The Sales Evangelist – Details, episodes & analysis

I had to do it again and bring back Marcus Sheridan for another episode. Today, we’re going over details of his new book, “Endless Customer,” and he's going to share four ways to make your brand the most trusted in the industry.

Background on The Newest Book

• After the rise of AI tools, Marcus noticed a major change in the sales industry. It’s getting harder and harder to produce content that will generate leads. Also, those who are not using AI technology in some form within their work are struggling the most now.
• On top of this, companies are having a harder time gaining consumer trust, all thanks to the advancement of AI.
• This is why Marcus wrote the "Endless Customer" book! To generate leads and to shine through AI, you’re going to have to become a well-known and trusted brand, which you can do with the help of his guidance.

How Can You Make Yourself Stand Out

• If you’ve noticed, not too many people are using Google nowadays. Also, when you search on Google, a lot of AI answers or Reddit posts pop up too.
• Stop caring so much about keywords and instead start telling AI why you need to be trusted. Marcus shares that you can do this through the four pillars in his book:
• You have to be willing to say what others are not in your market.
• Get serious with video content and do what others are not.
• Sell in a way that others are not.
• You have to be more human than other brands.


• In other words, stop following your industry’s set rules and disrupt. Put a personality into your brand and do things that no one else is willing to do. 
• Marcus also shares how sales reps and industry leaders can get out of a pride cycle that they often put themselves in without knowing.

I’m giving you another rerun again. Yes, I know, but you’re going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects.

Meet Bob Burg

• Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve.

• After spending some time in the sales industry, he realized that he wasn’t living up to his potential.

• Until one day he had a conversation with another salesman and recalling how his parents worked to make other’s lives better, it hit him.  

• Instead of trying to meet quota, Bob shifts his focus on how he can serve others, and his reward happens to be more money coming into his pockets.

• Great salesmanship is about the other person and how they’ll benefit from your product or service.

Focus on Value

• People aren't going to buy from you because you need to meet quota or because you’re a nice person. They are going to buy from you because they’ll be better off after they do.

• Salespeople need to focus on bringing value to the prospect’s life. Value comes first, and the money you receive is a natural result of the value you provided.

Value Without Attachment

• Although people often suggest you should give without expecting anything in return, Bob doesn’t exactly agree with that. Instead, give value without attachment to the result.

• If you’re in business serving other people, you should expect to profit greatly because you’re bringing value to the marketplace. Just don’t be attached to that result.

• Give value because it’s who you are and what you do. When that happens, you create a benevolent context for success. You develop great relationships with people who feel good about you.

Communicating Value

• Bob shares how sales reps can communicate value to prospects through these five elements: 

• Excellence

• Consistency

• Attention

• Empathy

• Appreciation




• To the degree that you can communicate these things to your customer, that’s the degree to which you take price and competition out of the picture. 

“Money is the thunder to lightning’s value. The value comes first.” - Bob Burg. 

Resources

Listen to Bob Burg’s The Go-Giver Podcast for more mindset tips. 

Join the Sales Foundation Course for a blueprint to closing more deals. 

After making several calls back-to-back and finally getting an answer from a prospect, you may find yourself shocked that they even decided to pick up the phone. Now lost for words, there's a thick air between the lines that quickly makes them lose interest in whatever you have to say. How can you fix this awkward silence to turn everything around? Tune in and hear the three tips I share to help you out.

Back to the Basics Series

• If you go back and listen to my back-to-basics series, one of the tips I share is how to fill in the first ten seconds during a cold call. 
• The tips I share in this series are to slow down the call and ask specific questions that will help you stay in control. I also share a story in this episode on how you can stay on your game when a prospect answers the phone.

Provide Relevancy

• The whole point of cold outreach is to provide the prospect with a solution relevant to their problem. If you can't give this to them the moment they answer the phone, then more than likely they're not going to listen to you.

"If you don't have true relevancy, then it's tough to make an effective cold call. You gotta make sure you have something that matters to them and a solution that can fix their problem." - Donald Kelly.

Resources

Looking for a new Sales Coaching Software, try out Ambition

Do you need help creating a podcast? Visit Bluë Mango Studios 

Connect and chat with me on LinkedIn 

Sponsorship Offers

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

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

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

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

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

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

Credits

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Are you ready to transform your cold email outreach strategy for 2024?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Vlad Oleksiienko, a growth leader with extensive experience in sales development and cold outreach at scale. Vlad shares valuable insights into the evolving landscape of cold emailing in 2024 and beyond. 

He focuses on the challenges and effective strategies for sales reps to scale their outreach efforts. Prepare to revolutionize your approach to cold emailing and propel your sales growth to new heights. Tune in to learn from the expert himself!

The Challenges of Cold Emailing at Scale

• Vlad delves into the challenges faced by sales reps in the realm of cold outreach. 
• He highlights the evolving nature of email inboxes, the impact of AI-generated emails, and the growing demand for personalized and relevant communication from buyers.

Tailoring Cold Outreach for Different Markets

• Vlad emphasizes the importance of tailoring cold outreach strategies based on the market and company. 
• He distinguishes between high-volume, low-touch cold emails at scale for SMBs and mid-market companies without SDRs and the more targeted approach taken by enterprise SDRs.

Intent-Based Cold Outreach

• Vlad introduces the concept of intent-based cold outreach, emphasizing the significance of leveraging specific signals or triggers to identify prospects likely to engage with the outreach on a deeper level. 
• He outlines various tools and methods for determining intent, including leveraging sales navigator, social listening, and technographics.

Crafting Effective Cold Email Sequences

• Donald and Vlad delve into the practical implementation of intent-based outreach, focusing on the structure of email sequences and the need for conditional personalization based on the recipient's persona and industry. 
• Vlad provides insights...

When it’s time to scale your team, there are dozens of things that can go wrong. How do you make sure you hire the right team members? What if they don’t work out? How can I make sure the people I bring are really good. On today’s episode of Sales From The Street, we’ll discuss […]

The post TSE 869: Sales From The Street:”Scaling My Sales Team” appeared first on The Sales Evangelist.

Sales professionals sometimes forget that people buy you. We get so caught up pushing our products or services that we lose sight of the importance of networking. Today on The Sales Evangelist, Jordan Harbinger, host of The Jordan Harbinger Show podcast, explains that networking isn’t just about interacting with famous or popular people, but rather […]

The post TSE 868: People Buy You appeared first on The Sales Evangelist.

Sales professionals sometimes talk so much about value that it becomes meaningless. We toss it around like a buzzword instead of sincerely seeking to provide value. What is value, and how can you become better at using value more effectively? Today on The Sales Evangelist, we’ll define value and discuss how you can make it […]

The post TSE 867: What Is Value? appeared first on The Sales Evangelist.

Email is a great form of communication. It allows us to reach out to people on their time without interrupting them like a call would, but the ease of it is the reason more people are doing it. Sales professionals must unravel what works, what’s changing, and what not to do with cold email; why […]

The post TSE 866: Cold Email What Works, What’s Changed & What Not To Do appeared first on The Sales Evangelist.

On last week’s episode of The Sales Evangelist Hustler’s League, we heard from a member who was caught off-guard when a customer he thought was happy canceled their contract. We sought ways to help him identify what went wrong and to prevent the cancel from happening again. As you know, on each episode of The […]

The post TSE 865: TSE Hustler’s League-“Prevent The Cancel” appeared first on The Sales Evangelist.

Sales From the Street gives us an opportunity to hear from other sales professionals about the challenges they face and how they approach them. Today’s challenge is scaling a sales force. On today’s episode of The Sales Evangelist, Dimitar Stanimiroff explains how he handled building and scaling a sales force while he was still managing […]

The post TSE 864: Sales From The Street: “Drink Your Own Kool Aid” appeared first on The Sales Evangelist.