive real results.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Sometimes selling comes at the most unexpected moments in life. As an entrepreneur you’re selling your business to customers and you need to go from zero to hundreds fast. Eric Samson, CEO & founder of Group8A, is here to share how he went from hoping deals would come in to building a system that brings in sales opportunities every single month.

Meet Eric Samson

• We’ve all experienced consultants who promise big results but fall short. For small businesses, that can be costly.
• Eric Samson knows this firsthand. Before founding Group 8A, he ran several e-commerce businesses and saw how ineffective marketing agencies could hurt growth.
• That experience pushed him to build something different. He created Group 8A with a performance driven approach where the agency only grows when its clients do.
• Today, Group 8A is a leading digital marketing agency in New York City, helping e-commerce brands scale and increase conversions.

From Hope to Predictability

• What would it look like if your sales pipeline didn’t rely on luck?
• That was the reality Eric faced. His business was built on strong operations and great service, but sales were inconsistent.
• Referrals came in occasionally, but there was no real system behind it. At one point, two deals a year felt like a win.
• Eric realized something had to change. Wishing for growth was not a strategy.

Setting the Right Target

• The first shift came from setting a clear goal. Eric introduced what he calls a big, hairy, audacious goal. Instead of hoping for a few deals a year, the team aimed for two deals per month.
• It did not matter that the number seemed small to others. What mattered was that it pushed them beyond their current reality.
• Sometimes growth starts by simply choosing a target that feels just out of reach.

Solving the Right Problem First

• One of the biggest mistakes Eric made was focusing on the wrong part of the sales process. He hired experts to help close deals before he even had consistent leads coming in.
• That changed when he broke the process down step by step. If there are no leads, nothing else matters.
• Once the team focused on generating conversations first, everything else started to fall into place.

Building a Scalable System

• Eric and his team invested in outreach and found someone who knew how to generate appointments. From there, they optimized the process by separating high level work from simple tasks.
• The result. Over 100 sales appointments per month!

“When you get outreach right, everything changes. When you get it wrong, you get nothing.” - Eric Samson

Resources

• Connect with Eric Samson on LinkedIn or visit Group 8A to learn how his team helps e-commerce brands turn strategy into real results.
• If you want to think bigger and set goals that actually push your business forward, take some time to read Built to Last.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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It’s early in the morning, and you’re getting ready to look for prospects on LinkedIn. Every conversation is a precious gem, but how can you shine while reaching out? I have a LinkedIn strategy that helped my coaching client. I’m telling you it works because he got five referrals from using it.

Breaking Through the Noise on LinkedIn

• One of the biggest challenges right now is standing out on LinkedIn. A strategy I’ve been using with a coaching client helped him build momentum when his pipeline was low.
• He focused on a specific conference and engaged with people who liked or commented on the posts.
• From there, he sent personalized connection requests along with short videos or voice messages to show he was a real person. No pitch right away, just starting the conversation and building engagement.

Turning a “No” into Referrals

• One conversation stood out. He connected with someone who had used his software before but didn’t need it anymore.
• Instead of moving on, he asked a simple question: who else do you know that could benefit from this? That one question turned into five referrals from a single “no.”

Maximizing Every Opportunity

• Too many people walk away from conversations too early. Every interaction is a chance to move something forward. Sometimes that means asking for a referral, even if the answer isn’t yes.
• People you’ve worked with before can be some of your best advocates. And this approach isn’t limited to LinkedIn. You can use it in emails, calls, or anywhere you’re having conversations.

“Your success isn’t on their mind, but when you ask, you shall receive.” — Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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I’m a big believer in LinkedIn Sales Navigator, and that’s why I’m revisiting episode 1827. Josh Shirley from Sandler joined me to share how to use the tool effectively and get real results.

Josh Shirley’s Background

• Josh Shirley is a sales professional with Sandler, a well-known sales training organization.
• He works with sales leaders who want a structured system that delivers predictable results.
• Sandler’s approach gives sales professionals the foundation they need to perform effectively from the start.

Referrals: The Gold Standard of Leads

• Josh shares personal experiences about how structured approaches to request referrals can significantly enhance lead generation.

Using the LinkedIn Rule of Seven

• Josh explains that for every seven LinkedIn connections, there’s typically one person willing and able to refer you. It’s a simple concept, but it can completely change how you approach outreach.
• There are a few ways to apply it depending on your goals. If you’re covering a broad territory, you can use one connection to open the door to many referrals.
• If you’re targeting a specific account, multiple connections can help you get closer to the right person.
• And in some cases, it’s as direct as asking one person for one specific introduction and repeating that process over time.

Using LinkedIn Sales Navigator to Find Referrals

• Josh walks through how LinkedIn Sales Navigator makes it easier to find the right people to connect with.
• It helps you identify mutual connections who can introduce you and guide you toward the right prospects.
• With the right filters, you can narrow your search and make your outreach more focused and efficient.

Getting Past the Fear of Asking

• A lot of salespeople hesitate when it comes to asking for referrals. There’s a fear of coming across as pushy or intrusive.
• Josh challenges that mindset and reminds us that most people are willing to help, you just have to ask.

“Referrals are the most bankable form of leads you can get.” - Josh Shirley

Resources

• If you want to connect with Josh Shirley, you can find him on LinkedIn. And if you’re looking for more insights like this, take a listen to the Sales Tales Podcast.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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I don’t believe in sharing sales advice unless I’m actively doing it myself. Right now, I’m building a podcasting agency, Blue Mango Studios, and putting these strategies into practice every day. I’m sharing what’s working as I go, so you can apply it to your own process.

Lead with a Point of Reference

• One of the biggest mistakes sellers make is reaching out without context. Buyers don’t respond because there’s no reason to.
• Instead, find a point of reference. That could be a post they shared, a comment they made, or a recent role change. When you lead with something relevant, you immediately separate yourself from generic outreach.
• That small shift makes it easier to start a real conversation.

Engagement Before Outreach

• Before sending a message, take a moment to engage. Like their content. Leave a meaningful comment. View their profile.
• These small actions build familiarity. When you do reach out, your name is no longer unfamiliar, which increases your chances of getting a response.

Turn Conversations into Opportunities

• Once you have engagement, the next step is starting a conversation. That might happen through LinkedIn, email, or a call.
• The key is not to rush the pitch. Focus on understanding what matters to them and how your solution fits into that.
• Conversations lead to opportunities. Opportunities lead to appointments.

Follow Up with Intention

• Most deals are not closed on the first interaction. It often takes multiple touchpoints to move things forward.
• That means consistent follow-up across multiple channels. Emails, calls, and continued engagement all play a role in staying visible and relevant.

A Simple Motion That Works

• This approach is not complicated, but it is intentional. Break through the noise. Create engagement. Start conversations. Then follow up with purpose.
• That’s the motion driving results right now. And if you’re willing to apply it consistently, it can work for you too.

“Break through the noise first. When you get engagement, you earn the right to start a conversation.” - Donald C. Kelly

Resources

• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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In a niche industry, you don’t win by doing what everyone else is doing. Like David facing Goliath, you have to stand out by bringing something different to the table. My guest, Brian Uzcategui, Vice President of Sales for The Kinetic Co., is here to share how he is winning in the tissue industry and the concepts you can apply to your own work.

Selling in a Niche Industry

1. Selling in a niche industry is not easy. You only have so many competitors and only so many customers, which means every interaction matters. Your reputation travels fast, and you cannot afford to burn bridges.
2. In industries like Brian’s, everyone knows each other. Prices are not the differentiator. Relationships are. If you are not building trust and adding value, you will not last long.

Relationships Are Everything

1. When your market is small, your network becomes your greatest asset. Brian shared that success comes from treating every customer like they matter because they do.
2. This is a people game. You are not just selling a product. You are building long-term partnerships. One bad interaction can cost you more than just one deal.

Do Not Wing It

1. Preparation is what separates average sellers from top performers.
2. In this industry, you may only get a few opportunities each year to meet with a customer.
3. When you show up, you need to be ready. Know their history, understand their needs, and come in with clear value.
4. You are not getting extra time. You have to make your time count.

Bring Something New Every Time

1. One of the most powerful concepts Brian shared is simple. Always bring something new.
2. It could be a small training, a new idea, or a way to make your customer’s job easier. When you consistently add value, your customers look forward to seeing you.
3. You become more than a salesperson. You become a resource.

“Be the leader people want to serve. A service mindset goes a long way.” - Brian Uzcategui

Resources

1. Connect with Brian Uzcategui on LinkedIn.
2. Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
3. Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
4. Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Many sellers ask the same question: how can I increase my close rate? Often the challenge is not the product or the prospect but hesitation at the moment when it is time to ask for the business. I’m sharing a few ideas that can help you confidently ask for the close and move deals forward faster.

Stop Waiting Too Long

1. One common mistake is waiting too long to ask for the close. Sellers may say something like “let me know what you think” instead of clearly asking if it makes sense to move forward.
2. A more effective approach is to be direct. For example, you might ask whether the prospect prefers to start implementation next Monday or Tuesday.
3. When you have already completed a strong discovery and demonstrated a clear solution, this type of question feels natural and keeps momentum moving forward.

Make Sure the Buyer Sees the Solution

1. Another issue occurs when the seller tries to close before the buyer fully agrees that the solution solves their problem. Even the best demo will not matter if the buyer does not clearly see how it addresses their specific challenge.
2. Before presenting a proposal, confirm that the prospect believes the solution will solve their problem. When both sides are aligned, the closing conversation becomes much easier.

Keep the Close Natural

1. Closing should not feel like a dramatic event. When you clearly understand the problem and present a solution the buyer believes in, the next step becomes a simple and natural conversation.

“When the buyer sees the problem clearly and believes in the solution, the next step becomes easy.” — Donald C. Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Most sellers think their outreach struggles come from poor timing or weak messaging. In reality, the bigger issue is that many outreach attempts focus on surface level problems instead of the real challenge prospects are facing. A few small changes can make your outreach far more relevant and much more likely to get a response.

Stop Selling the Surface Problem

1. A common example is when sellers lead with a generic benefit like saving time or increasing revenue. Those things sound good, but almost every competitor is saying the exact same thing.
2. The real opportunity is identifying the deeper issue that is actually causing frustration for your prospect. For example, an HR leader may not simply want a better hiring tool. Their real challenge could be finding quality candidates who truly fit their organization.
3. When your outreach taps into that deeper problem, your message immediately becomes more relevant and harder to ignore.

How to Find the Real Problem

1. The key is doing the research before you send the message. One simple way to start is by using tools like ChatGPT to understand the common challenges your ideal customers face.
2. You can also learn a lot by speaking with existing clients and asking what their biggest frustrations are. Often the first answer reveals the true problem that needs solving.

Why This Changes Your Results

1. When your outreach focuses on the real problem instead of a generic pitch, everything becomes more effective.
2. Your subject lines become more intriguing. Your emails feel more relevant. And prospects are much more likely to respond because the message speaks directly to what they are dealing with right now.
3. In the end, better outreach starts with one simple shift. Focus less on your solution and more on the real problem your prospect is trying to solve.

“If the problem you’re presenting isn’t strong enough, your message will get ignored.” — Donald C. Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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You probably thought following up on a deal would be easy, but many sellers struggle with it. I’m sharing a simple way to make the process easier and stop assuming that no response means something negative.

The Data Behind Effective Follow-Up

1. Let me share a few statistics that might change the way you think about follow-up.
2. About 85 percent of sales require five or more follow-ups, yet 44 percent of sales reps stop after just one follow-up. On top of that, only 2 percent of sales happen during the very first contact.
3. What does this mean for you? It means persistence matters. If you are giving up after the first attempt, you could be walking away from deals that simply needed a few more conversations.

Why Many Reps Avoid Following Up

1. Now the question becomes why do so many sellers avoid following up in the first place?
2. In many cases it comes down to psychology. Some sellers worry about being annoying. Others fear rejection. Sometimes pride gets in the way and we think the buyer should be the one reaching back out to us.
3. Another issue is the lack of a system. When you do not have a clear follow-up process, it becomes easy to forget to reconnect with prospects or to rely on hope instead of a plan.

What Strong Follow-Up Looks Like

1. When you do follow up, avoid sending messages that simply say “just checking in.” That approach does not add value.
2. Instead, focus on sharing something useful. You might provide a helpful insight, remind them about the next step you discussed, or share information that supports the conversation.
3. I also recommend planning the next follow-up before you end a meeting. When the next step is already scheduled, it becomes much easier to keep the deal moving forward.

“No response isn’t a no. It’s often an invitation for professionalism.” — Donald C. Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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During a deal, you might spend weeks speaking with one person only to realize the real decision makers were never involved. So how do you get your champion to bring the stakeholders into the conversation? I’m bringing back an old concept that can help prevent this situation from happening again.

When Your Champion Won’t Bring Others Into the Deal

1. During a deal, you might spend weeks speaking with one person only to realize the real decision makers were never involved. It can feel frustrating, especially when you know that IT, finance, or leadership will eventually need to approve the purchase.
2. So how do you get your champion to include the stakeholders who actually sign off on the deal?
3. One approach is to start thinking about the buying process earlier and making sure the right people are involved from the beginning.

Start With Multithreading

1. One of the best sales strategies is multithreading. This simply means building relationships with multiple people inside an account instead of relying on a single contact.
2. When selling a solution, there are often several people who influence the decision. There may be an end user who will work with the product daily, a manager who oversees the team, and an executive who approves the final purchase.
3. Mapping out these roles early can help prevent deals from stalling later. I like using LinkedIn Sales Navigator to identify these stakeholders and make it easier to start conversations with them.

Identify the Influencers

1. Not everyone involved in a deal holds a formal decision making title, and that’s something I want you to keep in mind.
2. I’ll give you a quick example. My wife once worked closely with the executive team at a company. Whenever the CEO was considering working with a vendor, he would often ask her opinion about the people he had interacted with. If a vendor was respectful and easy to work with, she would share that. But if someone treated her poorly because they didn’t think she had any influence, that feedback made its way back to leadership as well.
3. The lesson here is simple. Everyone inside an organization can influence a deal in some way.

Have an Honest Conversation With Your Champion

1. If your champion continues to avoid bringing others into the process, it may be time to address it directly.
2. Try sharing your concern. Let them know that in most successful projects there are several people involved, including technical teams and leadership. Then ask if there is a reason those stakeholders have not been included yet.
3. Often the answer is straightforward. The champion may be busy, unsure how to involve others, or simply gathering more information before expanding the conversation.

“Preemptively build those relationships so you don’t get stuck relying on one person to close the deal.” - Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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At the end of every quarter, many sellers feel shaken when they look at their quotas. You’re putting in the work, yet the results still aren’t where they should be. I’m sharing a few ideas from The 12 Week Year that can help you rethink the calendar quarter and develop habits that take some of the stress out of selling.

The 12 Week Year Mindset

1. Instead of thinking about your annual quota, start treating every 12 weeks like its own year. When you see the quarter that way, your focus shifts to what needs to happen right now instead of assuming you still have plenty of time.

Putting the 12 Week Year into Action

1. First, define your outcome. Set a clear goal for the next 12 weeks. For example, you might set a target of closing $300,000 in new business during that period.
2. Next, break that outcome into the activities that lead to it. If your average deal size is $30,000 and your close rate is about 25 percent, you would need around 40 qualified opportunities to reach that goal. That might translate to about 80 discovery calls, 400 meaningful conversations, and roughly 1,200 outreach attempts.
3. Then create a weekly scoreboard. Track the numbers that actually move deals forward. This could include outreach attempts, conversations, meetings, pipeline created, and deals that are advancing. When you track these numbers each week, it removes the guesswork and keeps you focused on the right activities.
4. Finally, build strong daily habits. Set non-negotiable time blocks that help you hit those activity numbers. For example, dedicate at least 90 minutes each day to pipeline creation. A good reminder here is that you do not rise to your goals. You fall to your daily structure.

The Role of Sales Managers

1. Sales managers play a big part in making this system work, but it is not about micromanaging. The focus should be on managing the activities that lead to results.
2. That means making sure reps are consistently completing the daily and weekly tasks that drive deals forward.
3. Tools like a team leaderboard, like the one in Prospectpro.io, can make it easy to see who is on track and who needs support.
4. Every manager should be able to answer this question: Do your reps know exactly what they need to do each week to stay on pace? When managers keep the focus on activities and check in regularly, the system becomes real, not just a plan on paper.

"Sales are not won in the last 14 days of the quarter. They are in the first 14 days." – Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Negative thinking can hold you back from success. I sat down with Benoy Tamang, an entrepreneur who has started and exited seven companies, to talk about mindset. How a leader or even an individual sales rep thinks can make all the difference in results.

The Underdog’s Advocate

1. Benoy is passionate about helping startups, shaped by his own experiences with adversity, including racism his father faced in the British army.
2. He sees startup founders as underdogs who sacrifice health, finances, and relationships to chase a dream.
3. Now, he coaches tech CEOs with venture funding who are ready to grow. Through his work, he gets to learn, serve, and create alongside these founders.

Overcoming Self-Doubt and Fear

1. Self-doubt is a huge obstacle for sales professionals and leaders. Many people feel “less in their own mind” and carry fears like “I am not good enough” or “my future is at risk.”
2. Benoy believes everyone is capable of creating their own future. His advice is to let go of a tight grip on control, take a loose grip, and stay in the flow.

The Whole Person in Sales

1. Leaders need to care about the whole person, not just the employee. Benoy encourages teams to get full physicals because undiagnosed health issues, whether mental or physical, can affect performance. How someone thinks about themselves follows them everywhere, including work.

Modeling Vulnerability as a Leader

1. Holding reps accountable is important, but leaders also need to provide clarity, training, clear job descriptions, compensation transparency, and the right tools.
2. Benoy stresses modeling vulnerability, rewarding it, and sharing mistakes. This helps create a safe environment where team members feel comfortable asking for help, even in competitive settings.

“Show them how to win, not just tell them how to win.” - Benoy Tamang

Resources

You can find more information about Benoy Tamang, his book, and his podcast, Fearless Founders Club, at techceocoach.com.

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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People crave genuine connection, and that can feel harder to create in today’s AI-driven world. But when you sell with integrity, buyers trust you more and move forward with confidence. Joining me in this episode is Mark Hunter, longtime friend, professional seller, and author, to talk about his new book Integrity First Selling and his passion for authentic, trust-based sales.

Why Integrity Still Matters in Sales

1. Yes, AI tools are handy but nothing can replace genuine human connection. Buyers want to know that you care enough about their problem to actually fix it.
2. Mark defines integrity in sales as honoring commitments and refusing to sell what clients don’t need. He emphasizes that great selling is rooted in serving people, not just closing deals.

Lessons Learned the Hard Way

1. Mark shares stories from his early sales career, including being fired after chasing short-term wins over long-term relationships.
2. He reflects on a deal that ultimately harmed both the client and his company’s reputation, showing the real cost of compromising integrity. His experience reinforces that quick wins are never worth lasting damage to trust.

The Power of Referrals and Relationships

1. A key theme is how integrity naturally leads to referrals and repeat business. Mark encourages sales professionals to give value, speak honestly even when it’s difficult, and recommend other options when they are not the right fit.
2. He stresses that leaders and sellers alike must model integrity and commit to the long game.

“Just speak the truth 100% of the time and you're going to sleep a lot better.” - Mark Hunter

Resources

Find "Integrity First Selling" on Amazon or visit thesaleshunter.com for more resources.

Check out my past episode 426 with Mark to hear his advice on high profit prospecting.

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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You’ve been working on closing a deal for the last six months, but you thought you would have closed it three months ago. Why didn’t you reach your deadline sooner? I’m going to tell you why in this episode and show you how you can shorten your sales cycles.

Why Are Your Sales Cycles Longer?

1. I’ve found there are several reasons sellers experience longer sales cycles:
2. Fear of making mistakes
3. Job security concerns
4. Reliance on decision-making committees
5. But remember, you’re a consultant. Your job is to guide buyers to understand why your product is the solution to their problems. Don’t be an order taker. Lead with confidence to help move deals forward faster.

Introduce a Mutual Action Plan Early

1. The first step I share to shorten your sales cycles is creating a mutual action plan. You go over clear expectations and timelines with the prospect to let them know what their buying journey will look like.

Multi-Threading

1. There are way more people involved in closing a deal than you think. At first you may be talking to Sally, then Billy, then Jen. Keeping up with so many stakeholders can get confusing fast.
2. If you don’t have a clear way to track relationships, tools like LinkedIn Sales Navigator can help you organize an account map and piece together your conversations across contacts.

Understand Individual Stakeholder Value

1. Yes, you’re trying to close the deal faster, but don’t rush through the sales cycle. Instead, identify what matters most to each stakeholder involved in the buying decision.
2. Ask questions to uncover specific priorities and pain points for every committee member, not just your main prospect.

De-Risk the Purchase

1. With so much noise being thrown at buyers, they often don’t feel safe making decisions or find it difficult to move forward.
2. Provide multiple purchasing options, bring in testimonials, and address concerns directly to help stakeholders feel more confident.

“Every conversation you have with the team, bring it back to the value. Because the value is going to be different for each individual.” — Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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show notes

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I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.

Ask Your Happy Customers

1. The most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network.
2. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask.
3. If you are not asking, you are leaving opportunities on the table.

Request Referrals from Non Buyers

1. Do not overlook the conversations that do not end in a sale.
2. Even when someone tells you no, that does not mean the relationship is over. It is still perfectly reasonable to ask if they know someone who is dealing with the challenges your product solves.
3. When you position it around helping others, the request feels natural and value focused.

Leverage LinkedIn Connections

1. You can also take a more proactive approach by using tools like LinkedIn Sales Navigator.
2. Look at your customers’ first degree connections and identify people who match your ideal client profile. Then ask for a specific introduction.
3. This method takes more effort, but when you are intentional about who you want to meet, the results can be powerful.

"Your goal is to get them to be able to be your evangelists." — Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence.

Beyond the Framework

1. I start by challenging the idea that just following a sales framework guarantees success.
2. Every sales scenario has unpredictable human factors, so sticking strictly to a process is not enough. You have to be ready to adapt and read the situation in real time.

The Power of Reviewing the Tape

1. One of my biggest recommendations is to listen back to your recorded calls, either on your own or with someone you trust. This gives you a more objective perspective on what is working and what is not.
2. I also suggest using tools like ChatGPT to analyze transcripts or get external feedback. It is a great way to spot patterns you might miss.

Taking and Maintaining Control

1. Before every call, set an agenda and make sure both you and the prospect are aligned on the outcomes.
2. If you give up that control, the prospect will take the lead and that usually leads to ambiguity or stalled deals.
3. Staying in control does not mean being pushy. It means guiding the conversation toward results.

Always Secure a Next Step

1. Never leave a meeting without scheduling the next step. I have lost deals in the past because I did not do this, and it kills momentum fast.
2. Make it a habit to lock in what comes next before the call ends.

Courage to Ask the Tough Questions

1. Going through the motions is not enough. Developing the art of sales means reading between the lines and asking the uncomfortable questions.
2. That is what separates great sellers from everyone else. You have to be willing to challenge your prospects in a way that adds value and drives clarity.

"There's a lot of gray areas in sales, especially when you're dealing with humans who tend to be unpredictable." - Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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There is a specific way to use AI technology to get the results you want. To show us how to do this, Dr. Eve Kedar, a community builder, enablement strategist, and educator, joins me for this episode. Drawing on her experience supporting over 18,000 AI enthusiasts, Eve shares strategies to help sales teams use AI without amplifying the overwhelm that can come with new technology.

Meet Eve Kedar

• Eve Kedar is a sales enablement strategist, author, and advisor with over 15 years of experience helping sales organizations move from scattered training to scalable systems that actually drive results.
• She’s the author of Build a Kicka$$ SalesTeam and Build a Kicka$$ Online Community, and works with SaaS and tech leaders to improve ramp time, execution, and alignment.
• Eve brings a practical lens to AI adoption, focusing on cognitive diversity, real workflows, and helping sales teams use AI as a thinking partner, not a replacement.

Empowering Sellers Through Cognitive Diversity

• We begin by talking about how effective AI integration starts with recognizing the unique strengths each seller brings to the table.
• Eve explains that instead of forcing uniformity, leaders should support and amplify those differences with the right tools.
• She shares stories of helping one seller who is highly data driven and another who is a natural storyteller use AI prompts tailored to their individual styles. The goal is not to replace human skills, but to enable them.

Practical Steps for AI Adoption

• We also break down simple, actionable steps sales leaders can take right away.
• For example, setting up a team chatbot such as ChatGPT that is loaded with your company’s sales processes can give both new and experienced reps targeted guidance.
• This helps them become more independent while also personalizing their development.
• Eve reminds us that leaders do not need to master every AI tool. What matters most is encouraging curiosity, exploration, and the sharing of best practices.

Maintaining Humanity, Curiosity, and Creativity

• Another major theme in our conversation is balancing productivity with preserving the human touch.
• Eve suggests gamifying prompt writing, celebrating creativity, and encouraging bold curiosity so teams do not become overly reliant on automation.
• While entry level roles may evolve as AI takes over repetitive tasks, sellers will be expected to think more deeply and build stronger relationships than ever before.

Community and Collaboration

• We also discuss the importance of leveraging AI communities, both internally and externally.
• Creating space for open dialogue and experimentation allows teams to learn from one another, spark new ideas, and reduce the overwhelm that often comes with adopting new technology.

"Cognitive diversity is a great thing on a sales team. Don’t suppress it with AI tools. Use the tools to help them, you know, amplify their diversity. But leverage the results. The outcomes are still what’s important." - Eve Kedar

Resources

Find Eve Kedar on LinkedIn and check out her thriving AI community for more insights and resources on AI adoption in sales.

Get Eve’s books on Amazon: Build a Kicka$$ SalesTeam, Build a Kicka$$ Online Community

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal.

Why Do Buyers Lie?

• Buyers don’t always lie intentionally. However, there’re three main reasons why they do:
• They feel uncomfortable saying “no.”
• They’re not interested but don’t want to hurt your feelings.
• They want to “think about it,” often as a way to avoid further discussion.

Key Strategies for Sellers

• If you find them lying to you, try these strategies to get the truth out of them:
• Seek honest answers by asking tougher, more direct questions.
• Never assume a prospect’s motives, instead get to the real issue.
• Practice probing with family or friends to build confidence.
• Avoid desperation and maintain control throughout the process.
• Don’t wait. Address hesitations immediately rather than letting deals linger.

“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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SDRs and BDRs are having to become more strategic and more technical to close deals. You would think that in a world of AI, their jobs would become easier or even be replaced. But buyers are more informed, and they know when a seller is not putting much effort into personalization. Joining me in this episode are two sales professors, BJ Allen and Kristie Jones, to discuss how we can better prepare sellers for these changing roles.

The Evolution of Sales Roles

• The role of SDRs and BDRs is changing as buyers become more independent and better informed through AI and easy access to information.
• Sales is no longer just about cold calling and emailing. Today’s sellers need stronger critical thinking skills, deeper product and industry knowledge, and the ability to add value much earlier in the buying process.

AI’s Impact on Sales Processes

• AI is reshaping sales, from prospect research to reviewing discovery calls. This shift is pushing teams to be more intentional about their processes and committed to continuous learning.
• Kristie encourages both students and sales teams to experiment with new technology, even when it does not work perfectly, because that is where growth happens.

Soft Skills Take Center Stage

• While technical skills are becoming more important, we agree that soft skills still separate good sellers from great ones.
• Kristie highlights the importance of building trust, negotiating effectively, and handling objections.
• As more routine tasks are automated, sellers who can connect with buyers, educate them, and solve real problems in a personalized way will stand out.

Advice for Educators and Leaders

• The focus should be less on rigid outreach sequences and more on creative problem solving, personalization, and value-driven conversations.
• Try to prepare your students for modern sales roles by blending technical knowledge with strong communication skills throughout your curriculum.

“Everything's changing about the seller, because everything's changing about the buyer.” - Kristie Jones

Resources

Find Kristie Jones on LinkedIn or visit kristiekjones.com.

For more sales education resources, listen to “Sales 101: The B2B Sales Classroom.”

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Yes there’s a ton of things you can do on LinkedIn Sales Navigator. However, if you’re still struggling to use it and find prospects, you need to focus on one tool at a time. In this episode, I’m going over how to use InMail the right way to get prospects. I’m telling you, it’s one of the easiest ways to book appointments, and I have data to prove it.

How to Make Responsive InMail Campaigns

1. I did a test with my podcasting agency, BlueMangos Studios, and the data is shocking. Out of 31 recipients, I saw a response rate of 20%. All I had to do was make the subject line for my InMail campaigns catchy and curiosity-driven. Then I made the body of the message direct and personal.
2. Do you know why this worked so well? Because I focused on prospects who actually needed my services. It worked so well that I only had to spend about half an hour of work to see results within two days.

Simplicity Drives Results

1. When it comes to InMail, less really is more. I keep my messages short, direct, and tied to something that actually matters to the prospect. Instead of leading with a long explanation about my company or offer, I ask one simple question that connects to their role or a problem they are likely dealing with.
2. Most people are checking LinkedIn on their phones, so your message has to be quick to read and easy to respond to. A simple yes or no is often enough to get the conversation started. That simplicity is what drives higher response rates and opens the door to appointments and meaningful follow up.

“All of us have one of the easiest ways to maximize LinkedIn Sales Navigator, and we're not even doing it appropriately. Instead, we're spamming people.” - Donald Kelly

Resources

Sign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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What should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.

Why You Should Be Posting on LinkedIn

• If you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create content, which means authentic posts are far more likely to get noticed.
• Instead of worrying about being judged or feeling like you need to be an expert, I want you to see LinkedIn as a place to engage your niche market and start real conversations.

Three Types of LinkedIn Posts That Work

• Mistakes and Lessons Learned: One of the easiest ways to create content is by sharing mistakes and lessons from your own experience. Talking about what went wrong and what you learned makes your posts relatable and builds trust. When you are honest and a little vulnerable, people are more likely to engage and respond.
• Personal Insights: You do not have to talk about sales all the time. Sharing personal insights like hobbies, challenges, or goals helps people connect with you as a person. Whether it is working on your golf game or focusing on better health, these posts humanize you and often lead to stronger conversations with prospects.
• Industry Trends and Data: Posting about industry trends or data gives your audience something valuable to think about. Share insights you are seeing in the field or information from reports you trust. When you consistently bring useful information to your network, you position yourself as a resource and stay top of mind with potential buyers.

"Thanks to the COVID era, people want to know you on a personal level. They want to see your personality online." - Donald Kelly

Resources

Sign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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We’re a month into 2026, so there’s no time for rookie mistakes. In this episode, I’m breaking down 10 common mistakes sellers make and how to avoid them. Catching these early can help you set yourself up for success for the rest of the year.

1. Not Having Enough Deals in the Pipeline

• One of the biggest mistakes I see is not having enough opportunities in the pipeline. I recommend carrying three to five times your quota in active deals to protect yourself when prospects go quiet or deals fall apart.
• When you consistently add new opportunities, your sales engine keeps moving even when the market shifts.

2. Not Using LinkedIn Effectively

• Too many sellers are underutilizing LinkedIn as a prospecting and research tool. I encourage upgrading to Sales Navigator, multi-threading within accounts, and posting consistently.
• Staying visible helps you build familiarity and turn cold outreach into warmer conversations.

3. Waiting Too Long to Involve Stakeholders

• Relying on a single champion is risky. Most B2B deals involve multiple decision-makers, so it’s important to identify and engage stakeholders early.
• LinkedIn is a great way to map the organization and start those conversations sooner.

4. Skipping Daily Prospecting

• Pipeline growth does not happen by accident. Prospecting needs to be a daily habit.
• Blocking time each day and testing different outreach windows helps create consistency and avoids feast-or-famine cycles.

5. Lack of Planning and KPI Tracking

• Planning your week and your day is non-negotiable. I recommend blocking time for prospecting and meetings, then tracking KPIs like calls, conversations, appointments, and closed deals.
• Reviewing these metrics helps you see what is working and where you need to improve.

6. Ignoring AI Tools

• AI is changing the way we sell. Tools for note-taking, research, and CRM updates can save time and reduce admin work. Testing AI solutions now helps you stay competitive.

7. Not Asking for the Next Appointment

• Every meeting should end with a clear next step. I always leave a few minutes to schedule the follow-up so momentum does not stall.

8. Missing Red Flags

• Hesitation around pricing or commitment should not be ignored. Address concerns early by asking direct questions before deals slow down.

9. Not Going Deep Enough on Objections

• Surface objections are rarely the real issue. Dig deeper to uncover what is truly holding the buyer back.

10. Selling to the Wrong Pain Point

• Before pitching a solution, make sure you understand the prospect’s real problem. When the pain is clear and validated, demos and proposals land much more effectively.

“Don’t sell to the wrong objection or try to solve the wrong problem. Commit to going deeper, uncover the real reason behind the objection, and address that directly. That is your job, and it’s one of the most important things you do in sales.” - Donald Kelly

Resources

Sign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Sales enablement is meant to make selling easier, yet many teams struggle to see real results from it. In this rerun episode, Ahmad Munawar breaks down why most sales enablement efforts fall short and what leaders must do to turn enablement into a true revenue driver. We explore alignment, execution, and how enablement should support sellers in real conversations, not just live in documents and dashboards.

Why Sales Enablement Misses the Mark (00:02:12 – 00:03:45)

1. Ahmad explains that sales enablement often becomes content-heavy but action-light.
2. Teams create playbooks, tools, and training without tying them directly to how sellers actually sell.
3. Enablement fails when it is disconnected from daily selling behavior.

The Gap Between Strategy and Execution (00:03:45 – 00:05:30)

1. Many organizations design enablement strategies in isolation.
2. Ahmad highlights how lack of alignment between leadership, marketing, and sales creates confusion and inconsistent execution in the field. Alignment is what turns strategy into results.

What Sellers Actually Need From Enablement (00:05:30 – 00:07:15)

1. Enablement should help sellers:
2. Start better conversations
3. Handle objections confidently
4. Move deals forward faster
5. Ahmad emphasizes that practical guidance always beats theoretical frameworks.

Why Content Alone Does Not Change Behavior (00:07:15 – 00:08:55)

1. Simply giving sellers more content does not improve performance.
2. Ahmad explains that enablement must reinforce skills through repetition, coaching, and real-world application.
3. Behavior change requires reinforcement, not information overload.

Measuring Enablement Impact the Right Way (00:08:55 – 00:10:35)

1. Instead of tracking content usage alone, Ahmad encourages teams to measure:
2. Conversation quality
3. Deal progression
4. Rep confidence and consistency
5. Enablement success should be visible in pipeline movement and close rates.

How Leaders Can Support Enablement Adoption (00:10:35 – 00:12:20)

1. Leadership buy-in is critical.
2. Ahmad shares how managers play a key role by reinforcing enablement in one-on-ones, pipeline reviews, and coaching sessions.
3. What leaders reinforce is what sellers adopt.

Key Lesson: Enablement Must Serve the Seller, Not the System (00:12:20 – 00:14:05)

1. Sales enablement works when it is built around how buyers buy and how sellers sell.
2. When enablement supports real conversations and real challenges, revenue follows.

“If enablement does not help a seller win the next conversation, it is not doing its job.” – Ahmad Munawar

Resources

Learn more about modern sales enablement and revenue alignment at: thesalesevangelist.com

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Sometimes all you need is the right personality to close a deal. When you hold back, play it safe, or fail to fully show up, prospects notice and engagement suffers. In this episode, my guest Kevin Hubschmann shares why suppressing your personality can cost you in the long run and how using comedian techniques can help you close a six-figure deal.

Blending Humor and Professionalism in Sales

· Kevin shares how he balanced his life as a standup comic and improv performer with his full-time sales role.

· Like many reps, he struggled to merge his personality with his professional image. Once he stopped separating the two, he began building stronger connections and seeing better outcomes.

The Six-Figure Meme

· Kevin walks through the real story behind a six-figure deal that started with personality.

· After sending nine standard, scripted emails with no response, he tried something different.

· His tenth message included a relatable meme, and it finally got a reply. That moment highlights why being yourself and taking smart risks can cut through the noise.

· Humor and authenticity help humanize sales and open conversations that traditional outreach often misses.

Improv, Listening, and Leadership Support

· We talk about how humor in sales is not about telling jokes. It is about listening, reading the room, and responding with empathy.

· Kevin shares improv-based techniques like “yes, and,” listening exercises, and reframing ideas to create more engaging conversations and build trust with prospects.

· We also discuss the role leadership plays in this process. Sales teams perform better when managers create a culture where reps feel safe showing their personality, trying new approaches, and learning from mistakes.

Key Takeaway

· Sales is about real human connection. When you combine your personality with professionalism, focus on active listening, and allow room for creativity, better conversations follow. Those conversations lead to stronger relationships and long-term success.

“Be yourself, because yourself is what's going to get you loose. It's going to create new ideas. You're going to take more risks..." - Kevin Hubschmann

Resources

Do you want to learn more about Kevin’s laughing and development classes? Check out laugh.events and join his newsletter Laugh Rx Laugh Events.

Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies. Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Most deals do not fall apart because prospects say no. They stall because momentum quietly disappears. In this episode, Donald C. Kelly breaks down why sales conversations often lose traction after a strong first call and what sellers must do to keep prospects engaged, aligned, and moving forward. We explore how clarity, commitment, and intentional follow-up prevent ghosting and stalled pipelines.

Why Deals Lose Momentum After a Good First Call (00:02:18 – 00:03:45)

Donald explains that many salespeople mistake a positive conversation for real commitment.

Without clear next steps and buyer ownership, interest fades and urgency drops.

Good conversations alone do not close deals. Structured momentum does.

The Hidden Cost of Vague Next Steps (00:03:45 – 00:05:25)

When follow-ups sound like “I’ll check back in,” prospects disengage.

Donald highlights how ambiguity creates uncertainty and gives buyers permission to deprioritize the deal.

Clarity builds confidence. Vagueness creates delay.

How to Lock in Commitment During the Call (00:05:25 – 00:07:10)

Donald shares how to confirm alignment before ending the conversation by summarizing:

1. The problem
2. The desired outcome
3. The agreed-upon next step
4. When prospects verbally agree, follow-through increases.

Why Follow-Ups Fail (and How to Fix Them) (00:07:10 – 00:08:55)

Most follow-ups fail because they add no value.

Donald explains how each touchpoint should reinforce relevance, urgency, or insight instead of simply asking for time.

Follow-ups should advance decisions, not chase them.

Creating Mutual Accountability With Prospects (00:08:55 – 00:10:40)

Deals move faster when both sides share responsibility.

Donald discusses how setting expectations, timelines, and roles turns the process into a partnership rather than a pursuit.

Mutual accountability reduces ghosting.

How to Handle Prospects Who Go Silent (00:10:40 – 00:12:25)

Instead of repeated check-ins, Donald recommends reframing silence as feedback.

He shares how to re-engage prospects with clarity, honesty, and permission-based messaging.

Desperation pushes buyers away. Confidence brings them back.

Key Lesson: Momentum Is Created, Not Hoped For (00:12:25 – 00:14:05)

Sales success is not about luck or persistence. It is about intentional process.

When sellers guide prospects with structure and clarity, deals move forward naturally.

“If there’s no clear next step, the deal is already slipping away.” – Donald C. Kelly

Resources

Connect with Jennifer on LinkedIn and check out scribe.com.

Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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You can always expect challenges to arise when training a sales team, and when they do, things can go south quickly. Some reps simply don’t ramp as fast as others.

How can you ramp your team in half the time? Let’s revisit episode 1610 with Jennifer Smith, co-founder and CEO of Scribe, to find out.

Scale Yourself

1. Scaling yourself is about identifying the core things you are good at and spending as much time on them as possible. Take the other tasks that fill your time and reduce them, automate them, or delegate them.
2. Jennifer challenges you to track how many interruptions you have and how much time you spend on various tasks during an average day. Those minutes add up.

Get People The Things They Need

1. Get the right information to the right people at the right time so they can use their time effectively.

Scale Your Best Rep

1. Have your best reps, the people who have been there the longest and know what they are doing, record how they do what they do.
2. Share this information with the rest of your reps so that they can learn from the information and knowledge that makes your best rep really good.
3. If all the reps are able to share with each other what is working, everyone will learn together to create a rapid learning machine.

“If you’re doing anything that doesn’t involve talking to a customer, ask yourself: could I scale this?” — Jennifer Smith

Resources

Connect with Jennifer on LinkedIn and check out scribe.com.

Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Relying on outdated selling methods will have buyers viewing you like a sleazy car salesperson. Today, how you sell matters more than ever. I’m revisiting episode 1533 with Andy Paul to remind you why having a human approach to selling matters. He shares how you can sell effectively without selling out.

Great Selling Isn’t One-Size-Fits-All

1. The push toward sales conformity is really for management, not the seller, because management wants predictability. However, the real world is more complicated.
2. You learn, take those lessons, and apply them to life. You become the sum of your experience and knowledge. We all end up doing things differently, even if those approaches lead to the same result.
3. Despite all the tools and technological advancements that benefit us, we aren’t getting better at selling. We have ready access to a world of information, creating a better and more efficient buying experience. However, our win rates are dropping.

Where Seller Education Goes Wrong

1. When asked, “What’s your job?” the answer often comes back, “To persuade someone to buy my product.”
2. In reality, your job is to listen to the prospective buyer’s challenges and help them find resources to overcome those problems.
3. Just because you can do something doesn’t mean you should.
4. The Catalyst by Jonah Berger explains that human beings resist being persuaded.
5. Instead of persuasion, think about it from an influential perspective. Persuasion is coercive, while influence affects others without force. It’s a change in mindset.

Four Pillars of Changing Sales

1. Connection: Some people conflate a relationship with friendship. While you don’t need to be friends with buyers, you do make connections in every interaction you have.
2. Curiosity: We understand the world through curiosity and asking questions. The commonly accepted sales process allows very little time for discovery, but in reality, discovery should happen in every conversation with a prospect or buyer.
3. Understanding: Your job is to listen to the buyer. What’s the context? A salesperson’s effort to understand the buyer is an ongoing process that should never stop. Fully understanding the buyer allows you to determine how you can help them overcome challenges.
4. Generosity: Humans are wired to give and collectively support one another. Generosity triggers reciprocity, and its purpose is to achieve what is essential for both parties.

“Value exists only in the eyes of the buyer. Every interaction you have with a buyer should bring them closer to making a decision.” - Andy Paul.

Resources

Visit Andy’s website to learn more about him and order a copy of his book. You can also learn more about him on LinkedIn.

Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Is it still possible to reach seven figures in SaaS sales? You got into sales to build a comfortable life and enjoy a little extra. But after how last year turned out, that goal may feel far-fetched.

To help you reset and refocus, I’m revisiting episode 1528 with Brandon Fluharty, sales coach and founder of Be Focused. Brandon breaks down his seven steps to start making seven figures in SaaS sales, starting with one critical shift in mindset.

1. Get In The Right Environment

· Find your Goldilocks situation concerning your ideal workplace, whatever that may be.

· What kind of internal infrastructure do you need to start making seven figures in SaaS?

2. Build A Transformation Mindset

· Seven-figure earners sell a transformation that doesn’t just solve an issue; it prevents the problem from happening again.

· In SaaS, you want to be the player touching multiple parts of the business. That requires a transformational mindset and is a key principle of Brandon’s framework.

3. Be Strategic About Your Target Account List

· Sell to clients that give you purpose. Identify the reasons you prefer your ideal client and search for more that fit those criteria.

· Doing so keeps you motivated during the dishearteningly long sales cycles common with enterprise companies.

4. Create A Standard No One Else Delivers

· The Diamond Standard: picture a coal field in your competitive landscape and be the diamond for your clients.

· It’s easier to perform to this standard when working with clients you’re genuinely interested in and passionate about.

5. Break Through Personal Limitations

· The higher you climb, the more imposter syndrome you’ll feel. For example, Brandon initially thought his introversion limited his success.

· As he advanced, he realized he could listen more than he talked and that perceived weakness became a strength.

· Write down the traits you feel hold you back. Then ask yourself how you can repurpose them into strengths.

6. Rally Others Inside Your Organization

· Nothing great is achieved alone. When you’re working toward seven- and eight-figure deals, you’ll need help.

· Be a generalist with your skill set, but a specialist to start making seven figures in SaaS.

7. Develop A Personal Operating System

· Move away from hustle culture and work smarter.

· Balance Brandon’s Discipline, Flexibility, and Curiosity (DRC) and Plan, Rest, Effort, Performance (PREP) live life instead of hustling around the clock. (It’s a more humanistic approach.)

“Be like a scientist and look back at your workday with curiosity.” — Brandon Fluharty.

Resources

Follow Brandon Fluharty on LinkedIn and subscribe to his bi-weekly newsletter for more content, information, and insights on tech sales. Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Most sales outreach blends into the noise not because sellers lack effort, but because they approach prospects the same way everyone else does. In this episode, Ashley Winston breaks down why traditional outreach tactics fall flat and how sales professionals can stand out by leading with relevance, clarity, and genuine curiosity. We explore how to create conversations that feel natural, human, and worth responding to.

Why Prospects Ignore Most Sales Outreach (00:02:10 – 00:03:35)

Ashley explains that buyers aren’t ignoring messages because they’re rude, they’re overwhelmed.

Generic outreach, vague value statements, and self-focused messaging give prospects no reason to engage.

The real issue isn’t volume, it’s relevance.

The Biggest Mistake Salespeople Make in Messaging (00:03:35 – 00:05:10)

Most outreach talks about the seller instead of the buyer.

Ashley shares why messaging that leads with credentials, features, or company history immediately creates disengagement.

Prospects care less about who you are and more about whether you understand them.

How to Personalize Without Overcomplicating It (00:05:10 – 00:06:55)

Personalization doesn’t mean writing long messages.

Ashley explains how small signals like role relevance, timing, and context, dramatically increase response rates without extra effort.

Relevance beats creativity every time.

Using Curiosity Instead of Pressure (00:06:55 – 00:08:30)

Rather than pushing meetings, Ashley encourages sellers to spark curiosity.

Open-ended questions invite conversation and reduce resistance, making prospects feel in control instead of sold to.

Pressure ends conversations. Curiosity starts them.

How to Earn Replies Without Chasing Prospects (00:08:30 – 00:10:05)

Ashley breaks down why follow-ups fail when there’s no value added.

Each touchpoint should introduce a new insight, observation, or reason to respond not just “checking in.”

Silence is feedback. Adjust accordingly.

What High-Performing Sellers Do Differently (00:10:05 – 00:12:10)

Top performers focus on quality conversations, not activity metrics.

Ashley explains how intentional outreach, patience, and consistency lead to better pipeline health and stronger relationships.

Selling is about connection, not coercion.

Key Lesson: Make It About Them, Not You (00:12:10 – 00:13:55)

When outreach is centered on the buyer’s world, challenges, and priorities, responses come naturally.

Sales success comes from empathy, relevance, and respect, not persistence alone.

“If your message doesn’t immediately answer ‘Why should I care?’, it won’t get a reply.” – Ashley Winston

Resources

Want help applying these strategies directly to your pipeline and hitting your quota?

Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.

Learn more at thesalesevangelist.com/mastermind

Sponsorship Offers

This episode is brought to you in part by HubSpot.

With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.

This episode is brought to you in part by LinkedIn.

Tired of prospects not responding? Get a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.

Visit thesalesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your feedback and want to keep improving the show.

Complete our two-minute survey at thesalesevangelist.com/survey.

Join us for future episodes on Apple Podcasts, Google Podcasts, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Music credits include The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Bright Seed and Hill.

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Traditional selling pushes prospects away. In this episode, Jeremy Miner breaks down why old-school persuasion no longer works and how modern buyers respond to questions that help them uncover their own problems and motivations. We explore how to reduce resistance, increase trust, and guide prospects to decisions without pressure by using a question-based, psychology-driven approach.

Why Prospects Resist Being Sold (00:02:14 – 00:03:40)

Jeremy explains that buyers are more informed than ever and can sense manipulation instantly. When salespeople push solutions too early, prospects naturally defend themselves by shutting down or disengaging. The key problem isn’t price or timing, it’s resistance created by the sales approach.

Why Features and Pitches Kill Momentum (00:03:40 – 00:05:22)

Most sales conversations fail because sellers talk too much about themselves. Jeremy shares why feature-dumping and early pitching overwhelm buyers and prevent emotional engagement. People don’t buy when they’re told, they buy when they discover.

How Question-Based Selling Reduces Pressure (00:05:22 – 00:07:10)

Instead of convincing, Jeremy teaches how to guide prospects with thoughtful, problem-aware questions. The goal is to help buyers verbalize:

Their challenges

The consequences of not changing The urgency to act When prospects say it themselves, belief and commitment increase.

Helping Prospects Connect Emotion to Problems (00:07:10 – 00:08:55)

Logical reasons start conversations, but emotional reasons close deals. Jeremy explains how to ask questions that uncover frustration, fear, or missed opportunity without sounding manipulative. Emotion creates urgency; logic justifies the decision.

How to Talk About Solutions Without Sounding Salesy (00:08:55 – 00:10:30)

Jeremy emphasizes delaying solution talk until the prospect fully understands their own problem. When solutions are positioned as answers to their words, not your pitch, resistance disappears. Timing matters more than wording.

Preventing Ghosting by Creating Commitment (00:10:30 – 00:12:05)

Ghosting happens when prospects aren’t emotionally invested. Jeremy explains how confirming commitment throughout the conversation instead of at the end, keeps deals moving forward. If there’s no internal urgency, follow-ups won’t matter.

The Role of Neutrality in Closing More Deals (00:12:05 – 00:13:55)

One of the most powerful ideas Jeremy shares is remaining neutral. When sellers stop needing the deal, prospects feel safer opening up and making honest decisions. Confidence comes from control not pressure.

Key Lesson: Stop Convincing, Start Guiding (00:13:55 – 00:15:30)

The biggest shift modern sellers must make is moving from persuasion to facilitation. When prospects feel understood instead of sold to, decisions happen faster and with less resistance.

“The moment you stop trying to convince someone is the moment they start convincing themselves.” Jeremy Miner

Resources

Learn more about Jeremy Miner and his question-based selling framework at: 7thlevelhq.com

Explore training on modern selling psychology and objection-free conversations.

Want help applying these strategies directly to your pipeline and hitting your quota?

Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.

Learn more at thesalesevangelist.com/mastermind

Sponsorship Offers

This episode is brought to you in part by HubSpot.

With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.

This episode is brought to you in part by LinkedIn.

Tired of prospects not responding? Get a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

This episode is brought to you in part by the TSE Sales Foundation. Improve your LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.

Visit thesalesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your feedback and want to keep improving the show.

Complete our two-minute survey at thesalesevangelist.com/survey.

Join us for future episodes on Apple Podcasts, Google Podcasts, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Music credits include The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Bright Seed and Hill.

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You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.

What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from closing deals at the right time.

Meet Benjamin Dennehy

· Meet Benjamin Dennehy, known as the UK’s most hated salesperson, all thanks to his amazing marketing campaign.

· He shares how sellers often make the mistake of closing when prospective buyers are expecting them to.

· Don’t forget that you’re the one with all the power when it comes to choosing the right time to close a deal.

The Sales Matrix: Closing At The Wrong Place

· When first starting in the industry, Benjamin discovered that most sellers live in a system they don’t realize they’re part of. This is another reason why sellers tend to close deals at the wrong time.

· There are also two systems when sellers are out in the field: the buyer's system and the seller’s system. The problem arises when these two systems intertwine, making the buyer appear as the winner.

· Due to conditioning, buyers are aware that if they say no to a seller, the seller won't stop. So, they think of other ways to try to keep sellers from continuing without actually saying no.

· Benjamin delves into the list of reasons why prospective buyers give objections or deceive sellers to prevent a deal from moving forward. I'm sure you’ve heard plenty of these!

· He also explains how the matrix is designed to prevent sellers from exerting control in closing deals, and how their buying habits lead them to sympathize with prospective buyers when they express their objections.

How to Get Out of the Sales Matrix

· To get out of the sales matrix, Benjamin shares that sellers must start closing at the beginning of the first meeting. When you try to close at the end, you give the buyer complete control over what happens next.

· At the start of the meeting, Benjamin does three things to get a prospect to say no:

o Get permission from them to say no. If they believe the product is of no use, then there's no point in continuing the conversation. This will also let you know if the person you're speaking to is the decision-maker.

o When speaking with the CEO, he asks a series of questions to determine if he can actually assist their company with their problem. If there's no "no" in these answers, then he moves on to the third step.

o This is when he'll discuss how they can move forward together to close a deal.

· The method works because if prospects aren't logically saying no, then they have to agree to move forward.

“We've been told a lie that the person with all the money has the power. But in reality, money only has power when someone wants it.” - Benjamin Dennehy.

Resources

Follow Benjamin on LinkedIn, YouTube, and Instagram.

Don't forget to DM the code TSE for a link to his two free courses.

You can also learn more about him on his website.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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In this episode of the Sales Evangelist podcast, Donald C. Kelly reveals the top three reasons why enterprise deals stall, offering listeners practical solutions to overcome these hurdles. Whether you're new to enterprise sales or struggling to close deals, this episode is packed with actionable insights that can elevate your sales game.

Misalignment Within the Buying Committee

● Understand that decisions in enterprise sales are often made by committees, leading to internal misalignment among stakeholders.

● Use a mutual action plan to align all committee members, ensuring everyone is on the same page and clear about the project's importance.

● Leverage tools like digital sales rooms to facilitate communication and provide access to demos and materials for all committee members.

Perceived Risk and its Impact

● High perceived risk can paralyze decision-makers; ensure to highlight previous successes with similar organizations to reduce apprehension.

● Customize demos to reflect the prospect's unique environment, showcasing specific processes to minimize perceived risk and create relevance.

Providing Clear Value

● Focus on the most impactful features that resonate with each committee member to highlight your solution’s value effectively.

● Use stories, testimonials, and case studies to reinforce the solution’s benefits and drive home its ROI, ensuring buyers see the potential for personalization and growth.

Homework Challenge or Action Steps

● Create a mutual action plan for your next enterprise deal to foster committee alignment.

● Focus on understanding each committee member's individual goals and challenges related to the project.

"Don't sell on everything—sell on the thing that matters the most." ● Donald C. Kelly.

Timestamps

● 00:00 ● Introduction

● 01:20 ● Misalignment Within the Buying Committee

● 03:44 ● Perceived Risk and its Impact

● 08:32 ● Providing Clear Value

● 10:58 ● Closing thoughts

Resources

● Sales Evangelist Mastermind: Join Here

● Mutual Action Plan Guide: Learn More

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Deals keep slipping through the pipeline? As Q4 pressure builds, many sales teams find themselves pushing deals forward without fully understanding what is stalling them.

Bob Kocis, author of The President’s Club Mindset, joins the episode to share why deals stall and what top performers do differently.

Drawing from decades of experience in sales technology and executive leadership, Bob shares a practical framework built around three questions that help sales reps regain control of their pipeline and close with confidence.

Meet Bob Kocis

· Bob Kocis is the President and Chief Operating Officer of Aptean and the author of The President’s Club Mindset: Inside the Winning Strategies of Tech’s Most Successful Salespeople.

· His career spans senior leadership roles across the tech industry, including Chief Revenue Officer at Continuum Managed Services, Vice President of Worldwide Sales and Customer Excellence at Ansys Inc., and Senior Division Vice President at PTC.

· Bob is widely recognized for helping organizations build strong sales cultures where top performers thrive, teams navigate complex go-to-market models, and revenue growth becomes predictable through discipline and execution.

The Three Critical Questions to Prevent Slippage

· Bob introduces a simple but powerful framework centered on three questions every seller and manager should revisit throughout the sales process.

o First, why is the customer buying anything at all? This requires uncovering the true business problem, not just surface-level interest. Agenda-free listening helps reveal the real motivation behind the deal.

o Second, why are they buying from us? Sales reps must clearly articulate their unique value and help the customer envision success. This goes beyond features and focuses on meaningful differentiation.

o Third, why should they buy right now? Without a compelling event, deals drift. Building a mutual action plan creates urgency and gives internal champions a roadmap they can share.

Bob Kocis’s Main Advice

· Stay curious and keep asking better questions. When deals are grounded in these three fundamentals, forecasting improves, confidence grows, and pipeline slippage becomes the exception rather than the rule.

“I like this idea of agenda-free listening, right? Where you’re really listening intently and you don’t actually have an agenda, so you’re really hearing what they’re saying.” — Bob Kocis

Resources

Get Bob’s book: The President’s Club Mindset

Connect with Bob Kocis on LinkedIn

Join The Sales Mastermind at thesalesevangelist.com/mastermind.

Check out Blue Mango Studios for podcasting production.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Here are five tips to help prevent prospects from ghosting after you send a proposal.

The Real Reasons Prospects Disappear

· Here are two root causes of why ghosting usually happens:

o The prospect isn’t truly committed to solving their problem.

o The pricing isn’t aligned with their expectations.

· Try to differentiate between prospects who are simply gathering information and those who are genuinely committed to taking action. This helps address the root causes of ghosting.

Discuss and Establish the Budget Upfront

· Never skip the money conversation. Sales is ultimately an exchange of money for value, so start the discussion openly and early.

· Provide a price range rather than simply asking if they have a budget. This helps anchor the conversation and makes the topic less awkward.

Understand the Buyer’s Decision-Making Process

· Ask how decisions are made, when they happen, and who is involved. Go beyond generic questions like,

“Are you the decision maker?” Instead, ask about their process:

o Are they evaluating price only, or are features and other factors involved?

o Do they use a scoring system or other internal criteria?

o Who else will be part of the decision

· Probing these areas helps you avoid surprises and ensures you stay involved throughout the process.

Use a Mutual Action Plan

· Create a mutual action plan that outlines tasks, milestones, deadlines, and responsibilities for both sides.

· This doesn’t require fancy software. A simple spreadsheet works just fine. Having a shared plan reduces ghosting by making next steps clear and mutually agreed upon.

Set a Proposal Review

· Instead of emailing a proposal and hoping for the best, schedule a meeting to review it together.

· Even a ten-minute call can make a difference. This allows you to explain details, clarify pricing, address questions, and confirm alignment before moving forward.

“Sales is where you’re exchanging money for a product or a service. Why would that be awkward when that is the most important part of the whole process?” — Donald Kelly

Resources

Join my Sales Mastermind to get real-world feedback, accountability, and proven strategies from fellow sellers and myself.

If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

View Details

Talking about price doesn’t have to feel awkward or cost you deals. In this episode, I break down how to bring up pricing early and confidently without sounding pushy or salesy. Building on insights from a previous episode on ghosting, I explain why delaying the price conversation creates friction, buyer anxiety, and stalled deals, and how transparency actually builds trust.

Why Salespeople Avoid Talking About Price (00:02:28 – 00:03:32)

Most salespeople delay price because it feels uncomfortable. They wait for the buyer to bring it up or hold it until the very end, hoping everything works out.

The problem is simple: buyers don’t like surprises. When pricing isn’t clear, anxiety grows and momentum slows.

The Risk of “Showing Value First” (00:03:32 – 00:05:12)

Many sellers believe they need to prove value before talking about cost. But if a buyer can’t afford the solution, no amount of value will make the deal work.

Selling a $10,000 solution to someone looking for a $1,000 fix creates unnecessary friction and wasted time.

When to Introduce Pricing in the Sales Process (00:05:12 – 00:06:58)

Pricing should come up during discovery after you understand the problem, impact, and urgency.

Early alignment helps both sides decide quickly whether it makes sense to continue the conversation.

How to Share a Price Range Without Sounding Salesy (00:06:58 – 00:08:18)

Instead of hiding the number, be transparent and give a realistic range:

“Based on what you’re sharing, clients who partner with us typically invest between $16,000 and $19,000. Is that within the range you’ve discussed internally?”

This keeps the conversation collaborative instead of transactional.

What to Do If the Price Is Too High (00:08:18 – 00:10:04)

If a prospect says the price is too high, don’t rush to discount.

Acknowledge it, stay transparent, and ask:

“What number have you all discussed internally?”

You’ve shared your number, now invite them to share theirs.

Tie Price to Outcomes, Not Features (00:10:04 – 00:11:17)

Price makes sense when it’s tied to results.

Focus on outcomes like revenue impact, conversions, or efficiency gains rather than features. When buyers see ROI, the investment feels justified.

Locking in Alignment With a Mutual Action Plan (00:11:17 – 00:13:38)

Once budget and outcomes are aligned, confirm next steps:

1. Proposal review date
2. Decision timeline
3. Onboarding plan

A mutual action plan removes ambiguity and reduces ghosting.

Resources

Want help applying these strategies directly to your pipeline and hitting your quota?

Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.

Learn more at thesalesevangelist.com/mastermind

Sponsorship Offers

This episode is brought to you in part by HubSpot.

With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.

This episode is brought to you in part by LinkedIn.

Tired of prospects not responding? Get a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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

Improve your LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.

Visit thesalesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your feedback and want to keep improving the show.

Complete our two-minute survey at thesalesevangelist.com/survey.

Join us for future episodes on Apple Podcasts, Google Podcasts, Stitcher, or Spotify.

Audio provided by Free SFX, Soundstripe, and Bensound.

Music credits include The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Bright Seed and Hill.

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We all know the feeling. You think an inbound deal is good to go, and out of nowhere a competitor pops up and takes it. In this episode, I walk you through why this happens more often than you think and what you can do to stay ahead when prospects quietly start shopping around.

Facing the Reality of Multiple Vendors (00:02:29 – 00:05:26)

● Most buyers are not talking to only one company. In fact, almost every inbound lead is comparing several vendors before they make a decision.

● I break down the numbers and talk about why you should always assume you are one of many. Even when the lead comes from a referral, there is usually another option on the table.

Overcoming the Wait and Hope Pitfall (00:05:26 – 00:09:11)

● Too many sellers wait and hope the deal closes. That approach usually backfires. In this part of the conversation, I share the exact language you can use to bring up competitors in a confident and natural way.

● You will also hear how to set a follow up call for a true apples to apples comparison once the buyer has done their research. This helps you stay in control and positions you as a real guide in the process.

Stats That Influence Your Strategy (00:07:24 – 00:08:46)

● 92% of buyers already have at least one vendor in mind before they ever talk to you. Most stick with that initial list.

● I explain how this shapes your outreach, your social presence, and the way you show up early in the buying journey.

Scripts and Tactics to Win (00:09:11 – 00:16:27)

● Here is where we get practical. I share simple scripts to help you confidently ask which vendors they are comparing, how they are evaluating pricing, and what steps they want to take next.

● I also walk through how confidence, professionalism, and a quick thank you follow up can help you stand out and keep the deal alive.

“92% of buyers start the process with at least one vendor in mind, and 90% of them end up choosing from their initial consideration list.” - Donald Kelly.

Resources

● Don’t forget to connect with me on LinkedIn.

● Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.

● If you need help creating content for your business, Blue Mango Studios can help.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success.

LinkedIn Outreach Tactics

● Data shows that sending connection requests without a message can yield a 3% increase in acceptance rates compared to those with messages.

● The human tendency to judge based on profiles quickly favors simple connection requests over potentially off-putting sales pitches.

● For optimal outcomes, engage with prospects before sending connection requests to establish a common ground.

Effective Email Strategies

● Tracking emails can be crucial for marketing but detrimental in sales; focus on replies instead of opens to enhance engagement.

● Plain text emails outperform those with images or attachments, ensuring better deliverability and higher reply rates.

● Use personalization in your emails to connect deeply with leads; mention specific, relevant details that resonate with them.

Multi-Channel Campaign Insights

● Engaging prospects through multiple channels increases visibility and response rates, with LinkedIn DMs achieving up to a 10% reply rate compared to email's 2-5%.

● Combining outreach methods (email, LinkedIn, etc.) helps build trust and familiarity with potential clients, driving higher engagement.

● Prioritize server matching in outreach campaigns to improve deliverability rates and overall effectiveness.

Homework Challenge or Action Steps

● Test your next batch of LinkedIn connection requests without messages for improved acceptance.

● Create a plain text email outreach campaign focusing solely on obtaining replies rather than opens.

"Even if that were the reply you negative, you know, I'm not interested but you're interested enough to take your time and reply to that person." ● Fernando Pires.

Timestamps

● 00:00 ● Introduction

● 01:18 ● LinkedIn Outreach Tactics

● 09:51 ● Effective Email Strategies

● 17:52 ● Multi-Channel Campaign Insights

● 29:02 ● Closing thoughts

Resources

● Snov.io ● Learn More About Our Services-https://snov.io

● Connect with Fernando Pires on LinkedIn-https://www.linkedin.com/in/fernandopires

My LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away.

And don’t forget to connect with me on LinkedIn! www.thesalesevangelist.com/linkedin

Sponsorship Offers

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

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

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

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

1. This episode is brought to you in part by the TSE Sales Training.

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

Credits

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

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It’s time to face the truth! Single point sales don’t work anymore. In this episode, Catherine Oliver, the ambassador at SDR of EMEA, breaks down why the single point sale approach is falling apart in today’s B2B world and what you should be doing instead.

Why the Single Point Sale Is Dead (00:02:01 – 00:04:57)

• Catherine Oliver breaks down why modern deals are decided by committees, not solo buyers, even in SMB and mid-market spaces.
• If you are still selling to one person, you are missing key influencers, creating blind spots, and slowing down your entire pipeline.

Overcoming Lazy Selling: 3 Simple Strategies (00:05:09 – 00:24:09)

• Account Mapping and Early Multi-Threading (00:05:41 – 00:09:20)
• Catherine explains why you need to talk to multiple stakeholders from the start, no matter the size of the company.
• Even when your first contact cannot buy, the insights you gather across departments give you the information you need to approach decision-makers with stronger, more relevant messages.
• Tailoring Messages to Each Stakeholder (00:15:24 – 00:17:07)
• Forget the one-size-fits-all pitch. Catherine shows how to speak to what each stakeholder actually cares about, whether that is revenue, workflow, or financial outcomes, so you can build trust and real alignment.
• Leveraging Multiple Channels (00:19:55 – 00:24:09)
• Email alone will not cut it. Catherine encourages sellers to use a mix of outreach methods including phone, social, text, and even WhatsApp or Facebook depending on the region so you can connect with people and avoid the common delete and ignore routine.

Fluidity in Sales and Continuous Evolution (00:24:10 – 00:25:37)

• Catherine talks about the danger of relying too heavily on old habits, and the conversation reinforces how easy it is to fall into routines that no longer serve you.
• An example is the idea of keeping the same call block every day, which sounds productive but can backfire when prospects are consistently unavailable.

"Every strong seller needs to adjust their message for each stakeholder. You can’t walk in with a generic, my product does this pitch." - Catherine Oliver.

Resources

Connect with Catherine Oliver on LinkedIn and let her know you heard her on The Sales Evangelist Podcast.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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1950 | How can I connect with a prospect who is not responding?

In this episode, Donald Kelly tackles a common challenge faced by sales professionals: how to effectively follow up with a prospect who isn't responding. Learn actionable strategies that help maintain connection without crossing the line into annoyance, ensuring your efforts yield the results you desire.

Understanding the Prospect's Perspective

● Recognize that busy prospects may overlook messages, not outright ignore them.

● Acknowledge the importance of persistence, as demonstrated by the client who called five times before getting a response.

● Approach follow-up with empathy, knowing that a prospect's priorities may not revolve around your offer.

Diverse Communication Channels

● Use multiple methods to reach the prospect, including phone calls, emails, and texts to maximize your chances of connecting.

● Follow up via LinkedIn, utilizing both messages and comments on their posts to keep the conversation alive.

● Consider creative solutions like using WhatsApp or a different phone number to break through communication barriers.

Effective Follow-Up Strategies

● In emails, pose clear questions in the subject line to prompt quick responses.

● Utilize voice messages to add a personal touch, making your follow-ups memorable.

● Engage with the prospect’s interests by tagging them in relevant posts or articles, fostering a connection based on shared industry insights.

Homework Challenge or Action Steps

● Reach out to a non-responsive prospect using at least two different communication methods.

● Experiment with a new strategy for follow-up, such as sending a video message or leveraging LinkedIn more creatively.

"Is there one Ryan, one reason, one way, one method? No, this is sales. Get used to it. You have to be creative." ● Donald Kelly.

Timestamps

● 00:00 ● Introduction

● 00:20 ● Understanding the Prospect's Perspective

● 02:42 ● Diverse Communication Channels

● 05:03 ● Effective Follow-Up Strategies

● 12:39 ● Closing thoughts

Resources

● Join the Sales Evangelist Mastermind: thesalesofangelist.com/mastermind

● Connect with Donald Kelly on LinkedIn: (https://linkedin.com/in/donaldkelly)

Sponsorship Offers

1. This episode is brought to you in part by the Sales Evangelist Mastermind. Join our community for accountability, learning, and growth in your sales journey!

2. LinkedIn.com/TSE: Get a 60 day FREE trial of LinkedIn Sales Navigator

3. Try HubSpot - HubSpot.com

Credits

Theme music by SoundStripe, additional production support bluëmango | STUDIOS. Thank you for listening!

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Personalized messages or not? That is the question! Snov.io’s data has the answer, and you might be surprised by what it shows. I’ll also share my thoughts and tips for writing successful LinkedIn connection requests.

Snov.io Data Analysis: Does Personalization Matter?

· I dug into the Snov.io data, which looked at over 44 million cold emails and 865,000 LinkedIn invites.

· Surprisingly, LinkedIn invites without a message had a slightly higher acceptance rate at 30% compared to 27% for personalized notes. That 3% difference makes you wonder what the best outreach strategy really is.

Personalized Notes: Strategy and Platform Limits (00:02:29 – 00:04:37)

· Even with the numbers, I still recommend sending personalized messages. Real engagement matters more than just acceptance rates.

· LinkedIn now limits how many personalized requests free users can send, which shows they see value in personalization since it’s something they monetize.

Why People Accept Requests: Psychology and Best Practices (00:04:37 – 00:07:25)

· Sometimes, no-message requests work because they feel less “sales-y.” People make quick decisions based on profiles rather than feeling pitched.

· But I always suggest engaging before sending a request. Comment on recent posts, like content, or start a small conversation first. This helps create real connections.

Building Engagement for Higher Acceptance (00:07:25 – 00:08:33)

· Here’s a simple process I follow: interact with a prospect’s recent activity, then send a connection request mentioning that engagement.

· This approach leads to more meaningful conversations and much better results than sending mass, impersonal requests.

Resources

· Which side are you on? Connect with me on LinkedIn and let me know.

· Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.

· If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help.

o We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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How can you structure your day to hit an 800% increase in new appointments? My guest, James Donaldson, founder and CEO of Stakki, joins me to share how his team achieved it through cold calling. He shows that success is not just about working hard. It is about working smart with the right process and structure.

Before the 800% Growth: The Spray-and-Pray Struggle (00:05:17–00:08:53)

· Before the wins, things were messy. James Donaldson explains how the team was working hard but not necessarily smart.

· They were calling big lists, hoping something would stick, but there wasn’t much structure or tracking. It was very “spray and pray.” No real follow-up system. No focus on the right prospects.

· And they weren’t even measuring simple things like how many times they dialed a specific prospect.

· Sound familiar?

The Mindset Shift: It’s Not Just “Booked or Not Booked” (00:09:22–00:14:13)

· James talks about a major turning point. They stopped treating every cold call like it’s a win-or-lose situation.

· Instead of thinking, “Did I book the meeting or not?” they started paying attention to all the good things that can happen before a yes.

· Maybe the person asks for more info, gives a referral, or wants a call back. Those are wins, too.

· Once reps started tracking these “gray area” outcomes in the CRM, they could finally build momentum and stack more meetings over time.

Systems, Scripts, and Tech: How They Scaled Their Outbound (00:17:11–00:23:10)

· So how did they jump to 800% growth? James breaks it down.

· They created repeatable cold-call structures: quick permission-based openers, short value statements, and clear calls to action.

· Then they organized their CRM so reps always knew who to call next, what status each prospect was in, and how to follow up.

· No more wasting time guessing. With feedback loops built in, the team stayed focused, confident, and way more productive.

Final Advice for Sales Teams (00:25:47–00:26:07)

· James leaves you with this: focus on the processes that help you have more quality conversations.

· If something doesn’t lead to more human connections or better feedback, cut it. Keep it simple. Keep it repeatable. That’s how you win.

"The most important thing on the cold call is that initial introduction, getting permission, giving them something to be curious about." - James Donaldson.

Resources

Connect with James on LinkedIn or visit Stakki.io to unlock massive growth in your outbound sales efforts.

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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There comes a time in every seller’s career when a prospect raises an objection. Don’t see it as a negative. Think of it as a pause in the sales cycle. In this episode, I share two ways to turn that “not right now” objection into a yes.

Understanding Objections in Prospecting (00:01:49 – 00:04:07)

· When prospecting, objections like “not interested” or “send me more information” are common.

· Stay calm and confident rather than panicking or rushing to offer discounts. Always search for the root reason behind the objection.

The Art of Questioning (00:04:07 – 00:07:41)

· For objections that arise later in the sales cycle, try a probing and empathetic approach.

· My go-to methods include asking for permission to inquire further, repeating the objection for clarity, and using the “five whys” technique to uncover the true underlying issue. This often reveals surprising factors, such as long-standing relationships with other vendors.

Moving Toward Solutions (00:07:41 – 00:13:56)

· Once you’ve identified the real objection, use creative solutions, like offering trials or beta tests, to address concerns without “breaking up a good marriage.”

· Be sure to provide options and customize your response based on the prospect’s situation.

Key Steps to Master Objections (00:13:56 – 00:15:29)

· To master objections, try these steps:

o Acknowledge and appreciate the objection.

o Ask thoughtful, probing questions.

o Offer practical and relevant options.

o Collaborate on possible solutions and establish next steps.

“The way I view an objection is not necessarily a no. An objection is a reason that the prospect has that is preventing them from moving forward through the sales process.” - Donald Kelly.

Resources

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals. And don’t forget to connect with me on LinkedIn!

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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62% of buyers regularly ghost salespeople. Want to change that? In this episode, I share five sales tips to get your prospects engaged, respond, and move closer to becoming customers.

Reason #1: Lack of Information Sharing (01:55 - 03:27)

· If neither side has enough information, prospects may leave the conversation due to a lack of perceived value.

· Always use phrases like “Tell me more” or “Is there anything else?” to dig deeper and uncover critical details.

Reason #2: Selling to the Wrong Person (03:27 - 05:02)

· You want to avoid focusing all of your attention on end-users who lack buying power.

· Take the time to identify who is part of the buying committee and who plays a role in the decision-making process.

Reason #3: They’re Just Shopping Around (05:02 - 07:25)

· Prospects may ghost because they are simply researching vendors. Be direct: ask who else they are considering and what criteria matter most.

· Then, schedule a follow-up after they’ve completed their research to make a clear “apples to apples” comparison.

Reason #4: No Clear Next Steps Established (07:25 - 09:20)

· A lack of scheduled next steps leads to more ghosting. Set expectations at the start of meetings and always allocate the last five minutes to plan next steps. This shows professionalism and increases follow-through.

Reason #5: Changing Priorities (09:20 - 10:53)

· Prospects’ priorities can shift, causing deals to stall or disappear. Always discuss their sense of urgency and what might deprioritize the project. This helps you understand their true motivation.

“About 50% of the time, salespeople aren’t securing a next step in their meetings. If you’re getting ghosted, that’s probably why.” - Donald Kelly.

Resources

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals.

And don’t forget to connect with me on LinkedIn!

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Prospects are smarter now, and they know our sales methods. They even have a few that they really hate, yet sellers still try them. In this episode, I’m calling out five outdated sales tricks and sharing practical alternatives that actually work.

1. Interrogating with BANT

· Prospects often dislike the BANT method (Budget, Authority, Need, Timing) because it feels like an interrogation. It can make them hold back instead of sharing the real challenges they face.

· Instead, focus on genuine connections. Listen carefully, ask thoughtful follow-up questions, and give prospects the time they need to open up.

2. Asking for the Decision Maker

· Don’t start by asking, “Who’s the decision maker?” It can make prospects feel like a gate is being put up.

· Instead, ask about their internal processes or who is part of their committees. This helps you understand how decisions are made without alienating your champion.

3. Following Up Too Soon

· If your discovery call was yesterday, don’t rush to follow up today. Prospects need time to digest how you can help. Following up too soon or too often can make you seem desperate and overly focused on the sale.

· Instead, end your call with clear next steps. This way, everyone knows when and how the follow-up will happen.

4. Creating False Urgency

· You see artificial deadlines and last-minute “deals” all the time. Sometimes they work, but prospects are less likely to fall for them today. In fact, it can do the opposite of what sellers want. It pushes buyers away.

· Instead, let urgency come from the buyer’s own timeline and challenges. You’ll uncover these through thoughtful conversation.

5. Starting with a Fake Conversation

· Don’t open with, “Hey, how are you doing?” or “Hey, how’s South Florida?” Prospects know when a conversation is fake, and it wastes their time.

· Be transparent. Tell them who you are, why you’re calling, and reference something genuinely relevant.

Bonus: Cold Outreach Without a Value Prop

· Don’t send generic mass emails or messages. Look for a trigger, personalize your approach, and make sure you offer something truly relevant to the prospect.

“Successful sales reps talk 30 to 40% of the time and let buyers talk 60 to 70%. Listening creates opportunities.” - Donald Kelly.

Resources

If these sales tips helped, my Sales Mastermind Course for more guidance.

Got questions? Reach out to me on LinkedIn.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Finding B2B prospects isn’t as hard as it feels when you know where to look and what to focus on. Most people struggle because they are spending their time in the wrong places or chasing companies that are not ready to buy. In this episode, I am walking you through five sales strategies that help you find the right B2B companies faster and with less effort.

1. Leverage LinkedIn Sales Navigator

· Sales Navigator gives you access to one of the most powerful databases for B2B prospecting. It helps you identify decision-makers who have recently stepped into their roles, when they are often most open to new solutions.

· The advanced search and account filters make it easier to narrow in on the right prospects without wasting time.

· (And yes, I also have a course that walks you through how to use it properly.)

2. Utilize Third-Party Databases

· LinkedIn is great for identifying people new to their roles, but their contact information isn't always accurate. That is where third-party tools come in.

· Platforms like Apollo, Lusha, Lemlist, and Liskit provide direct emails, phone numbers, and intent data so you know whether a company is actively researching your type of solution.

· It is a smart way to confirm interest and ensure you reach the right person at the right time.

3. Tap Into Referrals

· Referrals remain one of the best ways to generate high-quality leads. It may feel old school, but it still works.

· The real issue is that most sellers never ask, and clients are usually willing to give them when asked.

· Even a cold contact can point you to the right person if you approach them correctly.

4. Reconnect With Your Existing Network

· Don’t forget about the people already in your phone, inbox, or LinkedIn connections. Take the time to warm them back up.

· A simple “permission to ask a question” message can reopen a conversation without pressure.

· Try using a tool like Connect the Dots can also show hidden overlaps in your network and make reintroductions easier.

5. Build Partnerships

· Partnerships kind of take the marketing aspects off your hands for a bit. Collaborate with agencies, consultants, or service providers who already work with your target audience.

· It creates shared value and opens doors that would be harder to access alone.

Bonus Tip: Use LinkedIn Posts and Hashtags

· Remember, LinkedIn is a social media platform! When you post, comment, or engage with content, include relevant hashtags.

· This helps the algorithm show your content to more B2B prospects who are already looking for solutions like yours.

“Concepts and ideas can be great, but if you’re not applying them, they won’t work.” - Donald Kelly.

Resources

If these prospecting tips helped, my LinkedIn Prospecting Course for more guidance.

Got questions? Reach out to me on LinkedIn.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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You have about ten seconds to grab a prospect's attention on LinkedIn. If you’re spending more time scrolling than positioning yourself as a thought leader, you’re not using your profile to its full potential. Here’s how to turn it into the perfect “first discovery call.”

Profile Positioning

· If you go back to episodes 1941 and 1088 with Brynne Tillman, you’ll hear her explain why it’s time to move past the resume mentality.

· Your profile is prime real estate. Start with a compelling banner that clearly shows who you help and how. Use a professional, up-to-date photo, and try LinkedIn’s name pronunciation feature to add a personal touch.

Headline & About Section

· Craft a headline that’s punchy and credibility-building—skip the job title and highlight the value you deliver.

· In your About section, speak directly to your ideal client’s pain points. Use storytelling and short testimonials to build trust and connection.

Target and Engage

· Create micro-lists for targeted outreach—CFOs, CEOs, COOs—so you can personalize your messaging around real problems.

· Before pitching a meeting, engage thoughtfully with your prospects’ posts to build rapport and show genuine interest in their needs.

Homework Challenge

· Update your banner, headline, and profile photo. Rewrite your About section to focus on the problems you solve, and build a micro-list of prospects.

· Also, don’t forget about using my LinkedIn Sales Navigator trial to jump-start your outreach.

“Your profile needs to be a lead-generating tool. It needs to attract prospects; they need to see it. And within five seconds, know what you have to offer.” - Donald Kelly.

Resources

If you want to try LinkedIn Sales Navigator, start your 60-day trial here.

My LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away. And don’t forget to connect with me on LinkedIn!

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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show notes

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

Meet Matthew Pollard

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

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

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

Why Deals Stall & How to Accelerate Them

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

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

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

Storytelling: The Ultimate Sales Tool

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

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

o Highlight the emotional and opportunity costs of inaction.

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

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

Implementing the Framework

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

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

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

Resources

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

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

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

Meet Alex Kremer

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

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

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

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

Beyond the Tactics: The Role of Mindset in Sales Success

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

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

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

Practical Strategies: Filling the Void and Mastering the Inner Game

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

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

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

Leadership in Action: Bringing Mindfulness Into Sales Teams

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

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

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

Resources

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

Meet Lorenzo Bizzi

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

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

Debunking Popular Sales Myths

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

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

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

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

The Right Kind of Excitement and Care

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

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

Tactical Insights: What to Say and How to Say It

· Lorenzo shares research-backed advice on specific tactics:

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

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

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

The Power of Self-Improvement and Mindset

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

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

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

Practical Advice for Sales Leaders

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

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

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

Resources

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

Meet Zoltan Vardy

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

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

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

The Sales Messaging Problem

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

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

Zoltan’s Five-Step Value Proposition Framework

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

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

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

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

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

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

Live Walkthrough: Crafting a Value Proposition for Blue Mango

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

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

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

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

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

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

The Final Value Proposition

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

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

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

Tips for Refining Your Message

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

· Avoid cramming in too many details or buzzwords.

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

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

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

Resources

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

· Connect with Zoltan on LinkedIn.

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

Meet Alina Vandeberghe

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

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

Influence vs. Influencer: Changing the Narrative

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

Overcoming Hesitation: From Fear to Purposeful Posting

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

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

The Core of Content: Authenticity and Helpfulness

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

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

Inspiration for Any Industry

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

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

Posting Frequency and Building the Authenticity Muscle

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

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

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

Resources

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

· B2B Social Media Guide

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

From Audience to Community

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

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

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

Common Mistakes Companies Make with Influencer Campaigns

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

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

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

The Impact of AI on Influencer Marketing

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

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

Steps for Sales Leaders and Executives

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

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

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

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

Resources

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

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

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

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

Growth of College Sales Programs

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

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

Hands-On Training in Academia

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

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

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

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

Integration of AI in Sales Education

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

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

Why Listen to Sales 101: The B2B Classroom

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

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

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

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

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

Resources

Sales 101: The B2B Classroom Podcast

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

Every Monday Problem

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

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

How to Shut the Noise

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

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

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

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

Resources

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

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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

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

The Origins of "Relationship Currency"

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

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

The Central Role of Trust

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

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

o Connection (the emotional bond)

o Character (your invisible values)

o Competence (showing expertise without being overbearing)

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

The Art of Listening and Empathetic Questions

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

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

Five Habits to Build Relationship Currency

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

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

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

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

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

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

Ravi’s Advice for Leaders: Model the Change

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

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

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

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

Resources

Ravi Rajani

Book | Speaker, Coach & Consultant | Ravi Rajani

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Old-school prospecting methods are making a comeback, and in this episode, I'm going to share three unconventional ones that you can take advantage of. Oh yeah, don't forget to check out my LinkedIn prospecting course at the bottom.

Why Are These Prospecting Methods Coming Back?

· These techniques are returning due to the world of AI. People want to connect, and it's getting harder to do that through technology alone.

· Also, don't think methods like cold calling and email are dead. Instead, these methods are becoming the preferred ways to build trust and find a trusted source.

1. Industry Events

· One thing I've noticed about Reddit is that people love to connect with like-minded individuals to learn more about their industry.

· Just about every industry has trade shows, which are ideal places for you to connect with trusted sources.

· However, the key thing to remember is that you must become an insider of the trade show—not just a random attendee—to establish yourself as a trusted source.

2. Referrals

· I've said this over and over again: referrals work. People love to introduce others to each other; it gives them a sense of importance.

· It also helps establish trust and increase client acquisition.

3. Channel Partners

· This method isn't as hard as you might think. The same amount of energy you spend finding one prospect, you can spend finding a channel partner. These are partners who have access to many prospects that you can work with.

"9 out of 10 prospects like to give referrals, and only 11 percent of sellers ask for them. Go back to LinkedIn and ask for an introduction." - Donald Kelly

Resources

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

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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We’re bringing back one of our most popular episodes from the archive with Ron Tite, because the lessons are just as relevant today as when we first recorded it. As salespeople, we all know that grabbing attention and earning trust are two of the hardest (and most critical) parts of the job. Ron breaks down exactly how to do both without relying on gimmicks or old-school tactics.

Meet Ron Tite

Ron Tite is the founder and keynote speaker of the Toronto-based agency Church+State, and the author of Think Do Say: How to Seize Attention and Build Trust in a Busy, Busy World. With a background as an executive creative director at a multinational ad agency and years of experience as a stand-up comedian, Ron brings a unique blend of creativity, storytelling, and practical business insight to the world of sales and marketing.

Why Attention Alone Isn’t Enough

Salespeople are fighting for space in an overcrowded marketplace. From flashy billboards in Times Square to hyper-targeted street-level sellers, everyone’s competing for attention. But attention without trust won’t get you very far. Ron explains why chasing vanity metrics is a dead end and how to build credibility in a noisy world.

The Three Anchors: Think, Do, Say

Ron shares a simple but powerful framework:

· Think: What do you truly believe in as a salesperson?

· Do: How are you reinforcing those beliefs through your actions?

· Say: How are you communicating them authentically without falling into “pitch slap” mode? When you align these three, your outreach feels human, real, and trustworthy.

Invest in Being Good

Just like comedians can’t fake being funny, salespeople can’t fake caring about their clients. Long-term success doesn’t come from gimmicks or platform-hopping, it comes from genuinely adding value and building relationships.

Real-World Examples

· Red Bull: Their entire brand is built on a belief (life with an adrenaline rush is better) and consistently reinforced through actions and messaging.

· Ron’s own career: His first big client came not from tricks, but from trust he’d built over years.

Lessons for Sales Leaders

· Don’t hire someone hoping they’ll “save” the business—hire coachable people who are hungry to learn.

· Give your team clear responsibilities so they can excel where they’re strongest.

· Focus on humanity and credibility over hacks and short-term wins.

“Looking for ways to seize attention and build trust may be difficult, but resist the desire to scheme. Do the hard work, be human, and focus on solving real problems.” – Ron Tite

Resources

· Connect with Ron Tite on LinkedIn or follow him on Twitter and Instagram.

· Check out his book: Think Do Say.

· For more sales insights, connect with Donald on LinkedIn, Instagram, Twitter, or Facebook.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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For decades, sales trainers have preached the gospel of “get to the decision-maker” or “sell to VITO, the very important top officer.” But does selling to the C-suite really unlock deals the way we’ve been told? On today’s episode, I sit down with Jessica Gilmartin, former CMO and CRO, now board member and advisor, to uncover the truth about executive decision-making. Jessica shares what salespeople misunderstand about the C-suite, why skipping over her team is a huge mistake, and how sellers can actually win executive support the right way.

Meet Jessica Gilmartin

Jessica has led marketing and revenue functions at fast-growing tech companies like Asana and Calendly. With years of experience as a CMO, CRO, and now board member, she’s been on the receiving end of countless sales pitches. Today, she advises companies on go-to-market strategy and knows firsthand how buying decisions really get made at the executive level.

Stop Believing the “C-Suite Myth”

Most sellers think if they can just land a meeting with the C-suite, the deal is theirs. Jessica says that couldn’t be further from the truth.

· Executives don’t manage the day-to-day tech stack or tools their teams use.

· For purchases under ~$50K, the decision almost never makes it to her desk.

· When sellers bypass her team and go directly to her, it creates friction, wastes time, and makes everyone look bad.

Where Decisions Actually Happen

Jessica explains how most buying decisions flow:

1. Team-driven research – Department leaders and managers identify priorities, evaluate vendors, and compare solutions.

2. Executive oversight – CMOs, CROs, or CFOs step in only for large purchases, final budget approvals, or to present to the CEO/board.

3. Headcount limits – Even with budget, implementation resources are scarce. Most companies can only onboard a few tools per quarter, regardless of ROI.

Discovery With Executives? Don’t Do It.

Executives don’t want to sit through basic discovery calls. By the time Jessica is looped in:

· Sellers should already know the pain points and budget from her team.

· Her role is to see a tailored demo, ask a few high-level questions, and give a final yes/no.

“No executive likes to be disco’d. We hate it.” – Jessica Gilmartin

Lessons for Sellers

· Respect the chain of command. Build credibility with the people who will actually use the tool because they’re the ones who influence Jessica’s final decision.

· Ask about budget and priorities early. If it’s not budgeted or prioritized, it’s unlikely to move forward, no matter how flashy your demo is.

· Understand the headcount reality. Implementation capacity is often more limiting than money.

· Tailor your message to priorities. Especially now, AI is top-of-mind for every executive team.

Lessons for Sales Leaders

· Train your team to identify the real decision-making process inside accounts.

· Help reps build business acumen so they don’t embarrass themselves (or their prospects) by pushing too soon to the C-suite.

· Coach reps to champion the “Darrens” inside organizations, the VPs and directors whose recommendations executives rely on.

Resources

· Connect with Jessica Gilmartin on LinkedIn

· Learn more about executive decision-making by joining our Sales Mastermind Class

· Thinking of starting a podcast? Check out Blue Mango Studios

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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How can you train your sales team to choose the right leads that bring in money and not waste the company’s time? This is where the power of AI tools lies.

To show us how, I've invited Chris Brisson, a sales automation expert, to chat with me in this episode. He shares innovative strategies to streamline lead engagement, boost response rates, and fill your sales team’s calendar with more qualified prospects.

Meet Chris Brisson

· Chris Brisson is the founder of Sales Message and Call Loop, two innovative platforms that help businesses supercharge their communication and sales processes.

· He is recognized for his forward-thinking approach in leveraging SMS messaging and artificial intelligence to automate the “messy middle” of sales, freeing sales reps to focus on building relationships and closing deals.

· His solutions have been game changers for organizations of all sizes, transforming the way they connect with prospects and customers.

The Lead Qualification Challenge

· Sometimes the problem isn’t finding leads, it’s having too many unqualified leads that bog down valuable selling time.

· Chris shares how, when agents start using AI-powered SMS to automate lead qualification, it frees your reps to focus on conversations that move the deal through the pipeline.

Why SMS Still Matters

· You might have noticed how people rarely answer calls from unknown numbers, but they’re still highly responsive to relevant, timely text messages.

· However, context is everything: texts must be invited and sent at the right moment to avoid diminishing response rates.

AI Agents: The New Sales Assistants

· Chris explains how AI-driven text message agents can instantly respond, qualify leads, answer FAQs, and book meetings—operating 24/7 for consistent engagement.

· He details how businesses can feed these agents their unique knowledge base and continuously fine-tune their performance.

Practical Implementation Tips

· To get started, Chris recommends auditing your forms for phone number capture, ensuring compliance (10DLC), and strategically adding opt-in opportunities.

· He reassures that AI-enhanced SMS outreach isn’t an overhaul, but an enhancement to existing workflows.

"If you don't start today, you’re going to look back in a week, in a month, six months, or 12 months. Like man, I should have started sooner. This is the time to integrate messaging into your business, as it is how everybody is communicating, whether it’s through text or WhatsApp. All of these different messaging channels are in the pocket conversation." - Chris Brisson.

Resources

· To try out Sales Message or connect directly, visit salesmessage.com or reach Chris on LinkedIn.

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

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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LinkedIn Sales Navigator is one of the best ways to generate leads; however, the problem is that not many people know how to use it effectively. This is why I’m sharing three hacks to help you find prospects and build your pipeline. Also, it may be beneficial for you to watch this episode on YouTube, as this will allow you to fully grasp the concept behind the tips I’m sharing with you.

Lead Generation Hack 1

· My favorite feature of Sales Navigator is the ability to search for people who are new in their roles directly within the search bar.

· People new to their roles are more likely to be open to new opportunities and to make changes. You can use this as a trigger for finding leads, and I show you how to do this in the episode.

Lead Generation Hack 2

· You want to find people who are active on LinkedIn. Once again, you can use the search engine to filter out leads that have recently been posted on the platform. This helps you become relevant and send messages that speak to them.

Lead Generation Hack 3

· Try looking to see who or what companies your friends are following on the platform. I provide several examples on how to do this the right way to generate leads.

Bonus Lead Generation Hack

· Piggybacking off of hack 1, I’m giving you an extra hack. When sending them a message, congratulate them and ask them what their first order of business is in their new role. They’ll give it to you on a silver platter, and your job is to transform it into a conversation.

“Reach out to those on the lower end of a team, who can give you insights into the challenges their company is facing. You can use this information to your advantage when you reach out to the new manager.” - Donald Kelly.

Resources

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

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Are you trying to use AI to speed up your sales cycle, only to find it's making your prospects' experience worse? The key is using technology to your advantage, not against you.

In this episode, I'm joined by Doug Foley, an expert in sales enablement and AI integration. He shares his insights on leveraging AI tools to build more meaningful client relationships and enhance your sales process from start to finish.

Meet Doug Foley

· Douglas J. Foley is a strategic advisor, accomplished author, and the founder and CEO of Foley Media AI, where he architects AI-driven revenue engines for CEOs, high-growth companies, and Fortune 100 organizations.

· Leveraging frameworks such as his Customer Loyalty Framework and AI Sales Engine™, Doug delivers predictable, measurable growth and transformative EBITDA results.

· His practical, results-focused methodologies help senior leaders confidently scale and optimize their businesses.

Why AI Matters in Enterprise Sales

· Doug shares his journey, outlining the frequent gaps he’s seen in sales enablement and how AI, when implemented strategically, can fill those voids.

· Many organizations only use AI for surface-level tasks like faster email writing or market research.

· Doug urges sellers and business owners to expand beyond this "tunnel vision" and embrace AI as a tool for relationship-building and holistic sales strategy.

Practical Steps for Implementing AI

· When leaders are training sales teams on using AI tools, Doug suggests showing them how to map out the buyer’s journey and integrate AI at key touchpoints such as post-meeting follow-ups.

· He stresses the importance of system-based thinking in deploying AI and highlights the significant gains in productivity and customer experience that even small changes can deliver.

Tips for Sales Leaders and Reps

· For busy sales managers, Doug suggests starting small: introduce an "AI-first" mentality in team meetings and encourage reps to share how AI helps overcome everyday roadblocks.

· He emphasizes celebrating early AI wins to build momentum and foster an innovative culture.

Advanced AI Strategies

· Here’s actionable advice for reps targeting enterprise accounts: Use AI-powered research for deeper stakeholder mapping, create hyper-relevant outreach campaigns, and build a memorable, white-glove experience for clients.

· Doug shares that impactful AI usage means slowing down to get ultra-targeted, which leads to better results and stronger deal pipelines.

“The biggest mistake most people make is they look at it from strictly efficiency...but they don’t look at it more holistically as how can I build a bigger, better relationship and use AI.” - Doug Foley.

Resources

· Reach Doug Foley at Foley Media AI or on social platforms as @DouglasJFoley.

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

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Today's buyers are more informed than ever, thanks to AI. Yet, they remain wary of sellers who rely on it too heavily, creating a unique challenge: How can you leverage technology to enhance your sales process without losing the authentic, personal connection that closes deals?

To answer that question, I'm joined by Daren Fields, a sales expert and author of the Apex 8 framework. He shares his sales methodology to help you start winning enterprise deals in the AI era.

Meet Daren Fields

Darren Fields is an experienced sales leader, author, and innovator in the world of enterprise and edge software sales.

Drawing from years of hands-on selling and sales leadership, Darren has developed practical frameworks to help sales professionals stand out in today’s AI-driven landscape.

He is the creator of the Apex8 Framework, a methodology designed to help sellers build trust quickly, leverage AI effectively, and guide buyers through today’s complex decision-making processes.

Current Challenge in Modern Sales

AI has transformed the buying landscape, making prospects more informed about their product decisions. This has made it harder for sellers to move deals forward, as AI technology can now deliver basic information.

Daren wants sellers to think of buyers like a media interviewer who’s filled with fast information. This allows them to match the buyer’s pace and depth by using the Apex8 sales framework and prevent losing deals.

The Apex 8 Framework: The Eight Steps

The framework has a core idea of using conscious competence to help sellers remain deliberately skillful and self-aware. The goal of sellers is to help guide buyers' thinking into a mutual success by actively discovering their true problem and validating solutions in real time. Sellers follow these eight steps:

o Discovery – Go beyond basic questioning. Research the prospect thoroughly using AI before the call so you can dive straight into real business problems.

o Prototyping – Collaborate live (e.g., whiteboarding with AI tools), showing problem-solving skills and flexibility, turning the call into a collaborative session rather than a static demo.

o Validation – Actively check if you’re on the right track with the buyer; confirm you’re addressing the real problem and adjust as needed.

o Rehearsal – Practice and refine presentations/demos; this is emphasized as an “art form.”

o Presentation/Demo – Deliver tailored solutions based on previous steps, not generic pitches.

o Finalization – If prior steps were done right, closing the deal becomes more natural and less adversarial.

o Debrief – Analyze every outcome (win or lose) in a safe, blame-free environment to identify improvements and share insights across teams.

o Handoff – Ensure smooth transition to delivery/customer experience teams with thorough context so clients never feel lost after the sale.

Embrace the Human-AI Partnership

AI is a leveler—it helps both you and your competition.

Don’t try to replace human interaction with AI; find a balance where technology enables you to be a more innovative, trusted advisor.

“Everybody wants to skip through the loss and move on to the next thing. The best teacher in life is failure. The losses teach you way more than the wins.” - Daren Fields.

Resources

To learn more about Daren or get his book, go to apex8book.com

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

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

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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After three to four follow-up emails, you start feeling like you're just an annoying fly to your prospects. Honestly, you're probably just buzzing their inboxes, especially if you're only sending simple "just checking in" messages. In this episode, I'll show you how to send follow-up emails that actually grab your prospects' attention.

Quick Stat

• Here's an interesting stat: It takes six to twelve interactions for prospects to respond and follow through on closing a deal.
• This doesn’t mean you have to send six to twelve cold calls or follow-up emails.
• You should probably stop sending those generic follow-up emails—they don't work.
• The act of reconnecting with a prospect is following up, so you don't have to tell them what you're doing.

Use the MEDDIC Sales Methodology

• Go back to your discovery call or your initial conversation to remember why your prospect needed a change in their business.
• When you talk to them again or send them a message, try something like this: "You mentioned you were using a product that wasn't working. Here's how my solution can help you."
• Check out episode 1923, and I share more details about the MEDDIC sales methodology.

Other Ways to Follow Up

• Instead of writing a regular follow-up email, consider using data or information that isn’t directly tied to the deal you're trying to close. I tell a story of how I did this with an old prospect on a social media platform.
• Also, try to use more than one method of communication—this will help you stay in touch with them. I'll offer some creative ways to follow up on social media.
• Always bring something to the table that will help the prospect or identify an issue they may be having in their company. No matter what platform you’re using, this will help with engagement from them.

“The fact that you reach out to them is following up. They are going to remember you, and you don’t have to tell them what you’re doing.” — Donald C. Kelly.

Resources

• If you like more guidance with improving your sales skills, join my Sales Mastermind Class.
• Thinking about starting a podcast yourself? Learn more about BlueMango Studios.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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It’s in the data! Reps who used some form of sales methodology are 33% more likely to hit their quota than those who don’t.

But which one is the best one to use? Join me in this episode where I break down MEDDIC vs. BANT sales methodologies to help you decide which one is the best option for you. I’ll tell you what they are and provide examples of when you should use them.

What Is the BANT Sales Methodology?

• BANT is a simple sales process that most sales rep often learn early in their careers. It stands for:
• Budget
• Authority
• Need
• Timing
• When you use this sales methodology, you determine the client’s budget, if the person you’re talking to is a decision maker, what the need or pain you’re trying to solve, and how soon they’re trying to fix it.
• Also, I like to adapt this method to better suit the client's needs and make it more understandable throughout the process.

What Is the MEDDIC Sales Methodology?

• This has nothing to do with medicine, even though sales reps in the medical field can use it to their advantage. Here’s what MEDDIC stands for:
• Metrics
• Economic buyer
• Decision criteria
• Decision process
• Identifying a pain point
• Champion
• I provide an example of selling a software product that’s competing with QuickBooks, and I’m trying to persuade you to use my services instead. This helps you understand each component of the MEDDIC sales methodology.
• Also, I share details on MEDDPICC (which adds Competition) and MEDDPIIC (which adds paper processing).

Which Sales Methodology Is the Best One?

• Here’s the short answer: neither. It will all depend on your client and the type of deal you’re going for.
• For example, you’ll use BANT in a situation where the deal is less than $2,500. This is because it’s simple.
• Usually, it goes over this amount, then you may use the MEDDIC sales methodology. It will all depend on the situation.

“There is no one way to do this. Some of you may be using different sales methods. The point is that you need to use something!” - Donald C. Kelly.

Resources

• If you like more guidance with improving your sales skills, join my Sales Mastermind Class.
• Thinking about starting a podcast yourself? Learn more about BlueMango Studios.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Today, Dr. Noah St. John is here to challenge everything you thought you knew about why some people thrive and others get stuck. If you want to level up your success in any area of your life, the first thing you must do is to change your mindset. Dr. Noah is going to show you how to conquer the "head trash" that holds us back, break through income plateaus, and unlock results.

Meet Dr. Noah St. John

• Dr. Noah has been teaching clients for 30 years and is credited with helping them add a collective $3 billion in revenue.
• He is known as the "Done with Head Trash" guy and is a leader of the movement to help people get past their self-imposed limitations.
• He has written 25 books on the subject and has helped individuals and organizations ranging from 100 to 10,000.

Inner Game vs. Outer Game: The 80% Rule

• Dr. Noah argues that success is at least 80% about your "inner game". The inner game is everything happening in your mind, including the beliefs and stories you tell yourself.
• While "outer game" activities like making calls and sending emails are important, Dr. Noah emphasizes that mindset is the true bottleneck for most people.

Clearing Out the "Head Trash"

• Dr. Noah defines "head trash" as the internal voice that says, "I can't because...". This self-limiting dialogue is what prevents sales professionals and entrepreneurs from reaching their full potential.
• He explains that by identifying and clearing this mental clutter, you can stop proving your own limitations right.

From $4 Million to $20 Million: A Real-Life Example

• Dr. Noah shares a powerful case study about a client whose company was stuck at $4 million in revenue for four years.
• After hiring Dr. Noah, they focused on the inner game, and in less than 18 months, the company's revenue skyrocketed to over $20 million. This success was a direct result of addressing the team's mindset, not just their outer game tactics.

Practical Steps to Break Free

• Want to get off the "hamster wheel"? Dr. Noah gives steps to take right away.
• Get Clear on Your Goals: You must be specific about what you want to achieve, whether it's more money or a better relationship.
• Identify Your Limitations: Pinpoint the reasons you think you can't reach your goals, like not having enough time, money, or confidence.
• Take Action (Even Without Confidence): The myth that confidence comes first is dismantled here. Dr. Noah stresses that you build confidence by taking action, even if you don't feel ready.

Advice for Sales Leaders

• For those who lead teams, Dr. Noah suggests bringing in outside help to create a mindset shift.
• He offers resources, including his online course, and invites leaders to book him to train their teams.
• By focusing on mindset training and goal-setting exercises, leaders can unlock next-level results and help their teams become unstoppable.

“If you take action even if you don’t believe, confidence will come. Most people wait for confidence, but it’s action that really unlocks it.” - Dr. Noah St. John.

Resources

• Done With Head Trash Course: donewithheadtrash.com — Dr. Noah’s self-paced program to transform limiting beliefs.
• Main Website for Programs/Resources: noahstjohn.com — Books, courses, and tools for entrepreneurs and sales professionals.
• To Book Dr. Noah for Speaking/Training: booknoah.com.
• If you like more guidance with improving your sales skills, join my Sales Mastermind Class.
• Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Is traditional sales outreach becoming less effective? And if so, what replaces it?

In today's episode, I chat with Jean-Philippe Schepens van Thiel, founder of AxonJay, about how real-time data, predictive behavior, and AI-generated signals are fundamentally changing how we approach sales. If you’ve ever felt like your messaging is falling flat or that your timing is always off, this conversation is your blueprint for modernizing outreach.

Meet Jean-Philippe Schepens van Thiel

Jean-Philippe is the founder and CEO of AxonJay AI, a company helping B2B sellers harness the power of predictive signals to find the right opportunities at the right time. With over 15 years in data-driven sales and marketing, including a successful exit to Dun & Bradstreet, JP is now on a mission to help sales teams break through the noise and win deals with precision.

Sales Outreach at an Inflection Point

Buyers are bombarded by thousands of messages a week, most of which they delete without reading. Jean-Philippe believes we’ve hit a critical point in the evolution of sales, where volume no longer wins relevance and timing does. Instead of relying on old data and gut instinct, modern sales teams need to know when to reach out, what to say, and why it matters to the buyer right now.

Build Your Sales Cocktail

Jean-Philippe compares outreach success to making the perfect cocktail: timing, targeting, and content must all be in balance. One missing or outdated ingredient ruins the mix. Using AI, his company translates billions of daily data points into actionable signals then helps reps validate and fine-tune their approach using real-time context.

Let AI Enhance, Not Replace, the Human Element

Contrary to fear-mongering about AI replacing jobs, JP argues that AI will actually make sales more human. With technology handling research and signal aggregation, salespeople can focus on high-value conversations, empathy, and relationship-building.

“It’s not about more data. It’s about the right data.”

“Outreach isn’t dead—but it’s evolved.”

“You need the right message at the right time.”

“I want you to come to me with stuff proving.”

Lessons from the Field

• Stop using last year’s data to make today’s decisions.
• Think beyond single signals and build context with a cocktail of signals.
• Use AI to filter your target list down to the 10% who are ready now.
• Personalize messaging with current, relevant activity not guesses.
• Combine automation with human feedback to improve results over time.

Resources

• Learn more at Axonjay.ai
• Connect with Jean-Philippe via email (JP@axonjay.ai) or through the website
• Improve your outreach and sales game join our Sales Mastermind Class
• Thinking of launching a podcast? Check out Blue Mango Studios

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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Is it possible to get your entire sales team to work together and crush goals one after another? Consider all the benefits your organization would gain if this were to actually happen.

To make this dream a reality, listen to my chat with Justin Balik, co-founder of Wealth InsurED, in this episode. He shares three sales tactics that brought his company from half a million to three million in 90 days.

Meet Justin Balik

• Justin has been a force in financial services since graduating from the University of Miami in 2012. He quickly rose from agent to a top 10 manager among 10,000+ peers.
• Now, he and his wife own a business revolutionizing IUL sales training, producing high-end agents with unparalleled speed and results in the industry.
• He has helped tens of thousands with insurance and retirement, specializing recently in tax minimization for high-net-worth clients.

Specialize Your Sales Roles

• Most sales teams have reps doing everything: prospecting, appointment-setting, closing, and follow-up.
• Justin broke the process into specialized roles—so each person focused only on their highest-value work. This helped free up the top closers, who were freed from low-value, time-consuming tasks.
• The result: higher efficiency, faster pipeline movement, and more revenue.
• Ask yourself: where is your team doing $10/hour work instead of $10,000/hour work?

Go After High-Ticket Clients

• Instead of focusing on high-volume, low-value sales, Justin’s team intentionally shifted to larger, more valuable deals.
• They targeted higher-level clients who not only respected the process, but were easier to work with—and produced exponentially greater revenue per deal.
• Justin’s advice: Identify and pursue the upper echelon of your market, and don’t let assumptions about “difficulty” of big deals hold you back. The truth? Sometimes, bigger clients are actually easier.

Deliver Intensive, Practical Training

• Justin condensed over a decade’s worth of his sales knowledge into a proprietary, one-week, 40-hour training program for new reps.
• This training ensures each team member is truly equipped—not just motivated—with everything needed to sell at a high level. It’s practical, measured, and outcome-focused.

Bonus Mindset Tip

• Justin emphasized the importance of personal growth alongside tactical skills.
• Your self-image must outpace the rejection that comes with aggressive activity, or you’ll burn out before you break through.

“You can’t succeed in sales if you’re not constantly working on yourself.” Justin Balik.

Resources

Grab these books mentioned in the episode: 10x Is Easier Than 2x, Who Not How, and The Science of Scaling by Dan Sullivan & Dr. Benjamin Hardy. Follow Justin on Instagram.

If you like more guidance with improving your sales skills, join my Sales Mastermind Class. Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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There’s a theory that if a seller focuses on a buyer’s inner feelings, then they’ll be more effective in closing a deal. This will require you to put your therapist cap on to tap into the customer’s emotions.

My guests, Jack Frimson and Zac Thompson, sales professionals and co-authors of Selling Is Therapy, share their techniques from their latest book. Listen to learn more about how you can start selling like a therapist to close more deals.

Meet Jack Frimson & Zac Thompson

• Jack and Zac are seasoned sales professionals and co-founders of an agency specializing in helping clients book more high-quality appointments.
• Together, they have worked with hundreds of clients, developing practical, actionable strategies to make sales conversations more empathetic, effective, and rewarding for everyone involved.

Why the Therapist Approach?

• Salespeople often default to outdated, aggressive tactics that leave both parties feeling slimy.
• Drawing inspiration from therapy, Jack and Zac discovered that the best sellers act less like “persuaders” and more like thoughtful guides, catalyzing customer self-discovery.

Permission-Based Questions & “Softening the Blow”

• Simply asking before posing tough or blunt questions disarms prospects, making conversations feel safer and more genuine.
• This approach helps navigate tough topics, such as budget or decision-making authority, without sounding confrontational.

Levels of Listening

• Great salespeople distinguish themselves by noticing what isn’t said—body language, hesitations, or changes in tone.
• Calling out the “elephant in the room” (with empathy) opens space for honesty and trust.

The “Test Close”

• Instead of forcing meetings or pushing agendas, the “test close” invites prospects to design the most valuable meeting for themselves (“What would make a call next week worthwhile for you?”).
• This boosts the chances of attended and effective appointments—and prospects are more invested because they helped build the agenda.

The IKEA Curve

• When prospects participate in creating the solution (“If you could design your perfect platform/campaign/vendor, what would it look like?”), They feel a greater sense of ownership and buy-in.
• This technique is especially effective in competitive sales situations and discovery calls.

Low-Stakes Practice & Continuous Experimentation

• Jack and Zac encourage sellers to experiment with these tactics in everyday settings, like at a coffee shop, to build confidence before using them in sales calls.

Letting Go of Attachment

• The healthiest sales approach is one where you’re unattached to the outcome—focused instead on helping, not convincing.
• If you’re struggling with this, evaluate your alignment with the product, company, and your belief in the impact you deliver.

"Softening the blow is when we seek permission before we ask one of those big, big questions." - Jack Frimson.

"You always want to be calling out the elephant in the room. Another chapter of the book talks about the levels of listening. It shares how salespeople tend to miss the things that aren't being said." - Zac Thompson.

Resources

Grab a copy of their book on Amazon.

Follow and reach out to Jack and Zac on LinkedIn. If you like more guidance with improving your sales skills, join my Sales Mastermind Class. Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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You’re posting content on LinkedIn but is it actually bringing in sales leads? In this rerun episode, I sit down with Tom Abbott, LinkedIn strategist and international sales expert, to talk about how you can create content that doesn’t just get likes but fills your pipeline. If you’re tired of playing the social media game with no ROI, this episode is your blueprint.

Meet Tom Abbott

Tom is the founder of SOCO Sales Training and one of the top voices when it comes to using LinkedIn for B2B sales. He’s trained thousands of sales professionals around the world, and in this conversation, he pulls back the curtain on what’s working on LinkedIn right now. Whether you're brand new to the platform or looking to sharpen your edge, Tom delivers actionable insights that can lead directly to revenue.

Turn LinkedIn Into a Lead Machine

• Tom explains why most sellers get LinkedIn wrong and what to do instead. It’s not about being overly polished or promotional. It’s about being intentional, authentic, and consistent.

Speak to your audience’s pain points

• Don’t just talk about your product. Talk about the problems your prospects are actively trying to solve.

Use a simple post structure

• Tom breaks down the 3-part framework: hook, value, and CTA. Get attention, deliver insight, and give them something to do next.

Stay visible without being spammy

• Consistency beats perfection. Tom shares how often to post, what formats are working best, and how to balance content types.

Connect, don’t just broadcast

• The magic happens in the comments and DMs. If you’re not engaging with your audience, you’re missing the point.

"LinkedIn is a sales tool not just a résumé. Use it that way, and it will change your business." – Tom Abbott

Resources

Follow Tom Abbott on LinkedIn to see examples of his post structure in action. Check out SOCO Sales Training if you want to take your team’s LinkedIn strategy to the next level. Need help building your sales content strategy? Join my Sales Mastermind Class. Visit thesalesevangelist.com for templates, tools, and more episodes to sharpen your selling skills

Sponsorship Offers

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

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

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

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

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

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

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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What if you could charge more without changing a single feature of your product or service? In this powerful rerun episode, I’m bringing back one of my favorite interviews with Bob Britton, a marketing expert who has helped thousands of entrepreneurs elevate their value, boost conversions, and command higher prices. If you’ve ever felt stuck competing on price, this episode is for you.

Meet Bob Britton

• Bob Britton is a business growth strategist with a long track record of turning small businesses into seven-figure machines. He’s not just theory, Bob built and sold multiple companies using the same strategies he teaches today. One of the big secrets behind his success?
• Understanding perceived value. According to Bob, the way you frame and present your offer can make the difference between being seen as a commodity and being seen as a premium solution.

It’s Not About Price, It’s About Value

• In this episode, Bob breaks down how to make your offer feel more valuable—without actually changing what you sell. It's all about presentation, psychology, and messaging.

Simplify the decision

• When prospects are confused, they don't buy. Bob explains how to structure your offer so it feels easy and obvious to say yes.

Stack the value

• People don’t buy features, they buy outcomes. Learn how to package and position your benefits so they stand out.

Anchor your price

• If you’re not using strategic price anchoring, you’re leaving money on the table. Bob shares his favorite ways to do this without feeling manipulative.

Add scarcity and urgency

• A great offer is only as strong as the reason to act now. Discover the exact language Bob uses to ethically drive urgency.

"People will pay more when they believe your offer solves a meaningful problem, better than anything else." – Bob Britton

Resources

Want to dive deeper into pricing and packaging? Join my Sales Mastermind Class. If you’re working on messaging or need to create a premium offer, check out Blue Mango Studios. Follow me on LinkedIn for daily sales insights and strategies. Visit thesalesevangelist.com for more episodes and tools to help you sell more effectively

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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What do you do when no one believes in your vision? When every door seems closed and you keep hearing the word “no”? In this powerful rerun episode, I sat down with my good friend Alex Quin to talk about rejection, resilience, and what it really takes to build something meaningful when the odds are stacked against you.

Meet Alex Quin

Alex Quin is the CEO of UADV, a full-stack marketing agency, and the host of the Hustle Inspires Hustle podcast. He's built a name for himself in the world of marketing and branding, working with top global brands like McLaren, Red Bull, and Puma. But his journey wasn’t easy. Alex didn’t start with connections or capital. He built his business from the ground up, and at every stage, people told him it wouldn’t work. They told him “no” but he didn’t stop.

The Power of Rejection

In this conversation, Alex shares how rejection shaped his growth and why hearing “no” was one of the best things that ever happened to him. We talked about mindset, perseverance, and how to build momentum even when no one’s clapping for you yet.

Create your own lane

• You don’t need permission to start. Alex breaks down how he carved out his own path in marketing when the industry gatekeepers ignored him.

Let the "no" fuel you

• Every time someone doubts you, it adds fuel to your fire. Use rejection as a signal that you're on the right track, especially when you’re building something new or unconventional.

Focus on value, not validation

• When you stop chasing approval and start solving real problems, the right people start paying attention.

Stay true to your voice

• Don’t let “no” change your identity. You’re not for everyone, and that’s okay. The people you’re meant to serve will get it.

"Rejection isn't the end. It's just feedback that you're breaking into something new." –

Alex Quin

Resources

Listen to Alex’s podcast Hustle Inspires Hustle for more mindset and brand-building tips Connect with Alex Quin on Instagram or LinkedIn to learn from his journey Need help developing your brand or message? Join my Sales Mastermind Class Looking to launch your podcast? Check out Blue Mango Studios

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Are your mornings setting you up for success? Or are they throwing your whole day off track? In this rerun episode, I’m diving into one of the most requested topics from the archive, how to structure your morning routine for consistent sales success. Whether you're an individual contributor or leading a team, these habits will help you focus, prioritize, and perform better every single day.

Start the Day Off Right

When I first started selling, I struggled with mornings. I’d roll into the day reacting to emails, jumping on calls, and chasing activity but not results. Everything changed when I started being intentional about how I began my day. These are simple but powerful strategies that help me stay focused and in control. In this episode, I’ll share the exact routine I follow and why it works.

The Morning Framework

Clarity is key. I start with 5 to 10 minutes of reflection, this could be prayer, journaling, or just quiet thinking. The goal is to reset and get my mind right. Then I review my pipeline so I know exactly which deals to prioritize. I write down one to three clear outcomes I want to accomplish that day. I also get moving whether it’s a workout or stretching, that physical energy helps jump start mental clarity. And finally, I stay out of email and Slack first. That’s reaction mode. I want to start in creation mode. These practices help me take control of my time, my mindset, and my performance. If you’re in sales, this will help you take control of your results.

"Control your morning and you’ll control your momentum." – Donald Kelly

Resources

Want to build a strong morning routine? Grab our free guide: Start Your Morning Like a Top 1% Seller Join my Sales Mastermind Class and level up your productivity and pipeline. Thinking about starting your own podcast? Get professional support from Blue Mango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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How do you take a company that’s been winning in the SMB and mid-market world and help it thrive in the enterprise space? On today’s episode, I chat with Adam Block, Chief Revenue Officer at Motive. Adam shares the exact strategies his team used to move upstream without losing their core customers. If you're thinking about scaling your sales motion to land enterprise-level clients, this one is a must-listen.

Meet Adam Block

Adam Block is the CRO of Motive, a company that offers an AI-powered operations platform for the physical economy. Their platform helps businesses in sectors like logistics, construction, and energy run safer and more efficient operations. Motive is used by massive organizations such as FedEx, Halliburton, and Centos and they didn’t get there by accident. Adam and his team made a strategic decision to go enterprise, but they made sure not to break what was already working.

Going Enterprise Without Breaking Your Foundation

Adam shares that Motive's journey upstream started with demand from the market. Their technology was attracting attention from larger organizations across a variety of industries. But rather than jump too fast, the team took a thoughtful approach focused on three major pillars:

Do No Harm

The team made a commitment to keep serving existing customers while building out the infrastructure for enterprise. This meant careful segmentation, performance tracking, and redefining metrics to ensure success across the board.

Rewire the Business for Enterprise

From the sales process to customer support, Adam's team rebuilt their entire operation to accommodate longer sales cycles and more complex buying processes. They also rebranded from KeepTruckin to Motive to reflect their broader market.

Hire the Right People

Talent was key. Motive built a team of top-tier sellers and developed a farm system for internal promotion. With a focus on RAD, Resilience, Accountability, and Discipline, they created a high-performing culture that thrives under pressure.

Lessons from the Field

Adam shared practical tactics for leaders looking to move upmarket:

• Don't chase enterprise at the cost of your base. Segment carefully and let each part of your business do what it does best.
• Rebranding isn't just about a name, it's about a new story. Make sure it matches your long-term vision.
• Build internal mobility. Create opportunities for junior talent to grow into enterprise roles, which lowers hiring risk and strengthens your culture.

“You have to be bold. But you also have to be intentional.” – Adam Block

Resources

To learn more about Motive, visit GoMotive.com

Connect with Adam Block on LinkedIn Thinking about starting your own podcast? Check out Blue Mango Studios. Want help improving your sales skills? Join our Sales Mastermind Class.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Should you email or call prospects? Which method is best for effectively reaching your clients? To find out, listen to my chat with Matt Tharp, the CEO of Hunter.io. He provides data and insights on why businesses should focus more on cold email than cold calling.

Meet Matt Tharp

• Matt might be perceived as biased towards email since he's the CEO of Hunter.io, but he was drawn to the company precisely because of its commitment to email.
• He enjoys working with fast-moving businesses that prioritize high velocity and product-led growth strategies. He believes this approach helps build a robust pipeline with marketing, while the sales motion supports and supplements that pipeline.
• Sales-driven models, heavily dependent on closing the next deal, can make it challenging for new sellers or businesses to find their footing. Relying solely on cold calling makes pipeline building particularly difficult, and the current business environment is only making cold calling harder.
• Matt shares his own experience as a decision-maker: if someone cold calls him unexpectedly, he's likely to get annoyed because it almost always interrupts something he's doing.

Marketing Strategy for Email Outreach

• Matt and his team conducted research to determine which marketing strategy prospects prefer. The results showed that 61% prefer cold emails, while less than 10% prefer cold calling. He also found that individuals in the US prefer digital outreach 71% more than calling.

• To successfully begin email outreach, Matt suggests keeping two key things in mind:

• How you build and segment your email list.

• How you write your content.

• He advises against trying to reach everyone when building your list. Instead, personalize it and make it relevant to your target audience. Keep your audience segments under 100 contacts to help maintain message relevance.

Subject Line Trends

• To create subject lines that generate clicks, Matt emphasizes the importance of addressing a problem the buyer is facing.
• It's better not to be overly playful. Instead, speak to a problem that prospects genuinely care about, and in the first one or two sentences, demonstrate that you are there to solve it. Then, explain how you will solve their problem. The final step involves adding a clear and easy call to action at the bottom of the email.

"Looking at current trends for business scaling investments, it's clear: phone calls are becoming less and less effective." - Matt Tharp.

Resources

If you need help scaling your business with email outreach, consider Hunter.io (I highly recommend it).

If you like more guidance with improving your sales skills, join my Sales Mastermind Class.

Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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If you’re struggling to make it as a seller, you may be unknowingly doing things that a top performer would never do. To help you figure out what you may be doing wrong, I’m going back to episode 1831 with my chat with Andrew Barbuto, a seasoned sales professional and author. He shares five things that top-performing sellers always do to help them succeed in finding clients and closing deals.

Andrew Barbuto’s Background

• Andrew Barbuto is an accomplished sales professional and author with a deep understanding of the intricacies of top-performing sales strategies.
• He shares his sales methodologies in his insightful book, “Top Sales Producer: How To Crush Your Sales Quota.”
• Andrew’s commitment to excellence in sales makes him a valuable resource for anyone aspiring to elevate their sales performance and effectively manage their client interactions.

Key Practices of Top Performers

• Andrew shares the five things that top performers do differently than average performers.

• Time Management: Top performers allocate their time to maximize revenue-generating activities. Start early on your work tasks and focus only on the ones that bring in money. Also, don’t forget to put the phone down to help avoid distractions.

2. Research: You may find researching on a specific client to be long and boring, but it’s one of the most important tasks top performers do. Andrew explains that rather than adopting a broad approach, successful sellers conduct targeted research to identify and connect with the right prospects.

3. Meeting Preparation: You can avoid generic questions and tailor conversations to address specific needs by coming to a meeting prepared. This is why it’s important to research a prospect before contacting them.

4. Prospecting Activities: Andrew recommends employing a multi-channel approach with at least seven touch points, including phone calls, emails, and LinkedIn messages. This persistence helps in turning cold prospects into warm leads.

5. Leveraging CRM: Creating detailed notes will allow you to maintain contact with prospects and provide personalized value to each one of them. You can do this by using a CRM system to help strengthen your client relationships.

“Top producers typically will try to allocate as much time as they possibly can to revenue-generating activities.” – Andrew Barbuto.

Resources

Learn more sales tips from Andrew from his book,

“Top Sales Producer: How To Crush Your Sales Quota.”

Follow Andrew on LinkedIn and YouTube. Download Andrew’s cold outreach strategy to book more clients. If you like more guidance with improving your sales skills, join my Sales Mastermind Class.

Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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You have thousands of prospects coming to your website daily, yet 80% of them don’t even sign up for your newsletter. What can you do to turn this around?

My guest, Dan Novaes, the founder and CEO of Mode Mobile, is here to tell you how in this quick chat. His advice will make your prospects give away their emails as soon as they click on your website.

Meet Dan Novaes

• Dan Novaes is the CEO of Mode Mobile and creator of the EarnPhone. Mode Mobile is revolutionizing the mobile industry with its “Earn As You Go” software, enabling millions of users to turn daily smartphone habits into passive income.
• Under Dan’s leadership, Mode Mobile achieved 32,481% revenue growth (2019–2022), earned the #1 spot in software on Deloitte's2023 Technology Fast 500 List, and pioneered a fundraising model leveraging 30,000+ everyday investors. Now, they’re on a mission to reach1 million shareholders while tackling a $1 trillion market opportunity.

Turning Around Investor Page Troubles

• Even though his company’s landing page was doing well, he saw that his investor page was struggling to retain prospects. Dan provides the steps he and his team took to make the changes.
• Knowing that he doesn’t really know what’s going on in a prospect's world when they’re looking at the page, he decided it would be best to send reminders to entice their return.
• He also found that offering an incentive for returning entices prospects even more.
• Dan achieved a 600% return by applying this method to his marketing efforts. He spent $ 15,000 to start the efforts, and in a short period, he ended up with a $ 750,000 return.

The Most Important Components

• While conducting the marketing research, he discovered that certain components were most effective in achieving his goals.
• One was targeting the older demographics aged 55 and above. He found that boomers were more receptive than the younger generation.
• He also found that it is important to put a name to the face within the email.
• The last component Dan shares is how truly important copywriting is, even in this AI-driven world we live in today.

“People don’t invest enough in copywriting. The message has to hit just right. You don’t want to just have AI write generate copy.” - Dan Novaes.

Resources

Want to learn more about Dan? Visit Invest.ModeMobile.com

Consider using these resources for your marketing efforts: Retention and Beehiiv. If you like more guidance with improving your sales skills, join my Sales Mastermind Class. Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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No matter what you’re doing right now, cold outreach should be a part of your game. I’m returning to episode 1605 with Tanner Stewart, Sr. BDR Manager at Activated Insights, where he shares three tips on how to handle every single cold call.

Meet Tanner Stewart

• At the time of the interview, Tanner was an account executive at Home Care Plus. Previously, he worked as a BDR with the same company for approximately two years. In these roles, he gained experience in conducting cold outreach every day. Now he is a Sr. BDR Manager with a new company, Activated Insights.

The Biggest Challenge Sellers Face When It Comes

To Cold Outreach

• Tanner shares how most sellers don’t know which prospects they should call in the first place to close a deal.
• He shares that if you’re calling hundreds of the wrong people every day, you’ll have little success.
• It’s best to focus on the right people and the right message to reach your goals.

3 Things Every BDR Must Master When Doing Cold Calls

1. Be a human, treat your prospects like humans.

· Be genuinely interested in your prospects. If they ask you how you are, be genuine and vulnerable. This helps them bring their guard down.

· Instead of starting a call by saying, “Here’s what we are doing and how we can help you with,” start with, “I’ve been talking to some folks, and here are trends I am seeing in the industry. Are you seeing this as well?”

· Be present when making calls, and when they do answer, don’t be afraid of the interaction or being genuine.

2. Product selling vs. solution selling

· Avoid the temptation to dive deep into your product. It’s not bad to want to give them information about your product, but think about relating what you tell them back to what they have told you about their challenges. Take the time to genuinely care about the prospect and alleviate their pain points.

3. Ask questions and know when to ask them

· Instead of diving into your product, ask them a question. You can ask them if what they are doing is working for them.

· Little follow-up questions help you dig deeper. A great question is, “Can you tell me a little more about that?”

· Once you’ve booked the demo, don’t be afraid to ask a few more questions to figure out what they are hoping for.

“Don’t be afraid to be yourself. As scary as someone’s title may be, deep down, they are also human. Be yourself and enjoy it!” - Tanner Stewart.

Resources

Follow Tanner on LinkedIn. If you like more guidance with improving your sales skills, join my Sales Mastermind Class. Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Sometimes, all it takes to have a strong pipeline is having a well-organized routine. Since it’s summer, you may be getting a bit hectic and find it hard to do this.

I’m going back to episode 1600 with my guest, William Padilla, Mid-Market Account Executive, who shares how he structures his day to reach his goals. His advice will help you understand how being well-organized can be impactful to your work.

Meet Will Padilla

• During the interview, Will shared how he started as a regular sales guy with the tech company, GRIN. He went on to become a top-performing sales agent and an account executive for the company within two years. Now, he is a mid-market account executive for the company, Aspire.

Planning And Prepping Your Day

• Don’t go into your day winging what you plan to do. For example, Will realized he was too distracted and hit his metrics only by scrambling on a Friday afternoon.
• He decided to structure his day, achieving all his late-stage interactions in the morning to reserve his afternoons entirely for prospecting.

Adapting Your Approach For More Clients

• BDR roles are fairly science-based because they focus on meeting metrics and quotas. When Will needed to book eight demos per month, he quickly realized that not every cold call was a qualified demo. He would ensure that at least four cold calls were set up each week with qualified leads.
• Whatever demo number you need to hit, book double to ensure enough opportunities to reach your quota. Implement the 5×5 rule – don’t log off for the day unless you have five new companies to prospect and five contacts within each company.

Be Like Batman And Robin: Work With Your AE

• As a BDR, understand that your account executive is your teammate. So sometimes, it helps to be friends.
• By establishing a working relationship with your Account Executive (AE), you increase the likelihood of both of you succeeding, as your success largely depends on one another.

“I wouldn’t say I’m more talented than the next seller; I’m just more structured.” - Will Padilla.

Resources

Follow Will on LinkedIn and TikTok. If you like more guidance with improving your sales skills, join my Sales Mastermind Class. Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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No matter what anyone says, cold calling isn’t dead. The digital world just made it harder than it used to be.

This is why I’m revisiting episode 1730 with my guest, Gabe Lullo. He shares his expertise and insights on cold calling and sales strategies in this ever-evolving landscape.

Is Cold Calling Dead?

• Addressing the prevalent debate, Gabe firmly asserts that cold calling is far from dead.
• Supported by data and real-life experience, he emphasizes the effectiveness of cold calling in qualification, call-to-action, and appointment setting, debunking the myths surrounding its relevance in the current sales environment.

Modern Sales Approach

• Gabe stresses the importance of an omnichannel approach, integrating call, email, and social platforms to establish meaningful and relevant connections with prospects.
• He emphasizes the need for high-volume activity paired with a relevant message, highlighting the power of personalization and the human touch in driving engagement.

Strategies for Relevant Messaging

• Gabe delves into the nuances of crafting relevant messaging, emphasizing the importance of relevance over mere personalization.
• He shares insights on identifying and leveraging data providers to tailor messages according to the prospects’ specific verticals and ICPs, and the significance of using technology for optimizing communication channels.

The Role of Human Touch and Empathy

• We explore how human touch, empathy, and personalized, relevant communication set sales professionals apart in the current market.
• Gabe emphasizes the need to sound like a human, not an AI bot, illustrating how to engage prospects effectively and foster genuine connections.

Optimizing Sequencing

• Gabe challenges the traditional sequence approach, advocating for a burst of activities across multiple channels rather than drawn-out, segmented sequences.
• He highlights the significance of engagement and conversation to drive effective communication, emphasizing the need to adapt and modernize sales strategies.

Mastering the Cold Call

• Gabe shares valuable insights into mastering the art of cold calling, stressing the need for extensive training and knowledge of objection handling.
• Understanding and anticipating objections empowers sales professionals to navigate conversations effectively and win at cold calling.

"Relevance matters more now. That human touch is what sets individuals apart from the low-hanging fruit." - Gabe Lullo.

Resources

Connect with Gabe on LinkedIn.

If you like more guidance with improving your sales skills, join my Sales Mastermind Class.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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I hope you enjoyed my funny intro, because it would be nice if you could call on Ghostbusters when prospects decide not to follow up with you. In the last few episodes, we've focused on strategies to ensure prospects attend scheduled meetings.

I'm exploring this topic more with my guest, Steven Schneider, CEO & Co-founder of TrioSEO. He shares what he and his team are doing to keep clients from ghosting appointments.

Meet Steven Schneide

• Steven Schneider collaborated with two fellow sales experts to help scale multiple businesses into 6- to 8-figure enterprises by optimizing their SEO keywords on their websites.
• Even though he runs a multimillion-dollar SEO agency, he still struggles with clients who frequently fail to show up for appointments. He's sharing tactics that you can use in your sales approach.

How His Company Handles Ghosting Prospects

• No matter how much you prepare for the follow-up or how many reminders you send, sometimes prospects simply don't show up for the meeting.
• I asked Steven how his team is handling this common sales problem. He says that people often ghost sellers because they're actually too busy to respond, or they're shopping around to find the right product.
• Steven shares that he keeps this in mind and realizes that he is low on their priority list.
• So, he tackles their pain points and dives deep into them to show prospects why they need his assistance or product.
• He also shares how he views each client as a unique case study if they're not following up. He goes to their website, sees why their traffic has dipped, and sends a screenshot of it.
• Then, he shares his follow-up proposal with the prospect again. This is how he digs into the pain point and shows why working with him is valuable. Often, ghosting prospects will follow up with him after he sends this email.

During the Follow-Up Meeting

• After he successfully gets a ghosting prospect to attend the meeting, he begins by asking questions to help them uncover what they already know.
• Then, he shows them the website mistakes that are causing them to lose potential leads and money.
• It's a strategy that works so well for him that he's able to close deals right then and there.

Handling First-Time Leads with No Prior Contact

• Steven has a unique method to help keep first-time leads, who are in the very beginning stages of the sales funnel, from ghosting.
• He shares how his website provides a contact form with questions to filter out whether prospects are a good fit for his company's services. This lets him know who is serious and who isn't.
• Once they’re able to schedule a meeting, he sends an email sharing a little warning of why they must not forget to attend it.

How Individual Sellers Can Help

• The first two examples focus on collaboration between the marketing and sales departments to tackle ghosting clients. But what can an individual seller do to help?
• Steven suggests it's a good idea to share a case study to illustrate what success will look like if prospects attend the meeting. He recommends including this in follow-up emails to confirm appointments and demonstrate the value of the service.

“Treat every client as a unique case study to learn something new.” - Steven Schneider.

Resources

Connect with Steven on LinkedIn.

Learn more about TrioSEO here.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.

What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from closing deals at the right time.

Meet Benjamin Dennehy

• Meet Benjamin Dennehy, known as the UK’s most hated salesperson, all thanks to his amazing marketing campaign.
• He shares how sellers often make the mistake of closing when prospective buyers are expecting them to.
• Don’t forget that you’re the one with all the power when it comes to choosing the right time to close a deal.

The Sales Matrix: Closing At The Wrong Place

• When first starting in the industry, Benjamin discovered that most sellers live in a system they don’t realize they’re part of. This is another reason why sellers tend to close deals at the wrong time.
• There are also two systems when sellers are out in the field: the buyer's system and the seller’s system. The problem arises when these two systems intertwine, making the buyer appear as the winner.
• Due to conditioning, buyers are aware that if they say no to a seller, the seller won't stop. So, they think of other ways to try to keep sellers from continuing without actually saying no.
• Benjamin delves into the list of reasons why prospective buyers give objections or deceive sellers to prevent a deal from moving forward. I'm sure you’ve heard plenty of these!
• He also explains how the matrix is designed to prevent sellers from exerting control in closing deals, and how their buying habits lead them to sympathize with prospective buyers when they express their objections.

How to Get Out of the Sales Matrix

• To get out of the sales matrix, Benjamin shares that sellers must start closing at the beginning of the first meeting. When you try to close at the end, you give the buyer complete control over what happens next.
• At the start of the meeting, Benjamin does three things to get a prospect to say no:
• Get permission from them to say no. If they believe the product is of no use, then there's no point in continuing the conversation. This will also let you know if the person you're speaking to is the decision-maker.
• When speaking with the CEO, he asks a series of questions to determine if he can actually assist their company with their problem. If there's no "no" in these answers, then he moves on to the third step.
• This is when he'll discuss how they can move forward together to close a deal.
• The method works because if prospects aren't logically saying no, then they have to agree to move forward.

“We've been told a lie that the person with all the money has the power. But in reality, money only has power when someone wants it.” - Benjamin Dennehy.

Resources

Follow Benjamin on LinkedIn, YouTube, and Instagram. Don't forget to DM the code TSE for a link to his two free courses. You can also learn more about him on his website.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Every time the marketing team sends you a new lead, they end up not showing up. Why do they keep sending prospects who won't even come to a meeting? When will they ever do their job right?

Maybe we just need to help them out a bit. Join me in this episode with Alisha Conlin-Hurd, marketing and sales expert, where she shows us how to work with the marketing team to get the right leads to book appointments.

Meet Alisha Conlin-Hurd

• Alisha Conlin-Hurd is the Founder of Persuasion Experience, a 7-figure marketing agency helping 7- and 8-figure businesses turn paid ads into predictable lead machines.
• She’s launched over 600+ funnels across 120 niches, generating tens of millions in client revenue.
• Her proprietary frameworks—DNA Blueprint Method™ and Endless Leads Framework™—have helped countless businesses double their revenue in under 90 days. Alisha now runs her business remotely while traveling the world full-time.

Why Do No Shows Happen?

• I've listed several reasons why prospects often ghost us:
• Not showing enough value
• Creating bad content
• Forgetting to remind them
• And you know what? Alisha agrees with me. She shares that if prospects don't see the value in showing up, they simply won't. If we show them "what's in it for them" from the beginning, they'll be ready for the call. People show up for what they care about.

Prepping The Call Before Prospects Come

• To get prospects excited about the sales call, Alisha says it starts with the marketing department doing these three steps:
• Building A Strong Landing Page: This is where you get lead magnets, and it must show authority, strong messaging, and uniqueness. She provides an example of how to establish authority through social proof.
• Touch Points During Becoming A Lead: This is when a lead clicks on the lead magnet to book an appointment. Alisha says there should be a series of questions that qualify and disqualify prospects. If they qualify, that's when they should be able to see the calendar; however, there's a stipulation.
• Making Sure They Show Up: Following up should happen between one and three days after a prospect books an appointment. Alisha says that marketing and sales should work together to ensure they attend the meeting.

“The best time to get somebody to do an action is when they just did one.” - Alisha Conlin-Hurd.

Resources

Follow Alisha on these social media platforms: YouTube, Instagram, and LinkedIn.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX,Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Thank you, Martin, for going back in time with The Sales Evangelist podcast. Thanks to him, we're going back to episode 1177 where I deep-dived into why leads are creating more work for us.

In this episode, I share why many small organizations struggle with their inbound sales and how to fix it. The challenge is always deciding who should follow up on them and how to do it effectively.

The Sales Team

• Assume that a sales team is composed of three people: the marketing person who does almost everything, the junior assistant who helps with content creation, and the outsourced person who does the marketing strategies. Among the three, who should follow-up the lead?
• Not all leads are created equal. This means that before deciding who will follow up the lead, the lead should be evaluated first.
• You don’t want your salesperson pitching to a lead that in the end would go to another competitor.

Do a Pre-Qualification

• Do a pre-qualification in your organization to know if the people you are going to have the conversation with are ready to consider the deal. Set a benchmark and rules for what you consider a marketing quantifiable lead. Consider the following questions:
• What is considered a sales qualified lead?
• What is the KPI of your organization?
• How many new inbound leads do you want to get per quarter/per month?
• How much money do you want to generate from those leads?
• The answers to those questions will lead you to your ideal customer. It would also help you identify the triggers that qualify them to be a marketing quantifiable lead and a sales qualified lead.
• The work is far more efficient because when a lead comes in, your salespeople can vet them and follow the pre-qualification factors you’ve set to see if the lead can generate new business for the organization. This is also helpful in maintaining your current customers.

Create a System

• Create a system to efficiently manage the workload. The marketing team can do the pre-qualification to increase the odds of the lead being converted into something real. Whenever a lead comes in, let marketing take a look at it and check the website and the title of the person.
• Then let the intern or junior marketing rep take over the other tasks like looking into LinkedIn, HubSpot, Marketo, or other platforms you have to find the data that you can transfer into your CRM.
• Marketing can help fix the problem of having to go back to the beginning of the funnel and pre-qualify the leads again because they’re not yet ready at the moment.

Website Leads Matter

• The sales team sometimes takes for granted the leads that they didn’t hunt for. A good example is leads coming in from the websites.
• It is disheartening when a sales rep doesn’t take that into consideration when a lead comes in via the website.
• Whenever an inbound lead comes in, it is best to use your flow process to follow-up particular prospects. It should be written and put in your company’s playbook so that everyone can read it and use it with every inbound lead that comes in.

Follow-up Right Away

• A stat from insidesales.com said that a lead that’s contacted within five minutes is 100 times more likely to convert than leads that are followed-up 90 minutes later.
• When a lead comes in, follow up right away. You’re more likely to convert than if you wait.
• The sales team can take a quick visit to the person’s website, check their LinkedIn profile, and the pages they’ve visited on your site.

Focus On The People That Matter

• Include in your flow process the phone call and email for the first time then do the same things a day later. Connect with them on LinkedIn and share some of their content for seven full business days.
• With the right system and by focusing on the people that matter, your work is going to be minimized but the return is going to be much higher.
• Filter your inbound leads and let the marketing do the review. Recognize the good ones and toss them over to the sales reps to reach out and convert.

"Evaluate the effectiveness of each lead, because not all leads are created equally." - Donald Kelly.

Resources

Connect with me on LinkedIn and send me a message for more help with cold outreach, or send me an email: donald@thesalesevangelist.com

If you need more help elevating your sales game, join my Sales Mastermind Class.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Are you relying on crystal balls, bones and feathers, and teabags to know whether you will hit this month’s goals or not?

Well, been there and done that and I’m telling you, “voodoo selling” just doesn’t work because you can’t quantify it.

In today’s episode, I am talking with Robert Harper and together we will shed light on the repercussions of voodoo selling and what you can do to ultimately be HIGHLY effective in sales. I have talked about this over and over, and again, PROCESS is key. Rather, GREAT PROCESS is key.

More About My Special Guest

• Robert is a serial entrepreneur who currently owns five companies, four of them are in the midwest that do B2B integration, like access controls and CCTV, making buildings safe and comfortable.
• His other business endeavor is a virtual company that provides virtual solutions to business owners.

What Is “Voodoo Selling?”

• Voodoo selling is based on guessing and hope rather than on planning, implementing strategies, or using metrics.
• Salespeople forget that they’re creative thinkers which makes it harder to do proper planning when prospecting.
• It makes us less interested in the process of selling and thinking of sales as a science since we tend to think of it as more of an art.
• Robert shares how voodoo selling is a waste of time because you’re trying to sell to people who CAN’T say no to you.

How to Better Gain Scientific Concepts in Your Sales Presentations

• Sell to somebody who can say no. If they say no, do it as quickly as possible so you stop wasting time. Break the theory and move on to the next.
• Determine your budget on how much you’re going to sell. Instead of targeting “X” amount of dollars a quarter, target how many phone calls or meetings it would take you to make that dollar amount.
• Start today. Start keeping track honestly of:
• How many phone calls you make?
• How many of those phone calls will get you a meeting?
• How many of those meetings will get you a proposal?
• How many of those proposals will get you a sale?
• Tracking your information allows you to introduce a change into your process and see how it affects those numbers.
• Have the process for the actual sale itself.
• Analytics and a great process are keys.
• Know your customer’s pain points
• Bring out the numbers and give precise information
• Look at the metrics
• Provide real data to the customer

A Special Tips for Sales Managers

• Don’t talk about the numbers. Don’t judge people based on how many phone calls they’re making. Otherwise, your people will lie on those forms. The numbers are for them and not for you to judge them.
• Don’t ever be afraid to ask every prospect if they have the ability and if they are willing to say no if this isn’t a good fit for their company. But, if it is a good fit, are they able to say yes?
• For every sales meeting, have an agenda and send it to your prospect at least 24 hours before the meeting. In the agenda, go over what you want to cover and leave room for them to edit it for what they want to cover. During the meeting, follow the agenda. Ex: budget, decision process, the decision maker.

“There’s no way to improve if you’re using your crystal ball.” – Robert Harper.

Resources

Connect with me on LinkedIn and send me a message for more help with cold outreach, or send me an email: donald@thesalesevangelist.com

If you need more help elevating your sales game, join my Sales Mastermind Class.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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I’ve made it 1,900 episodes of The Sales Evangelist podcast. Not quite at 2,000 yet, but I’m close.

But since I’m still going strong, I thought it would be a good idea to share the nine biggest sales lessons I've learned from hosting this podcast. Hopefully, one of these lessons will help you grow your sales pipeline too.

1. There's No One Way of Selling

• Everyone is always asking me, “What’s the number one method of selling?” If you want my honesty, there isn’t one.
• From all of my interviews, I've found that it’s best to focus on who you’re going to sell to and how to break through the noise to grab their attention.
• I also recommend just testing out the different sales methods we share on this podcast. If it works for you, great; if it doesn’t, then try another one.

2. Always Be Prospecting

• I’m a firm believer that a seller should always be prospecting, even when you’re closing deals.
• If you have options in the sales pipeline, great. But you should also always be figuring out how you can do a better job at sales prospecting to keep prospects coming to you.

3. Accountability Moves Sales Forward

• I've heard this over and over again from my countless conversations: sales reps need that one-on-one time so they can stay accountable.
• I share a story about how an old manager of mine stopped her one-on-one time with me. This caused me to slip up and make little mistakes from not receiving coaching.

4. Be on LinkedIn

• LinkedIn will always be a powerful tool in helping you find and close deals. I've found that when sellers aren't using LinkedIn correctly, they tend to struggle with prospecting.
• Connect, share, and engage on LinkedIn and see how your sales pipeline starts building.

5. Address Objections First

• If you don’t handle the “nos” first, they’ll be an issue later. Going back to episode 446, Tom Gates shares how easing a customer’s objection can increase your win rate.
• Don’t be afraid to bring it up; doing so will let you circle back when the prospect is ready to close a deal or prevent having unnecessary clients in your pipeline.

6. Little Things Work

• Bob Berg shares details on how to get endless referrals, and he does this by just going the extra mile. Make yourself memorable by simply sending handwritten notes. The little things actually do work when trying to build your network.

7. Sales Is About Relationships

• There’s so much information out there, and if you’re not making things personal, prospects aren’t going to connect with you.
• Go back to episode 1898; I share how relevancy and personalization give you a higher response rate. In the world of AI, no one wants robotic messages.

8. Make Buying Easy

• Transparency is everything in sales, and people want to know what they’re getting before they buy.
• Marcus Sheridan shares how giving the price upfront provides a mutual action plan that helps make it easier for prospects to buy from you.

9. Understand Your ICP

• When you know who you’re targeting, your message becomes clearer, and you have a higher closing rate.
• In episode 1625, I share why adapting to your ICP is important and how it helps you as a seller.

“Accountability drives sales forward.” - Donald Kelly.

Resources

Connect with me on LinkedIn and send me a message for more help with cold outreach, or send me an email: donald@thesalesevangelist.com

If you need more help elevating your sales game, join my Sales Mastermind Class.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Someone recently asked me, “How can I send an email that prospects actually like and reply to?” I’m going to answer this question and share three types of emails that land appointments for sellers. Check it out and be sure to connect with me on LinkedIn.

Level 1: Probing Emails

• This email shares that you’re unsure if the prospect is the exact fit for your company or if they even have a problem. You just know that they match your ICP, and asking them questions will let you know if they need your services or not.
• Despite what you think, there are benefits to sending probing emails. This is how you get an idea of what a company needs help with, at least from the ones who respond. Even though it’s the weakest cold outreach level, it’s still beneficial.

Level 2: Relevant Emails

• When probing emails become less effective, it’s time to switch to sending a relevant email. This is where you look for specific triggers that are causing a prospect to have issues.
• For example, maybe you start reaching out to people who have HubSpot and you know people who use this tool may have issues with customer service portals. You can reach out to prospects who use HubSpot and let them know that you have a solution that can help them out.

Level 3: Referral

• There are two sides of referral emails: internal and external sources. An internal email may come from the person you spoke to from the relevant email, and you can let the next person know that you spoke with them and they told you to reach out to the next person.
• Try following these three levels of emails to get your next appointment.

“Prospects get an average of 100 to 200 emails per day. There are three buckets of emails you need to send to get responses from these prospects.” - Donald Kelly.

Resources

Connect with me on LinkedIn and send me a message for more help with cold outreach, or send me an email: donald@thesalesevangelist.com

If you need more help elevating your sales game, join my Sales Mastermind Class.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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For this episode, we’re going back to episode 1431, featuring my chat with Ollie Whitfield. He shares how you can use LinkedIn features to your advantage. Listen to learn how to use LinkedIn voice messages and videos to schedule more appointments.

Using LinkedIn Voice Messages for Effective Appointments

• The LinkedIn voice message is something new and not many people have seen it before. That’s why many are prompted to open it and listen to it.
• LinkedIn voice messages show that you’re giving effort; it’s a slightly elevated way of showing your desire to build a connection with others.
• Showing your face or letting other people hear your voice improves your outreach. A mere text cannot convey your body language or your tone.
• A video message allows the prospects to see your mannerisms and that helps in building trust between people and implores them to do business with you.

Improving Your Video Messages or Voice Messages on LinkedIn

• Think of it as a very targeted approach. You can’t send video messages or voice messages to everyone. Pick the right people to send the messages to.
• Instead of going through all the other channels, take it directly to the decision-makers and have a great chat with them.
• Make it a seamless conversation. Make sure not to send a voice message right off the bat. Set the expectation first. You can send a written message first, a heads up that you’re sending a voice note on a certain subject.
• Lay the foundation first before sending the voice or video message so that they know what’s coming their way.
• Ollie also curates content and posts it on LinkedIn. He takes note of the people who engage with his posts, lists the names of the people who engaged and fall under his ideal client profile, and then connects with them. Following up with these people with a video makes the outreach personalized
• Research the people you’re going to send videos to. Don’t jump into doing videos right away. Do your research and think of what you’re going to say before you make the video.

“LinkedIn voice messages show more effort and wanting to make a human-to-human connection instead of just sending a regular message.” - Ollie Whitfield.

Resources

Follow Ollie Whitfield on LinkedIn.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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It may be easier for you to copy and paste a ChatGPT-generated email for your cold outreach, but it’s probably not landing the results you want from your prospects. Instead, get on the phone and dial your potential clients to close a deal. Before you tell me that you can’t do it, I’m telling you that it’s way easier than you think.

Why I Think Phone Calls Are Better

• After working with various organizations and sales reps, I've noticed how phone calls have been proving more effective for them.
• Following the pandemic, many of us grew tired of constant online interactions. Everyone is craving genuine human connection now, and this includes your prospects.
• Those hundreds of automated messages you’re sending? They're making your prospects feel disconnected from you and believe you’re not genuine. Phone calls allow you to build real trust, helping them feel connected to you and less like you’re just after their money.
• Also, when you take the time to actually converse with your prospects, building rapport becomes much easier. I'll even share an example from a client of mine who prefers phone calls over emails, perfectly illustrating this point.
• And even if you’re making phone calls and not immediately reaching clients, remember there are tools to help you out. For example, services like JustCall can help you reach more prospects effectively, without spamming them.

"If we can have ways to have more engaging conversations, you can have a higher chance of success.” - Donald Kelly.

Resources

Try JustCall to automate your outreach

Connect with me on LinkedIn and send me a message for more help with cold outreach, or send me an email: donald@thesalesevangelist.com

If you need more help elevating your sales game, join my Sales Mastermind Class.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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I’m a strong believer that you should sell to B2B buyers the same way you sell to B2C prospects. If you don’t believe this, you should listen to this conversation with B2C expert, Josh Koplin. He’s here to share why B2B prospects want the same experience as B2C customers and how you can give it to them.

Meet Josh Koplin

• As Co-founder and CRO of EDEN, a home services SaaS startup, Joshua Koplin spearheads the company's mission to equip contractors with innovative technology, fostering business growth and exceptional customer experiences.
• His extensive experience in finance, innovation, and business development includes leading the IPO for Japan’s largest renewable energy developer, RENOVA Inc., and previous roles in investment banking and M&A at J.P. Morgan.

Adopting a B2C Experience into the B2B World

• The B2B prospects in the fancy offices are also the same ones doing B2C buying. They see what it takes to make someone buy, and they want that same experience when a B2B seller is offering them a service or product.
• Josh shares how his company is modernizing the sales process to provide instant gratification. He studies what consumers want and applies that knowledge to the HVAC and home services space.

Overcoming Pricing Challenges

• In the B2C world, the price of a product or service is right there in your face. However, it’s often hidden in the B2B world.
• Josh shares that online pricing is often the first thing on a buyer’s priority list, and they will have this in mind when searching for a product. Adopting upfront pricing allows a B2B consumer to feel more comfortable about their buying decision.
• He also explains why it’s still essential for sellers to include the benefits of a product along with the pricing to provide a better experience for those in the B2B world.

AI Search Changing Both Worlds

• In the B2C and B2B worlds, AI has completely changed the way we look for information on Google. Before you can even scroll down, you see AI gathering the data you need.
• It makes old-school SEO methods obsolete, so how can you ensure your business still reaches the ranks?
• Josh shares that the best thing for B2B sellers to do is to put their "kitchen table conversations" online. This is where you act as the consultant and listen to your customers' pain points, needs, and wants. You provide everything they need to know to help them make informed decisions.
• Josh also goes into what zero-click searches are and how they are affecting the B2B world.

“AI search and consumers are turning more towards the kitchen table conversations online. The more helpful you are, the greater the chance of conversation from consumers.” - Josh Koplin.

Resources

If you want to connect with Josh, you can reach him by email at josh.koplin@e-denhomes.com

You can also connect with him on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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It’s a gut-wrenching pain to work so hard to win a prospect over only for them to tell you no. If this often happens to you, you may be doing something that strikes a deep no in your prospects.

To help you figure out what you’re doing wrong and influence prospect behaviors more positively, listen to this conversation with my guest, Jake Stahl. He's here to help you rewire how you lead and sell to achieve greater success.

Meet Jake Stahl

• Jake Stahl is the creator of Neurostrategy, the CEO of Orchestraight, and a globally sought-after behavioral trainer.
• He has trained leaders in 47 states and six countries, focusing on replacing outdated tactics with high-conversion conversations grounded in psychology and performance.
• Often called "the man who can create the perfect conversation," Jake is renowned for his ability to decode resistance in real time and fundamentally change how individuals lead, sell, and achieve success.

Why Prospects Aren’t Buying

• You may think prospects aren’t buying just because of how bad the economy is, but your unconscious actions may also be the reason.
• Jake shares how most sellers tend to make excuses, but the reality is that everyone buys based on perception and emotion. Sellers often use the wrong verbiage with prospects, failing to effectively convey that the product they offer is worth the money.
• He also details linguistic programming and future pacing, explaining how sellers can use these techniques to help prospects justify spending money on the offered product or service.
• Jake shares how it’s more than just telling customers about the features and benefits; it’s about painting a picture so the client can see how their life will be better with the product.

Sales Leaders Helping Reps Paint Pictures

• If you pay attention to the ads for cruise ships, you'll notice that they’re not selling the features of the boat. They’re selling the experience—laughter in the sun and fun in the water. Switching from selling features and benefits to selling an experience like this can be hard for some reps, so how can leaders help?
• Jake says it starts with how you present yourself to the prospect. Listen to how a sentence sounds when you’re using verb versus noun verbiage. For example, “I love dogs,” versus “I’m a dog lover.” He goes into detail on how the difference in verbiage can help sellers change the way they sell products to prospective buyers.
• Also, Jake shares an interesting study on the power of using the word “because.” It holds more weight in pushing a deal forward than you might think.

How to Break Conditions

• People are conditioned to respond in certain ways, and starting a conversation off with something like, "Hi, how are you doing?" may be triggering prospects to avoid talking to you.
• Jake says this kind of introduction preconditions prospects to see you as a sales rep, and mentally, other factors start to take place without you knowing it.
• To get a genuine conversation, you need a genuine opener. Coming up with different openers will break these conditions and help prospective buyers engage with you when you call them.

“The reality is that if customers don’t see how those features and benefits will make their lives better, it’s not just going to work for them.” - Jake Stahl.

Resources

Connect with Jake on LinkedIn

You can also reach out to him at jakestahl@orchestraight.com

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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It's undeniable that B2B prospecting has changed, and what used to work probably isn't working for you anymore.

That's why I invited my guest, Yoni Tserruya, the CEO and co-founder of Lusha, to share insights on what's changing in the B2B prospecting world and what you can do to adapt to these changes to keep closing deals.

Meet Yoni Tserruya

• After noticing how easy it was to connect with anyone in the world thanks to social media, Yoni also observed that customers were becoming more accustomed to generic outreach.
• He created the company Lusha to help sellers craft messages that prevent their customers from ignoring their outreach attempts.

Personalization Matters in Sales

• A friend of mine shared how some of their reps are getting 50 booked appointments per month. However, they’re sending a crazy number of emails to get those appointments. Even though they’re closing deals, it’s happening at such a slow pace that it seems pointless.
• Yoni shares how more personalization in emails is important and how it helps sellers book more meaningful appointments. He also explains how the future of sales relies on relevance to help keep their pipeline filled.

How to Become More Personal

• Thanks to AI technology, we are now able to cut down the time spent on finding data. But what you might not realize is how it can be used to make your outreach more personal.
• Yoni explains how AI tools are wonderful for all non-selling activities, while sellers should focus on building relationships and connecting with prospects. Separating the tasks between sellers and AI tools will allow outreach to stay personal.
• Yoni provides details on how his product, Lusha, helps sellers make their outreach more personal for customers. He explains how it prevents you from having to waste time switching between different products and how it makes the prospecting process easier.

“We want to make salespeople human again. We want to bring back what they love to do, what they’re good at, and what they signed up to do.” - Yoni Tserruya.

Resources

For more help personalizing your outreach, check out the AI sales tool Lusha.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Selling a product to a single customer can be challenging, but what happens when they need to advocate for your product within their organization internally?

Their internal selling efforts often fall short, causing deals to stall or fail. That's why I've brought in Todd Rychecky, General Manager and Head of Out-of-Band Management Solutions at Lantronix.

In this episode, he'll share strategies for how sellers can empower their customers to effectively champion products to their teams, thereby keeping deals progressing through the pipeline.

Meet Todd Rychecky

• At Lantronix, Todd provides strategic leadership, financial management, operational oversight, cross-functional collaboration, and team development.
• Before Lantronix, he was VP Sales Americas for Opengear and was responsible for developing and executing sales strategies, business development initiatives, and hiring and developing an award-winning sales team.
• For 13 consecutive years, Rychecky and his Opengear sales teams experienced year-over-year sales growth.
• He has a wide range of experiences, including sales, marketing, channel development, strategic accounts, OEM partnerships, business development initiatives, and product management launch initiatives.

Understanding Internal Selling

• While sellers typically focus on external sales and buyers handle internal advocacy within their organizations, sellers still have a crucial supporting role in helping their buyers convince their teams of the value proposition.
• Todd explains that internal selling is increasingly critical for success because it requires buy-in from internal stakeholders to support new ideas and initiatives within the company.
• If your own team isn't enthusiastic about a deal, it's unlikely your customers will be either.
• Consider implementing internal listening to understand the needs and desires of everyone on your team. This practice can significantly help build rapport, strengthen relationships, and foster trust.
• Todd shares how sellers should use the same effective tactics they employ in external selling when assisting their customers with internal selling. Ask questions to help discover internal objections and always lead with why the company should buy the product instead of the what.

How Can Leaders Help Reps with Internal Selling

• If you're concerned about your sales team's ability to support internal selling by their customers, Todd advises that a key strategy is to cultivate relationships with multiple contacts within the prospect organization.
• Selling to more than one individual and securing broader internal buy-in significantly increases the likelihood of successfully closing a deal. To facilitate this, sales leaders should coach their reps on identifying key internal stakeholders and developing tailored communication strategies for each.

“Before you win outside the walls of your company, you’ve got to win inside them.” - Todd Rychecky.

Resources

Connect with Todd Rychecky on LinkedIn

You can also reach him by email at trychecky@lantronix.com

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse?

In this episode, I’m going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly.

What Sales Mistake Did I Make?

• During one of my discovery calls, I made a simple mistake: assuming that everything would go well. I thought it was going to be so easy to close the deal that I forgot to make sure all the right people attended the meeting with me.
• The deal didn’t move through the pipeline, all because I assumed that the person I was meeting with had all the control over closing it.

How to Fix the Sales Mistake?

• Here’s what I learned from this sales mistake: instead of guessing that the person I’m meeting with is going to bring the right people along, I let them know upfront.
• As a consultant, it’s my moral obligation in the discovery call to paint the picture of what needs to happen.
• Typically, I’ll let them know I need these three people on the call to help progress the deal. I also explain why they should be there during the call and how it will move the deal forward.
• Be the consultant and embrace the awkwardness of telling them what to do. You’re the sales expert, and prospects see you as such, even when you don’t see yourself that way.
• Taking charge of who needs to be a part of the deal will keep it from falling apart during the discovery call, so don’t be afraid to speak up.

“You’re the professional. You’re the one who's done this before. Since you have climbed Mt. Everest, don’t rely on someone else's climate to tell you what’s supposed to be happening.” - Donald C. Kelly.

Resources

• Consider using Aligned to better illustrate your stories and resonate with your prospects.
• For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.
• I'd love to connect with you on LinkedIn! Reach out if you need more support with storytelling or simply want to expand your network.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Ever lie awake at night wondering where your next deal is going to come from? Does the constant stream of rejection fill your future with uncertainty?

Hearing constant "nos" can cause you to develop a scarcity mindset, and honestly, it's not only destroying your pipeline but also your company's potential.

Authentic sales expert Scott Ramey joins us in this episode to guide you through the essential shift from scarcity vs. abundance. He's here to lead and inspire sellers, leaders, and businesses to build trust, take action, and drive results by adopting an abundance mentality.

Meet Scott Ramey

• Scott Ramey, an authentic sales expert and former Fortune 500 C-Suite Executive, brings over three decades of corporate experience and more than $100 billion in successful sales.
• As the Founder of The Ramey Group, he is a seasoned leader, speaker, and mentor. Notably, Scott served as an EVP at Transamerica, Nationwide, and Corebridge Financial, where he raised hundreds of billions of dollars and led large teams.
• His deep expertise in business development, team building, and leadership empowers individuals and organizations to achieve remarkable success.

Scarcity Vs. Abundance Mindset: Let’s Talk About It

• Why is the scarcity vs. abundance conversation so important for us to discuss? Scott shares how it all starts with the law of vibration. What you bring to the meeting with your prospects will be felt by them.
• If you’re nervous, desperate, or upset, they will feel it no matter how much you try to hide it. The scarcity mindset tends to run prospects off, but with authentic interest, you may be able to reel them back into the conversation.
• Scott also dives into how people tend to carry their day-to-day burdens on their shoulders without realizing it, even him.
• At 19, he had his first anxiety attack, but kept his anxiety to himself until he opened up to his daughter two years ago. He realized how much was lifted off his shoulders, just by opening up to someone.
• He now encourages other sellers to find a mindful activity that helps them calm their minds so they’re not bringing a scarcity mindset into conversations with their prospects.

Developing an Abundant Mindset: How Can Sales Leaders Help

• Scott shares how sales leaders can help their reps with a scarcity vs. abundance mindset:
• Don’t have unrealistic expectations or quotas.
• Create an environment that’s safe to learn and develop.
• If you just start there, sales leaders can help remove the pressure from their sales reps. This will allow them to grow into an abundant mindset that helps drive sales.

“When tension exists, the outcomes will not align.” - Scott Ramey.

Resources

Learn more about Scott and his teachings at thescottramey.com

Connect with Scott on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Tired of endless voicemails and angry prospects? Even studies show that the most troubling part of the sales process for sellers is prospecting.

I have four tips in this episode to help you out. Go ahead and give it a listen, it’ll give you the strength to keep pushing through and land more deals.

Stay Motivated

• What I like to do every morning is say a little prayer. This helps me get ready for the day and work on getting more clients.
• Even if you’re an atheist or practice a different faith, you can still do affirmations to help send out positive vibes.
• Set a goal in the morning to pray or say mantras to set a positive focus on your subconscious thinking.

Have a Checklist

• I like to use my sales planner to create a goal to help me push through prospecting. For example, I might say I want to do 20 meaningful outreach activities and get at least five conversations with the end goal of gaining at least one appointment. This simple task keeps me focused on prospecting to reach my goal.
• Try reading the book Go for No by Richard Fenton and Andrea Waltz to help you push through the “nos” to get to the “yeses.”

Use Call Openers

• I tested some call openers in episode 1887, and a lot of the time they do work. Test them yourself and see how they work for you the next time you do cold calling.

There’s Always Success

• You might be going through the storm now, but it won’t always last. Eventually, you’ll be seeing sunny days and rainbows in your career as long as you push through and don’t give up.

"Our solution serves a purpose, and our job is to go out there and find the person who needs it. Saying that mantra each day helps you perform better in your prospecting." - Donald Kelly.

Resources

Curious how "no" can lead to "yes"? Check out Go for No!

For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.

I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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You're having wonderful discovery calls, but stakeholders are taking forever to get back to you.

This tends to make deals move like molasses in winter. What if I tell you that you're going to have to get a bit creative to accelerate deals through the pipeline?

Rebecca Kravitz, sales professional and co-founder of Meople, is here to share how games can grab prospects' attention and help increase deal velocity. Check it out and move deals faster with this unique method.

Meet Rebecca Kravitz

• The concept of using board games to capture prospects' attention comes from Rebecca and her co-founder creating a game for her grandfather's 80th birthday. After seeing how amazed he was by it, they decided to build customizable gaming software for the B2B world.
• She believes that sales is all about active listening and understanding the challenges, needs, and persona of the buyer. Board games allow companies and sellers to listen to their customers and provide solutions to them.

Bringing Gaming Into the Sales Process

• Rebecca says it’s best to bring gaming into the sales process at the beginning, immediately following a call. You can provide a demo so they can get a feel for the customized board game and how your product benefits them.
• Another perfect time to use it in the sales process is when the deal is stalling and you need to make it move faster through the pipeline.
• Also, you don’t have to come up with the game rules; Meople does all of that for you.

How Can Meople Help Close More Deals?

• Building customizable games for your prospects—how on earth is this better than traditional sales methods?
• Rebecca shares that Meople is like a specialized gift for your prospects. The more thought you put into a gift, the more it resonates with the person receiving it. Your prospects see that you’re putting care and effort into their problems and trying to help them solve them.

“Sales is all about trust and relationships. Making something that shows you care helps create authentic relationships.” - Rebecca Kravitz.

Resources

Learn more about gamefication in sales at Meople.co.

Connect with Rebecca on LinkedIn and Instagram.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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Sales and marketing teams? Sometimes, they clash like siblings, which tends to hold companies back from hitting their goals.

Getting every single seller in the company to have that CEO-level drive? That's a whole other challenge.

Is there a way to tackle both of these sales challenges with one simple move? My guest, Garrett Mehrguth, sales and marketing expert and founder of Directive, says yes.

He's here to break down how getting sales and marketing on the same page can actually empower individual sellers to think and act like the CEO. Tune in to hear how this alignment can make some serious magic happen.

Meet Garrett Mehrguth

• Garrett Mehrguth founded Directive in 2013, which is the largest independent B2B performance marketing agency in the world. Today, Directive boasts a diverse team of more than 130 professionals, located around the world, including the USA, LATAM, Canada, and London, servicing brands like Dropbox, Wiz, AWS, and Gong.
• He believes true company growth only happens through sales and marketing team collaboration. When both teams ask questions and follow up, they can start thinking outside the box to find leads and close deals.

Collaboration Foundation

• What’s the first step to get sales and marketing teams working together? Garrett says sellers need to start attending the weekly marketing meetings.
• Don’t just say you need to spend more time cold-calling to meet quota; the meeting may help you learn how to perform better with inbound sales and develop solution-selling skills.
• Not only do you have to understand your product, but you also have to understand your customer and articulate the product’s value to them.
• Sellers who attend the marketing meeting will be able to bridge the gap between how both teams convey value to leads in their messages.

Paid Social vs. Search in the AI World

• Garrett suggests considering paid search as someone in marketing and paid social as someone in sales to understand the difference.
• He also shares how sales reps tend to believe that paid search ads are better due to their win rates.
• However, you could probably become the seller of the year by learning how to do more value and solution selling from outbound and paid social methods.

Sales & Marketing Account-Based Selling

• Garrett built his business based on sales and marketing teams using the same account list. Six years ago, with 10,000 accounts to reach, he directed his sales and marketing teams to use account-based selling.
• He shares why he is so passionate about this sales method and why sellers do themselves a disservice by not being obsessed with the product.

“You should know the product better than anyone. The second you become the most obsessed person with the product is the second you get promoted, and the second you start hitting quota.” - Garrett Mehrguth.

Resources

Connect with Garrett on LinkedIn.

Learn more about his company at Directive Consulting.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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The first ten seconds of a cold call will have your heart racing faster than a cheetah on a hunt.

What do you say to keep the prospect from hanging up? How about trying a cold call opener?

You might have tried them, but they didn’t work out. You probably weren’t using permission-based openers, and I’m going to tell you how to do them the right way in this episode.

Cold Call Openers Give Prospects a Way Out

• Cold call openers do work, and I recently tried them out. Actually, I tried them out a few times, and they usually work out well.
• What I do differently is give the prospect an option to end the call. It helps them feel they have a way out when they decide to leave.
• Think of it as you’re at the movies and know the emergency exit is right beside you. Knowing this gives you comfort in case you have to hurry up and leave.

Permission-Based Openers Work

• If you don’t believe me on permission-based cold calls, then believe the stats:

It lowers resistance:

• Permission-based openers, such as “Did I catch you at a bad time?” have a 40% increased rate on cold calls than those that dive straight into the pitch.

Builds trust quickly:

• When you tell them you’re doing a cold call, you become more trustworthy and less seen as a pushy seller. Prospects actually appreciate transparency, and 88% of them say that trust is the key factor in who they buy from.

Gives the prospect control:

• Letting them say yes to you asking for permission to continue with the call creates this micro-agreement that continues throughout the sales process. Research even shows that a small yes will increase compliance with further requests by over 60%.
• Permission-based openers also take the pressure off you from trying so hard to convince prospects to stay on the phone. They permitted you to stay on the call, so now all you have to do is let the sales process flow through.

“I definitely think cold calling works. There’s some money in those calls!” - Donald C. Kelly.

Resources

For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.

I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

bluëmango | STUDIOS

bluemanostudios.com

HubSpot

Hubspot.com/marketers

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It's frustrating when you're trying to reach a key decision-maker, only to be stopped by their administrative assistant. It can feel like gatekeepers intentionally block your path to closing a deal.

But what if their resistance isn't just about blocking, but about recognizing when your approach simply isn't up to par? In this episode, I speak with Natasha Bowles, a seasoned gatekeeper with over 25 years of experience, to uncover what truly gets her to engage with sellers. Tune in to get the inside scoop and learn how to improve your tactics to close more deals.

Meet the Gatekeeper: Natasha Bowles

• Natasha Bowles is the Founder of Natasha Bowles Professional Services, a staffing agency specializing in virtual and in-house administrative support.
• As an executive-level administrator for over 25 years, Ms. Bowles has been a gatekeeper for high-profile individuals like medical professionals, property managers, venture capitalists, and notable public figures.
• She's not offended by the term "gatekeeper" at all, seeing it as her job to protect the time of the people she works with. Before letting just anyone chat with her clients, she needs to be sure they're prepped, will actually bring something valuable to the table, and have something that will genuinely benefit them.
• Natsha shares how execs tend to get about 250 to 1,000 a day! If you're not bringing anything worthwhile, it's her job to keep you from wasting their precious time.
• Gatekeepers are the first line of defense for decision-makers, and if you can't get past them, you won't be talking to the executive who calls the shots.

How To Get a Gatekeeper To Open Your Emails

• Gatekeepers see right through the holes in an executive's business, and they know when generic cold-calling emails are a total waste of their client's time.
• To get your emails noticed by gatekeepers, Natasha says you've gotta do your homework on the company and show that knowledge in your email.
• Think of it like this: if you're trying to get an investor to fund your pizza place but emailing someone who only invests in tech, it screams you didn't bother to do your research.
• In your emails, include things like who the relevant department head is, some stats, a problem the company is facing, and why they need to know about your product. Show some initiative and prove you've looked into the company and why you genuinely believe your solution can help them.
• Also, don't be rude to the gatekeeper! They'll remember it, and it could come back to bite you. Natasha shares a personal story about dealing with a rude client and what happened.

Is It Possible To Go Around the Gatekeeper?

• It's possible to bypass the gatekeeper. But honestly, it will be tough because executives usually don't pay much attention to their own emails. They rely on the gatekeeper to handle it because their time is just that valuable.
• Natasha points out that even if you do get lucky, you might still end up talking to the gatekeeper anyway.

Gatekeepers Can Move Deals Forward

• You don't always have to talk directly to the CEO to get a deal moving. Gatekeepers and executives often have a strong relationship, and sometimes the gatekeeper can even be given the green light to make decisions if the CEO trusts them enough.
• The gatekeeper might actually be the person you need to convince to close a deal. So, do your best to win them over when you reach out. Find that sweet spot where you show you know your stuff and how it can benefit the company.

"Protecting my client's time is my biggest task. I need to be certain that anyone wanting to speak with them is prepared, will add value to their day, and has something genuinely beneficial to offer. My job is to safeguard their time." - Natasha Bowles.

Resources

Connect with Natasha on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails?Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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Salesforce recently surveyed 7,000 B2B professionals, and the results are clear: buyers prioritize value. A significant 76% aim to maximize the return on every purchase, and 78% are being more careful with spending than before.

In this environment, how can sellers stand out and win deals? One powerful way is by becoming a better storyteller. This episode dives into why storytelling is so important in today's sales landscape and offers practical advice on how to use it to close your next deal.

The Power of Storytelling in Sales

• When you hear "storytelling," you might picture something from a book. But in sales, it's about crafting a narrative that draws buyers in. Think of it this way:
• The Buyer as the Hero:
• They're on a journey to achieve their goals.
• The Problem as the Villain:
• Something is blocking their path – maybe it's a lack of time, confusing regulations, or overwhelming complexity.
• You as the Guide:
• As a sales professional, you're there to help them conquer that villain with your solution.
• Effective sales storytelling positions you as a trusted guide, helping the buyer see how they can overcome their challenges and achieve their objectives – becoming the hero of their own story.
• And don't worry, your "story" doesn't have to be a long, drawn-out saga. Sometimes, a well-crafted illustration is all it takes to paint a picture and help a potential client understand their problem and your solution.

How Storytelling Can Help You Close More Deals

• Businesses are now incredibly strategic about their spending. Think of it like this: if you were trying to sell me a pen, and I said I'm determined to use my current one until it's completely dry before buying another, that's the kind of thinking businesses have right now. The economy has made them very cautious about spending money unless it's absolutely essential.
• And it's the same for consumers. No matter how much product knowledge we throw their way, if they're not willing to spend, it won't make a difference.
• What will make a difference is learning how to connect with them on an emotional level. People are driven by their emotions, and if we keep focusing solely on logic, we'll struggle to close deals.
• In the episode, I share a simple storytelling example about someone with a flat tire. It shows how creating a relatable scenario can connect with a prospect emotionally and close a deal.

How to Become a More Engaging Storyteller

• Instead of listing what your solution does, paint a picture of what life will be like after using it. Think about it – people connect with visions of success and relief, not just a list of features.
• To become a better storyteller, focus on helping people see their own challenges clearly. Don't just mention a problem; describe the frustrating situation they're likely experiencing. Make them think, "Yes, that's exactly what I'm dealing with!"
• People aren't looking for a sales pitch; they're looking for someone who can guide them through their difficulties. Show them you understand their business and the obstacles they face, and you'll become a much more compelling storyteller.

"Don't just say you understand a business and their challenges; demonstrate it. Storytelling is the key to showing them you truly grasp the issues they're facing." - Donald Kelly.

Resources

• To further enhance your storytelling skills, I recommend Donald Miller's "Building a StoryBrand 2.0."
• Consider using Aligned to better illustrate your stories and resonate with your prospects.
• For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.
• I'd love to connect with you on LinkedIn! Reach out if you need more support with storytelling or simply want to expand your network.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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In the last episode, I shared some hidden gems on what prospects really want when they go on LinkedIn. I also provided some examples of how to engage with customers on the platform. But what I didn’t show you was how to turn these prospects into appointments. You’re going to find out in this part two series of my little LinkedIn rant.

Connect, Share, and Engage to Generate Leads on LinkedIn

• If you remember from the last episode, I discussed how connecting and engaging with a prospect is better than the generic connecting and pitching method.
• Connect with a prospect on LinkedIn, share relevant content there, and engage with those who engage with your content. Even if no one is commenting on your posts, still keep sharing.
• Another idea is for you to comment on other content in the groups your ICP is in. Remember the data I shared on why people are on LinkedIn?
• When you’re engaging and sharing content that your prospects are interested in, it helps you pop up in their news feeds more and become seen as an industry expert. When they become more familiar with you, they’ll be more likely to respond when you pitch.

Start a Newsletter

• It’s never too late to start a newsletter, and don’t get lazy with it. Consider the questions and challenges your prospects are having and share solutions on how they can fix them in your weekly LinkedIn newsletter.
• Doing this once a week will show you as a source of information for the industry. People are coming to you to become educated! I share how you can create weekly emails with ChatGPT without just copying and pasting.
• Also, once you’re well connected with your prospect, shoot them a message asking for permission, and then pitch them your services. If you’re not sure how to do this, send me a connection request and ask how.

“Information from you allows you to engage with people on LinkedIn.” - Donald Kelly.

Resources

Connect and follow me on LinkedIn.

Do you need help with creating a podcast? Check out Bluë Mango Studios.

Join my LinkedIn Prospecting Course for more guidance.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot

Hubspot.com/marketers

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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LinkedIn is a goldmine for opportunities, but the challenge many sales reps are finding is that no one is responding to their messages after connecting. In this episode and the next one coming up, I’m sharing LinkedIn tips that provide the right touch to get prospects to start engaging with you. My research will help you network better and close deals, without resorting to those silly automated messages.

Why Sending Pitch Messages Is A Mistake?

• Recently I did a LinkedIn poll that said, “When you accept a connection request, what percentage of them turn into pitches right after?” Out of the 316 people who responded to the survey, 60% of them received pitches in the next line of communication and did not like it.
• My poll result shows that prospects really hate those automated LinkedIn messages, especially right after you just connected with them. Just because they match your ICP, doesn’t mean it gives you the authority to pitch your services. Your prospects aren’t machines who are just going to do business with you because you have a great product.
• Sales reps who think that prospects are supposed to say yes to their first pitches often believe that sending out hundreds of automated LinkedIn messages works. It doesn’t, and you’re making it harder on yourself to close deals by doing it this way.

What Do Prospects Want?

• I share more stats to help show you how to stop automating messages. For example, regarding content consumption, 40% of users between 30-49 consider LinkedIn as their primary news source.
• The stats I share show why people are even on LinkedIn, which is to grow their network, find industry insights, solve business problems, and engage with thought leaders.
• From this research, you can see why your prospects are on LinkedIn: they’re trying to find answers, solve problems, and get news.

What Can You Do To Get Their Attention?

• Instead of sending automated LinkedIn messages after a connection, consider sending, “Hey, thank you so much for connecting with me,” and then figure out a way you can connect back with them in the message.
• Prospects are networking to build a community; how can you become a part of their community without pitching to them right away? I share how you can keep the engagement going to help close a deal by simply being a friendly person.

“We’re polluting everything just for a short-term win, hoping to get by. But in reality, we’re damaging ourselves, our company, our careers, and our industry. The way we pitch on LinkedIn is why 30% of people are deleting messages after they see them.” - Donald Kelly.

Resources

Connect and follow me on LinkedIn.

Do you need help with creating a podcast? Check out Bluë Mango Studios.

Join my LinkedIn Prospecting Course for more guidance.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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There’s no way around it; you’re going to hear "no" repeatedly in this industry. However, how you handle those "no's" is what turns you into a better seller. My guest, Jacob Hicks, is going to show you how he turned 70% of his "no's" into future "yes's."

Meet Jacob Hicks

• He is a successful sales coach passionate about empowering leaders, professionals, and entrepreneurs to achieve clarity and fulfillment in both their business and personal lives.
• Since 2014, he has been a sales leader who has exceeded goals, set records, and effectively led teams across diverse industries.
• When he isn’t working, he is dedicated to continuous growth through reading, music, investing, and mission work.

What to Do When You Get Rejected

• Jacob believes that all success stems from prospects telling you "no." You learn significantly more from setbacks.
• This is where you can reflect on what went wrong and how you can improve your deal-closing process.
• He also believes that without a strong follow-up system, you will not be able to grow as a seller. You can work on your closing techniques, product knowledge, and other systems, but without a strong follow-up system, nothing else will be effective.

Why Following Up Is Important?

• You call a prospective buyer, and they tell you they are not interested. Is there a way to still follow up, even after they have said "no"?
• Jacob views it as a retreat point and interprets the "no" as the buyer saying they are not interested in the product or service at this moment.
• His preferred line for this type of rejection is, "Would you be offended if I stayed in touch with you?" He has found that 90 to 95% of the time, people are open to you reaching out to them again.
• This allows you to continue following up with them a couple of times a month and provide value until they are ready to do business with you.

Following Up Role-Play

• Jacob and I engage in a sales role-playing scenario where he is the seller and I am the prospective buyer. He demonstrates how he handles my rejection by providing value and establishing a follow-up system. Our role-playing illustrates that a "no" can evolve into a "yes" over time.

"When you’re stuck in a rut, you have to do something to change the dynamic. If you’re sitting at your desk all day, get up and stand or do something different to get you out of your comfort zone, helping you remember that you’re trying a new closing technique." - Jacob Hicks.

Resources

Visit Jacob’s website for more information and resources.

Listen to his podcast to get more insider tips.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

bluëmango | STUDIOS

bluemanostudios.com

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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A big problem a lot of sellers have is they don't know who their Ideal Customer Profile (ICP) is. But, with the right framework, you'll be able to go after the right buyers every time. My guest, Ronnell Richards, founder of Sayless Academy, will share how to find your ICP and how to reach them the right way.

Meet Ronnell Richards

• Ronnell Richards is a best-selling author, entrepreneur, and sales consultant with over 20 years of experience.
• He's put his sales and marketing expertise into comprehensive LinkedIn Learning courses and his book, "Shut The Hell Up and Sell."
• On top of his professional work, he mentors entrepreneurs and supports community initiatives, helping businesses succeed and creating social impact.

Why You Got to Know Your ICP

• Ronnell says a lot of tech companies don't actually have an ICP and just sell to anyone who comes along.
• But, in today's tough market, knowing your ICP stops you from getting pulled every which way and missing out on big wins.
• The more specific you are with your outreach and messages aimed at your ICP, the less you get lost in the crowd.

What's the Difference Between an ICP and a Strong ICP?

• Ronnell made 37 questions for his clients to answer about their absolute best customers.
• This helps them figure out all the things they have in common with those top clients.
• They usually find their ICP is way more complex than they thought.
• A strong ICP means you're targeting buyers you know you can crush it with, and avoiding those who aren't a good fit.

Seeing Your ICP as a Person

• It's a whole different ballgame when you see your ICP as a real person, not just a target. What's their day-to-day life like?
• Are they going through a rough patch? I actually just put up a LinkedIn post about this, it's titled "I'm Not Just a Sales Guy."
• Instead of getting bent out of shape when your ICP doesn't reply to your emails, Ronnell says it's way better to build connections and make sure your outreach lines up with what they need.
• The secret to building strong relationships with your ICP is having shared values. This is how you get repeat business.

"Relationships are everything. The reason I can still do business with someone I worked with twenty years ago is because we clicked and built a real relationship." - Ronnell Richards.

Resources

Connect with Ronnell on LinkedIn

Find more information on his LinkedIn course here

Purchase a copy of his book, “Shut The Hell Up and Sell.” Visit Ronnell’s website to learn more about him.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ

Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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Everywhere you turn, there’s a new AI tool being developed, and you may be hesitant to try them out. AI technology is here to advance how we do things, especially within the sales industry. However, people tend to use them the wrong way. Luckily, my guest, Stan Robinson, is here to share three AI techniques you can integrate into your workflow.

Meet Stan Robinson

• Stan is the CEO of Social Sales Link, which teaches revenue-driven professionals to create more trust-based sales conversations using LinkedIn, Sales Navigator, and AI.
• Having coached over 1,000 business development professionals on social selling, Stan, who studied Psychology at Harvard and international affairs at Princeton, continues to expand his expertise through ongoing courses on sales, leadership, and AI.

AI for Sales Reps: How to Work Smarter

• AI tools shouldn’t replace your work ethic; instead, you should be using them to enhance your sales skills. Stan shares how sales reps should be using AI:
• Messaging that connects: Don’t use AI tools to create generic outreach messages. Instead, use them to tailor your messages based on a prospect’s industry, role, and unique challenges.
• Role-playing: Sales leaders can use AI-powered role-playing tools to help their reps prepare for real objections on calls. You can train it to act as a tough prospect with a price concern and refine responses in a low-pressure environment.
• Faster research: The best thing about AI technology is that it cuts down on time spent doing research. Use AI to scan industry trends, analyze competitors, and summarize prospects’ pain points. This can help you quickly understand your buyers and craft a personalized message that feels more natural.

AI Should Enhance the Human Touch—Not Replace It

• Sales is all about building relationships, so use AI to make your efforts more effective. Stan shares these tips to keep the human touch when using AI tools:
• Build trust: Buyers connect with people, not bots.
• Use AI for support: Let AI assist in research and messaging—but keep conversations personal.
• Stay in control: The best sales reps use AI strategically while focusing on building genuine connections.

"AI tools are not going to take your jobs. It’s the individuals who are learning how to converse with the tools who will take away the jobs. So, start using AI tools to make them work for you.” - Stan Robinson

Resources

Book a call with Stan by going to askSSL.ai.

Connect with Stan on LinkedIn.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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You've heard me talk about multithreading over and over again. Today, I’m sharing more insight with a personal experience of mine and how I worked with multiple people in an organization to close a deal. Don’t forget to connect with me on LinkedIn and send a message with the title: "multithreading" and tell me what you liked about this episode.

Sales Challenge with Multithreading

• Multithreading is where you take two or more different paths to connect with individuals in an organization. The challenge I find that most sales reps have with doing this is whether someone will get mad at them for doing it. I even had this problem when first starting out.
• Will they think of you as a playa? Maybe if you’re doing it with a small company, but with a bigger one, it’s actually a good idea to multithread.
• The thing is, you can’t be giving the same value proposition.
• If you’re saying the same thing over and over again, you’re going to lose.
• The CEO and marketing director have two different problems and responsibilities, so you’re going to have to provide two different value propositions to do multithreading correctly.

My Multithreading Case Study

• I share my personal experience of multithreading for my production company, Bluë Mango Studios.
• I engaged with Mike on LinkedIn, who was overseeing events for the organization. He wasn’t the right person for me to discuss the proposition with, so he told me who else I could connect with.
• I reached out to Lenny on social media, but I didn’t hear back from him. This is where I went back to Mike and asked how he saw my proposition benefiting him and the company.
• After talking with him some more, Mike was kind enough to let Lenny know that I was going to contact him about how I could help the organization.
• When you do multithreading correctly, one individual can see how your value proposition can help solve a company’s problem.
• Also, get out of your own head. People get busy and may not have been able to see your message yet. Give it some time and try again to get your value proposition across.

“People often fail at multithreading because they’re using a generic message and not reaching out to the individuals.” - Donald Kelly

Resources

Connect and follow me on LinkedIn.

Do you need help with creating a podcast? Check out Bluë Mango Studios.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself

at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ

Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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One of the biggest mistakes new salespeople make is winging it, even after receiving training. This is going to have you leaving lots of money on the table, and the only way to turn this around is by developing a framework that actually works.

My guest, Luke Lunkenheimer, is going to share the 3 C’s Selling framework that’ll change your mindset to improve your sales game. Give it a listen; it may even help you in other areas of your life!

Meet Luke Lunkenheimer

• Luke grew up as a regular guy from a small town and started out in the industry as a car salesman. For years, he did not live up to his full potential in the sales industry, losing unnecessary money. He finally figured out what he was doing wrong.
• After developing his new sales approach, he realized that you need a certain mindset and values in order to make it in this industry, which he is going to share with you in this episode.
• Now, Luke is a successful entrepreneur, owning the Paid 2 Persuade sales training platform that is transforming and empowering sales teams to achieve lasting success.

What is the 3 C’s Selling Framework?

• Luke shares that the sales framework isn’t something that provides a step-by-step introduction to closing a deal. Instead, it helps you differentiate a leading sales professional from someone who just does it to get a paycheck.
• The framework is also the foundation of what he teaches in his Paid 2 Persuade sales training course. It includes:
• Content: From the time of saying hello in a sales conversation, you need to know what you’re trying to accomplish right now. Are you trying to get them to buy a product from you, or are you trying to change their way of thinking?
• Confidence: Sales is the act of transferring your certainty onto the client. The only way you can do this successfully is by having a high level of confidence as a sales representative.
• Cadence: Start role-playing, practice your sales skills, and educate yourself on how to become better. Once you get into your rhythm, it’ll help you with being uncomfortable and push yourself to do better.

How to Create Your Own Sales Framework

• If you prefer not to use Luke’s framework, creating your own is simple. He shared some advice on how to do this:
• Self-education: Don’t think that because you’re not in school anymore, you should stop learning, especially in this industry. Read books or take courses to help improve your sales skills.
• Endure pain and get comfortable: If you haven’t realized already, in this industry you’re going to have to get used to being uncomfortable. Nothing stays the same. The key is to adapt to the change and figure out how you can do better.
• If you’re brand new and don’t want to spend any money, implement your own framework by tallying up all of the objections you have faced already and practice how you can overcome them. It’s a good idea to practice this with your coworkers to become better at this.
• With your next customer, build rapport with them and then get into inquiries to see if the objections you were having are present in this conversation. This can help you solve the objections immediately, instead of at the end of the call.

“You need to invest in yourself. Nothing is more important than spending money to get better. When you see something that is different from everything else, the logical conclusion is that it is.” - Luke Lunkenheimer.

Resources

Want to improve your sales skills? Consider taking the Paid 2 Persuade training course.

Connect and follow Luke on Instagram, X, and LinkedIn.

Grab Dale Carnegie's book, “How to Win Friends and Influence People,” to build your conversational skills.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single

platform to close deals and turn prospects into pipelines. Try it for yourself at

hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your

emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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I had to do it again and bring back Marcus Sheridan for another episode. Today, we’re going over details of his new book, “Endless Customer,” and he's going to share four ways to make your brand the most trusted in the industry.

Background on The Newest Book

• After the rise of AI tools, Marcus noticed a major change in the sales industry. It’s getting harder and harder to produce content that will generate leads. Also, those who are not using AI technology in some form within their work are struggling the most now.
• On top of this, companies are having a harder time gaining consumer trust, all thanks to the advancement of AI.
• This is why Marcus wrote the "Endless Customer" book! To generate leads and to shine through AI, you’re going to have to become a well-known and trusted brand, which you can do with the help of his guidance.

How Can You Make Yourself Stand Out

• If you’ve noticed, not too many people are using Google nowadays. Also, when you search on Google, a lot of AI answers or Reddit posts pop up too.
• Stop caring so much about keywords and instead start telling AI why you need to be trusted. Marcus shares that you can do this through the four pillars in his book:
• You have to be willing to say what others are not in your market.
• Get serious with video content and do what others are not.
• Sell in a way that others are not.

• You have to be more human than other brands.

• In other words, stop following your industry’s set rules and disrupt. Put a personality into your brand and do things that no one else is willing to do.

• Marcus also shares how sales reps and industry leaders can get out of a pride cycle that they often put themselves in without knowing.

The Five Key Consumer Research Factors

• The one thing that did not change from the "They Ask, You Answer" book is how consumers conduct research on which company they want to buy from. The five subjects they’re still researching are:
• Cost
• Problem
• Comparison
• Reviews

• Best

• These five things apply to whatever type of content you’re making. This includes written and video content for your social media strategy.

Human Connection Matters More

• The only way you’re going to be able to rise above in this new AI-driven world is by connecting to your customers’ emotions. This is why video content is becoming more and more popular; they want to see brands before buying from them.
• Another popular trend is that people are wanting more of a seller-free sales experience, especially on websites. Marcus shares how to do this while keeping the human connection alive.

"Brand matters more than it ever has in the history of the world. Because if you think about it, what's going on in the market? Well, businesses are getting fewer Google searches every single day right now. You cannot build your house on Google search." - Marcus Sheridan.

Resources

Connect with Marcus Sheridan on LinkedIn

Listen to the Endless Customers Podcast and Get the book here

Visit Marcus website to learn more about him

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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I’m giving you another rerun again. Yes, I know, but you’re going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects.

Meet Bob Burg

• Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve.
• After spending some time in the sales industry, he realized that he wasn’t living up to his potential.
• Until one day he had a conversation with another salesman and recalling how his parents worked to make other’s lives better, it hit him.
• Instead of trying to meet quota, Bob shifts his focus on how he can serve others, and his reward happens to be more money coming into his pockets.
• Great salesmanship is about the other person and how they’ll benefit from your product or service.

Focus on Value

• People aren't going to buy from you because you need to meet quota or because you’re a nice person. They are going to buy from you because they’ll be better off after they do.
• Salespeople need to focus on bringing value to the prospect’s life. Value comes first, and the money you receive is a natural result of the value you provided.

Value Without Attachment

• Although people often suggest you should give without expecting anything in return, Bob doesn’t exactly agree with that. Instead, give value without attachment to the result.
• If you’re in business serving other people, you should expect to profit greatly because you’re bringing value to the marketplace. Just don’t be attached to that result.
• Give value because it’s who you are and what you do. When that happens, you create a benevolent context for success. You develop great relationships with people who feel good about you.

Communicating Value

• Bob shares how sales reps can communicate value to prospects through these five elements:
• Excellence
• Consistency
• Attention
• Empathy

• Appreciation

• To the degree that you can communicate these things to your customer, that’s the degree to which you take price and competition out of the picture.

“Money is the thunder to lightning’s value. The value comes first.” - Bob Burg.

Resources

Listen to Bob Burg’s The Go-Giver Podcast for more mindset tips.

Join the Sales Foundation Course for a blueprint to closing more deals.

Grab Bob Burg’s The Go-Giver book set.

Another book discussed in this episode was Everybody Matters by Bob Chapman.

Connect with Bob Burg on Facebook and LinkedIn

Also, don’t forget to visit his website.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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You started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found.

It kind of makes you feel like everyone hates you. I have experienced the same situation, and I’m here to share some tips to help you out when you start a new sales position and it seems like no one can help you get started.

Find People Close to Your Proximity

• If you’re struggling with finding leads, consider getting on LinkedIn and network with your connections who are close to your ICP.
• I share a strategy that I teach in my LinkedIn prospecting course. It’s a neat sales trick that works every single time, only when they know you already!
• You can also ask your proximity connections how they can give you insights on getting leads if my first strategy doesn’t work for you.

Target Accounts

• When you have an understanding of those who can potentially buy from you, you can focus on your ICP and target those accounts.
• Per week, find two to three accounts within a specific organization that are a part of your ICP.

Tier 2 Outreach Campaign

• As an individual sales rep, you may not be able to do a full cold outreach campaign. But you can use tools to help you do one on a smaller scale.
• I share how you can use FullEnrich to find emails and phone numbers of your prospects.

"The best time to find a job is when you have a job. So if you have a job and it’s stable, it might be a good idea to look to see what’s out there. Just make sure you maintain longevity in your current position before searching." - Donald Kelly.

Resources

Book more appointments with our LinkedIn Prospecting Course

Test out FullEnrich to find more clients

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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Sometimes it's better to break the script and listen to what your client is saying when trying to close a deal. In today’s episode, I chatted with Christian Jack, founder of the Sales Dojo and a master of influence, about why it’s important for sellers to understand the psychology of persuasion. He breaks down how the human mind works when sellers become too pushy and how agents can overcome this challenge.

Meet Christian Jack

• Christian Jack is a highly respected sales coach and growth consultant with a proven ability to scale businesses to multiple eight figures.
• He provides fractional CRO services, one-on-one coaching, and tailored sales training that empower professionals and entrepreneurs to achieve sustainable growth.
• His practical, personalized approach enables clients to maximize their influence, boost performance, and achieve long-term

Sales Is All About Connecting The Dots

• You want to be a top-performing agent, but to get there, you need to understand that it’s not about meeting goals or persuading someone to make a decision.
• Sales is about helping prospects connect the dots and showing them that you’re the right person to help them.
• Three points can help prospects connect the dots before you try to persuade them: verbal communication, non-verbal communication, and listening to get them to open up.

Verbal Communication Comes Last

• You may think that people convey verbal messages first; however, this is far from the truth.
• Christian breaks down how the human mind conveys verbal communication last due to its two subsets.
• He also explains how the social mask works when it comes to how we communicate our words to others.

Non-Verbal Communication Comes First

• Do a quick search online for images of mammalian and reptilian brains. Pay attention to the neocortex, or frontal lobe, of each, and you'll notice that the reptilian brain is all about survival.
• However, the mammalian brain is all about processing information. Of course, the human brain has a larger frontal lobe than other mammals, and this is why we process non-verbal communication first.
• Christian shares how you can use this in a sales context to better convey your message to prospective customers.

Listening To Get Customers To Open Up

• Have you ever had a customer who wouldn't open up no matter how much you tried?
• This may be because they feel unsafe around sales representatives due to a past experience.
• Christian shares how breaking the regular sales script and listening to what the customer has to say can help them stop being closed off with you.

“When you become more successful in sales, you realize that it's not really about sales. It's not about persuading someone else. It's about helping them connect the dots and being someone who can help them do that.” - Christian Jack.

Resources

Christian’s special gift

Get in touch with Christian on Facebook

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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Staying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal.

Meet Denise Murtha Bachmann

• Denise Murtha Bachmann is a sales strategist, coach, and fractional sales leader who helps businesses humanize their sales approach while leveraging AI for smarter selling.
• With a deep focus on relationships, curiosity, and uncovering the probable root cause, she empowers sales teams and founders to build predictable pipelines and close more deals with authenticity.
• Through her Sellovatorz programs Denise is redefining modern sales by balancing cutting-edge technology with the human touch buyers demand.

Take a Step Back and Slow Down

• Most sellers try to rush through the sales process to hurry up and close the deal.
• However, Denise shares that it's better to slow down and ask prospects questions to learn their root problem.
• Prospective buyers know they have a problem and want a solution to it. But if sellers take the time to help them identify the root cause of the problem, prospects will realize that money isn’t a problem when it comes to fixing it.
• When you give them the ability to see that you’re trying to solve the bigger problem, you build a connection with them, which builds trust and credibility with your clients. Working together will help them see that you care about them and make them want to continue through the sales process.

Prepare Yourself Before The Call

• Denise shares that before you jump on a call with a client, you should take the time to educate yourself about them. Here are some things you can do before your discovery call:
• Have your discovery questions ready.
• Decide on the difference between a good call and a great call.
• Understand the client you’re looking at: What is their problem and buyer persona? You can use AI tools to help you study your client better.

Sales Process Role-Playing

• Denise and I do some sales role-playing of a startup company competing for the SMB space against HubSpot.
• I act as the founder, and she guides me through the process by asking questions to help me understand my root problem and how I can compete in this competitive industry.
• For sales leaders, Denise shares the biggest takeaway to help you determine the root cause for prospects: Lead with a mindset that you have to slow down to speed up. Let go of the metrics and focus on quality over quantity to meet sales goals.

"I think that as leaders and sales representatives, we're constantly on the go because we have metrics to meet. However, in today's sales environment, we need to let go of those metrics and focus on quality over quantity." - Denise Murtha Bachmann.

Resources

Get in touch with Denise on LinkedIn Sellovatorz

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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We are going old school today. I’m sharing a past episode of my conversation with Tim Riesterer, co-author of The Three Value Conversations, where he shares details of his book. Check it out to learn the conversations you need to be having to master your sales craft.

Meet Tim Riesterer

• Tim is the Chief Strategy and Marketing Officer of Corporate Visions. He has more than 20 years of experience in marketing and sales and is a co-founder of Customer Message Management.
• Tim also worked with Corporate Visions LLC, where he was the CEO until it was acquired by Corporate Visions in 2008.
• He brings a lot of great insights to a sales conversation, and during this episode, he offers some great thoughts relative to his book.

Importance of Value Conversations

• Being a sales professional is hard! You have to provide a solution that isn’t complex and too difficult for your prospects to understand.
• How can you do this when you’re stuck at the proposal stage, getting caught up on prices, and unable to build your pipeline?
• By having conversations with prospects that help educate them and bring value to them!

The Three Value Conversations

• Tim breaks down his book in full detail and shares how to overcome common sales challenges to bring value to prospects:
• The time for change: Feeling stuck at the status quo? Learn your prospect’s situation and get them to recognize they need to change before they buy from you.
• Unconsidered need: You already know your prospects' pain points, and so do they. Customers know what their problems are and may believe they have already found their solutions. To get you away from the proposal stage, help them discover their hidden problems.
• Finances: 80% of business deals need to be signed off by a CFO. However, only 10% of most opportunities have a CFO as a contact. Learn how companies make money to get in front of the CEOs and move deals forward.

Whiteboard vs. PowerPoint Presentation

• Most people think it’s a better idea to create these beautiful PowerPoint presentations so others won’t get bored while they’re talking.
• Tim did research on this and found that people actually prefer to watch a simple whiteboard stick figure story than a creative PowerPoint presentation.
• You’ll be surprised how much more credible and engaging you seem by just drawing on a whiteboard with a marker and talking to your audience.

“Value is created when a salesperson’s lips move.” - Tim Riesterer.

Resources

Corporate Vision’s Website

Tim’s on Twitter @TRiesterer

Get Tim’s book on Amazon

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn!

Individual’s Title

• Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline.
• If their job role is unable to do this, then you’re not talking to the right person.
• Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title.

Know Their Responsibilities

• Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along.
• If you’re getting nowhere from learning about an individual’s job title, learn what their responsibilities are within an organization.
• I like to use ChatGPT to learn more about a person’s job responsibilities. This can give you an idea if they’re the right person to speak to about moving forward with your offer.

How Do They Influence the Deal?

• You have to sit back and think about how this person influences a deal you’re trying to make with the organization.
• I provide an example of how you can figure this out and use this to your advantage.

How Do They Help the Organization Make Money?

• If they know how to bring money into the company, then they’re more than likely the ones who can make a deal move forward.
• For example, a marketing director might bring in money for the company because they’re attracting customers to the organization and tracking a KPI on conversion.

“If you know these four things while multi-threading on the prospects you’re going after, it’s going to help you fine-tune your message toward the right individual and make sure the deal progresses properly.” - Donald Kelly.

Resources

Do you need help creating a podcast? Visit Bluë Mango Studios

Connect and chat with me on LinkedIn

Join my Sales Mastermind Class to start booking more appointments!

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don’t forget to download the hidden gems she shares at the bottom of these show notes.

Meet Dia Bondi

• Dia has an exciting background as a leadership communications coach with over 20 years of experience. She has worked on high-profile projects, including helping Rio de Janeiro win the bid to host the 2016 Olympics.
• With a unique love and hobby for fundraising auctioneering she became inspired to write the book "Ask Like an Auctioneer," which focuses on making impactful asks.

Paddle Through The No

• Auctioneers have a tendency to speak fast, or maybe they’re just good at doing a special chant.
• The chant they do allows them to keep going until they get a final bid, the highest offer.
• If you paid attention, the auctioneers are paddling through each offer until they are able to maximize the initial offer.

Importance of Value

• Another core principle of auctioneers is not defining an offer based on the price. The price is to show the value of the product and how individuals can see that value.
• You may find it hard to ask for a higher price because you’re unable to get the prospect to see the value of what you’re offering. Get them to see the worth of your offer, and they’ll be ready to spend whatever amount you’re asking for.

Connect with Prospects with Storytelling

• Part of your job as a seller is to understand what they really care about to help solve their problem.
• Just like an auctioneer, use storytelling to help you practice empathy and connect with prospects on an emotional level.

ZOFO: Zone of Freaking Out

• You know that heart-wrenching feeling you get when you’re about to go into a meeting and the fear of rejection starts to creep in. Dia says it's ZOFO, or the Zone of Freaking Out.
• She shares how to handle this feeling and to keep pushing so you don't mishandle a deal.

“Price is not a way for you to define your own worth. Price is a way to see and understand what they value and how they value it. Not a way to define our own worth and worthiness.” - Dia Bondi.

Resources

Sales Evangelist Listeners Hidden Gems

Dia Bondi on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you’re not using it right, you won’t be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using LinkedIn.

Where Did Their Passion for LinkedIn Come From?

• After struggling to find new clients, John turned to his son Mike for help. Mike had a unique strategy that helped his father find high-stakes clients in no time.
• Thanks to Mike’s method, he and his father are now the proud owners of Text Tonality.

Understanding What Filters Are

• When you first use LinkedIn Sales Navigator, you’ll notice the many different filters within the tool. Mike noticed that people usually use the filters incorrectly in two different ways: either using too many or not enough filters.
• There are a certain number of filters you can use to help you find the right clients. If you DM Mike, he gives you the code to his free training to help you learn this trick.

What To Say to C-Suite Executives When You Find Them

• John shares that to get your message out correctly, you first have to position yourself in front of them.
• They have to see how you can help them with their problem. If you can’t get them to see this, then they’re not going to spend 30 minutes on the phone with you.
• Start with the big problem they have to intrigue them with a solution.

Sending LinkedIn Messages Without Spamming

• John and Mike share that it’s best not to send messages within LinkedIn connections. They share how sending Text Tonality messages works better after waiting a day after sending a connection request.
• Mike also shares how probing can help get prospects to speak to you more after they say no thank you to your first message.
• If you’re struggling with LinkedIn Sales Navigator, consider working with John and Mike at Text Tonality to learn more of their secrets.

“Don't be afraid to follow up. People won’t get mad at you. They don't mind as long as you do it right." - John Murphy.

"You want to think about how there is an element of numbers to this. A key performance indicator that we look for is a 25% acceptance rate, which means I'm targeting the right people and my profile is resonating." - Mike Murphy.

Resources

Learn more LinkedIn secrets at Text Tonality

Connect with John and Mike on LinkedIn

Don’t forget about the Sales Navigator Secrets Code: wealth24

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode.

What is the Go Around The Block Principle?

• Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most.
• The idea is for you to prepare before the meeting by doing research on the prospect. You can use what you learn about the prospect to help connect with them better before pitching the deal again.

Deflect the Sales Objection

• I share a short story on how I used a prospect's area code to help build a better connection with them before closing a deal.
• Of course, you won't always get this lucky, but try going on their LinkedIn profile to see if you can find a specific person, job role, or content they share to bring up during the meeting.
• Get the prospect to talk about something they're interested in; they will be more likely to hear your offer again.

"Your job right now is to have conversations. The more conversations you have, the more opportunity you have to get the person to listen." - Donald Kelly

Resources

Looking for a new Sales Coaching Software, try out Ambition

Do you need help creating a podcast? Visit Bluë Mango Studios

Connect and chat with me on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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After making several calls back-to-back and finally getting an answer from a prospect, you may find yourself shocked that they even decided to pick up the phone. Now lost for words, there's a thick air between the lines that quickly makes them lose interest in whatever you have to say. How can you fix this awkward silence to turn everything around? Tune in and hear the three tips I share to help you out.

Back to the Basics Series

• If you go back and listen to my back-to-basics series, one of the tips I share is how to fill in the first ten seconds during a cold call.
• The tips I share in this series are to slow down the call and ask specific questions that will help you stay in control. I also share a story in this episode on how you can stay on your game when a prospect answers the phone.

Provide Relevancy

• The whole point of cold outreach is to provide the prospect with a solution relevant to their problem. If you can't give this to them the moment they answer the phone, then more than likely they're not going to listen to you.

"If you don't have true relevancy, then it's tough to make an effective cold call. You gotta make sure you have something that matters to them and a solution that can fix their problem." - Donald Kelly.

Resources

Looking for a new Sales Coaching Software, try out Ambition

Do you need help creating a podcast? Visit Bluë Mango Studios

Connect and chat with me on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOShubpspot.com/marketersbluemangostudios.com

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You can always get the best sales secrets from the top companies in the industry. In this episode, I’m chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don’t use this sales enablement AI platform, these tips will help you boost your performance and close deals faster.

Meet Josh Garrison

• Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io.
• He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales.
• As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales.

Only Let AI Do Some of the Work

• Are you still making the mistake of using AI to do all your work? If you haven’t realized it yet, people want a human touch, and too much AI can damage their trust in a company.
• Josh shares that it’s better to use AI for specific tasks.
• For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers.

Diversify Your Outreach

• If you’re still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day.
• Pay attention to your prospect's daily routine. If they’re busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime.