The Sales Evangelist

Sponsorship Offers

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Back to Basics Series Part 6 - How I Conduct Effective Discovery Calls | Donald Kelly - 1852 Dec 06, 2024

Show notes

Before visiting Dubai, I did some research to determine if it was the right destination for a trip. If I hadn’t taken a few minutes to do so, I could have ended up having a horrible experience.

This is why it’s important for you to conduct discovery calls—to ensure you and your prospect will have a pleasant experience working together. In this episode, I share the basics of a discovery call and how to set one up properly to ensure you land a deal with your prospect.

The Purpose of Discovery Calls

Discovery calls are meant to determine if you and the prospect are a good fit for each other.
Too often, sales reps focus solely on their own goals instead of the prospect’s needs. If you’re only focused on reaching your quota, how can you be sure your product will actually solve the prospect’s problem?

Steps to a Successful Discovery Call

Confirm the Appointment: Before the day of the discovery call, confirm the meeting and ensure that the right individuals will be attending.
Build Rapport: Start by asking probing questions to help the prospect feel comfortable and begin building a relationship.
Provide an Agenda: Clearly outline the purpose of the discovery call. This conversation is your opportunity to understand what’s going on with them and explore how you can provide a solution to their problem.

Pay Attention to Pain Points

When the prospect begins sharing their challenges, listen with the intention of truly understanding their needs.
One of my future guests shared an active listening technique to help improve this skill.
Also, pay attention to what the prospect isn’t saying, as this can help you uncover problems they may not even realize they have.

“To help the prospect, you must focus on them. This is how you know that you can provide a solution for them.” - Donald Kelly.

Resources

Sponsorship Offers

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.

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.

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Back to Basics Series Part 5 - The First 10 Seconds! | Donald Kelly - 1851 Dec 02, 2024

Show notes

The first ten seconds of a cold call matter more than any other part of the outreach. But what do you say to keep your prospect from hanging up? In this episode, I’ll tell you exactly how to get them into your sales pipeline and close the deal.

1. Verify the Prospect

Before diving into your sales pitch, confirm that you’re speaking to the right person. This not only ensures your efforts are targeted but also gives you a moment to prepare your next move.

2. Greet with Your Name and Company

After verifying the prospect, introduce yourself by stating your name and the company you represent. This helps the prospect visualize who you are and understand why you’re reaching out.

3. POR: Point of Reference

There’s a reason I always recommend LinkedIn. Use it as a point of reference to remind your prospect where they might know you from. This simple step can turn a cold call into a warm conversation, increasing the chances they’ll stay on the line instead of hanging up.

4. Relevance

Relevance is the icing on the cake—it’s where you show how you can help them. For example, if you noticed on LinkedIn that your prospect is new to their role as a hiring manager, mention that. This demonstrates that your outreach is tailored and thoughtful.

5. Value Proposition

Your relevance should seamlessly lead into your value proposition. Using the hiring manager example, explain how you can help them find the right employees and ensure they’re well-trained to contribute effectively to the business.

6. Confirm the Next Step

By this point, you’re about ten seconds into the call. If your prospect is still on the line, it’s a good sign! Use this opportunity to schedule an appointment for a more detailed conversation.

“Most prospects don’t want to talk to sellers and be sold to. But if you can get them to stay on the phone for 10 seconds, it buys you time to dive into the relevancy factor.” – Donald Kelly.

Resources

Sponsorship Offers

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.

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.

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Back to Basics Series Part 4 - Make Your Cold Calls Warm With This Hack! | Donald Kelly - 1850 Nov 29, 2024

Show notes

It’s getting cold outside, but that doesn’t mean your cold calls have to freeze your sales pipeline.

Tune in to hear my hack for warming up your prospects and getting them more receptive to your proposals.

Reach Out to Prospects on LinkedIn

People are naturally skeptical of sellers, especially if they’ve never met you. That’s where connecting on LinkedIn can be a game-changer.
Use LinkedIn Sales Navigator or a similar tool to identify your prospects’ triggers and build a targeted list of potential clients.
Establishing a LinkedIn connection with your prospect before sending an email increases the chances they’ll respond positively when you cold call. It’s all about building familiarity and trust.

Make an Introduction Before Cold Calling

Think back to the caveman days—introductions have always been essential to building trust.
By making an introduction first, you transform a cold call into a warm call because the prospect already knows who you are.
Establishing trust with your prospects through LinkedIn or a prior introduction sets the foundation for a successful sales conversation.

“When a trusted source vouches for someone, we’re far more likely to do business with them.” - Donald Kelly.

Resources

Sponsorship Offers

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Back to Basics Series Part 3 - I Have No Time To Prosect | Donald Kelly - 1849 Nov 25, 2024

Show notes

There are 24 hours in a day, yet you’re struggling to find even one hour to prospect. I used to believe this lie myself, and it hurt my progress. In this episode, I share how to overcome this mindset and carve out time in your busy schedule for prospecting.

Plan It Out

The simplest way to start prospecting is to plan it out. Set aside a specific time frame dedicated to finding clients.
Add this time block to your calendar and make it recurring. Consistently dedicating time will help you stay committed to prospecting.
While planning, set a clear goal for your session. For example, aim to have five meaningful conversations during this period. This will help you either move deals forward or identify prospects who aren’t the right fit.

Accountability

If you’re struggling to find time for prospecting or to meet your goals, share your intentions with someone else. This could be your manager or a fellow sales representative.
Let them know you’re focusing on prospecting and ask them to hold you accountable. Having a partner to check in with can help you stay on track.
If you’re looking for support, check out The Sales Evangelist Facebook group or Mastermind course linked in the resource section below.

Practice Your Message

Before reaching out to prospects, write down what you want to say. This will help you stay focused and avoid stumbling over your words during the conversation.
Additionally, research your prospect’s pain points and prepare a solution tailored to their needs. Being prepared will make your outreach more effective.

Eliminate Distractions

Distractions like social media, emails, and family interruptions can derail your efforts. As soon as you sit down to prospect, something seems to pull your attention away.
To stay focused, put your phone away and let others know you need uninterrupted time to work. If you have young children, schedule your prospecting sessions during their nap or bedtime to minimize disruptions.

You are the key driver of sales in your company, and no one else can do it like you can. Make the time to prioritize prospecting. — Donald Kelly.

Resources