The Sales Evangelist

Latest Episodes:

Our Most Downloaded Episode in 2023! | Chris Beall - 1738 Dec 29, 2023

Show notes

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it.

Who is Chris Beall?

Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend.

The Number One Objection Sellers Face:

In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”.

What triggers this objection?

Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly.
One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition.
Although this is a useful avenue for marketing, it’s TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending.
Think about it: You’re effectively telling whoever you’re calling that THEY’RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we’re all set” objection. Why should the buyer go with your solution when they think their solution is already effective?

So, how should sellers overcome this objection?

You have to RELIVE the fear of whoever you’re calling. Virtually ALL cold callers assume the person they’re calling is angry or annoyed with them. In reality, though, this person is scared. You’re someone they do not know, and we’re naturally afraid of the unknown.
To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you’re calling.

If you want to learn more about Chris’s strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.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.

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

5 Ways To Start Conversations With Cold Prospects On Linkedin | Donald Kelly - 1737 Dec 27, 2023

Show notes

After scrolling through LinkedIn for fifteen minutes, you finally found the perfect potential client. Now, it’s time for you to start a conversation with them. But how do you do this without them ignoring you?

You’ll discover exactly how in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly shares five tips on starting conversations with cold prospects on LinkedIn. Tune in and hear what he has to say!

1. Ask For Help

Don’t be ashamed; everyone needs help sometimes.
Donald discusses how you can ask for help from others on LinkedIn.

2. Ask a Question

When you DM a cold prospect, consider asking a question.
But remember to be humble!

3. Compliment Them

Everyone loves compliments it’s no secret. Take the time to say something nice to your cold prospect.
They may be more willing to accept your sales pitch when you congratulate them.

4. Share Their Stuff

People want their content to reach a wide audience, even out of their network. So, help them out and share what they post.
Also, it’s one of the best ways to start a conversation on the platform.

5. Send An Audio Or Video Message

Face it, our world is obsessed with technology, and people are tired of outdated methods.
Stand out among your competitors and send an audio or video message.
It will help you connect better with cold prospects because they see more than just a pretty picture on LinkedIn.

Donald Kelly always shares wonderful advice to help sales reps step their game up. Did you like these short tips on starting a conversation with cold prospects? Wouldn’t you like more advice on how to utilize LinkedIn effectively?

Subscribe to TSE Podcast to build your pipeline and sell three times more than you’re now! Also, don’t forget to connect with Donald on LinkedIn.

Resources

Donald C Kelly LinkedIn

TSE LinkedIn Prospecting Course

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

3 Things Every Seller Must Do The Last Week of December | Donald Kelly - 1736 Dec 25, 2023

Show notes

It’s the end of the year, and you’re enjoying the good food, presents, and holiday spirits. But you still need to complete some tasks before December is over.

In this short episode of “The Sales Evangelist Podcast,” host Donald Kelly shares three things sellers must do by the last week of December. What are those three tasks?

Tune in and find out! They may set you up for bigger wins in 2024.

1. Be Transparent With Past Potential Customers

· You want to tell your past potential buyers that you’re still trying to close the deal, but not how you think it should be done.

· Donald shares excellent examples of how to do this correctly.

· Remember, it’s not about you and trying to close deals. It’s about how you and the product can help solve their issues.

· Donald discusses how you can take advantage of LinkedIn in the episode. If you need help, consider taking the LinkedIn Sales Navigator course.

2. Reconnect With Customers and Connections

· You probably have hundreds or thousands of connections on LinkedIn. But how many of them do you actually engage with?

· Donald discusses why this is important and provides examples of reconnecting with customers on LinkedIn.

· Money in the bank: customers are more likely to offer referrals!

3. Focus On Lost Deals

· Do you ever circle back to your lost deals? You may want to give this a try.

· Donald shares why this technique works for sales representatives around this time of the year.

· Who knows, they are more willing to work with you now than they were last time. It won’t hurt to try.

Short, sweet, and juicy sales tips! While waiting for the last week of December to be over, take the time to try these three sales techniques. They’ll have you bringing in the New Year with more clients and money!

“Start a conversation, and you’ll be amazed at how many people will reply back.” - Donald Kelly

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator Course

TSE LinkedIn Prospecting Course

Sponsorship Offers

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

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

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

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

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

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

6 Sales Tips That Most Salespeople Don't Know | Phil Agnew - 1735 Dec 22, 2023

Show notes

Here’s one thing you’re not taking the time to learn: the human mind. Understanding why people buy things allows you to have the upper hand in the sales process.

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly invites Phil Agnew, the UK's number one marketing podcast host, to share insights on psychological nudges that can benefit salespeople.

With his background in marketing and expertise in behavior science and psychology, Phil brings to light six psychological effects that can significantly impact sales. Tune in and learn how psychology greatly influences people’s buying decisions.

Understanding the Effects

The episode features a comprehensive discussion of six effects psychologists and behavioral scientists discovered over the years.
These effects are anchoring, scarcity, reciprocity, social proof, the Prattful effect, and the labor illusion.

Anchoring and Its Impact on Sales

Phil explains the anchoring effect, which is the concept that individuals are anchored to the initial information they receive.
He delves into practical examples of how anchoring influences decision-making and shares insights on how salespeople can use anchoring to their advantage.

Leveraging Scarcity in Sales

The conversation then moves on to scarcity, a psychological concept where a scarce resource is perceived as more valuable than an abundant one.
Phil discusses innovative ways to apply scarcity and shares compelling studies demonstrating the effectiveness of leveraging scarcity in marketing and sales strategies.

Reciprocity in Salesmanship

Phil delves into the concept of reciprocity, focusing on the human tendency to return a favor.
He shares engaging stories, including the fascinating tale of the world's most successful used-car salesman, and provides practical insights on implementing reciprocity in sales strategies.

The Power of Social Proof

Social proof is the next psychological effect examined in the episode.
Phil elaborates on individuals' tendency to follow others' actions and illustrates how salespeople can use social proof to influence the decision-making process of potential buyers.
His insights shed light on the persuasive nature of social proof in sales scenarios.

Exploring the Prattful Effect

The conversation takes a fascinating turn as Phil discusses the Prattful effect, an intriguing psychological phenomenon that underscores how showcasing a weakness can actually enhance likability and desirability.
He provides valuable examples and practical applications for leveraging the Prattful effect in sales strategies.

The Labor Illusion and Its Value in Sales

The episode culminates with exploring the labor illusion, where the perceived effort and work put into a product or service enhance its value.
Phil highlights studies that illustrate the influence of the labor illusion on consumer decision-making and provides actionable guidance for sales professionals.

Practical Applications and Real-World Examples

Throughout the episode, Phil intertwines the psychological effects with practical, real-world examples, translating complex psychological concepts into actionable strategies that sales professionals can implement to enhance their sales approach.
From leveraging scarcity in product marketing to highlighting weaknesses to build trust, Phil's insights provide a wealth of actionable ideas for sales enhancement.

In this enthralling episode, Phil Agnew provides a deep dive into the fascinating realm of psychological nudges and their impact on sales strategies. Explore these six psychology sales tricks to enhance your approach.

"The initial bit of information that we hear when we're about to enter a sales conversation can actually anchor us and change how we act." - Phil Agnew.

Resources

Nudge Podcast by Phil Agnew

LinkedIn: Phil Agnew

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

The Get To Know Me Post | Donald Kelly - 1734 Dec 20, 2023

Show notes

How do you get people to know you before they meet you?

In this five-minute episode of “The Sales Evangelist Podcast,” host Donald Kelly will tell you exactly how. Donald emphasizes the importance of creating a point of reference and humanizing oneself in prospects' eyes before initiating sales conversations.

Discover valuable insights on building connections with potential prospects before engaging with them.

Building Relationships on LinkedIn

Donald discusses the challenges of reaching prospects through traditional means, such as emails and phone calls, and highlights the effectiveness of creating a point of reference on LinkedIn.
He suggests that LinkedIn serves as a social gathering spot and provides an opportunity to bridge the gap between a sales professional and a prospective client by allowing them to see the human side of the individual.

The "Get to Know Me" Post

One of the key strategies that Donald shares is the concept of the "Get to Know Me" post on LinkedIn.
He encourages listeners to utilize the featured section of their LinkedIn profiles to highlight a post that showcases their personal side instead of a sales pitch.
By steering prospects to this post, individuals can offer a glimpse into their personal life and interests, thereby breaking down the initial barrier and shaping a more relatable image in the eyes of potential clients.

Humanizing the Sales Approach

Donald stresses the significance of adding personality and humor to the "Get to Know Me" post.
By injecting elements of fun and sharing personal quirks or preferences, individuals can attract prospects on a human level, transcending the typical sales persona.
He draws from a guest's advice to incorporate humor into the post, as laughter is a powerful tool to forge connections with others.

Encouraging Authentic Connections

Donald encourages listeners to experiment with the "Get to Know Me" post on LinkedIn and invites them to share their experiences with him.
He emphasizes the universal need for genuine human connections and advocates for transforming LinkedIn from a professional networking platform to a human networking platform.

Donald shares powerful tips in this five-minute episode. Try implementing these strategies to help build your pipeline and close more deals. Join us in the next episode for more insightful discussions and actionable sales strategies.

“They see you as a sales professional. How can we break down that barrier so they can see you as a human being and then, from that, converse and start the conversation and talk to you? They're not just looking at a seller. They're looking at Mary, or they're looking at DJ.” - Donald Kelly.

Resources

Donald 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 Sellers Are Not Hitting Their Numbers | Gretchen Gordon - 1733 Dec 18, 2023

Show notes

No matter what you do, you never reach your monthly sales goals. You try every sales technique in the book, but your quota is nowhere near where it should be.

Maybe you’re a sales leader with one or two reps meeting their monthly quota. But, the rest is struggling to make it.

How can you quickly change this around and ensure every seller on your team meets their numbers?

Tune in and listen to this week’s episode of “The Sales Evangelist Podcast.” In this episode, we delve into the world of sales leadership with Gretchen Gordon, the president and founder of Braveheart Sales Performance, a sales consulting firm.

Focusing on small and medium-sized businesses, Gretchen leads a team dedicated to maximizing organizational growth and developing individuals in sales roles and sales leadership positions. Grab your notebook and pen and listen to her insightful advice for sales representatives.

The Importance of Effective Sales Leadership

Gretchen provides insights into the crucial role of effective sales leadership in maximizing growth and individual performance within organizations.
She emphasizes the significance of confidence, skill sets, and mindset in creating a happy, accomplished sales team.

Challenges in Sales Leadership

Gretchen discusses the common challenge of promoting top sales performers into leadership roles without providing the necessary training and resources, leading to ineffective leadership practices.
This highlights the need for a shift in mindset and skill set when transitioning from an individual contributor to a leadership position.

Adapting to Changing Work Environments

Addressing the impact of the pandemic and hybrid work environments, Gretchen emphasizes the importance of cultivating intimate connections with team members to understand their motivations and challenges.
She acknowledges the need for proactive engagement and coaching in remote or hybrid work settings.

Coaching for Success

Gretchen emphasizes the significance of coaching as a fundamental aspect of effective sales leadership.
She distinguishes between informal and formal coaching, highlighting the need for consistent engagement and personalized development plans tailored to individual goals.

Implementing Formal Coaching

In detailing the formal coaching structure, Gretchen emphasizes the importance of scheduled coaching sessions and real-time participation in sales activities.
She stresses the value of involving team members in identifying areas for improvement and providing targeted support and guidance.

The Role of Accountability in Sales Leadership

Gretchen presents a nuanced approach to accountability, moving beyond mere quantitative metrics to qualitative assessment of behaviors and practices.
She emphasizes the role of a sales manager as an accountability partner focused on enabling continuous improvement.

Motivation and Personalized Accountability

Gretchen highlights the need to understand the unique motivational drivers of team members to personalize accountability measurements.
She outlines a more engaging and personalized approach to driving performance by linking performance goals to individual aspirations.

Elevating Sales Leaders

In discussing the evolution from individual contributor to sales leader, Gretchen highlights the necessity for distinct skill sets and mindsets in effective management.
She encourages aspiring sales leaders to focus on continuous self-improvement and development, elevating themselves to elevate their teams.

Gretchen Gordon's insights provide a comprehensive understanding of successful sales leadership principles. She offers a roadmap for organizations and aspiring sales leaders to achieve growth and success by addressing the challenges, strategies, and key elements of effective leadership.

“We have to think about the key traits that would predict success in management if you're a top salesperson, and frequently it's not being the top salesperson because they're a solo practitioner. I would say be open to the fact that you don't have to know everything, and it's okay not to know what you don't know.” - Gretchen Gordon.

Resources

Braveheart Sales Performance

Gretchen Gordon’s book, “The Happy Sales Manager.”

Gretchen Gordon’s email: ggordon@braveheartsales.com

Braveheart Sales Performance 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

NO...The Psychology of Sales and Negotiations | Brian Will - 1732 Dec 15, 2023

Show notes

Are you ready to learn top sales tricks from a seasoned professional?

Tune into this episode of The Sales Evangelist Podcast. You’ll learn sales psychology techniques to win clients over in five minutes or less.

Host Donald Kelly sits down with Brian, an experienced entrepreneur and sales strategist. They discuss the ins and outs of masterful sales techniques and negotiation psychology.

This compelling episode offers listeners an in-depth overview of Brian's robust background in business and sales and the wisdom he's encapsulated in his book and coaching programs.

Brian’s Background

Brian is a seasoned entrepreneur with a wealth of experience in business, having started and sold multiple companies across different industries.
His entrepreneurial journey also includes running a coaching program designed to aid other entrepreneurs in navigating the complex world of business.
Brian has not only applied his extensive sales knowledge practically but has also authored a book focused on sales and negotiation psychology. The book is a culmination of his years in the field, providing readers with insights into understanding clients' psychologies and the inherent mistrust they often have toward salespeople.
His deep understanding of the sales process is backed by his history of hands-on experience and his dedication to teaching others through various platforms, including his media presence and the courses he offers.

Educating the Customer: A Delicate Balance

Brian draws an intriguing analogy between purchasing a car and buying a CRM system — customers don't always need to know every single detail, akin to not requiring an entire owner's manual.
This idea aligns with his belief that the essence of a successful sale is not about overwhelming customers with information but rather about asking appropriate questions, navigating objections, and guiding the customer toward self-realizing their needs.

Negotiation Tactics and Sales Psychology

The conversation transitions to negotiation strategies, emphasizing making low initial offers and understanding the client's perspective.
Brian explains that the art of closing effectively involves leading a potential customer to conclude the deal themselves, a technique he elucidates through a compelling role-play scenario with Donald.
In this demonstration, Brian focuses on preemptively diffusing objections, presenting informed options, and validating the customer's authority to make decisions.

Closing Strategies and Building Rapport

Donald and Brian discuss closing techniques, stressing the necessity of approaching the sales process thoughtfully rather than hastily.
With a 30% closing ratio illustration, Brian illustrates the need for clarity in objection handling and more efficient movement through rejections.
Rapport and trust are highlighted as indispensable elements of a successful close, enhanced through humor and active listening.

For listeners looking to refine their sales approach and negotiation skills, this episode of 'The Sales Evangelist Podcast' with guest Brian provides a treasure trove of strategies grounded in psychological insight. Offering both theoretical and practical wisdom, Brian’s dialogue with Donald is an essential listen for anyone eager to up their sales game and connect with clients on a deeper level.

“All right, here's the secret sauce. Maybe nobody's ever told you this one, but here's a secret. Okay? If we know that people like to buy things from people they like and trust, sure. The fastest way to get somebody to like you is to make them laugh. See, you just laughed.” - Brian Will

Resources

Brian Will Media

The Psychology of Sales and Negotiations

Masters of Sales and Negotiations

Class Code: SALES

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

5 Ways To Do Daily Outbound With LinkedIn | Donald Kelly - 1731 Dec 13, 2023

Show notes

Many sales representatives believe that doing outbound with LinkedIn takes a lot of work.

But not with these five simple techniques.

In this unique episode of “The Sales Evangelist Podcast,” host Donald Kelly shares five ways to do daily outbound prospecting on LinkedIn. Tune in and discover these short and sweet tips.

1. Reach Out to People You’re Already Connected With

Donald discusses this as one of the easiest ways to do outbound on LinkedIn.

2. Utilize the “Permission To Ask a Question” Technique

He shares the importance of reaching out to clients within your networking connection.

3. Pay Attention to Who Engages With Your Posts

These people can be potential clients!

4. Celebrations

If you see someone celebrating something, start a conversation with them.

5. See Who Is Following Your Company

They’re already following your brand, so reach out to them.

There you have it! Short, sweet, and juicy LinkedIn outbound techniques. To build your pipeline and close more deals, subscribe to the TSE podcast to learn more about effective modern sales methods.

“If you’re not posting on LinkedIn, you need to post. People will engage with it, and your job is to engage with them.” - Donald Kelly.

Resources

Sponsorship Offers

This episode is brought to you in part by Hubspot.

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

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

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

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

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

Cold Calling's Not Dead...It's Just Harder! | Gabe Lullo - 1730 Dec 11, 2023

Show notes

You made five hundred cold calls in one day. In four hundred calls, no one answered, and in another fifty, the potential clients said a hard no.

In twenty-five calls, you received maybes; in the last twenty-five calls, the potential buyers said yes.

With you making so many calls in one day, you figured more people would say yes. This is why so many sales representatives believe cold calling is dead.

Bust, honestly, it’s not. It’s just the old methods of cold calling are dead. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with guest Gabe Lullo about the new cold calling techniques.

Gabe shares his expertise and insights on cold calling, sales strategies, and staying relevant in the ever-evolving sales landscape. Discover the importance of relevant messaging, personalization, human touch, and effective communication in this insightful episode.

Is Cold Calling Dead?

Addressing the prevalent debate, Gabe firmly asserts that cold calling is far from dead.
Supported by data and real-life experience, he emphasizes the effectiveness of cold calling in qualification, call-to-action, and appointment setting, debunking the myths surrounding its relevance in the current sales environment.

Modern Sales Approach

Gabe stresses the importance of an omnichannel approach, integrating call, email, and social platforms to establish meaningful and relevant connections with prospects.
He emphasizes the need for high-volume activity paired with a relevant message, highlighting the power of personalization and the human touch in driving engagement.

Strategies for Relevant Messaging

Gabe delves into the nuances of crafting relevant messaging, emphasizing the importance of relevance over mere personalization.
He shares insights on identifying and leveraging data providers to tailor messages according to the prospects’ specific verticals and ICPs, and the significance of using technology for optimizing communication channels.

The Role of Human Touch and Empathy

The conversation explores how human touch, empathy, and personalized, relevant communication set sales professionals apart in the current market.
Gabe emphasizes the need to sound like a human, not an AI bot, illustrating how to engage prospects effectively and foster genuine connections.

Optimizing Sequencing

Gabe challenges the traditional sequence approach, advocating for a burst of activities across multiple channels rather than drawn-out, segmented sequences.
He highlights the significance of engagement and conversation to drive effective communication, emphasizing the need to adapt and modernize sales strategies.

Mastering the Cold Call

Gabe shares valuable insights into mastering the art of cold calling, stressing the need for extensive training and knowledge of objection handling.
Understanding and anticipating objections empowers sales professionals to navigate conversations effectively and win at cold calling.

In this power-packed episode, Gabe provides invaluable insights into the world of cold calling and contemporary sales strategies. Listeners gain practical strategies for staying relevant, fostering engagement, and mastering the art of cold calling in the ever-evolving sales landscape.

Remember, cold calling isn't dead, and with the right approach, it remains a critical tool in the modern sales professional's arsenal. Discover how to use cold calling the right way in this TSE Podcast episode.

“Well, first off, cold calling is absolutely not dead. And I don't come to these calls with opinions because I think opinions are not really valuable. I come with data and stats, right? Our reps are making tens of thousands of phone calls per day. And we have a lot of close friends who have very large organizations in which we've built their in-house teams or at least assisted. And so we know what they're doing, too. Thousands of data points and calls have shown us that the phone is still the ultimate weapon for qualification, getting a call to action, and getting an appointment on the calendar.” - Gabe Lullo.

Resources

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

Insight-Led Selling | Dr. Stephen G. Timme & Melody Astley - 1729 Dec 08, 2023

Show notes

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn’t the only part of the equation; you first have to get their attention! In today’s episode of The Sales Evangelist, Donald is joined by Dr. Stephen Timme and Melody Astley to discuss their recent book Insight-Led Selling, which details how to learn how buyers think.

But first, why did they write a book?

Ultimately, Stephen and Melody wanted to create a resource their clients and community could utilize.
It’s harder than ever to sell to enterprise sellers (yes, people say that every year. But it’s true!) And COVID-aside, the subscription-based economy is growing.
There are more stakeholders than ever before in traditional buying processes. At the same time, implementation costs for platforms are lower, making it easier to switch between service providers.

They interviewed many executives to see how they felt about sales.

From AT&T, Coca-Cola, Proctor and Gamble, and even Honey-Baked Hams, Stephen and Melody interviewed executives to learn firsthand how they felt about salespeople. (If you were curious, Honey-Baked Hams didn’t even give them coupons. We’re just as disappointed as you are.)
They asked one simple question: what could sellers do better? Below were the three overwhelming responses:
First, tell me something I don’t know.
Second, how does what you’re selling align with my goals and strategies.
Third, make my life easy (and don’t give me a 30-page proposal.)

Personalization is more than inserting the name of each person in an email blast.

It’s developing a point of view that is interesting to the person you’re talking to.
Hold on, let’s say that again for those who missed it: spend a moment to develop a point of view interesting to the person you’re talking to.
As a sales leader, we expect output from our BDRs. But we can’t do this and expect results from a spray-and-pray method. The game has changed.

How can you implement these sales techniques?

For publicly-traded companies, you have access to specific financial figures; use that to align your selling proposition with their capabilities.
Explain the “how” you can help them before you can get into the “how much.”
For sales leaders, equip your salespeople with the specialized knowledge they might need.
You can self-learn if you feel unsupported by your organization, or (and an even better strategy), ask your organization for support.

Their final takeaway? Understanding the language of how a customer speaks (and relating that to financial objectives) is a skill that will last the rest of your career. Insight-Led Selling is available for purchase on Amazon or Barnes & Noble. To contact Melody and Stephen, reach out at info@finlistics.com or connect on their business’s LinkedIn page. (Or connect directly with Stephen and Melody.)

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