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.

Impactful founders and executives are constantly planning for the future and expansion of their company. 

Yet, knowing which levers to pull to reach the next stage of growth can be a daunting, sometimes painstakingly long, process. For this reason, finding innovative ways to approach and systematize growth is key.

On this episode of The Evolved Sales Leader, Abhi Golhar, business consultant, accomplished author, and TEDx speaker, explains the engineering behind what growth levers to pull, what frameworks to follow, and what research-based strategies companies can use to create an easier and healthier growth path for their business.

Listen in as we discuss:

• The three major growth components of every business
• How technology plays a part in adapting for and building businesses of the future
• An in-depth analysis of successful business growth
• How to implement research-based strategies for company growth

LISTENER BONUS: Abhi’s new workshop, “The Order of Operations,” dives into the four stages of business and gives insight into the KPIs you can use to measure success at each stage. For more information & to gain access, email a@meridianeightyfour.com.

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

As humans, we hold our surgeons, engineers, and lawyers to the highest standard. The same should be true for salespeople.

Afterall, sales requires an intricate level of expertise. 

To achieve and maintain sales proficiency, sales leaders must equip their teams with ongoing, world class training coupled with cutting edge tools and technologies.

On this episode of The Evolved Sales Leader, Chris Manitus, VP of Global Sales at 7th Level Communications, gives a masters in the best practices for advancement in the field of sales.

Listen in as we discuss:

• Overcoming obstacles with sales training
• Producing a structured approach to your cold call strategy
• Tips for building a rapport with prospects
• Benefits of advanced sales training for serious professionals
  
  

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

When people think of success on social media, they usually think of one thing: going viral. But creating a viral post on LinkedIn isn’t an easy 1-2-3 formula. It’s a combination of creativity, information, trends, engagement, and consistency.

By focusing your efforts on learning these traits and topics, you can create your own path to going viral that will support your social media presence and ultimately your company.

On this episode of The Evolved Sales Leader, Anton Dobrzhanskiy, who co-founded the AI-powered sales SaaS company Epicbrief, takes you through his journey creating viral content on LinkedIn and what you can do to get there too.

Listen in as we discuss:

• Being intentional about what your audience wants to hear
• Capitalizing on trends early on to get ahead
• How quality engagement helps boost your post and your company’s reputation
• Using metrics and data to craft your strategy

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

There are many factors to consider when building an outbound sales division. Culture, structure, and best practices will ultimately determine success. Yet, there’s one important (and oh so expensive!) factor that’s often overlooked: time.

The time you spend training your team.

The time your team spends on their daily tasks.

The time it takes your lead to get through the funnel.

On this episode of The Evolved Sales Leader, Michael Bassin and Daniel Schwartz, Co-Founders of ScaleUpSales, teach you how to exert your energy on the right outbound activities to save time and money on your outbound efforts in the short and long term.

Listen in as we discuss:

• Why structure is critical to a successful outreach email
• How to place yourself in your customers shoes when crafting your pitch
• What works and what doesn’t when approaching trial and error
• How to get your team’s buy-in on your outbound strategy

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 salesperson, you’re often alone in a sea of prospects, casting a line to try and catch whatever bites. Of course, you’re keeping an eye out for the biggest fish, but until they cross your path, there are plenty of smaller fish to catch. 

Finally, you reel in the whale (ahem, high-level account) you have been patiently waiting for. To catch this whale, you’ve positioned yourself in the deep, dark waters of the prospecting world. After catching the whale, you’re confident; forever equipped with the tools, strategies, and systems to convert more big accounts in the future.  

On this episode of The Evolved Sales Leader, Ryan Staley, sales coach and one of the few sales experts specializing in winning seven and eight figure accounts, dives into the questions that will open up your prospects and the framework you can implement to systematize selling to high-level accounts immediately.

Listen in as we discuss:

• How to move up the market for the “whale” accounts you want to target
• Ways to build personal, human connections with your stakeholders
• Systematizing, targeting, structure, and outreach 
• Effective targeting strategies for small and large accounts

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 SaaS founder, you find yourself in uncomfortable situations all the time. 

Confronting an employee? Inevitable. 

Giving bad news to a client? Also inevitable.

When faced with these situations, do you tend to avoid the discomfort or lean into it?

If your answer is avoidance, you’re not only standing in your own way, but in the way of the team you’ve worked so hard to build.

On this episode of The Evolved Sales Leader, seasoned tech entrepreneur, Sterling Hawkins, explains how he’s utilized the ups and downs of his tech career to display the need and benefit of confronting discomfort as a startup leader… and how you can, too.

Listen in as we discuss:

• Why leaning into discomfort is imperative as a founder
• Red flags in business relationships
• Changing your perception of yourself and others to develop your comfort levels 
• Why fear of the unknown is healthy and can help you thrive in unpredictable environments

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

What’s the most important consideration SaaS founders should be making when scaling a healthy company?

If you answered growth, you’re not wrong (or right). 

No matter how great an idea is, growth will not occur if the founder is not able to successfully lead the company through the various phases of idea execution. 

On this episode of The Evolved Sales Leader, Nachum Kligman, author of Book like a Boss, puts the power in the hands of SaaS founders as he discusses the most successful leadership strategies he’s uncovered during his years of entrepreneurship.

Listen in as we discuss:

• Lessons new and young entrepreneurs should follow (or avoid!)
• Pros and cons of hiring an outside consultant for leadership training
• How to choose a great business partner
• Assessing your business success beyond profits

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

Though a long-standing tradition in the sales world, cold calling is painful for sales reps and leads alike. So much so that modernized sales organizations are considering abandoning the strategy altogether.

On the other hand, some sales experts think the shift away from cold calling is a mistake. 

Is cold calling really a dead strategy in 2023…or are you just doing it wrong? 

On this episode of The Evolved Sales Leader, Kevin Hopp, outbound sales guru and host of the popular sales podcast, The Call Guys, corrects misunderstandings about cold calling, and delivers knowledge and actionable tips that can breathe new life into anyone’s cold calling technique.

Listen in as we discuss:

• The modernized and developed framework for successful cold calling
• Creating a process cold calling within your sales team
• How utilizing different tools and tech stacks can lead to improved calls
• Ways to motivate your team to commit to the cold calling long-game

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

SaaS companies across the country are zipping their wallets, re-strategizing for next quarter, and calling their best sales teams to action in preparation for another potential recession. It can be easy to feel hopeless and look towards job cuts to bunker down for another bad quarter.

Contrary to popular belief, companies can still flourish in the midst of the uncertainty. It starts by channeling energy and resources into your existing sales engine.  

On this episode of The Evolved Sales Leader, Meghann Misiask, expert sales consultant with a long history of developing elite sales team performance, details how your company can recession-proof your current sales team so they never miss a beat.

Listen in as we discuss:

• How market condition shifts can affect the entire company strategy
• Frameworks for building and developing your sales team
• The MEDIC deal scorecard framework 
• Implementing weekly sales coaching for sales leaders and founders

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

Outbound selling has never been an easy task but the last few years have pushed it to the edge. With sales professionals consistently being shut down, pipelines shrinking, and quality prospects fewer and further between, some companies have discussed abandoning outside selling altogether. 

Contrary to popular belief, with the right strategy and people, outbound can still be one of the most effective ways to create huge momentum for an existing company.

In this episode of The Evolved Sales Leader, Kevin Warner, co-founder of CIENCE and CEO of Ledium.io, details his firsthand experience succeeding in outbound sales and outlines the ways your team can follow in his footsteps.

Listen in as we discuss:

• Common misfires in B2B sales
• Key components of building a successful outbound strategy
• How to accurately incentivise sales employees
• The importance of mitigating risk in today’s economy

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

Business leaders are often in pursuit of ways to grow their companies faster, better, and more cost-effectively. However, it's essential to recognize that maximizing the effectiveness of existing teams and resources can provide a fresh edge. Instead of solely focusing on expansion, investing in improving current operations can save money and position businesses for sustainable growth in the long term.

In this episode of The Evolved Sales Leader, Sam Kuehnle, VP of Marketing for Loxo, brings his decade of demand generation experience to provide vision and tools to showcase how to quickly and effectively generate a dramatic boost in sales for your SaaS company.

Listen in as we discuss:

• Recognizing how your current team can match your current strategy
• Common client acquisition strengths and mistakes
• Quick ways for Business Developers to get their wins
• The Sam Kuehnle approach to building  better funnel management

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

Just like companies cannot exist without clients, clients cannot exist without a fruitful sales effort. Gaining qualified clients is the mission of sales professionals no matter the size of the business. 

While some tried-and-true methods of sales involve sitting in a cubicle on the phone, the real adventure begins when organizations are able to innovate new ways to find clients that are both effective and sustainable. 

On this episode of The Evolved Sales Leader, Farzad Rashidi, former business development head at Visme and current principal and lead innovator at Respona, outlines how to bring qualified clients to the table by tweaking calibrations in pricing strategy, targeted client strategy, and delving deeper into search engine optimization authority.

Listen in as we discuss:

• How building your own confidence helps with innovation
• How to thoroughly research and approach SEO
• The pro’s and con’s of following keywords to increase website ranking

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 no secret that the old ways of selling are just that - old. Once reliable B2B sales strategies simply don't keep the sword sharp anymore. The good news is that the newest and brightest frameworks are plentiful and successfully proven with today’s buyers.

On this episode of The Evolved Sales Leader, we welcome Andy Paul, bestselling author, host of the Sales Enablement Podcast, and founder of the Sales Action Group, to discover how to take control of how you sell, be your authentic self, and blow your former sales results out of the water

Listen in as we discuss:

• How the seller-buyer relationship has developed
• What buyers are looking for in sales interactions
• Andy’s exceptional 4-pillar framework that combines connection, curiosity, understanding, and generosity

To learn more about Andy’s framework, sales development, and more, visit Andypaul.com/freechapter for a FREE chapter of his book Sell Without Selling Out: A Guide to Success on Your Own Terms

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

Did you know that there is an entire science dedicated to performance? 

It’s true – and it’s called performance science. Using both quantitative and qualitative strategies, performance science supports business leaders in defining their priorities and increasing their productivity. 

But performance science goes deeper than benefiting you as an individual leader. When the principles of performance science are applied to your business, you’re able to take the abstract and concrete parts of your vision and transform them into a tangible strategy that brings success to your company, as well.

On this episode of The Evolved Sales Leader, Stanford general surgery intern and Thaxa founder Carla Fowler, MD PhD, explains exactly how performance science can improve your business strategy and leadership abilities at the same time. 

Listen in as we discuss:

• The multiple disciplines that make up and influence performance science
• Translating your business dreams in to a clear reality
• How high performance requires successful prioritization
• Getting comfortable in the face of the inevitable uncertainty of running a business 

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 world of sales, objections are an inevitable part of the sales process. Yet, while some sales professionals view objections as a back-and-forth boxing match, the savviest sales leaders are taking a new approach. 

On this episode of The Evolved Sales Leader, we welcome back seasoned sales expert and CEO of Ultimate Growth, Neal Tricarico, to uncover the most common mistakes salespeople make when handling objections and to break down his framework for dealing with objections in 2023.

Listen in as we discuss:

• Discovering elusive consumers 
• How to rebuild your objection handling framework for today’s customer
• Neal’s 7-step objection handling process

Download Neals framework worksheet for FREE here: https://www.salesteamsystem.com/optin1673551003157

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

At a quick glance, LinkedIn and other social channels will show that content creation is at the forefront of most successful marketing strategies.  However, a deeper look will show that many companies are not executing their plans in a way their audience grasps onto – while their competitors continue to excel and go viral online.

On this episode of The Evolved Sales Leader, Obaid Durrani, co-founder of Easy Mode, and co-host of the Cheat Codes podcast, unpacks what good content actually is and how to create it in a way that generates a positive audience response.

Listen in as we discuss:

• An 8-part framework to lift your content marketing plan off the ground
• Understanding top down, middle down, middle out, and bottom up content
• Zeroing in on the content types that will attract your target market
• The components of business strategy needed to create your content marketing framework

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

Prospecting is one of the most critical skills a salesperson can have to contribute to the success of a sales engine. Yet, with the introduction of multiple selling channels, what were previously considered reliable prospecting strategies have become obsolete. 

Gone are the days of picking up the phone and making a sale. To be successful at prospecting in 2023, leading sales professionals must sharpen their social selling skills. 

On this episode of The Evolved Sales Leader, Nicholas Thickett and Morgan Smith, co-founders of B2B prospecting consultancy Aligned and co-hosts of the B2B Power Hour podcast, discuss how to adopt social selling as a prospecting strategy and outline a workable plan for social selling success in 2023. 

Listen in as we discuss:

• Adapting to social selling
• Three major myths of social selling
• How to create a successful social selling plan
• Defining and utilizing your sales superpowers in 2023

As an added bonus, you can access Morgan and Nicholas’ guide to booking meetings using comments at: homepage@b2bpowerhour.com.

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

With developing technologies and a new generation of buyers on the rise, organizing a sales strategy has become a confusing and exhausting task for many modern sales leaders. It may feel like easily predicting consumer habits and mapping out buyer trends are things of the past – but that doesn’t have to be the case.

On this episode of The Evolved Sales Leader, Victor Antonio, TV host, decorated author, consultant, and keynote speaker, shares his plan for predicting, adapting, and creating modern sales plays for rapid buyer shifts.

Listen in as we discuss:

• Why buyer trends have been evolving so rapidly
• Key buyer shifts to keep an eye on and how to adapt to their needs
• Understanding the mindset of your future buyers
• How to successfully adapt technology and strategies for future for sales
• The precise steps you can take to keep pace with your prospects

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

The world of business is being turned on its head by one of the hottest topics today, artificial intelligence or AI. Although not yet at Terminator threat levels, AI poses a radical shift in areas such as social media posting, content writing, and copywriting. The questions for business development leaders, SaaS leaders, and sales professionals are - what is this technology capable of? And how can we effectively apply it to business development and sales? 

On this episode of The Evolved Sales Leader we invite the head of sales at Humantic.ai and go-to-market strategy thought leader, Collin Mitchell who gives us a greater insight into how leaders can utilize AI to drive more business, and speaks about the optimistic future ahead of us in the AI space, + much more.. 

Listen in as we discuss:

• The implications of artificial intelligence in your profession
• The valid hopes and fears of AI in sales and business development
• How AI can be used as a plugin, in tandem with your current human knowledge and software

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

As business and sales leaders, it’s frustrating when results don't meet your expectations. Despite well-intentioned training and strategies, the various personalities on your sales team can make everything feel out of balance. 

Sometimes understanding the opposites in sales is the best way forward. 

On this episode of The Evolved Sales Leader, Michael Hanson, founder and CEO of the B2B sales consulting firm, Growth Genie, discusses the need to create balance in sales and uncovers the framework for achieving a yin and yang vibe within your sales team.

Listen in as we discuss:

• The benefits of balance on your team
• The framework to creating a yin and yang balance within your sales team
• Understanding the give and take in sales and how to avoid extremes on either side

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 founder, executive, or manager, one of the most heartbreaking challenges to overcome is losing your top talent. Your team spends time hunting for the best cultural fit, the strongest sellers, the most contagious personalities, and once you find someone and embed them into your team, their absence can be felt throughout the entire company. Starting over can feel like a never ending chore.

In the wake of the great resignation, this problem is something that more and more companies, especially SaaS companies, are struggling to solve. So the age old question of “How do I find and retain top talent” persists. It’s not an impossible problem, it can simply start with the story of your company and culture.

On this episode of The Evolved Sales Leader we welcome back our #1 favorite podcast guest of 2022 John Livesay! With John, we discuss how the power of storytelling can create an environment that draws in top talent who won’t want to leave.

Listen in as we discuss:

• Where trust from a potential employee truly comes from and how to maintain trust once they’re hired
• How recruiting and storytelling can work together
• How to create and put these stories together for a useable, recruiting recipe
• Examples of story-based recruiting across multiple company sizes, clients, and demographics

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

Welcome to The Evolved Sales Leaders top 5 best lessons of 2022!

With lessons ranging from hiring lasting talent to using modern social selling methods, The Evolved Sales Leader strives to assist you in upskilling your talent, and taking your company to the next level. From founders, S-level executives, sales professionals, SaaS leaders, marketers, and everyone in between, The Evolved Sales Leader packed 2022 with weekly episodes featuring insight from some of the most respected experts.

Find out if your favorite guest made the list and discover new lessons you may have missed as our host Jonathan Fischer reflects on the best of the best of The Evolved Sales Leader from 2022.

Listen in as we revisit:

• Getting leads faster, speaking with c-suite executives, and asking the right questions with with Bill Stinnet, Jim Cathcart, Ian Koniak, and Matt Wolach
• Social selling magnification from Monica Kenter and Tim Hughes
• Marketing strategies with Simon Warman-Freed and Todd Clouser
• The Founder's role as a public figure with Kris Rudeegraap
• The power storytelling plays in winning the deal with Jon Livesay

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

Founders, business leaders, and sales professionals are forced to make multiple decisions every day – some of which can either make or break their company.

When making a choice carries an immense amount of weight, a decision can feel impossible to navigate quickly and with confidence.

To lighten the load, Paul Epstein, a former NFL Executive and Amazon Best Selling Author of ‘The Power of Playing Offense’, has broken decision making down into two digestible steps: 1) Discover how to identify good and bad decisions and 2) Make the decision and learn from it afterwards.

On this episode of The Evolved Sales Leader, host Jonathan Fischer sits down with Paul to discuss the playbook everyone, regardless of title, can use to make quick and excellent decisions.

Listen in as we discuss:

• The “Head, Heart, Hands” framework
• What red, yellow, and green lights to watch out for when making a decision
• Which Decisions are considered most valuable and why

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

Salespeople, do your customers trust you?

The ease of e-commerce combined with a more introverted generation has created a significant challenge for sales teams. The truth is, high-energy sales tactics aren’t gaining the mileage with customers like they used to.

In order to gain trust with leads, salespeople have no choice but to adapt to meet the needs of their potential customers.

On this episode of The Evolved Sales Leader, Neal Tricarico, Founder of Ultimate Growth, pulls from his experience with all-star clients such as Tony Robbins, to help you ease into the current, working, model of sales so that you can start building trust from the first point of contact.

Listen in as we discuss:

• Why customers have become less open to salespeople but more open to products
• Where salespeople are missing the mark with the evolution of sales
• The strength of utilizing different sales approaches to match the customer’s style

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

One of the most important uses of customer relationship management (CRM) tools is to create high level reports for company executives … or is it? 

Day in and day out, sales team members use a CRM to capture data and close deals, making them the end users of this essential business technology. As the end users, their ideas, goals, and understanding of the CRM are the most important to unlocking a CRM’s business potential. And when that potential is unlocked, so is your company’s. 

On this episode of Evolved Sales Leader, CRM consulting firm founder Anshul Verma digs into the steps organizations need to take in order to take advantage of all their CRM has to offer. 

Listen in as we discuss:

• Defining your vision and strategy for your business’s CRM
• Optimizing your CRM tool around end users’ experiences
• The importance of building trust between your sales team and the CRM
• Finding new, innovative ways to use your CRM in your sales process

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

Every company founder sets out to change the face of their industry. Eventually, after years of working long hours and pouring every ounce of energy into building a successful business, the company becomes too large (and important!) for one person to handle.

To get to the next level of growth, all founders must pass the torch – especially when it comes to building and managing a sales team.

So, when do you know when to take the leap from a founder-led to team based model? Is there ever a right time? Who do you hire? How can you ensure that the team you build shares your vision for your company?

The questions go on and on. Thankfully, we know a guy with all of the answers.

On this episode of The Evolved Sales Leader, Badger Maps founder Steve Benson shares his expert insight on scaling readiness, the power in hiring your first sales leader, and much more.

Listen in as we discuss:

• Understanding when it’s the right time to scale a company
• Real-life go-to-market transitions and scenarios
• The process of moving from a founder-led to team-based sales model
• Hiring your company’s first sales role responsibly, with leadership in mind

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 easy to use the buzzwords ‘top performer,’ but what do those words actually mean? Identifying people who qualify, describing this type of person in a job description, and implementing the company-wide skills to attract these people takes time, energy, and foundational work.

TLDR; Creating sales teams full of top performers isn’t as simple as looking at metrics on your dashboard.

On this episode of The Evolved Sales Leader, podcast host, corporate trainer, and highly regarded thought leader, Amy Hrevocik, joins us to dissect the framework every company should use to identify, manage, and continually elevate top performers across their sales teams and beyond.

Listen in as we discuss:

• The essential framework for molding your sales team into top performers
• Looking less at introverts vs extroverts and more at coachability and learning work ethic
• Changing the idea that ‘being busy makes you successful’ into ‘using the right skills makes you successful’
• Understanding the purpose of critical sales procedures

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

“Hey [Name!] This is the salesperson at [company] and I’d LOVE to talk to you about our product…”

Sound familiar? If you’ve sent or received this message on LinkedIn, then this episode is for you.

For salespeople, social media offers more than connecting with old high school pals or the friends you made while studying abroad in Europe. These platforms offer an instant opportunity to connect and build relationships with those that have the potential to become clients.

LinkedIn alone has changed the game for sales metrics, offering leaders the ability to increase their sales through social selling by 45%.

Yet, using Linkedin as a social selling tool is more complex than it seems. People are becoming increasingly exhausted by the sheer amount of blatant sales pitches in their inbox, proving that simply having a LinkedIn profile won’t guarantee metrics increases.

To make the most out of LinkedIn, you’re going to need an effective strategy – and you’re going to have to get personal.

On this episode of The Evolved Sales Leader, Monica Kenter, Business Development Officer for Ready For Social, returns to share her step-by-step method to social selling and explains how to create content that drives people to you and your product.

Listen in as we discuss:

• How to be personable when selling on social media
• What steps you can take to create social messages that don’t sound robotic
• When to start the conversion process of potential prospects through social selling

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

Point Blank: if you want to take home the biggest deals, you have to become exceptional at getting in with the C-Suite.

Will it be easy? Absolutely not. Though difficult, gaining the attention of company executives is not an impossible task. Skill and strategy are all you need to successfully sell from the top.

On this episode of The Evolved Sales Leader, Ian Koniak, equipped with nearly two decades of sales education and leadership experience and over $100 million in generated sales, uncovers the proven sales methods c-suite executives can’t resist.

Listen in as we discuss:

• The importance of skipping management levels and selling straight to C-suite
• How SDR’s and AE’s alike can utilize the same strategy to gain executive-level attention
• The step-by-step method for personalizing calls and messaging
• Organizing touch points to nurture clients

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

There are currently thousands of unsung heroes, known as Sales Development Representatives (SDRs), creating revenue growth within companies around the world.

The SDR role is often the first step in a salesperson’s career journey. It’s a role that allows entry-level sellers to gain experience while building the skills needed to climb the sales ladder. Yet, due to the volume of cold calls they’re required to make and the grueling rejections that follow, many SDRs churn before advancing to the next level in their career.

The good news is that there are steps both SDRs and sales managers can take to ensure that career advancement occurs before burnout and that SDRs enjoy a long, satisfying career in sales.

On this episode of The Evolved Sales Leader, host Jonathan Fischer sits down with Jesse Gittler, former SDR turned Director of Sales Development at Tebra, to discuss the path from SDR to sales leadership and what sales managers can do to support their SDR teams.

Listen in as we discuss:

• How SDRs can identify their dream sales position
• What steps SDRs can take now to prepare for their future sales leadership career
• Why it’s important for SDR managers and directors ro lead by example
• How SDR leaders can help their teams accomplish their personal career goals

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 salesperson, everything comes down to your sales pitch. Before a big meeting, you can prepare as much as possible: iron your clothes, drink your coffee, prepare your deck, and whiten your smile. Yet, if your pitch doesn’t tell a compelling story once you’re in front of the decision makers, the waves of potential clients will swallow you into a sea of sameness.

Information and likeability alone won’t win them over. The secret? Consumers buy emotionally, first.

On this episode of The Evolved Sales Leader, John Livesay brings his proven experience of up-leveling companies' sales pitches, lifelong learning as an author, and passion for storytelling to help you become a sales rockstar through the power of story.

Listen in as we discuss:

• Where trust from a customer truly comes from and how to build trust with a client
• The stages of creating a winning story-based pitch
• Advantages of creating a story origin for each type of potential client
• Examples of story-based pitches across multiple company sizes, clients, and demographics

Your adventure into story-based selling doesn’t have to end with this episode! As a special bonus, you can access the first chapter of John’s new book, ‘The Sale is in the Tale’, for free by texting the word “pitch” to 66866.

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

Channel partners, or companies that team up with your company to help market your product and/or services to their own audience, are a fantastic way to scale quickly and establish a stable channel of business for the long term.

Yet, despite Channel Partnerships being one of the most important and successful ways to grow a business, nearly half of the SaaS companies worldwide are missing this key element within their business strategy.

What's the hold up and what does it take to fill that gap?

To help us dive into what it takes to develop a channel partnership strategy Overpass’ own Director of Channel Partnerships, Tanyette Colon.

Listen in as we discuss:

• Principles of starting a channel partnership
• The value of gaining trust and losing automation while abandoning transactional relationships
• Letting go of immediate control to gain long term results down the road
• How SaaS companies are overlooking channel relationships and what they miss out on when they do.

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

Hey SaaS leaders, two questions for you. 1) Is your company currently gaining the attention of your Ideal Client Profile (ICP)? 2) Is your company converting interested prospects into buyers?

With SaaS being one of the leading industries in the world today, the market is becoming more crowded by the day. Reaching your ideal client has become the equivalent of wearing checkered Vans to a Blink 182 concert. They’re great shoes, but everyone else is wearing them, too. The chances you stand out within the audience are slim to none.

If you want to differentiate from your competition, it’s all about copywriting. Literally. The words that are being used in your brand marketing, social media posts, and your company’s website are what will captivate your audience and get them to pull up a chair and listen.

On this episode of The Evolved Sales Leader, Alex Napier Holland, founder of Gorilla Flow, is back for the second time to discuss the power of copywriting on company landing and home pages, and how impactful copy creates a direct revenue pipeline.

Listen in as we discuss:

• Common mistakes companies make on landing and home pages
• The importance of moving away from “founder copy”
• How and why to develop your customer voice
• Aligning the information presented of your product with a long term strategy
• Outlining the benefits of your product to maximize marketing tactics

Want a free, no strings attached, breakdown of your website copywriting? Visit https://gorillaflow.com/

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

For business development leaders, the effects of the world shutdown in 2020 continue today. SaaS companies that thrived under a phone-based SDR model have had to continuously adapt to the uncharted territory of social selling.

The move from phone-based selling to leveraging social media was abrupt and left little time for sales team leads to adapt. Most have continuously failed to position their remote SDR teams for success.

On this episode of The Evolved Sales Leader, Nick Capozzi, marketing leader and Head of Storytelling at Demostack, returns to outline the makings of a modern SDR team and explains how to approach content within the new social selling norm.

Listen in as we discuss:

• The outline of a modern SDR team
• The problems facing the phone-based SDR model and why it needs to change
• Current worker trends and how to successfully adapt to hire great talent
• The 3 “C’s” of social selling content

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

If you’ve spoken with a business development leader, Marketing Director, or Sales Manager recently, lead generation has likely been a topic of discussion – and rightfully so. Each year, untold millions, if not billions, of dollars are dedicated to lead generation. Yet, the money they spend doesn’t always transfer into leads.

The way customers buy is constantly changing and with rapid market developments. With that, the way that lead generation has been understood and modeled is becoming outdated and obsolete. Point blank: shoving money towards lead generation will no longer make customers run towards your product.

In this episode of Evolved Sales Leader, Brand Marketing Manager at Refine Labs and renowned content creator, Todd Clouser, unpacks why lead generation is a thing of the past and how companies can adopt a demand generation model to innovate their revenue engine.

Listen in as we discuss:

• The difference between demand generation and lead generation
• How a demand generation model focuses on today's customer
• Identifying department strengths to generate better leads for salespeople
• Creating content that will funnel demand from your customers

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

Technology has drastically evolved over the last few years, and with it so has sales. While some tried and true methods still work, other methods haven’t stood the test of time. But knowing which are which isn’t always easy.

From AI automations to cold calling, a sales tactic has to be executed well for it to win in 2023’s competitive market. In order to succeed, you not only have to choose the right strategies but they also have to reach the right person at the right time.

On this episode of Evolved Sales Leader, B2B and sales experts Kevin Hopp, James "Saywhatsales" Buckley, and Miro Putkonen weigh in on what sales strategies they’ve seen work and succeed so far in 2023’s unique climate. 

Listen in as we discuss:

• Balancing technology and authenticity in communications
• What tone to adopt in cold email and phone-calling
• The role of bots, automation, and AI in sales outreach
• How emotional growth is key to professional growth

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

Software as a service (SaaS) companies have become one of the most dynamic and fastest growing sectors in the business world today. With new players entering the SaaS industry at a rapid rate, many founders shoot for the stars just to get shot down to Earth by their competition. Why? Because many players in the SaaS space don’t take time to sit down with and get to know the pain points of their ideal audience before launching into an already crowded market.

Due to this, even the best products get stuck in the trenches. To prevent this from occurring, companies need to put a heavy focus on writing copy with the right message to catch the attention of the right buyers.

On this episode of The Evolved Sales Leader, Alex Napier Holland combines his exceptional experience with relationship building and his super-power copywriting skills to teach you how to write directly to your target audience.

Listen in as we discuss:

• Separating your product from your competitors through your copywriting and branding
• Using copywriting and sales pitches in tandem with building your product, not as an after-thought
• How showing genuine, authentic, connection with potential customers will help you receive honest feedback to create new pipelines
• Listening to your customers to solve future problems with your product

Don’t forget to visit https://gorillaflow.com/ if you want a free, no strings attached breakdown of your website copywriting from Alex.

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

If you sell B2B, you may have learned this the hard way: businesses fall off the ledge when they adapt their processes on a whim without relying on data from paying customers.

To reach new heights, companies must leverage the buyers they already have. It’s called The Power Tribe Method, a form of market research that takes little to no capital, eliminates guesswork, and helps businesses gain real-time feedback to meet the needs of their future buyers.

In this episode of The Evolved Sales Leader, Mitch Russo, serial entrepreneur, author, coach, and partner to some of the greatest minds in business, teaches us how to implement The Power Tribe Method and equip remote and in-house teams with the insights they need to scale.

Listen in as we discuss:

• How to create a sales pipeline through certification training
• Ways to develop exceptional company culture and values
• Different ways to develop courses with a high ceiling for profit at a low cost to your company
• What to look for in team recruits, companies, and partners

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 an exciting time to be a SaaS founder! With new changes to technology, ongoing shifts in consumer needs, and the opportunity for ideas and solutions to secure funding, SaaS success stories are blowing up the internet. However, the truth isn’t always highlighted in the headlines. Some of the best insights can be gained from the failures and mistakes SaaS leaders have made that led to their ultimate success.

In this episode of The Evolved Sales Leader, we’re shaking things up with a round table panel of SaaS CEOs and founders including Kris Rudeegraap of Sendoso, James Chapman of Plain Sight, and Overpass’ own Lavie Popack. This expert panel is telling it all – from failure, success, and everything in between – to inspire you to implement similar strategies within your own company.

Listen in as we discuss:

• Lessons learned at all stages of being a founder
• Ways to avoid getting in your own way as a CEO, founder, or executive
• The relationship between capital and business founding
• Building your company’s success by putting the right people around you

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

With a wealth of technology at our fingertips, social selling has become one of the most highly sought after methods for salespeople to gain traction with potential prospects. By adding value through posts and engaging in meaningful conversations through comments and messaging, sales teams are now able to leverage relationship building via the internet faster than ever before. Yet, social selling isn’t as straightforward as it may seem. With questions surrounding intended audience, cadence, and methodology – few understand the topic to the fullest extent in order to maximize the strategy’s potential.

In this episode of The Evolved Sales Leader, Monica Ruzicka Kenter, social selling expert and co-founder of Ready for Social, reveals secret tactics to help sales teams up their social selling game.

Listen in as we discuss:

• Building a methodical social selling plan
• Common social selling mistakes
• Which content types to spend your time and energy on
• The pros and cons of leveraging technology in social selling

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