The Evolved Sales Leader – Détails, épisodes et analyse

How do you effectively bring prospects into your sales funnel and convert them?

Many marketers lean into complex storytelling, but that can be overwhelming to prospects who you're just starting to get to know. 

To better align your sales and marketing strategies, try thinking of your initial marketing as an invitation. You wouldn't want to overwhelm your guests with every little event detail. You would tell them a select few that they need to know and then let them decide whether to come or not. 

Your brand's initial marketing outreach should be the same way: direct, concise and to the point, with more details to follow for those who are interested. This way of doing things helps you give potential buyers the exact amount of information they need to become your clients.

On this episode of The Evolved Sales Leader, Kate DiLeo, founder of the SaaS marketing tool Brand Trifecta, dives into the three key pieces of information that you need to communicate to clients before they'll convert.

Listen in as we discuss:

• Why business is a conversation not a transaction
• What it takes to build an effective pipeline
• How sales and marketing should not be siloed but a collaboration
• The role and differences between pitching and storytelling 

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

In a recent sales enablement study, 74% of salespeople claimed they lost a deal due to a lower-cost competitor, but only 22% of buyers said price played into their decision. That’s a big difference! But where is this difference in perspective coming from?

To understand how a buyer goes about making a decision, you, as a salesperson or leader, have to throw out your assumptions, step into your buyer’s shoes, and ask yourself or the lead the following questions: 

What are the trends in their industry? 

What are the pain points in their business model? 

What goals do these executives have? 

With these questions answered, you can better create a winning sales strategy that converts prospects into clients. 

On this episode of The Evolved Sales Leader, Steve Gielda, co-founder of the sale enablement company Ignite Selling, shares how buyers think, revealing the true reasons for lost sales and the ways to turn those losses into wins.

Listen in as we discuss:

• Determining the level of influence of key decision makers
• The decision criteria that matters most to companies
• How to validate your assumptions for more accurate client understanding
• Accelerating your sales pipeline through research, training, and critical thinking

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

Transformation is B2B’s middle name – and over the last few years, it’s been living up to it.

Digital advancements, buyer behavior, data-driven insights, and thought leadership are just some of the factors contributing to the shift in the business-to-business landscape – and sales & marketing teams that aren’t already on top of the shift are lagging behind.

On this episode of the Evolved Sales Leader, Omni Lab co-founder Jonathan Bland, shows sales & marketing leaders the step-by-step process of reducing friction, lowering customer acquisition costs, and aligning with the way your prospects want to buy in today’s market. 

Listen in as we discuss:

• The biggest shifts in the buyer’s journey today
• Why it’s important to focus on demand generation
• Building a funnel that supports the buyer
• How to effectively replace the demo call

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

It’s nearly impossible to get through a business-focused conversation without hearing a mention of Artificial Intelligence (AI). Since the launch of ChatGPT, companies and sales leaders alike have started to consider what a future powered by AI might look like:

Computers selling products?

Sales people without jobs?

Processes developed by robots?

While there aren’t any concrete ways of telling exactly what the future of AI in the business world looks like, there are some known systems you can implement now to make the shift more palatable.

On this episode of the Evolved Sales Leader, John Barrows, business consultant and AI mastermind, explains the importance of embracing AI instead of running away from it.

Listen in as we discuss:

• Bridging the gap between human-driven efforts and AI
• How to effectively leverage AI tools in your sales position
• The role leadership plays in embracing AI within their business
• AI tools you should be exploring right now

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

Despite popular belief, LinkedIn is not just for social selling and networking. 

Salespeople (as you might see in your very own inbox) have increasingly become privy to the platform’s outreach capabilities. However, there’s a less utilized component of LinkedIn that few are taking advantage of: the platforms paid marketing tools.

On this episode of The Evolved Sales Leader, Aaron Zakowski, B2B marketing expert and  Founder of Zammo Digital Marketing, dives into LinkedIn’s paid marketing solutions that will have you generating a profitable pipeline in no time.

Listen in as we discuss:

• LinkedIn’s current role in B2B business development
• The least known aspects of LinkedIn’s paid marketing options & how to use them
• The truth behind lead forms and lead magnets
• Common misconceptions about marketing on LinkedIn
• Where to begin with LinkedIn’s paid marketing options

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

In the ever changing world of business development, sales tactics like prospecting and lead generation are becoming increasingly harder to stay on top of. 

What are the newest trends in outreach?

How do you appropriately personalize your messages?

Is it even possible to gain a leg up on the competition?

Though the B2B sales market is becoming complex, one platform has remained important through all of the ebbs and flows – LinkedIn. Yet, the platform’s importance makes it equally as important for salespeople to know how to utilize it appropriately.

On this episode of The Evolved Sales Leader, Alex Boyd, Founder of Revenue Zen, shares a proven LinkedIn lead generation strategy that creates a pipeline of new accounts and requires way less time than you’d think possible.

Listen in as we discuss:

• The importance of pairing LinkedIn outreach with other techniques
• Where companies & salespeople are missing the mark in outreach efforts
• How to use personalization techniques for successful outcomes
• Spending minimal time on outreach with maximum results

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

New artificial intelligence (AI) tools seem to be popping up by the day, and the topic is creating a buzz.

There are conferences dedicated to it. There are an uncountable number of articles about it. And chances are, whether you’re walking down the street, watching TV, or in a meeting at work… you’re going to hear about it.

Especially in sals, there’s fear that AI will wipe out the human-centered workforce as we know it. Others are embracing the power of artificial intelligence by using it as a partner in their day-to-day.

On this episode of The Evolved Sales Leader, Matt Green, CRO of Sales Assembly, dives into regaining a human edge in an AI-driven sales world.

Listen in as we discuss:

• Why companies should embrace the benefits of AI, not run from them
• Harnessing the power of AI to make daily tasks more efficient
• Using a human-edge to break through in an AI world
• How to best leverage AI as a partner in sales outreach

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

Open your LinkedIn messages and start counting.

How many messages are freezing cold with in-your-face sales pitches for products and services that you don’t want or need?

In the case that you are reached out to about a product or service that is of use to you, a cold email – if done wrong – can be a huge turn off.

Yet, restrictions on retargeting campaigns are making some sales experts believe that cold emails are now more important than ever — when they’re done right, that is.

On this episode of The Evolved Sales Leader, Chrisley Ceme, Head of Business Growth at Senders, discusses the obstacles involved with cold email and how to overcome them to get more wins.

Listen in as we discuss:

• The most common mistakes made in cold outreach
• Key elements and best practices for successful email campaigns
• How to utilize email as an engine for growth
• The truth behind subdomains
• Setting your email cadence up for wins

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

Hiring has long been a time consuming process. 

When you finally find the right fit for your needs and your team, the process just seems to slow down even more. The HR onboarding process. Individualized and team trainings. Ramping the new hire up for optimal performance.

If you’ve ever asked yourself if there’s a way to cut the time it takes for new hires to become productive – the answer is yes.

On this episode of The Evolved Sales Leader, consultant and trainer Marcus Chan, dissects the proven system you can begin implementing today to help new hires achieve max performance in half the time.

Listen in as we discuss:

• The four-part approach to simplifying the hiring & ramp up process
• Why leadership plays an important role in onboarding
• How to effectively use role playing during interviews
• Implementing live coaching strategies for continued success

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

As a sales leader, you’re sure to have heard a comment or two about the possibility of artificial intelligence (AI) taking over the workforce – and possibly the world. 

Whether there’s truth to those comments or not, one thing is certain: AI is rapidly advancing. To keep up with its ever-changing capabilities, business development professionals are going to have to, well, keep up.

On this episode of The Evolved Sales Leader, Anton Dobrzhanskiy and Miro Putkonen, founders of Finland-based AI startup, Epicbrief, answer pressing questions about the implications of AI in sales and walk through the process of using as a partner to get a leg up on your competition.

Listen in as we discuss:

• Whether or not humans are becoming obsolete in sales
• The strengths and weaknesses of AI
• How to meaningfully utilize AI in your sales role 
• Ways to immediately integrate AI to optimize your workflows

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.