The Sales Evangelist

Latest Episodes:

My Formula To Build Sales Discipline & Habits | Dre Baldwin - 1798 May 31, 2024

Show notes

You have a fantastic business idea and often daydream about how life will be once you make it. However, once you start putting in the work, staying excited about your big idea becomes a lot harder.

How can you stay disciplined to ensure you become a successful sales professional? Tune into this episode of The Sales Evangelist Podcast to find out.

Your esteemed host, Donald Kelly, engages in a captivating conversation with Dre Baldwin, a renowned speaker celebrated for his vibrant energy. Dre shares his remarkable journey from basketball to YouTube fame, offering profound insights on mindset content, the third-day concept, and the crucial aspect of professional discipline.

Click play to discover more about staying disciplined when reaching your goals!

From Basketball to Mindset Content

Dre shares his background as a basketball player and transitioning to creating content on YouTube.
Initially, he wanted the channel to only focus on basketball videos, but after sharing life advice, he realized he could broaden his service to a wider audience.
His ability to reach people through these videos laid the foundation for his future endeavors.

The Third Day Concept (2:45 - 5:11)

You know how on the first and second day of starting something new, you’re super pumped about getting everything done. But come the third day, you’re ready to throw in the towel. Now, all your plans are on the back burner until you finally decide to work on it.
This is what my guest, Dre Baldwin, means when discussing the third-day concept. It’s the critical moment when the initial excitement of starting new wears off, and the real commitment begins.
Those who continue to give their best effort even when they don’t feel like it are often more successful.
Listen to Dre’s advice on overcoming the third-day concept to help you become a top sales professional.
Also, if you want to dive deeper into this topic, consider getting his newest book, “The Third Day: The Decision That Separates the Pros from the Amateurs.” The book is free at thirddaybook.com, with just the shipping cost.

Strategy and Execution (15:35 - 18:15)

To achieve any goal, Dre recommends working backward from the desired outcome by asking, 'What would need to be true?'
This reverse engineering helps deconstruct the steps required and establishes a framework for consistent execution.
Dre also stresses the importance of developing an operational system to ensure the strategy is followed meticulously.

Listen to Dre Baldwin on this episode of The Sales Evangelist Podcast to gain insights and practical advice to elevate your sales game. His discussion on deep emotional drivers and the importance of accountability can transform how you approach your goals.

If you’re ready to unlock a higher level of performance and consistency, this episode is a must-listen. Don’t miss out—tune in and take the first step towards lasting success!

"We know what needs to happen, but now, what pieces can we put in place that support those pieces?" - Dre Baldwin.

Resources

Dre Baldwin’s social media accounts

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

My Three-Step Process for Closing Deals | Matt Wolach - 1797 May 27, 2024

Show notes

Are you struggling to close deals in today's challenging sales environment? Join your host, Donald Kelly, as I sit down with Matt Wolach, a seasoned software sales coach.

In this episode of The Sales Evangelist Podcast, you’ll learn how to boost your closing rates with Matt's secret sales tactics. Tune in and take the first step toward transforming your sales game!

Guest Introduction

Thanks to Matt Wolach's years of software sales background, he has successfully started and exited multiple companies.
His transition to full-time sales coaching was driven by his passion for helping others improve their closing rates and achieve consistent sales success. Matt currently coaches over 270 companies worldwide, significantly impacting their sales processes and results.
Why should you listen to my guest, Matt Wolach, on improving sales deals? Tune in and hear how the DEAL methodology boosts his client's sales closing rates. One client increased their closing rate from 1.9% to over 30%!

Challenges in Sales (3:33)

Within the episode, Matt shares how many Account Executives (AEs) and Sales Engineers (SEs) feel undersupported in their roles.
He also highlights how organizations that lack systems struggle with consistent sales closing.
Listen to him explain how proper guidance helps sales teams stop using discounts to move deals forward.

The Perfect Deal Process: DEAL

Matt introduces his transformative methodology called the Perfect Deal Process, an acronym that stands for Discovery, Educate, Associate, and Lead, offering a promising path for sales professionals to enhance their sales processes.

Discovery Process: Do you suffer from the curse of knowledge? Many sellers assume they know the buyer's problems, but honestly, they don't. At 7:12, you’ll hear Matt explain how the discovery process builds trust with buyers and makes them realize the urgency of their situation.
Educate: At 14:28, you’ll learn why you must educate buyers about their issues and potential solutions.
Associate: Discover why connecting the product or service to the buyer's needs is essential at 15:42.
Lead: Why is taking charge of the sales process vital? Tune in at 16:12 and find out at 16:12.

In this episode of The Sales Evangelist Podcast, Matt Wolach shares invaluable insights that can revolutionize your sales approach. He lays out the 'Perfect Deal Process' that has helped over 270 companies skyrocket their close rates.

If you need help with consistent sales or are looking to fine-tune your strategy, this episode is a must-listen. Plus, Matt offers some fantastic free resources to get you started on the right path.

Don't miss out on these game-changing tips—tune in now to elevate your sales game!

“Discovery is equally important for your buyer as it is for you.” - Matt Wolach.

Resources

Matt Wolach on LinkedIn

Matt Wolach’s website

Free Sales Scorecard

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 Best Follow-Up Sequence I Have Ever Used | Donald Kelly - 1796 May 24, 2024

Show notes

After scheduling an appointment with a prospective client, you’re confident they will close the deal once you speak with them again. However, when you enter the Zoom meeting, they’re not there.

After sending several follow-up emails, it’s clear that this client got away. The follow-up game is pretty annoying, so how can you avoid this from happening ever again?

Click the play button and listen to your host, Donald C. Kelly, on The Sales Evangelist Podcast! In today’s episode, I’m sharing effective sales follow-up techniques that can dramatically improve your sales process.

The Importance of Follow-Ups (2:10 - 2:38)

Many sales professionals fail not because of their pitch or product but because they need a consistent follow-up system. With a proper follow-up strategy, you can gain quality opportunities.
Your role in the follow-up process is crucial. It's about getting prospects to reconnect with what you're selling. To learn how to do this effectively, listen to my key sales strategies that will empower you to close deals and engage prospects.

Sales Fundamentals: Follow-Up Techniques

What are the follow-up secrets I share within this episode? Below are some of the methods you'll learn more about when you tune in:

Appointment Scheduling: I will share how you can avoid endless follow-ups and ensure your prospective client attends the meeting. Tune in at (3:32)!
Vary Follow-Up Timing: Don't fall into the trap of calling a prospect at the same time every day. Click play at 7:56 and find out why mixing up your phone call schedule is better to increase the likelihood of catching them at a convenient time.
Text Message Follow-Ups: Text messaging is a powerful tool for modern sales professionals. Hear my example at the 8:44 checkpoint on correctly sending text message follow-ups.

Implementing a Follow-Up System

Do you need help creating a structured follow-up system? I share how to do this and why organization helps maintain a steady flow in your sales pipeline.

Consider testing these follow-up techniques in this episode to enhance prospect engagement and improve their overall sales process. For more insights and advanced sales strategies, connect with me on LinkedIn, Donald C. Kelly.

Also, join our mastermind group at thesalesevangelist.com, and let's work together to boost your sales performance. Here’s to maximizing your sales pipeline and closing twice as many deals!

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

5 Things Sellers Must Demonstrate To Get Hired | Dan Fantasia - 1795 May 20, 2024

Show notes

Are you a seller trying to find your dream job? Discover how in this episode of The Sales Evangelist Podcast.

Host Donald Kelly chats with guest Dan Fantasia, the CEO of Treeline Incorporated, on the crucial aspects of sustaining a sales career and excelling in job interviews.

Click the play button to learn the five tricks to help sales representatives get hired immediately!

Changing Lives Through Recruitment

Treeline Incorporated, a Boston-based sales talent recruitment firm, has significantly impacted the lives of over 3500 individuals. With 23 years of experience, Dan and his firm provide invaluable advice to those seeking to change their careers.

Research and Preparation: The Backbone of a Successful Job Search (4:10 - 8:43)

Why is it important to research a company before the interview? Dan explains how research enables you to gauge if the company aligns with your values. Are their core values in sync with yours? Do you possess the requisite skill sets as per the job descriptions?
He also answers a question that many new salespeople wonder, "Should you focus on one specific industry or be open to all types of jobs." Listen to the episode to discover the answers.

Why Are You a Good Fit? (10:05 - 14:38)

To determine if you're a good fit for the company, it's crucial to consider your skillset as a seller. Dan offers distinct advice for salespeople at different stages of their careers- those who are just starting out and those who have been in the industry for years.
How do you ace the most common interview question, "Why do you think you're a good fit for the company." Reading job descriptions and understanding the company's core values will help you formulate a smooth answer.

Be Present (14:39 - 21:36)

You will only make it far if you strive to improve as a sales rep. Listen to Dan's story of how being distracted can cause you to be less engaged during the interview process. His example shows how important it is to ignore distractions to be within the present moment.

Know Your Story (21:52 - 25:30)

What does it mean to know your story? You must understand what you bring to the table for a successful interview.
Listen to Dan's knowledge on why knowing yourself will immediately get you hired during the interview.

Close After Every Interview (25:52 - 29:16)

What does it mean to close after every interview? It’s your turn to be asking the questions. But what type of questions should you ask? Dan shares several examples of the questions you should ask after the interview.

Learn the art of interviewing in this episode of The Sales Evangelist Podcast. Our special guest, Dan Fantasia, shares excellent tips on how to get your start in the sales industry. Click play now to hear his insights!

"You have to research the company. Do not take that for granted!” - Dan Fantasia.

Resources

Treeline Inc.

Dan Fantasia 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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

How to Negotiate Without Manipulating Your Prospects | Susie Tomenchok - 1794 May 17, 2024

Show notes

Today, we're going into the archive and bringing out an episode where Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master negotiating without manipulating.

Negotiation isn’t manipulation:

Incorporating negotiating strategies and techniques helps you and your team reach its needs or goals and opens the door for priorities to be rearranged and met.
It’s not a winner/loser situation – negotiation should come from a place where you look to satisfy everyone.
Low-stakes negotiation happens every day. Mastering negotiation is the key to developing long-term success.
Conveying your interests isn’t manipulation – it’s telling your story to meet your needs.

Barriers to entering a high-stakes negotiation:

PACE: Prepare – aware – close – evaluate
Prepare, think at the moment, and be as objective as possible. Be aware of both your and the other party’s interests. Uncover relevant information to reach the close.
How can you expect to negotiate well if you don’t know what you want?
There are many pieces of leverage at play when in negotiation. Be mindful of those levers to explore and realize what solution honors both parties.

Understand the solution from their perspective:

Negotiating conveys interests and beliefs – it’s an opportunity to connect and learn to know, like, and trust another person.
As a seller, asking questions about the other party helps you learn more about them and why they’re not siding with you on the issue.
Even if you know the answer, never make an assumption. Let the other party be heard.

Be intentional with silence:

Practice what you say, and teach yourself not to ramble after speaking.
Some people think of it as a game – just practice not talking, and you’ll grow more comfortable with it.
We listen least actively to people we know. Practicing silence can interrupt that cadence and convey attention to the other party.

Susie’s final takeaway? Anchor ideas you want others to know early on to allow the other party to get their head around it. For more great content from Susie, visit her website for more information or connect with her on LinkedIn. You can find her book, The Art of Everyday Negotiation without Manipulation, on Amazon. (Visit negotiationlove.com for giveaways and other great content as well!)

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 One-Page Business Case To Win Executive Buyin | Andrew Kappel - 1793 May 13, 2024

Show notes

Are you ready to revolutionize your sales strategy and close deals faster than ever? In our latest episode, we dive into the innovative world of sales acceleration with Andrew Kappel, a seasoned sales consultant with a knack for transforming sales strategies from the ground up.

Join us as Donald Kelly, our host, explores Andrew’s approach to crafting compelling one-page business cases that speak directly to executive needs, streamline the sales process, and drastically improve client engagement. Click play now!

Andrew Kappel’s Background

He has a decade of experience in sales consulting and specializes in sales strategy and sales acceleration services.
Before establishing his consulting practice, Andrew spent three years as a delivery consultant, and his duties paralleled those of a customer success team, only without a tangible product.
Andrew's extensive background in various sales environments has equipped him with a keen understanding of different industries, sales processes, and the intricate dynamics of complex deals.

Creating Impactful Business Cases

Business case development is crucial for securing executive buy-in and facilitating successful internal selling strategies.
Listen to Andrew’s expertise in developing a brief yet powerful business case that centers on the SP 30 framework.
From listening to this business case framework, sellers can create successful sales pitches through situational awareness, problem identification, and strategic stakeholder engagement.

Leveraging Technology and Consulting Expertise

Andrew discusses how his consulting services integrate technology solutions to address specific sales pain points.
Thanks to his background in enterprise data security and customer success, Andrew understands the importance of adapting sales approaches to fit transactional businesses and complex sales environments.
Learn how change management is vital in seamlessly integrating CRM systems and other technologies to enhance business processes.

Cold Outbound Prospecting and Effective Communication

Are you looking for some successful cold outbound prospecting techniques?
Listen to Andrew’s cold outreach strategy for more fruitful conversations with potential clients.
His strategy blends empathy, precise communication, and visual communication in sales to enhance the effectiveness of a sales pitch.
Turn in to discover how these elements lead to better business trust-building with customers.

Strategy for Business Growth

Hear Andrew’s business growth strategies that can help companies scale efficiently while managing challenges effectively.
He illustrates how tailored sales acceleration services can dramatically impact growth trajectories, especially with solid sales strategy planning.

In this episode, you’ll uncover the pivotal role of concise, impactful business cases, and how they can magnetically draw in executive attention and approval. Join us in this compelling conversation to elevate your sales game by understanding and implementing refined sales strategies that guarantee results.

"You must build trust, rapport, and acumen with the person you work with." - Andrew Kappel.

Resources

Andrew Kappel on LinkedIn

Benchmark Signal Consulting

The 3-Part Business Case Framework

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

False Patterns: "Your Best Customer" Probably Doesn't Look Like Your Next Customer | Brady Jensen - 1792 May 10, 2024

Show notes

Are you struggling to pivot sales strategies based on a single customer’s feedback? Is it hard to understand why a seemingly perfect sales approach failed?

If you answer yes to both questions, you must listen to this episode of The Sales Evangelist. Host Donald Kelly chats with Brady Jensen, a leading expert in market research and customer identification, about the importance of real-world data in crafting effective sales motions and enhancing customer credibility.

Click play now to learn how to build a reliable, data-driven sales process!

Brady Jensen’s Background

Brady Jensen is a seasoned professional with expertise in harnessing real-world data to enhance go-to-market strategies for sales organizations.
As the CEO of Aggregate Insights, he specializes in translating non-sales interactions into valuable sales insights.
His company aims to help create stronger connections between sellers and buyers.
Tune in and hear how his knowledge will boost your team's credibility and competitive advantage in sales scenarios.

Real-World Data for Go-to-Market Professionals

Brady shares how go-to-market professionals can leverage real-world data and refine their sales strategies.
Hear how this approach helps sellers understand buyer’s behavior and assists in tailoring the sales process to meet the customers' exact needs.

Sales and Marketing Alignment: The Key to Consistent Success

Brady shares that true sales and marketing alignment begins with both teams having a profound understanding of each others’ roles.
Discover how this partnership fosters a conducive environment for strategic accounts and helps nurture leads more effectively.

Identifying and Avoiding False Sales Patterns

Don’t make the mistake of identifying misleading sales patterns to detriment the sales process.
Brady explains how sales and marketing alignment is crucial in avoiding biases that often mislead sales strategies.
Listen to this episode to discover why you need to focus on feedback analysis and win-loss analysis to understand what strategies worked and which didn’t.
He also shares how this approach helps sellers find their Ideal Customer Profile (ICP).

Actionable Strategies for Sales Reps and Leaders

Brady shares three actionable tips for reps and leaders to improve sales methodologies. But to know what they’re, you must click play and listen to this episode!

Today's discussion with Brady Jensen highlights crucial techniques like customer identification and enhancing sales motion. You’ll also learn why it’s essential to integrate sales training with strategic insight into buyer behavior and market research. Tune into this episode to equip you with the knowledge to excel in the competitive world of B2B sales.

"It's really about bringing insights from people in a non-sales context to help sellers understand exactly who they're selling to, what they care about, what motivates them, and helping translate that into a selling motion that helps your prospects feel like you get them." -Brady Jensen.

Resources

Aggregate Insights

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

How Sellers and Leaders Can Use Content To Grow Pipeline | Gabe Lullo - 1791 May 06, 2024

Show notes

Creating content on LinkedIn is essential for inbound marketing and growing a sales pipeline. But you need to figure out how to do it.

Learn how to do it in this episode of "The Sales Evangelist Podcast." In this insightful episode, Gabe Lullo, the CEO of Alleyoop, joins host Donald Kelly to delve into the transformative role of content in sales strategies.

With a focus on empowering sales development representatives (SDRs) and sales organizations, Gabe shares his journey from a hands-off LinkedIn user to a content-driven leader. Discover how this shift has exponentially boosted his company's success rates.

Click play now!

Understanding Alleyoop's Mission

Gabe Lullo is the CEO of Alleyoop and a frontrunner in sales development and prospecting.
He emphasizes that while Alleyoop doesn't handle sales directly, it specializes in optimizing the front end of the sales cycle, primarily using phone communication, and supports these efforts through various channels.
The primary goal is to increase opportunities for clients to drive revenue.

The Importance of LinkedIn and Content for Sales

Donald and Gabe discuss the strategic use of LinkedIn and content creation as essential tools in sales.
Gabe, having seen over a 100,000% increase in impressions year-over-year since heavily investing in LinkedIn content, stresses the massive potential content holds for generating business leads and enhancing company visibility.

Content Creation vs. Traditional Outreach

Gabe explains how previously, as an agency, their focus was on quietly promoting clients' brands in the background.
Initial content experiments showed promise, leading to a more extensive commitment to content production, which complemented traditional outbound efforts. This dual approach has led to record-breaking business months, with half of their new deals sourced from content-related activities.

Frontline Strategies: Empowering SDRs with Content

Gabe points out the practical application of content in day-to-day sales operations.
He advocates for equipping SDRs with ready-to-use content crafted by high-credibility figures in the company, typically the CEOs or recognized industry leaders. This strategy ensures that the SDRs are not just cold calling but engaging potential clients with meaningful content that establishes trust and authority from the outset.

Tips for Creating Effective Sales Content

Gabe suggests starting simple with text posts and gradually moving to more engaging formats like videos, which have proven to offer the highest engagement.
He shares how Alleyoop has embraced an all-hands-on-deck approach in content creation, with various team leaders contributing to their robust content strategy.

Tune in to unlock the powers of sales content creation with Gabe Lullo. Integrating content-driven sales strategies is crucial to truly thrive and not just survive.

Your investments in your content today pave the way for tomorrow's successes. Click play to elevate your sales game through content!

"Get comfortable with being uncomfortable." - Gabe Lullo.

Resources

The Sales Evangelist Podcast episode 1730

Gabe Lullo 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

5 Things You Must Do To Close More Enterprise Deals | David Blaha - 1790 May 03, 2024

Show notes

Do you want to master the art of effective closing? The only way for you to become one of the greats in enterprise sales is by listening to an expert.

In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with David Blaha, a seasoned professional with a 30-year track record, including pivotal roles at American Express and his current position as Chief Revenue Officer at Extend.

Listen to these proven strategies to gain practical closing skills for enterprise-level sales. Click play now!

David Blaha’s Background

David Blaha's rich negotiating background starts from his impactful years at American Express.
After American Express, David transitioned to working with startup companies, enhancing their growth trajectories before joining Extend as the Chief Revenue Officer.
Through his story, you'll discover the importance of continuous learning and growth to develop a positive mindset for enterprise sales.

Enterprise Sales: A Strategic Approach

The secret to effective closing in enterprise sales is to remember it's an ongoing process. Never fall into the trap of believing that this step only matters at the end of the sales cycle.
David shares how this approach establishes connections and secures smaller commitments throughout the negotiation.
New Sales Motto: It's a marathon, not a sprint!
If you like to rush through deals, you might want to stop. Donald and David both share how enterprise selling is like running an ultra-marathon. Sellers need persistence and strategic pacing, no matter how big or small the sale is!

Negotiation and Relationship Building

Peak curiosity and ask questions to understand customer needs to help you close deals. David shares how these seller's techniques build trust, create genuine connections, and offer tailored solutions to customers.
One of the top negotiation skills sellers must master is non-adversarial tactics. David advocates for radical candor and transparency, aiming for mutually beneficial outcomes rather than merely focusing on margins.

Key Principles of Enterprise Sales

David shares his five essential principles for sales professionals:

1. Mindset: Maintaining a positive mindset is crucial, especially when facing rejections and diverse opinions from various stakeholders.
2. Connection: Building internal connections within organizations is vital to understanding different departmental goals and leveraging these insights.
3. Discovery: Conduct thorough discovery phases to tailor solutions based on explicit customer feedback and needs.
4. Adapting/Adjusting: Flexibility in adjusting offerings to align better with client expectations ensures long-term satisfaction and contract retention.
5. Negotiation: Strategic negotiation focuses on growth and long-term relationships rather than short-term wins.

To achieve long-term success in enterprise-level sales, you must master effective closing. Commit to negotiation transparency to build customer trust; you'll become as great as our special guest.

Listen to this episode and hear David Blaha's refined approach to the sales process. Take these tactics and apply them to your dealings, ensuring a trajectory of growth and success in the intricate world of enterprise-level sales.

"Radical candor and transparency in negotiations are key. It's about negotiating in good faith and aiming for growth rather than just focusing on margins." - David Blaha.

Resources

David Blaha’s email: David@paywithextend.com

David Blaha 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 58% of Salespeople Are In the Wrong Job & How To Fix It | Peter Smith - 1789 Apr 29, 2024

Show notes

What are the key traits to becoming a successful sales representative?

Discover them in this episode of “The Sales Evangelist Podcast.” In this enlightening episode, host Donald Kelly sits down with Peter Smith, a seasoned sales leader and the author of the intriguing book "Hiring Squirrels."

Peter shares invaluable insights on identifying and nurturing the right talent in the sales industry. Click play to learn the critical traits of successful sales professionals and a roadmap for leaders striving to enhance their teams' performance.

Peter Smith's Background

Over the years, Peter Smith has carved a niche in the luxury jewelry sales market, building and developing highly effective sales teams.
He is not just a consultant but also an esteemed author and a columnist for industry magazines.
His approach to sales training is sculpted around his published works, which focus on hiring strategies, the psychology of storytelling, and key sales techniques.

The Squirrel Hiring Philosophy

Peter explains the unique, attention-grabbing title of his book "Hiring Squirrels," inspired by the concept introduced in Mac Anderson's book "You Can't Send a Duck to Eagle School."
The idea emphasizes hiring individuals who innately possess the necessary skills for a specific role rather than attempting to train those who do not.
Peter highlights the importance of identifying salespeople who are naturally equipped for their roles, as approximately 58% of individuals in sales positions lack the essential traits necessary for success.

Identifying Key Traits in Sales Candidates

Peter and Donald discuss the three non-trainable traits crucial for sales success: drive, empathy, and resilience.
Peter provides specific interview questions and strategies to uncover these traits in potential candidates, emphasizing the importance of honest and revealing responses to these targeted questions.
He advises leaders to discern genuine talent through subtle cues and honest interactions during hiring.

The Challenge of Rejection in Sales

Rejection is an integral part of the sales process, and dealing with it effectively is a hallmark of a competent salesperson.
Peter stresses resilience as a critical trait, as it determines how a salesperson handles rejection—whether they see it as a personal failure or a professional challenge.
He underscores the need for sales professionals to embrace rejection as a stepping stone rather than a setback.

Peter's insights provide a clear guide to enhancing sales team dynamics by focusing on intrinsic qualities that predict success. His approach challenges conventional hiring practices and encourages a more nuanced understanding of what makes a salesperson effective.

This episode is a must-listen for anyone involved in sales or team management, offering a profound look at how to approach hiring and team building with a strategic and empathetic mindset. Tune in to rethink how you assess and nurture talent within your sales.

“If you don't care about what people think, you're not going to be very good in sales.” - Peter Smith.

Resources

Peter Smith on LinkedIn

The Retail Smiths

Peter Smith’s books

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