The Sales Evangelist

Latest Episodes:

Back to Basics Series Part 2 - Mutlitasking | Donald Kelly - 1848 Nov 22, 2024

Show notes

In Part Two of the Back to the Basics Series, I cover a sales skill that everyone believes they need to master to close deals: multitasking. Honestly, I don’t think you need to be all that great at it. Why? Tune in to hear my thoughts on multitasking.

Multitasking Doesn’t Work

You might have 20 tabs open on your CRM right now, along with countless tools and windows. It may feel like juggling everything at once makes you more productive, but research shows otherwise.
Focusing on one task at a time is actually far more effective for getting things done. In this episode, I share some research that debunks the false belief that multitasking is the key to productivity.

Identify What You’re Trying to Accomplish

I get it—it’s hard not to multitask when you have a million and one things to do. However, to avoid being less productive, take a moment to define the goal of each specific task.
For example, if you’re prospecting, set a goal like having five conversations within an hour and booking one appointment. In the episode, I break down how to create effective and actionable goals like this.

Take Breaks

I also share data on the benefits of taking breaks for your brain health. Overworking yourself doesn’t help you accomplish more—it does the opposite.
It’s okay to take short breaks throughout the day. If you work from home, step outside and get some fresh air.
Focus on a task for at least 90 minutes, then take a break. This approach will help you stay productive while allowing your brain the rest it needs to recharge.

“I encourage you to avoid multitasking. Instead, focus on one meaningful task at a time to stay productive and achieve better results.” - Donald Kelly.

Resources

The Sales Evangelist Sales Planner

Cold Call Openers

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

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 | STUDIOS hubpspot.com/marketers bluemangostudios.com

Is Building Just Low Key Manipulation? | Ante Mihaljevic - 1846 Nov 21, 2024

Show notes

How can you build rapport without coming across as wanting something in return? Prospects can easily sense if you’re not genuinely trying to connect with them and are only interested in their money. If you’re struggling with this sales method, listen to my guest, Ante Mihaljević, a sales and communication expert, share his refreshing take on building rapport with prospects.

The Importance of Genuine Rapport

Stop making rapport feel gimmicky or disingenuous by showing genuine interest in understanding and helping a prospect. This approach makes them feel heard and valued, fostering openness and a positive relationship.

Techniques for Building Rapport

Ante shares valuable insights on building rapport effectively:

Stay Focused and Curious: Be genuinely interested in your prospect’s needs and listen actively to their concerns.
Mirror and Match: Observe and subtly mimic your prospect’s language and behavior to create a sense of familiarity and trust.
Avoid Focusing on the Outcome: Concentrate on the interaction and the process of connecting with your prospect rather than the end goal of making a sale.

Recognizing Genuine Connection

How do you know when it’s time to transition from building rapport to having a sales conversation?
It’s all about intuition! Ante explains that you’ll intuitively know when you and your prospect are in sync and ready to discuss sales.

Practical Exercises for Sales Teams

For sales managers looking to train their teams in rapport building, Ante suggests exercises such as:

Observational Practice: Encourage your team to observe and analyze prospects’ breathing rates and language patterns.
Mirroring Exercises: Help your team get comfortable with mirroring by practicing with each other before trying it with actual prospects.

“They will start finishing your sentences. They will start breathing at the same rate you’re breathing. So, a lot of these non-verbals will happen. When you know that has happened, you’re ready to move on.” — Ante Mihaljević.

Resources

Ante Mihaljević on LinkedIn

Ante Mihaljević website

Cold Call Openers

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 1 - I Hate Following Up | Donald Kelly - 1847 Nov 20, 2024

Show notes

Following up scares you just as much as cold calling does. But just like cold calling, circling back with a prospect is an important sales technique that can help improve your closing rate. My follow-up tips will help you move through the sales pipeline three times faster and close deals more efficiently.

1. Give Them the Agenda

Just like in basketball, if your prospect doesn't know the rules, they won’t play along in the sales cycle. During your first meeting, let them know what you’re going to cover and how your services can help them.

2. Set a Specific Date and Time for the Next Meeting

Before you end your first meeting, don’t forget to set a specific date and time for the next one.
Remember, prospects have busy lives, and if you don’t provide clear details for the next meeting, they’re more likely to forget about following up with you.

3. Don’t Send Those Silly Follow-Up Emails

The fact that you’re sending an email means it’s already a follow-up. So, there’s no need to add "follow-up" in the subject line or mention it in the email.
Instead, focus on standing out or offering something of value to the prospect.

4. Just Follow Up

Stop overthinking it! It’s your hesitation that’s holding you back in the sales pipeline. Be confident, and just send the email!

“Understand your self worth. Your job is to solve a problem for them. Don't be so worried about your feelings. Think about what impact you're going to have on that person in their business when you best help them.” - Donald Kelly.

Resources

Cold Call Openers

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

You Are Telling Prospects The Wrong Stories | Eugene Theodore - 1845 Nov 15, 2024

Show notes

Storytelling allows you to connect with your prospects on a more personal level. However, sometimes you might find yourself telling the wrong stories or sharing a story at the wrong time. My guest, Eugene Theodore, walks us through how to create impactful stories that align with your sales goals.

Meet Eugene Theodore

Eugene Theodore is a highly skilled and experienced storyteller with a background in sales and personal branding.
His storytelling approach aligns a product or service’s message with the needs and values of a target audience.
Eugene helps sales professionals and leaders navigate different stages of the customer journey by using storytelling to foster meaningful connections and close deals.

Why Storytelling Matters in Sales

People prefer to buy from those they trust and feel connected to. Without a genuine connection, prospects may choose not to move forward in the sales process.
Eugene explains that storytelling serves as a powerful alignment tool throughout the customer journey.
It brings the necessary harmony between the product, the company, and the target audience.

The Story Matrix Tool

If you find it challenging to craft effective stories, Eugene suggests using his “Story Matrix” tool. This tool helps map out various story types for different stages of the buyer’s journey: awareness, consideration, decision-making, and retention.
The Story Matrix allows you to create a grid that matches different phases of the buyer journey with suitable story types—whether humorous, serious, technical, or adventurous.

Applying the Story Matrix

Eugene provides practical examples of how to use the Story Matrix to tailor stories for different audiences and stages of engagement.
He emphasizes the importance of understanding a client’s personal interests, professional stage, and organizational needs to refine and personalize the story, making it more impactful.

“The story matrix is simply understanding the consumer journey, whether it's B2B or B2C, and understanding what is the right kind of story at that moment in time.” - Eugene Theodore.

Resources

Saga Squared

Cold Call Openers

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

How Can I Get Them To Buy Sooner? | Cindy Allis - 1844 Nov 08, 2024

Show notes

You’re waiting for a client to respond to your offer, but it’s taking longer than expected. How can you get them to speed up their decision? Listen to my conversation with Cindy Allis, CEO and Co-founder of Floatist, where I show her how to create urgency and close deals faster.

Meet Cindy Allis

Cindy Allis is the CEO and Co-founder of Floatist, a B2B tech company in the yacht industry. Currently, her industry is facing seasonal challenges, making it harder for her sales team to navigate the B2B sales cycle.
In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. I also provide tailored sales advice to address the challenges her team faces during the Q4 period.

Insights on Sales Seasonality

Cindy highlights the impact of seasonality on their sales process, explaining how charter companies’ pricing strategies influence their business.
She notes a recent extension in the peak season, driven by market trends and events like the Olympics.
This shift complicates their sales outreach, requiring her team to adapt their strategies to keep up.

Mutual Action Plans and Digital Sales Rooms

I introduce the concept of mutual action plans and digital sales rooms as tools to guide prospects visually through the sales process. Given that 65% of people are visual learners, these tools prevent information overload and keep prospects engaged.
I also mention an effective tool called Aligned, which helps sellers collaborate with prospects and accelerate the sales process.

“It’s dangerous, I feel, but for the mutual action plan… I really believe that to be more effective in sales, you need to uncover the needs of your prospects.” - Cindy Allis.

Resources

Aligned

Floatist

Cindy Allis on LinkedIn

Cold Call Openers

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

Buyer Enablement: Selling The Way Your Buyers Buy | Jorge Soto and Justin Dorfman - 1843 Nov 04, 2024

Show notes

You know that selling to prospects requires understanding how they buy. But you may still be struggling to master this technique. Join me and my guests, Jorge Soto and Justin Dorfman, co-founders of Asset Mule, as they explain how to focus on the buyer’s perspective to build a successful sales pipeline.

Meet the Guests: Jorge Soto and Justin Dorfman

Jorge Soto and Justin Dorfman are the co-founders of Asset Mule, a company specializing in buyer enablement.
They bring valuable insights on integrating human elements in sales and understanding the psychology and motivations of buyers throughout the process.
Instead of relying solely on CRM systems to close deals, they emphasize that understanding each stage of the buyer’s psychological journey accelerates the sales process.

Focus on the Buyer’s Journey, Not Just Sales Techniques

If you’re still using traditional sales scripts, it’s time to shift your approach. By understanding the buyer’s psychology and putting yourself in their shoes, you can better guide them through the journey.

Awareness Stage: How will this product help solve my problem?
Consideration Stage: Are there other products like this? Who else is using it?
Decision Stage: Will this fit my budget? Will I have support if needed?

Today’s buyers are more informed and considerate at each stage. Jorge and Justin explain how to use psychology to build trust and enhance the customer experience.

Qualifying Leads with a Human Touch

Early qualification calls help sales reps understand a buyer’s motivations. Jorge explains that asking direct questions can uncover issues that might otherwise be overlooked due to an over-reliance on tools and processes.
These questions also help map out sales assets to use at each stage of the buyer’s journey.

“Building rapport and trust by going the extra mile early in the process makes a real difference in the experience,” - Jorge Soto.

“Every deal and every buying process is unique. Eventually, your goal is to turn the prospect into a champion. Once you establish that relationship, you can leverage their insights into their organization and its stakeholders, allowing you to map the buyer’s journey together and identify which assets to use at each stage,” - Justin Dorfman.

Resources

AssetMule

Cold Call Openers

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

Cold Calling & Emailing Prospecting Habits You Must Adopt In 2025 | James Buckley - 1842 Nov 01, 2024

Show notes

Sometimes, getting a prospect to say “yes” requires the right personality. But what if your personality doesn’t quite match theirs? How can you prevent them from hanging up the phone?

My guest, James Buckley—the self-proclaimed phone expert and co-host of the Sell Better Podcast—is here to share the communication style you need to instantly increase your cold-call success rate. Click play and learn how to align your sales style with your prospect’s personality.

Meet James Buckley

After meeting James Buckley, it’s clear why he’s known as “the phone guy.” His communication style evokes emotions far more swiftly and effectively than email ever could.
James personalizes his sales approach by being authentic, intuitively connecting with prospective customers in a way that builds rapport and trust.
Thanks to his unique methods, James has become a valuable resource for both new and seasoned sales professionals.
Be sure to check out Sell Better, where he shares daily and weekly sales tips.

Have the Right Personality

The wrong approach could be keeping you from closing deals. James explains how to tailor your communication based on personality cues you can often pick up from LinkedIn profiles.
For example, if someone appears friendly in their profile, adopt a jovial tone; but if a prospect’s profile has a more serious vibe, use a tone that matches.

Think Smaller with Emails

James says, don’t write a novel when emailing prospects! Decision-makers often read emails on mobile devices, so the shorter, the better. His advice?
Make your emails concise and to the point by removing unnecessary words.
Here are three ways ChatGPT prompts to improve your emails:

Rewrite the email to make it shorter.
Make it more about the prospect, less about yourself.
Ensure it’s easy to read on a phone.

Subject Line Tips

Your subject line matters more than the email’s body. James shares that specific words can boost your open rates.
For example, use “Thanks” for an ego appeal, rather than the neutral “Quick question.”
Also, a meaningful preview text can also capture the prospect’s attention, increasing response rates.

“Folks, I’m going to give you four words that will change everything about your emails in 2025: The shorter, the better.” — James Buckley.

Resources

The Daily Sales Show

Sellbetter.xyz

Cold Call Openers

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

The Mistake of Trying To be Liked! | Chris Caldwell - 1841 Oct 28, 2024

Show notes

Here’s a shocking fact, reps don’t have to be nice in order to make a deal. Unconsciously, your need to be liked is turning you into a pushy salesperson. Listen to this episode with my guest Chris Caldwell to help you stop making this sales mistake.

Chris Caldwell’s Background

Chris Caldwell is a sales trainer and expert who runs “Sell As You Are,” a company that helps sales professionals succeed by embracing their authentic selves.
With experience coaching youth soccer and leading sales retreats, Chris has deep insights into human behavior and the psychological needs that drive success.
He focuses on aligning beliefs and behaviors with genuine intent, offering practical strategies to foster personal power, authenticity, and commitment in sales teams.

Unmet Needs in Sales

How do sales reps manifest their unmet needs in sales contexts? Chris provides an analogy of parents at a youth soccer game, demonstrating how people often project their unfulfilled emotional needs onto external situations or people. This behavior negatively impacts sales performance and client relationships.

The Power of Setting the Frame

To set clear expectations and agendas with prospects, try using Chris’s framework for sales conversations. His framework allows you to stay confidently in control throughout the sales process.

The Importance of Getting to the Truth

The primary objective of every first discovery call should be to uncover the truth of the prospect’s needs and situation. Chris stresses the significance of ensuring honest exchanges to facilitate genuine progress and decision-making.

“It is in the nature of executives to get distracted because they have a hundred things they’re responsible for, and the problem you’re solving is likely one of fifty they’re trying to address. At the same time, if you do not keep them on the leash, if you do not keep them on your calendar, it is in their nature to deprioritize you. And you cannot blame them; you can only blame yourself.” - Chris Caldwell.

Resources

Chris Caldwell on LinkedIn

sellasyouare.com

Email: chris@sellasyouare.com

LinkedIn Prospecting Course

Cold Call Openers

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

Three LinkedIn Ad Strategies Sales Teams Should Implement | AJ Wilcox - 1840 Oct 25, 2024

Show notes

LinkedIn Ads are a great way to help sales teams reach their target audience with less stress. But to make them work, you’ll need the right LinkedIn Ad strategies.

In this episode, I’m joined by AJ Wilcox, host of the LinkedIn Ads Show podcast. Discover his three tactics that will have prospects running to your inbox.

Meet AJ Wilcox

AJ Wilcox is a seasoned expert in LinkedIn advertising. He runs a podcast dedicated to LinkedIn Ads and manages a successful LinkedIn Ads agency.
Initially an SEO and Google Ads specialist, AJ transitioned into LinkedIn advertising while working for a SaaS company. His expertise quickly grew, leading him to manage LinkedIn’s largest spending ads account worldwide.

Why Should Sales Teams Use LinkedIn Ads?

Most people avoid using LinkedIn Ads for two reasons:

1. They’re expensive
2. They believe they don’t work

If you’re one of those who think Meta Ads are better than LinkedIn Ads, AJ is here to prove you wrong. He explains that LinkedIn targets a company’s audience with ease, and the return on investment is 2x higher with LinkedIn Ads.

Three LinkedIn Ads Strategies for Sales Teams

AJ shares these LinkedIn strategies for sales teams:

Thought Leadership: Posts that feature a human face receive more reactions on LinkedIn. Instead of sharing company content, showcase an employee or CEO offering advice. AJ tested this method and saw a 5 to 16 percent increase in click-through rates.
ABM Strategies: LinkedIn is the top social media platform for ABM (Account-Based Marketing) strategies. Having a list of leads that haven’t signed up yet at your fingertips makes it much easier to reach companies’ buying committees. This helps increase brand recognition on LinkedIn and improves sales teams’ deal closure rates.
Engaging Leads in the Sales Pipeline: Sales reps can collaborate with the marketing team to create personalized campaigns for the company’s leads list. This ensures ongoing engagement with leads and keeps them moving through the pipeline.

“When we show these sales reps, as opposed to their company posts, they’re getting on average more than one extra second of dwell time.” - AJ Wilcox.

Resources

Connect with AJ Wilcox on LinkedIn

Hear more LinkedIn Strategies on the LinkedIn Ads Show podcast

Learn more about AJ Wilcox at b2linked.com

LinkedIn Prospecting Course

Cold Call Openers

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

My Proven Framework To Overcome Your #1 Deal Killer | Will Barron - 1839 Oct 21, 2024

Show notes

What in the world is the status quo? How is it able to keep you from closing deals?

My guest, Will Barron, founder of Selling Made Simple and the Salesman Podcast, is here to reveal the number one deal killer. Tune in to learn more about the status quo, Will’s experience with it, and how he was able to overcome this sales challenge.

Introducing Will Barron

Will Barron, the mastermind behind Selling Made Simple and the Salesman Podcast, brings a wealth of experience and expertise in B2B sales. He specializes in helping salespeople close more deals in a simplified manner.
Will’s strategies revolve around understanding the root causes of sales stagnation and turning them into actionable steps.

What is the Status Quo?

You know that feeling where you won’t do anything unless there’s a massive reward at the end? It kind of stalls your motivation to get things done. This feeling illustrates the concept of the status quo.
Many salespeople face situations where deals stall and ultimately fall off the pipeline, not due to competition or pricing, but simply because of inertia.
There are psychological and business factors contributing to the status quo. Often, it’s not about the product or the competitor, but more about the inherent resistance to change.

Engaging with Decision Makers

Often, you may find yourself speaking to individuals who lack the authority to move deals forward. You want to communicate with the decision-makers to close deals.
Will provides practical advice on identifying and engaging those with the actual power to affect change.

DIY Objection & Simplification

Without realizing it, you may be oversimplifying or overcomplicating the sales process, making prospects believe they don’t need external help.
Will explains the DIY (Do-It-Yourself) objection, where prospects feel they can implement solutions on their own.
He also shares how to keep prospects in the “Goldilocks zone,” where they see the value in seeking professional help for their problem.

“If you’re selling complex products to sophisticated buyers, where there are real financial concerns and businesses on the line, you need to guide them through their buying journey. You need to help them make decisions and move forward.” - Will Barron.

Resources

www.salesman.com

The Salesman Podcast

LinkedIn Prospecting Course

Cold Call Openers

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