The Sales Evangelist

Latest Episodes:

The Best Tactic For Moving Deal Through Pipe Faster! | Brian Town - 1808 Jul 05, 2024

Show notes

In this episode of The Sales Evangelist podcast, I chat with Brian Town, a top salesperson and marketing firm owner from Michigan. Our discussion focuses on mindset, visualization, and confidence as crucial tools for achieving sales success. Discover his secrets to moving a sales pipeline faster than ever before!

Meet Brian Town

Brian Town is a sales professional who wears many hats. He is the driving force behind a successful marketing firm collaborating with major organizations to enhance brand visibility.
As a seasoned author and the top salesperson in his company, Brian brings a unique blend of expertise and experience.
His profound understanding of sales strategies has been instrumental in overcoming common challenges that sales professionals face.

Importance of Mindset and Visualization

Amid the uncertainties brought on by the pandemic, maintaining a positive mindset has never been more crucial.
We discuss the powerful concept of "flick back, flick up." This technique involves recalling a past successful moment to regain composure and confidence during sales pitches.
Brian shares anecdotes from his sports and sales experiences, showcasing how visualization has enhanced his performance.
The emphasis is clear: visualizing moments of peak performance can significantly boost one's effectiveness in sales.

Rejection and Motivation

Navigating through rejections is an inherent part of the sales profession.
We stress the importance of persistence and finding motivation in the relentless pursuit of closing deals.
This understanding fosters a connection with potential clients, enabling sales professionals to move deals through the pipeline more efficiently.

Confidence and Belief

Brian shares insights from his forthcoming book, "The Lonely CEO," where he outlines strategies for building confidence in sales.
He emphasizes the psychological aspect of recalling past successes to fuel present confidence.
I reinforce this point by elaborating on how confidence can significantly impact the outcome of sales conversations.

Moral Obligation and Client Advocacy

We discuss the responsibility of guiding clients away from potentially wrong decisions, even if it means offering free consulting.
This principle of client advocacy not only builds trust but also establishes a strong foundation for long-term relationships.

"I think the reason, the thing that I found in confidence in selling, is the belief, that simple belief in yourself and your team that you can deliver." - Brian Town.

Resources

MichiganCreative

Brian Town on LinkedIn

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

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

The Number One B2B Deal Killer | Feras Alhlou - 1807 Jul 01, 2024

Show notes

What’s the number one deal killer, and how can you stop it from happening? Find out in this episode of “The Sales Evangelist Podcast.”

Join me as I delve into a conversation with Feras Alhlou, a seasoned professional with a wealth of knowledge in sales strategies, business growth, and entrepreneurial advice. With a career spanning over two decades, Feras is a treasure trove of insights on deal killers, effective follow-up techniques, and customer engagement strategies that boost sales performance.

Don't miss out on the opportunity to gain from his expertise-hit play now!

Feras Alhlou’s Background

Feras Alhlou boasts over 25 years of experience in Silicon Valley, having navigated the highs and lows of the startup ecosystem.
Originally hailing from sunny Florida, he found himself in the tech hub of the world, where he rose to the position of Vice President at a cutting-edge high-tech company.
However, after experiencing a layoff during a dry job market, Feras took destiny into his own hands by co-founding a business with a friend.
Today, Feras is dedicated to helping other entrepreneurs scale their businesses to seven and eight figures while avoiding the pitfalls he encountered on his journey.

Identifying and Eliminating Deal Killers

Right at the beginning of the episode, we tackle one of the most critical issues in sales: deal killers.
Listen to Fera discuss how delayed response and poor time management keep reps from closing deals at 4:58.

The 2-1-2 Sales System

Around the 10:05 mark of the episode, Feras introduces the 2-1-2 system. It’s a robust framework to enhance sales responsiveness and efficiency.
The system emphasizes responding to inbound leads within 2 hours, taking the first available meeting slot provided by the client, and sending follow-up proposals within 2 business days. This proactive approach to sales follow-up can make or break deals.

Effective Follow-Up Techniques

Traditional follow-ups like sending a generic "checking in" email are ineffective. Instead, Feras advocates for adding value to every communication.
Whether it’s an insightful article or data relevant to the client's industry, providing meaningful updates keeps you in mind and demonstrates your commitment to their success.
Always add value in follow-up communications to stand out and build stronger customer relationships.

"If you left a positive impression on these people, guess what? They'll remember you the next time around when they go to another company." - Feras Alhlou.

Resources

Startup With Feras

Startup With Feras YouTube

Feras Alhlou on LinkedIn

Startup With Feras Facebook

Startup With Feras Instagram

Feras Alhlou on X

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

This Is Why Your Cold Calls Are Not Working | Ryan Pereus - 1806 Jun 28, 2024

Show notes

Mastering the art of cold calling is a challenge, but it's a skill that can transform your sales game. If you're looking to level up your sales techniques, this episode of 'The Sales Evangelist Podcast' is a must-listen.

In this episode, I had the pleasure of discussing with Ryan Pereus, CEO and founder of Superhuman Prospecting, the practical application of cold outreach methods in building effective sales pipelines. Tune in and get ready to implement his special cold-calling techniques.

Ryan Pereus' Background

Ryan Pereus is an established figure in the sales development space, having dedicated the past seven years to mastering the intricacies of cold calling in the B2B marketplace.
He is the CEO and founder of Superhuman Prospecting, a company he created that emphasizes perfecting cold outreach strategies using a USA-based team.
Ryan's passion for cold calling and innate talent have allowed him to manage approximately 80 to 100 monthly campaigns.
Based out of Philadelphia, his journey and expertise in the cold calling domain have made him a valuable resource for teams and individuals looking to enhance their sales outreach efforts.

Understanding Product Relevance

The key to effective cold outreach is understanding what makes a product relevant to the target market.
Starting at 5:09, you'll hear my guest, Ryan, discuss why product relevance determines the success of a cold call campaign.
He'll also reveal a fascinating case that enabled his team to secure approximately 100 monthly meetings, underscoring the transformative power of hyper-relevant solutions in appointment settings.

The Four Pillars of Cold Call Success

At the 7:09 mark, Ryan breaks down the four essential elements for successful cold call campaigns:

1. Product Relevance
2. Target Market Accuracy
3. Strength of Messaging
4. SDR Execution

Tune in to hear how these four elements can create a highly effective cold outreach campaign, ultimately improving connect rates and sales conversion.

Real-Time Sales Coaching and Script Development

We discuss the importance of training SDRs in crafting and executing a strong sales script.
Role-playing, listening to call recordings, and real-time feedback can provide invaluable insights for refining outreach approaches. This targeted sales coaching ensures that SDRs are well-equipped to engage decision-makers.

"You just have to adapt and realize that sometimes cold calling isn't just about the market saturation or the fact that it doesn't work. It's about the fact that the product or service is no longer as relevant as it used to be in cold calling." - Ryan Pereus.

Resources

QuickColdCalls

Ryan Pereus on LinkedIn

The Sales Evangelist Mastermind

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 thesalesevangelist.com/linkedin.

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

This Practice Helped Me Shatter My Goals This Year | Casey Stubbs - 1805 Jun 24, 2024

Show notes

Having the right mindset will always help you in the worst situations. If you don’t believe me, tune into this episode of “The Sales Evangelist Podcast.”

In this episode, I chat with Casey Stubbs, an experienced entrepreneur and mentor, on the essentials of having the right mindset to set and achieve goals, overcome setbacks, and thrive in business and investing. Click play to change your negative thinking to positive ones!

Guest Introduction: Casey Stubbs

Casey Stubbs is an entrepreneur and content creator specializing in investor and trader education, focusing on achieving success in financial markets.
His journey began in 2009 when he launched his website TradingStrategyGuides.com to provide educational resources for financial market participants.
Despite the initial pressure of providing for his family, Casey transformed a challenging situation into an opportunity, which has since flourished into a successful business and a rewarding career.

Overcoming Setbacks

Expecting and enjoying setbacks may sound counterintuitive, but it’s essential for personal growth.
Casey highlights that setbacks are temporary and help build character, resilience, and perseverance.
Setting a mindset that embraces challenges prepares you to face them head-on and emerge stronger.

Setting and Achieving Goals

Casey shares his journey from being a construction worker to a successful entrepreneur in the financial market.
His initial goal was simple – to put food on the table after losing his job.
However, his mindset and the fact that he set and achieved progressively bigger goals helped him build a thriving business.
Casey’s story underscores the importance of starting with small, achievable objectives and using mile markers to track progress.

Conflict Resolution and Relationship Management

Managing relationships and resolving conflicts are crucial skills in both personal and professional settings.
Casey points out that having predefined processes for conflict resolution helps maintain healthy relationships and ensures long-term success.
Knowing how to handle conflicts beforehand can prevent them from derailing your goals.

“I know that as I'm going through the fire, I'm getting better, I'm getting more skill, I'm getting stronger, and I'm building up my perseverance. I'm going to keep pushing through, and I'm going to keep learning, and this pain and discomfort I'm going through is benefiting me. It's benefiting the people around me.” - Casey Stubbs.

Resources

tradingstrategyguides.com

Complete Trading System

Casey Stubbs on LinkedIn

Casey Stubbs on X

Casey Stubbs on Facebook

Trading Strategy Guides on Instagram

10x Is Easier than 2x by Dan Sullivan and Ben Hardy

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

Not Doing This In Your Discovery Call Is Killing Your Deals | Edwin Aristor - 1804 Jun 21, 2024

Show notes

Do you know the most powerful trait to have as a sales professional? Find out in this episode of “The Sales Evangelist Podcast.”

In this episode, I chat with Edwin Aristor, a GTM Growth Strategist with Praxis Labs, about how curiosity can transform sales performance and foster meaningful client relationships. Click play to learn more!

About Edwin Aristor

Edwin Aristor is a multifaceted individual whose roles span from father and husband to sales professional and men's retreat facilitator.
Currently working with Praxis Labs, Edwin is part of the go-to-market team, focusing on promoting an immersive learning platform designed to build inclusive leadership skills.

The Role of Curiosity in Sales

Curiosity is a deep, authentic commitment to understanding prospects and clients.
Edwin emphasizes the importance of accepting surface-level answers and engaging in deep discovery to unpack layers of business challenges.
Tune in and hear why authentic listening and asking probing questions are cornerstones of effective sales strategies.

Sales Vulnerabilities and Growth

Edwin shares a story of one of his coworkers learning why vulnerability in sales is necessary.
Hear why openness fosters a culture of continuous improvement at 6:08.

Practical Tips for Cultivating Curiosity

Edwin discusses several actionable sales techniques to foster curiosity:

Role-Playing in Sales: Regular role-play exercises on non-business topics can enhance one's questioning skills, which later translates into better business conversations.
Sales Training and Personal Development: Investing in personal development programs can significantly boost one's ability to engage deeply with clients.
Listening to Recordings: Reviewing past sales calls to identify missed opportunities for deeper questions helps refine one's approach.

Effective Communication and Team Development

For sales leaders, Edwin suggests exercises encouraging sales teams to engage in conversations unrelated to their primary sales agendas.
This practice can improve the team's ability to perform deep discovery and navigate sales objections more effectively.

“The day that she became vulnerable is the day that she became powerful.” - Edwin Aristor.

Resources

Edwin Aristor on LinkedIn

edwinaristor.com

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

Successful Cold Email Magic Word Count | Jason Kramer - 1803 Jun 17, 2024

Show notes

What’s the ideal word count for a successful cold email? To find out, tune into this episode of the Sales Evangelist Podcast.

In this episode, I sit down with Jason Kramer to discuss the ins and outs of effective email outreach. Jason, the founder of Cultivize, shares his proven framework for enhancing email effectiveness and driving better results in the sales process.

Click play to gain actionable insights and strategies in email outreach.

Meet Jason Kramer

Jason Kramer founded Cultivize, a company dedicated to helping businesses optimize their sales process through nurtured lead generation and effective use of CRM tools.
With a marketing background and deep sales experience, Jason has pioneered innovative strategies for ensuring nothing falls through the cracks.

The Magic Number for a Successful Email

One of the key takeaways from this episode is the ideal word count for an email. But what is it?
To find out, tune into this episode at 3:33! This magic number ensures clarity and focus, making your emails more effective.

Effective Cold and Warm Outreach Strategy

Jason sheds light on different strategies for cold outreach and warm leads. He provides a detailed email framework that includes:

1. Introduction Email (8:11 - 9:47): Short, to the point, focusing on the problem you solve.
2. Case Study Email (9:55 - 10:54): Provide proof of your solution’s effectiveness.
3. Follow-Up Emails (10:55 - 11:47): Checking if the prospect received your previous email.
4. Reintroduction Email (12:26 - 12:59): Offering additional value and insights.
5. Continuous Engagement (13:03 - 14:29): Using CRM insights, LinkedIn networking, and even text messaging for diversified touchpoints.

Best Practices for Email Subject Lines and Links

Jason advises keeping email subject lines between a specific amount of words to increase open rates.
He also shares how many links you should have in your email to ensure higher domain quality and reduce the risk of getting flagged by spam filters.

"The quality of your domain name is a big deal, right? Because if you get blacklisted or be seen as a spammer. It's going to affect not only what you're doing, it's going to affect the whole company." - Jason Kramer.

Resources

Afterthelead.com

Jason Kramer on LinkedIn

Cultivize

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

Friday Phone Calls: My Secret to Booking Appointments | Sara Plowman - 1802 Jun 14, 2024

Show notes

Are you dreading the thought of cold calling on a Friday afternoon? This episode of "The Sales Evangelist Podcast" could change that.

Join me and my special guest, Sara Plowman, as we delve into the art and science of cold outreach. Click play to hear her practical cold-calling strategies that have propelled her success in the competitive world of sales development and account management.

Sara's Journey in Sales

Sara Plowman is a seasoned professional in the sales industry, currently serving as a Senior Business Development Manager at Pareto.
Unlike a traditional SDR, Sara is involved in the entire sales cycle—from cold outreach and booking meetings to running those meetings, closing deals, and managing accounts.
Her love for outbound sales and the hunting aspect has been a significant driver of her success at Pareto, where she has progressively taken on more responsibilities over the years.

Cold Calling and the Summer Friday Strategy (5:09 - 8:36)

If you go back to my episode with Vlad Oleksiienko, you know that many sales reps choose not to do cold-calling. However, Sara has found the perfect cold outreach strategy to book more appointments and win clients.
Sara's enthusiasm for cold calling shines through as she explains her unique strategy of utilizing Summer Fridays for outreach.
Recognizing that executives are often in good spirits and more relaxed toward the end of the week, Sara has found that Friday cold calling can lead to higher appointment-setting success rates.

The Importance of Just Doing It (9:26 - 12:50)

Sara lives by the advice of “just do it.”She emphasizes that action, rather than over-planning, often leads to sales success.
Sara encourages sales professionals to take the plunge, make the calls, and see what works through real-life interactions.

Sales Art: Personalized Approaches for Different Accounts (15:52 - 17:32)

Sara elaborates on the importance of tailoring sales approaches based on the client's personality and preferences.
She stresses that effective salespeople must be flexible and adapt their cold outreach methods to what seems most promising for each unique engagement.

"Timing is everything within sales. And I think you need to know when the time is right. And you're never gonna know unless you pick up the phone and give them a call." - Sara Plowman.

Resources

Sara Plowman on LinkedIn

Sara Plowman on Instagram

Sara Plowman on TikTok

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

My Four Part Cold Email Secret | Vin Matano - 1801 Jun 10, 2024

Show notes

How do you get high email open rates? Discover the secret framework in this episode of the "Sales Evangelist Podcast."

I, the podcast host, sit down with special guest Vin Matano and discuss his four-part cold email secret. I'm telling you, you don't want to miss this episode.

Vin shares his deep expertise in cold email outreach. Tune in to learn his effective email strategies that'll bring you tremendous success.

Who Is Vin Matano?

Spending six years at Demandbase, Vin started as a BDR (Business Development Representative) before moving into a closing role on the mid-market major's team.
Recently, he embarked on an entrepreneurship journey, eager to leverage his rich experience in sales.
But that's not all. In this episode, Vin unveils the number one outreach channel that played a pivotal role in growing his pipeline. The reveal happens right at 1:09. And no, it's not cold calling. Can you guess what it is?

Cold Emailing Success: What’s His Secret? (2:36 – 4:04)

Many sales representatives struggle with personalized outreach. What on earth are you supposed to write?
Vin shares the ideal email structure to help you figure it out:

Observation
Problem Statement
Solution
Call -To - Action

Click play and discover why this email framework gives high open rates!

Crafting Irresistible Subject Lines (4:51 - 8: 01)

Please don't tell me you believe click-bait subject lines equals high open rates. Because it doesn't!
These types of email subject lines are misleading and deceiving. You don't like to be lied to, so why should you lie to your customers?
Vin and I delve into a straightforward email trick to boost customers' trust in your brand and encourage them to read your emails.
Our special tip: Don't be flashy; stay boring. This approach empowers you to take control of your email marketing strategy and build stronger connections with your audience.

The Role of Multi-Threading in Prospecting (17:23 - 18:20)

At the very end of this episode, Vin shares how he uses multi-threading to win stakeholders.
Discover how his approach helps ensure that your email outreach is more effective and has a better chance of getting a response.

“You're overcomplicating it. Reread your email, and if it needs a better flow, put a random first sentence, a random problem statement, and a random solution. If those don't talk together, it's a bad email.” - Vin Matano.

Resources

Vin Matano on LinkedIn

Vin Matano on TikTok

Vin Matano on YouTube

Vin Matano on Instagram

Vin Matano on X

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

We Are Making Some Changes | Donald Kelly - 1800 Jun 07, 2024

Show notes

Welcome back to another fantastic episode of the "Sales Evangelist Podcast." As your host, Donald C. Kelly, I have some big news to share!

I'm pretty excited about this, and I know you will be too. But what's the big news?

Don't keep yourself in suspense! Click that play button and get ready for the big reveal.

The Sales Evangelist Podcast Updates

I'm sure you've seen some of the changes my team and I have made. But in this special episode, I share with you what's really going on behind the scenes:

Is It Over for the TSE Podcast?

The TSE team has been a consistent presence in the podcasting world since 2013, and we're now at episode 1800. This long-standing commitment to providing you with valuable sales industry advice is a testament to our credibility. So, if you're looking for a reliable source, who is better than us?
Listen to this episode and find out whether "The Sales Evangelist Podcast" is over.

New Design

If you have not noticed, the TSE brand design has a fresh new look. Let's give a special shoutout to our talented graphic designers who made it possible.
But why the sudden changes? Who am I trying to look special for?
Tune in at 2:27 and discover why I created a new brand identity. I'll also share my inspiring start-up story of the original look.

Why the Recent Changes?

As the sales industry continues to evolve, so does the TSE brand. I'm not just here to provide you with valuable insights, but also to grow and adapt alongside you.
I aim to help you book more appointments and grow your pipeline, and the best way to do this is through continuous growth and change.
However, I can't give you everything. Just know that more changes are coming!

Are you looking for a podcast company to help you develop your brand and content? Explore TSE studios to make your ideas come to life. My team will provide you with everything you need to thrive and grow!

“Are we shutting down the podcast? Is it perfect to stop right now at 1800?” - Donald Kelly.

Resources

TSE Sales Mastermind Class

TSE studios

Donald C. Kelly on LinkedIn

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

Why Sales Professionals Need Inbound Marketing and Transparency More Than Ever Before! | Marcus Sheridan - 1799 Jun 03, 2024

Show notes

Yes, inbound marketing and transparency are still important in 2024. This is why I'm sharing a special rerun of 'The Sales Evangelist Podcast' episode 078.

In this episode, I have the privilege of chatting with Marcus Sheridan, aka 'The Sales Lion,' on how to make inbound leads more effective for a sales pipeline. And here's the kicker: The secret to generating leads has nothing to do with meeting quotas.

Click play to gain invaluable insights and improve your inbound marketing skills. I promise, it's a listen you won't regret!

Marcus Sheridan’s Background

Marcus helps businesses embrace the power of content and inbound marketing through his personal experiences.
He and his team offer content marketing consulting & workshops, HubSpot consulting, speaking opportunities, and blogging services.
Marcus is passionate about selling and the power that comes to an organization and sales professional when they learn to incorporate inbound marketing and transparency concepts.

Assignment Selling (17:16 - 21:12)

Through an engaging example, my guest Marcus introduces the concept of “assignment selling.”
Tune into his story at 17:16 and hear why providing prospective clients with valuable content should happen before direct sales engagement.
Marcus also shares why this method helps build trust and transparency with potential clients.
Discover how to streamline your sales efforts, reduce repetitive interactions, and close more deals with well-prepared and serious buyers in this episode.

The Impact of Online Content on Sales (24:11 - 28:35)

Did you know that consumers now read an average of 105 pages of a website before making a purchase decision? We didn’t either.
This is why my guest dived deep into how online content impacts sales. He also explains the differences in buying behavior from ten to fifteen years ago.
Listen to this episode and learn why businesses must adapt by integrating sales and marketing efforts to create a seamless experience for potential customers.

Transparency in Business: Why It’s Important? (31:17 - 33:09)

Marcus is passionate about honesty and transparency in modern business practices.
He shares his core philosophy of "they ask, you answer," emphasizing why companies should address customer questions on their websites.
But how does his philosophy empower potential clients before any direct engagement occurs? How does honest content help businesses filter out unsuitable prospects?
By listening to this episode, discover how his approach enhances the sales process and fosters stronger, more transparent relationships between businesses and their customers.

“People need to be consuming your junk before you meet with them face-to-face. Otherwise, you're setting yourself up for failure.” - Marcus Sheridan.

Resources

Marcus Sheridan on LinkedIn

Marcus Sheridan International

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