The Sales Evangelist

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[LIVE COACHING] What Should I Know Before Hiring My First Seller | Cat Hutchings - 1698 Aug 25, 2023

Show notes

For the last few years, you have relied heavily on SEO strategies to attract customers to your business. Of course, there's nothing wrong with this. But as your business grows, you may want to hire a seller to attract more leads and improve sales.

But how do you know you have found the right person to improve your sales strategies?

In this unique episode of the Sales Evangelist Podcast, host Donald Kelly does a live coaching session with Cat Hutchings to help her find the perfect seller for her new business. Whether you're a business owner, sales professional, or simply interested in improving your sales approach, this episode offers actionable tips and advice.

Cat Hutchings Background

Cat Hutchings is a successful entrepreneur and Etsy owner of Spotlight Jewelry.
She also coaches other Etsy owners to become successful on the e-commerce website.
Cat is in the works of launching another business, so she came to Donald asking questions on how to find the ideal salesperson to join her team.

Live Coaching Session: Hiring the Right Salespeople

Many business owners ask themselves whether they should hire an individual or an agency when trying to get leads.
Donald suggests using tools such as Apollo IO to attract leads. These tools allow you to view names, email addresses, and other contact information.
If you decide to hire an individual, ensure they know how to handle the entire sales process and not just the end.

Effective Outreach Strategies

As a salesperson, you must research to target the right customers. Cat shares an example of a sales representative who researched her before reaching out.
However, the sales representative did make a minor mistake, and Donald shared feedback on what he could’ve done better.
Deep research and tools like CrunchBase can help identify relevant individuals. One can craft personalized and impactful outreach messages that resonate with potential customers by leveraging visible triggers or signals.

B2B vs. B2C Companies and Marketing Collaboration

Donald highlights the importance of collaboration between marketing and sales in B2B sales. While marketing lays the groundwork by running ads, email campaigns, blogs, and LinkedIn ads to attract the right audience, sales professionals take over to engage in one-on-one conversations and drive potential customers toward making a purchase.
B2C sales typically have shorter cycles, often requiring a more transactional approach. However, certain products and services can be sold remotely and automatically through websites, reducing the need for active outbound efforts.
Donald also shares the difference between working with a startup and a well-established company.
Startups can attract individuals hungry for new challenges, those looking to add startup experience to their resumes, and professionals seeking to make a noticeable impact within smaller organizations.
While there is an inherent level of risk, social proof and a proven track record can significantly attract the right individuals.

Are Sales and Marketing the Same?

You may think that marketing and sales are the same thing, but it’s not.
Marketing is attracting leads to your business and getting them to the checkout point.
Sales is the process of payment transactions within the business.

Importance of Systems and Processes

Donald emphasizes creating reliable systems and processes, particularly in sales.
Documenting procedures and creating playbooks can make transferring roles within a team easier and more efficient.
Strong systems and processes are vital in facilitating business growth and scalability.

Host Donald Kelly shares insightful strategies for hiring the right people for your sales teams. He also advises attracting ideal customers, navigating B2B and B2C sales, and optimizing outreach efforts. Whether you're a business owner, sales professional, or aspiring entrepreneur, this episode offers a wealth of knowledge to help you succeed in the competitive sales world.

"Finding the right people shouldn't be a challenge as individuals are willing to take the leap and join a startup." - Donald Kelly.

Resources

Cat Hutchings LinkedIn

Cat Hutchings Instagram

Sponsorship Offers

This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.
These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.
We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

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 Things Every Seller Must Master to Be Great! | Donald Kelly - 1697 Aug 21, 2023

Show notes

What makes some individuals outshine others in the sales profession?

In this episode, our host, Donald Kelly, shares valuable insights on how sales professionals can thrive by mastering communication skills and taking imperfect action. As a seasoned sales expert, Kelly has built a successful empire, starting from a $39 microphone, and now running the Sales Evangelist and TSE Studios.

Join us as we delve into the key skills to help you succeed in the competitive sales world!

The Journey of Donald Kelly

Kelly shares his journey in building the Sales Evangelist podcasting empire.
The skills and experience he gained as a sales professional contributed to his success.
Currently, at Podcast Movement, Kelly teaches podcasters how to sell their podcasts effectively and imparts valuable sales principles.

The Key Skills for Effective Sales Communication

Within the ten years of Kelly building his podcast empire and being a sales professional, he learned five effective skills that helped him succeed.
These skills he shares can help sales professionals to thrive in any environment and adjust their strategies accordingly.

1. Finding People with Problems and Offering Solutions

Finding potential clients who have problems is the main role of a sales professional.
Using tools like Chat GPT, Apollo IO, and LinkedIn Sales Navigator, sales reps can identify individuals using competitor software.
By reaching out to these prospects, sales professionals can offer solutions to their problems, such as difficulty generating reports using their current CRM software.

2. Mastering Communication Skills for Success

Effective communication is the key to conveying the value of what sales professionals have to offer.
By practicing active listening, reflecting on past calls, and analyzing areas for improvement, such as asking more questions, using storytelling, or employing analogies, sales professionals can become exceptional communicators.
Kelly highly recommends that sales reps enhance their communication skills with the Toastmasters program.

3. Adaptability and Creativity

You must be able to adapt to the changes within the sales world. This is the best way for you to thrive within different environments.
Be creative in your sales approach when reaching out to prospective clients. Consider using Chat GPT to create successful sales strategies in emails. You can also brainstorm with others to learn their secret tactics.
Kelly suggests looking into Dale Dupree on how sales representatives can stand out among their prospective clients.

4. Design a Clear Plan

You can’t just wing it as a salesperson; you must go into every approach with a clear plan.
Donald shares his book, “Sale it Like a Mango,” to help sales representatives create a daily plan.
Remember, you must think like an entrepreneur to thrive as a sales representative!

5. Taking Imperfect Action and A Positive Attitude

Taking action is often more critical than perfect planning. Imperfect action allows for learning, iterating, and improving along the way.
While setbacks and rejection are common in sales, maintaining a positive attitude is crucial. Believing in the value of one's product or service and confidently promoting it sets the foundation for success.
Receiving a "no" should not discourage sales professionals from pursuing future opportunities.

Donald provided actionable insights for sales professionals looking to thrive in their careers. Remember, success in sales is not just about planning but also about taking action and learning from it!

“My philosophy is to be successful you must do the opposite of what everyone else is doing. If you can do that, money in the bank all day long.” - Donald Kelly

Ready to take your sales skills to the next level? Don't miss out on valuable insights and strategies from industry experts. Subscribe to The Sales Evangelist podcast today and gain exclusive access to episodes that will transform your sales techniques.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

3 Tactical Ways ChatGPT Can Help You Set More Appointments | David Kreiger - 1696 Aug 18, 2023

Show notes

Everyone fears AI tools will steal jobs, especially in sales.

However, this is far from the truth! These advanced chatbots are here to make our work easier and get things done more efficiently. You just have to learn to use the AI tools and ChatGPT to your advantage.

The host, Donald Kelly, and special guest, David Kreiger, founder of SalesRoads, explain how in this episode. They emphasize the importance of using AI to enhance the understanding of customers and prospects rather than merely automating processes. So, let's dive in and discover the power of composed audio and AI in sales.

Utilizing Chat GPT for Role Playing and Coaching

● Most people find it challenging to use Chat GPT and feel the tool doesn't create exactly what they want.

● Kriger shares why you should give Chat GPT a persona when interacting with the tool and creating content.

● He also provides an example of how sales representatives can role-play with the tool to create buyer personas.

● You shouldn't rely solely on it to build customer profiles and buyer personas. Instead, view AI and Chat GPT as helpful tools within the sales process.

Unveiling the Potential of AI in Marketing

● Donald discusses the introduction of Facebook ads and discovering the impact of incorporating complexity and more details in their ad content.

● They admit their early struggles with Facebook ads but highlight the pivotal role played by grasping the significance of feeding in detail.

● They express gratitude for the eye-opening insights shared by their conversation partner, acknowledging the transformative power of AI tools in generating different iterations of an ideal customer profile.

The Benefits of AI in Crafting Ideal Customer Profiles and Buyer Personas

● The conversation delves into building ideal customer profiles and buyer personas using AI and chat GPT.

● Kriger emphasizes the value of engaging in conversations with the target market to create accurate profiles.

● He also highlights how AI tools can facilitate information generation and effortlessly interact with personas, providing insights that would be otherwise unattainable daily.

The Three Tactical Ways to Use Chat GPT

● Tell Chat GPT who it is: It is still in its early stage, and you have to be as detailed as possible to get the desired results when using the tool.

● Take advantage of Chat GPT: Remember, it's not here to take our jobs! People who know how to use AI tools effectively will be the ones to excel in the sales profession. So, take advantage of this accessible technology and learn how to use it properly.

● Start using AI tools: If you want to create ICP, give it your marketing and buyer's persona information. You can only get good at using the tools by interacting with them and testing what does and doesn't work.

"AI doesn't replace people; it gives you additional capabilities and superpowers." -David Kreiger

Do you want to revolutionize sales performance and succeed in sales strategies? We know you do! So, be sure to follow the Sales Evangelist podcast to hear more from our wonderful guests!

Resources

David LinkedIn

Sales Road website

Sponsorship Offers

This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.
We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

How to Create Value and Urgency by Asking Better Questions | L'areal Lipkins - 1695 Aug 14, 2023

Show notes

Many sellers struggle with pushing clients to close a deal because they don't want to appear too strong. In this episode of the Sales Evangelist podcast, host Donald Kelly speaks with L'areal Lipkins, a B2B sales team consultant. L'areal shares insightful questions to drive urgency and motivate prospects to act more quickly.

Who Is L’areal Lipkins?

L'areal owns Lipkins Consulting Group and works with B2B sales teams to sell value.
She helps teams optimize their sales processes by applying guided strategies and psychology.
Through her teachings, sales teams can understand why they're doing things and not only focus on selling tactics.
She helps people make more money!

The Problem With Urgency

There are two types of salespeople: those who are too pushy and those who wait to close a deal.
Don’t make the mistake of conversing too long or coming off too strong. It can cost you money!
Use the Whole Pie framework to create value and urgency with enriching questions.

What Is the Whole Pie Framework?

The Whole Pie framework uncovers the real problem prospects are having and helps sellers to dive deeper into discovering it.
Sellers ask three types of questions: problem, impactful, and emotional.
With the framework, sellers can show prospects that their situation is important to them and they want to fix the problem.

Problem Questions

These questions involve what prospects are comfortable discussing.
Sellers don't have to dive too deep into finding the problem.
Problem questions include, "Tell me about that" or "When did you first notice this?"
80% of sellers make the mistake of selling the problem!

Impact Questions

These create a ripple effect of discovering actions prospects actions in making sales.
How is it impacting the team, company, and association?
Only 10% of sellers ask impact questions!
Why don't sellers ask more impactful questions? The two reasons are the need for more training and learning to use their words.

Emotion Questions

Most salespeople don't ask these questions because they don't want to get too personal. Only the elite sellers dive this deep!
Emotion questions are "I'm so tired of this not working" or "I feel overwhelmed."
Sellers discover the personal impact that's keeping prospects from closing a deal.

“But we all have problems; we're not going to pay enough, we're not going to pay because they're not big enough to solve.” - L’areal Lipkins

Do you want to make more money? Of course, you do! Connect with L’areal Lipkins and follow the Sales Evangelist podcast to become a better seller.

Resources

L’areal Lipkins LinkedIn

Lipkins Consulting Group

What Top Performing Sales People Do Different?

PIE magnet

Sponsorship Offer

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing, and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

How Time Kills Deals and Ways to Move the Sales Along | Tim Rohrer - 1694 Aug 11, 2023

Show notes

In today’s episode, our host, Donald Kelly, speaks with guest Tim Rohrer. Rohrer has years of experience in radio advertisement and is the author of “Sales Lessons From the World’s Greatest Mentor.” Discover how he learned the hard way that time kills sales.

Time can kill sales: How is this possible?

Tim shares his first loss while working as a radio advertisement before the days of social media. During that time, it was essential for a salesperson to have personal conversations with prospective clients. Tim found the perfect client and connected with him. He returned to his office to create a proposal and place it in a file until the meeting day.

However, Tim saw him two days later, and the client asked him a question in an odd way. Tim didn’t think much about it, but his gut told him he should. When the meeting day came, he soon discovered why closing a deal is crucial when you have prospective customers where you want them.

Always close a deal quickly and use tools to help you do so. For example, consider creating sales templates to give potential clients an idea of what they’re getting into. Then have them come in the very next day to have them sign the contract.

Strike while the iron is hot!

Those within real estate know, more than likely, there will always be two decision-makers when closing a deal. You show them everything they need to know to help them decide immediately.

However, one potential client says we must consider it, and the other agrees. Do you let them leave so they think about it?

The short answer to this is no! Tim shares why you must keep questioning them when they tell you we’ll think about it.

What if the decision-makers are away?

Tim shares why salespeople need to improve their communication and presentation skills. You won’t always be selling directly to the decision-makers. Sometimes you have to deal with the influencers.

Influencers are your future salespeople. However, they’re not as good as you!

Tim shares how you can help them remember key points of your presentation, so they’ll do an excellent resale to the decision makers.

“Be ready to do business today with people who say yes” - Tim Rohrer

Resources

Tim Rohrer’s Book: Sales Lessons From The World’s Greatest Mentor

Tom Freeze’s Book: question-based selling

Website: TimJMRohrer.com

Sponsorship Offers

This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

2. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.

3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

How To Get Over Any Sales Objection! | Marcus Chan - 1693 Aug 07, 2023

Show notes

You find the perfect client and start proposing a deal with them. When you are about to close the sale, the potential client says, “I have to think about it.”

What are you going to do now?

In this episode, host Donald Kelly talks with Marcus Chan, the founder of Henley Consulting Group. Chan shares the Heart Framework to help sales reps overcome objections.

HEART Framework

H - Heard. Use this framework for any objection thrown your way. For example, if the objection is, let me think about it, start with the letter H for heard. You show them a little empathy and make them feel heard.
E - Elaborate. Next, have them discuss what is on their mind with the letter E and elaborate on the objection. Ask, "Can you tell me more about that?" Marcus provides an excellent example of how digging deeper can help sales reps find the root objection.
A - Aside from that objection. After you have them elaborate more, move on to A, aside from that objection. Do they have any other questions or comments that may make them object to the deal?
R - Rectify Value - Make them tell you why they should take the deal. While they are talking about it, ask them what they like most about it or how they think it can improve their business.
T - Transition to Close. After this, you may notice that they no longer have the same objection, move on to the letter T. The T stands for transition to a close.
Show your potential clients how you can help them overcome their objections. For example, you can include a happiness guarantee within your contract.

Tonality: does it make a difference?

The way you deliver your message will relay differently to your clients. Your tone can show them that you care about their problem or it can make them feel like you’re just trying to close the deal.
If your delivery isn’t making them feel at ease, their brain goes into fight or flight mode. By making them comfortable with your tone, they’re less likely to do this and more likely to listen to what you say.

Why don't most sellers ask more questions?

Often it's due to fear of not knowing what to say in case of an objection. However, some sellers are more worried about getting the sales as quickly as possible.
Don't make the mistake of offering discounts and using closing tactics immediately. You're causing more problems and avoiding finding the real objection.
Instead of rushing, take your time and converse with the potential buyer. Eventually, they'll open up and tell you everything you need.

Do you want to start practicing the HEART framework?

If you listen to the end, Marcus shares a detailed step-by-step for BDRs. It’s pretty simple, and you’ll probably have tons of fun while practicing the framework. Doing it daily will help you become great at using the HEART framework.

Resources

6-Figure Sales Secret Book

Sponsorship Offer

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

How to Identify Key Stakeholders and Properly Engage Them | Dave Fink - 1692 Aug 04, 2023

Show notes

Quality beats quantity when it comes to lead generation, prospecting, and moving customers through your sales funnel. Knowing who to talk to and how to reach them can save you from getting caught up in drawn-out back and forths with the wrong people. In today’s episode, our host Donald Kelly meets with Dave Fink, the CEO and Co-founder of Postie. They talk about boosting efficiency and effectiveness in the sales process through focusing on ideal buyers.

A Clear ICP Leads to Efficiency

Casting a wide net and gathering as many leads as possible may sound like a great sales strategy, but it isn’t the most efficient.
Developing specific Ideal Customer Profiles (ICPs) can help sellers identify customers that are a perfect fit.
Weeding out clients won’t be a perfect fit may seem time-consuming, but in the long run, you avoid wasting time with prospects who can’t, or won’t, become customers.

Engage the Right People

Not everyone in the company is a decision-maker or influencer. The people who stand to benefit from your product may not have the power to buy, so figure out who does.
With recent layoffs all over the tech industry, there are fewer people in companies so it may be easier to reach decision-makers.
Not all decision-makers think or act the same way. Things change. Consider how macro trends may be impacting them and treat them with empathy.

Handling Discovery Properly

Do research about the person you’re going to be talking to and the company they’re a part of. Knowing their position in the company can help you understand their point of view.
Just like doctors can have a great bedside manner that makes you feel safe and comfortable, sellers who treat discovery like a conversation rather than an interrogation will have more success.

“I very much believe that information is power. Quite frankly, if you’re an inquisitive person, whether you’re successful in a specific prospecting initiative or sales cycle, you’re going to learn something from it.” – Dave Fink

Resources

Check out the website: http://postie.com for great content!

Connect with Dave Fink on LinkedIn

Sponsorship Offers

This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.
We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

This is How BDRs & AEs Should Collaborate In 2023 | Katie Swick - 1691 Jul 31, 2023

Show notes

It’s challenging to be in sales right now, and keeping up isn’t enough – it’s time to get ahead of the curve. Bringing AEs and BDRs together to learn from each other will make your organization stronger and more cohesive. In today’s episode, our host Donald Kelly meets with Katie Swick, the Global Sales Enablement Lead at Stripe, to hear how her team’s collaborative approach to learning has revolutionized the way they sell.

A Symbiotic Relationship

When AEs help educate BDRs, the BDRs in turn become better at finding quality leads. This makes the AE’s job easier in the long run.
BDRs learn better prospecting skills AND what makes a good AE through the program. This makes them more effective in their current positions but also prepares them to be great AEs in the future.
AEs also report learning a lot from the process and see the value in training BDRs – they volunteer to help out!

Getting Ahead of the Curve

BDRs need to understand how to “lose fast” rather than hang on to prospects that aren’t going to go anywhere. AEs can educate BDRs on how to identify qualified leads.
Technology is moving quickly, and prospecting in particular has changed a lot. BDRs can help AEs upgrade their prospecting skills.

Bridging the Gap Between AEs and BDRs

In cases where AEs are too busy to handle all potential accounts, BDRs can jump in and help move smaller clients through the pipeline.
AEs also, in some cases, will help BDRs with prospecting to add to the top of their sales funnel.

“The program is really meant to stay at that cutting edge and say, ‘Hey, what’s working? What’s not? How do we take advantage of that?’ Because we know that a sales technique that worked two years ago probably isn’t going to work today.” – Katie Swick

Resources

Reach out to Katie Swick on LinkedIn

Sponsorship Offers

This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

2. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.

3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

How to Engage Economic Buyers and Get Them to Talk | Jakub Hon - 1690 Jul 28, 2023

Show notes

Midway through the sales process, you might find your deals stagnating because you’re just not talking to the right people. In today’s episode, our host Donald Kelly talks with Jakub Hon about connecting with the stakeholder who can make that final call. We’re sure you’re going to get a lot out of this interview. For more from Jakub, check out his webinar on August 2nd at 8 AM Eastern!

Recognize the Buyer

The buyer is someone who can say yes, even when the team says no, or vice versa. They have the final say on where the budget is going to be allocated.
If your “champion” at the organization is on board, your next task is to probe them for more information that will lead you to the economic buyer.
Ask questions about the organization’s approval process so you can start mapping it out.
Ask “numbers” questions about budget, revenue, etc. to find out whether your champion knows the answers or knows someone who does.
Stay aligned with your champion all the way through the process – you still want them on your team!

Get Your Prospect to a Meeting

If your champion doesn’t want you to bypass them to talk to their boss, ask questions they’re not able to answer and they’ll direct you to the person who can. If that doesn’t work, be blunt.
It’s okay to give and take. Sellers like to give, don’t forget to ask for something in return! Offer things like demos and free trials in exchange for contact information for higher-ups.
If you reach out to the economic buyer and they brush you off onto someone else, ask for a short meeting with them to discuss their perspective on where the business is headed. This won’t be a conversation about features – let them know that!

Encourage Them to Talk

If there is information out there on the company, you should already know it. Don’t ask the economic buyer about their value proposition. Do your homework.
Start or end the message with questions. Even if they don’t answer the question, it may spark interest.
All communication should be relevant and direct.
Keep your conversation about business and not about features.

“If you’re not aligning with the economic buyer and you talk just to your champion… usually these deals slip from the pipeline, because, guess what? There’s the competition talking to the [other stakeholders] and involving the economic buyer in their sales process. If you’re not in control of the process, there’s somebody else controlling the process.” – Jakub Hon

Resources

“How to Sell to the C-Suite” Webinar on August 2nd – Registration Link

SALESDOCk.com

Connect with Jakub Hon on LinkedIn

Sponsorship Offers

This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.
We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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

Stop Saying "Just Bumping This Up" | Donald Kelly - 1689 Jul 24, 2023

Show notes

It’s time to level up and set yourself apart in an executive’s inbox, but you know it’ll never happen as long as you keep parroting the same lines your prospect gets from every other seller. In today’s episode, our host Donald Kelly gets into why we should NEVER use the phrase “just bumping this up” in a follow-up e-mail. Listen in to hear the things you should say instead!

The Problem With Saying “Just Bumping This Up”

When you say, “Just bumping this up,” you’re prioritizing yourself in their inbox and insinuating that they aren’t organizing their e-mails. This annoys prospects and turns them off.
Your prospects are busy people with a lot on their plate. “Just bumping this up,” is a filler phrase that doesn’t add any value and shows a lack of effort on the seller’s part.

How SHOULD You Follow Up?

Focus on the same pain point that you highlighted in the first e-mail. Then show the prospect your solution by making a quick video describing or demoing it.
Think from your prospect’s perspective. They’re busy people – if their objection is that they don’t currently have time to meet, let them know you can meet later on.
We use the Spotlight feature on LinkedIn SalesNavigator to identify prospects who have posted on LinkedIn during the last 30 days (try it free for 60 days at linkedin.com/tse). Use information from LinkedIn to identify triggers and bring those up in your follow-up.
You can also use testimonials or describe the experiences of other clients who you serve.

“No matter what you sell, whether it’s a water bottle or it’s a complex HR solution for an enterprise-level organization, you need to think, behave, and act like a consultant and recognize the capability in your role, and treat your e-mails and communication accordingly. Otherwise, [prospects] are going to treat you the way that you sound. You don’t want to sound just like a sales professional, just like an order taker. Jump up in your position.” – Donald Kelly

Resources

Check out episode 707 for more ideas on following up!

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This episode is brought to you in part by LinkedIn.

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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