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.

The Five Key Consumer Research Factors

• The one thing that did not change from the "They Ask, You Answer" book is how consumers conduct research on which company they want to buy from. The five subjects they’re still researching are:
• Cost
• Problem
• Comparison
• Reviews
• Best


• These five things apply to whatever type of content you’re making. This includes written and video content for your social media strategy.

Human Connection Matters More

• The only way you’re going to be able to rise above in this new AI-driven world is by connecting to your customers’ emotions. This is why video content is becoming more and more popular; they want to see brands before buying from them.
• Another popular trend is that people are wanting more of a seller-free sales experience, especially on websites. Marcus shares how to do this while keeping the human connection alive.

"Brand matters more than it ever has in the history of the world. Because if you think about it, what's going on in the market? Well, businesses are getting fewer Google searches every single day right now. You cannot build your house on Google search." - Marcus Sheridan.

Resources

Connect with Marcus Sheridan on LinkedIn

Listen to the Endless Customers Podcast and Get the book here

Visit Marcus website to learn more about him

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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. 

Grab Bob Burg’s The Go-Giver book set.  

Another book discussed in this episode was Everybody Matters by Bob Chapman. 

Connect with Bob Burg on Facebook and LinkedIn 

Also, don’t forget to visit his website. 

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

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

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

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

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 into creating relevant and compelling email sequences while avoiding overcomplication and balancing personalization and scalability.

Navigating Google and Yahoo Changes

• Vlad clarifies the implications of Google and Yahoo changes and offers practical tips to ensure compliance and maintain deliverability. 
• He advises against over-complicating the situation, emphasizing the need for relevancy, opt-out links, and technical considerations to address deliverability challenges.

Discover practical strategies for implementing intent-based cold outreach and navigating the evolving email marketing landscape. Vlad shares valuable insights on leveraging intent signals, crafting highly relevant emails, and staying out of Google and Yahoo's spam radar.

Tune in for actionable advice, real-world examples, and proven techniques to supercharge your cold email campaigns.

"Cold outreach and outbound marketing are still effective channels, probably still one of the most effective ways to generate new revenue and keep your company growing." - Vlad Oleksiienko.

Resources

Vlad Oleksiienko on LinkedIn

vlad@reply.io

Sponsorship Offers

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

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

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

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

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

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

Credits

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

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.

Many sales professionals rely on their talent and work ethic to help them succeed. They believe that if they go more and do more, they’ll achieve greater returns. They fail to realize that strategy is the key to real growth. Brian Margolis, the author of The Index Card Business Plan for Sales Pros and Entrepreneurs, has developed […]

The post TSE 863: The Index Card Business Plan appeared first on The Sales Evangelist.

Cold calling is always a challenge. If you’re in a role that requires you to spend all of your time doing cold outreach, it will mentally drain you. You may find yourself thinking that you can’t deal with even one more rejection. Many people discover they never knew cold outreach would be so hard. Today […]

The post TSE 862: I Didn’t Think Cold Outreach Was Going To Be This Difficult appeared first on The Sales Evangelist.

When companies make a conscious effort to attract women, it’s good for the business on all levels. Women are often more consistent at exceeding quotas, and they’re strong leaders as well. But there’s another component as well: stepping up and standing out as women in sales. On today’s episode, we’re talking with Barbara Giamanco, host […]

The post TSE 861: Stepping Up And Standing Out As Women In Sales appeared first on The Sales Evangelist.

Sales reps in small firms often have to do much of their own work. They do their own prospecting, conversions, and account maintenance, and they have to keep track of a lot of things. When a prospect says “I want to cancel,” we find ourselves questioning our decisions and wondering where we went wrong. On today’s […]

The post TSE 860: TSE Hustler’s League-“I Want To Cancel” appeared first on The Sales Evangelist.

You have a client on the phone, and they decide not to close the deal. 

Do you?

Tell them to have a good day and hang up, or ask if they know anyone else needing your services.

In this episode of "The Sales Evangelist Podcast," host Donald C. Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation.

Tune in to elevate your sales prowess and harness the power of referrals!

Utilizing Untapped Potential

• Donald discusses the importance of recognizing the untapped potential in every interaction. 
• He encourages sales professionals to assume that everyone they speak with knows someone who could benefit from their services.

The Art of the Ask

• From his own experiences, Donald shares a simple yet powerful approach to requesting referrals. 
• He outlines the process of respectfully inquiring if the contact knows anyone who could benefit from the offered product or service. 
• Donald emphasizes delivering value and building rapport before requesting a referral.

Referral Incentives and Tools

• Donald explores the potential of incentivizing referrals by offering small gifts or incentives to contacts who provide valuable referrals.
• He suggests options such as gift cards or utilizing specialized software to facilitate the process. 
• By incorporating these incentives, sales professionals can encourage contacts to consider and actively refer potential leads.

Start embracing this proactive approach to seeking referrals and recognize every interaction's vast potential. Challenge yourself and apply these principles to elevate your sales game. Listen to the full episode now and embark on your path to monumental achievement!

“Nine out of ten customers are willing to give referrals, but only 11% of salespeople ask for referrals. So there's a big gap of people wanting to provide you with business, but you aren't taking advantage of them.” - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly 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.

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

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

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

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

Credits

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

Too many organizations continually miss the target when they hire new team members. To be an effective sales leader, you must be intentional about growing your team: fill up your pipeline with great reps just like you would with great clients. In that way, hiring is like sales. On today’s episode of The Sales Evangelist, […]

The post TSE 859: Sales From The Street-“Hiring is Like Sales” appeared first on The Sales Evangelist.

Many companies stumble blindly when they are creating a referral plan. Referrals can pay dividends for companies, but it’s important for companies to have a plan when designing a referral plan. On today’s episode of The Sales Evangelist, Jay Gibb of CloudSponge shares insights about creating a referral plan and discusses some of the mistakes […]

The post TSE 858-Three Things You Should Remember When Creating a Referral Program appeared first on The Sales Evangelist.

It’s impossible to sell if you can’t ever connect with a human. Sales reps often spend their days talking to voicemails and deleting undeliverable emails. But what if I could give you a tool to allow you to connect with just about anyone? Today on The Sales Evangelist, we’ll talk about Hunter.io, and the power […]

The post TSE 857: Use Hunter.io To Connect With Just About ANYONE! appeared first on The Sales Evangelist.

Outbound prospecting is a vital part of every sales process, but when it’s based on static data, it’s bound to fail. Static data might help you find the right person, but they might not be a valid prospect. Intent-based marketing can help you eliminate cold outreach and improve your outbound process. Today on The Sales […]

The post TSE 856: How To Use Intent-Based Marketing & LeadSift To Eliminate “Cold Outreach” appeared first on The Sales Evangelist.

Want to change the way you sell? Think about the prospect. Seek one individual you can help every day, and it will change the way you operate. Today on The Sales Evangelist Hustler’s League, we discuss how to empathize with your prospect and put yourself in his shoes. By doing so, you’ll add value and […]

The post TSE 855: TSE Hustler’s League-“Think About The Prospect” appeared first on The Sales Evangelist.

Every sales professional knows the challenge of convincing a customer to choose your organization over your competitors’. We all understand the value of learning to communicate in order to be successful in business. On today’s episode of Sales From The Street, Thomas Chambers shares the challenges he faces in his role as VP of sales […]

The post TSE 854: Sales From The Street:”Communicate” appeared first on The Sales Evangelist.

    The sales industry has gotten a bad rap. Many people buy into the idea that the sales industry is bad or manipulative. They have a hard time selling authentically because they haven’t completely invested themselves in sales. But what if you could learn soul-centered sales? Today on The Sales Evangelist, Samantha Alvarez explains […]

The post TSE 853: The Biggest Roadblock To Learning Soul-Centered Sales appeared first on The Sales Evangelist.

Sometimes, rules survive long enough to become folklore. We adopted them as our own even if they aren’t necessarily good for us. As sales professionals, we must break the rules. Today on The Sales Evangelist, we discuss the importance of taking educated, calculated risks in order to improve our process. I’ll tell you about a risk […]

The post TSE 852: Break The Rules…Take A Risk! appeared first on The Sales Evangelist.

Sometimes as new sales professionals, we see other people’s successes and we assume they are natural sellers. While we struggle to “hunt and kill” so we can eat, they seem to generate reciprocal, repeatable business. We don’t initially understand that every part of our business that is repeatable should be part of a sales process. […]

The post TSE 851: Jimmy Burgess’ 3-Step Sales Process appeared first on The Sales Evangelist.

    If your prospect views your product or service as a luxury item, your sales process may not matter.  If he sees it as unnecessary, or as a step that will create extra work, he’ll likely delay making a decision on it. Today on The Sales Evangelist Hustler’s League, we discuss how sales professionals […]

The post TSE 850: TSE Hustler’s League-“Luxury Item” appeared first on The Sales Evangelist.

Are you tired of the high turnover rate in your sales team? How do you identify and retain top sales talent? 

In a world where finding the right sales professionals can be challenging, Lori Richardson, a seasoned sales strategist with over 20 years of experience, joins Donald on "The Sales Evangelist Podcast" to share her invaluable insights on bringing in the right talent and keeping them motivated for long-term success. 

In this episode, Lori offers practical advice for both sales professionals and leaders, shedding light on the qualities to look for in salespeople, the role of effective leadership, and how to identify the right company culture. If you're ready to revolutionize your sales team and boost your own sales career, you won't want to miss this episode!

Qualities of Successful Salespeople

• Lori emphasizes the importance of key qualities in successful salespeople. She highlights the significance of coachability, strong will, and the ability to accept rejection without being deterred. 
• Lori also acknowledges the role of personal attitudes and beliefs, emphasizing the need for individuals to have a positive mindset and a commitment to continuous improvement in sales.

Hiring the Right Talent

• Donald and Lori discuss the challenges of identifying the right talent for sales roles. 
• Lori stresses the necessity for individuals considering a sales career to test the waters and emphasizes the need for companies to look for coachability and sales DNA in potential hires. 
• Additionally, she provides insights into a comprehensive process that utilizes data to achieve more accurate hiring decisions, providing a proactive approach to identifying and nurturing sales talent.

Tools and Processes for Evaluating Sales Talent

• Lori outlines the use of specific tools and processes that can aid sales leaders in evaluating and identifying top sales talent. 
• She highlights the importance of pre-hire assessments to understand potential hires better. 
• Additionally, she emphasizes the availability of solutions and programs tailored to help companies make informed decisions when hiring sales professionals.

The Role of Sales Leadership

• What’s the impact of sales leadership on the success and retention of sales talent? 
• Lori underscores the pivotal role of sales managers in influencing and supporting their teams. 
• She highlights the significance of supportive beliefs and motivations, emphasizing the need for managers to treat their team members with respect and recognize individual differences.

Retaining Sales Talent and Workplace Culture

• Lori provides insights into the current dynamics of the job market, emphasizing the importance of workplace culture, strong leadership, and a clear vision to retain sales talent. 
• She discusses industry-specific challenges and the shifting dynamics in employee retention, particularly within the tech industry, where volatility and rapid job movement are common.

Strategies for Prospective Sales Professionals

• Lori advises individuals to seek referrals and gather insights from current or former employees about potential employers. 
• She underscores the value of conducting in-depth research into the company's mission, vision, and employee support initiatives to make informed career decisions.

Lori Richardson's insights and expertise in sales strategy make this episode a must-listen for anyone in the sales industry. From identifying the right talent to the crucial role of leadership in fostering a thriving sales team, these discussions offer invaluable lessons for individual contributors and sales leaders.

Tune in to the full episode to delve deeper into Lori's wealth of knowledge and gain actionable strategies for hiring the right talent!

"If you have a sense of failure and messages in your head that are not supporting you to go forward, there's a lot of things that can keep you from being successful." - Lori Richardson.

Resources

Lori Richardson on LinkedIn

Women Sales Pro

Women Sales Pro Instagram

Sponsorship Offers

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

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

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

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

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

Improve your connection on LinkedIn and land three or five...

Jaron Rice found himself facing a challenge that he didn’t create. His industry had a horrible reputation for being less-than-transparent, and even deceptive. In order to succeed, his struggle was two-fold: he had to find new prospects, and he had to be different. On today’s episode of Sales From The Street, Jaron explains how he […]

The post TSE 849: Sales From The Street:”We Had To Be Different” appeared first on The Sales Evangelist.

The odds are not in your favor. There are 100,000 ideal prospects in the U.S., but there are also 100 competitors. You aren’t sure when your prospects will be ready to buy. You aren’t even sure if they already have a solution to the problem you’d like to help them solve. But what if you […]

The post TSE 847: My Two Newest Sales Outreaching Tools appeared first on The Sales Evangelist.

Big clients can be great for companies who don’t have the resources to constantly pursue small clients. They can help you reach sales goals and they provide repeatable business. But how do you connect with big prospects who are barely online or on social media? Today on The Sales Evangelist, we’ll talk to Melinda Chen, the […]

The post TSE 846: How to Connect With Big Prospects Who Are Barely Online or on Social Media appeared first on The Sales Evangelist.

      When your pipeline is empty at the end of the month despite phone calls, emails, and appointments, you may find yourself wondering how you missed quota. You can, however, prepare for next month to make sure it doesn’t happen again. On today’s episode of TSE Hustler’s League, we talk about the fundamentals […]

The post TSE 845: TSE Hustler’s League-“Three Things” appeared first on The Sales Evangelist.

What do you do when your competitor’s product is cheaper than yours? Today on Sales From The Street, we talk to Chris Ibezim about what happened when he realized his prices were too high, and how changing his mindset helped him overcome the challenge. Begin with research Chris’ biggest challenge in sales was figuring out […]

The post TSE 844: Sales From The Street: “My Prices Were Too High” appeared first on The Sales Evangelist.

LinkedIn has evolved to be a place for business prospecting. Though it was once assumed to be a tool for updating your resume, sales professionals now get inbound leads from LinkedIn. Today on The Sales Evangelist, we talk with Dennis Brown about using social media to connect with your target market and find business opportunities. […]

The post TSE 843: How to Get Inbound Leads From LinkedIn appeared first on The Sales Evangelist.

If you’ve been with us for the last couple of weeks, you know that we’re in the middle of a social selling experiment to determine whether connecting on social media improves our sales outcomes. Today’s episode of The Sales Evangelist will update our findings, and address a change we made in our program, as well […]

The post TSE 842: The Social Selling Experiment Part 3 appeared first on The Sales Evangelist.

Social media is here to stay. The faster sales professionals learn to use it, the better off they’ll be. The trick, according to Romual Jean-Baptiste, is to seek to serve when using social media. Today on The Sales Evangelist, Rom explains how he uses social media, why he uses social media, and why you must incorporate it […]

The post TSE 841: Seek To Serve When Using Social Media appeared first on The Sales Evangelist.

Prospecting is hard work. Most sales professionals hate it because it’s demanding. It’s unique to every customer. The key to successful prospecting is shared vision, or helping your prospects see available options and alternatives. On today’s episode of The sales Evangelist Hustler’s League, we’re talking about prospecting, and things you can do to move your […]

The post TSE 840: TSE Hustler’s League-“Shared Vision” appeared first on The Sales Evangelist.

    You have a story to tell: a history of your sales performance and your successes; a list of solutions you’ve provided to your customers; the lessons you’ve learned over the course of your career. You may not realize it, but you can use data to tell your story. Today on Sales From The […]

The post TSE 839: Sales From The Street-“Use The Data…Tell a Story” appeared first on The Sales Evangelist.

Are you tired of lengthy, drawn-out discovery calls that seem to go on forever without getting to the heart of the matter? Imagine condensing those time-consuming conversations into just 15 minutes while delivering maximum impact. 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Chet Lovegren to reveal the secrets behind shortening discovery calls while achieving outstanding results. Chet, a master at sales consulting, shares practical role-playing examples and outlines four key questions that can transform your discovery process.

You'll witness practical demonstrations on identifying challenges, understanding their context, gauging expertise, and establishing implications—resulting in streamlined yet effective discovery interactions. 

Tune in to revolutionize your discovery calls and enjoy results that speak for themselves!

The Essential Four Questions for a Successful Discovery

• Chet highlights the importance of the four key questions that form the foundation of a successful discovery process. 
• These questions involve identifying challenges, understanding context, gauging expertise, and establishing implications. 
• Chet emphasizes the need for sales professionals to tailor these questions to the specific needs of their prospects and their respective industries.

Simplifying Complex Sales Processes

• Donald and Chet stress the significance of simplifying the sales process and avoiding overly complex approaches. 
• Chet shares his experience of condensing discovery calls from 30 minutes to just 15 minutes, showcasing the effectiveness of streamlined conversations. This approach saves time and ensures that prospects receive immediate value and quantifiable solutions.

Expert Guidance and Effective Communication

• Chet discusses the importance of positioning oneself as an expert during sales interactions. He stresses the need for sellers to guide their prospects and provide clear, concise communication. 
• Drawing parallels to a successful car buying experience, the importance of offering a simple and easily understandable process becomes evident.

Establishing Implications and Quantifying Value

• Chet emphasizes the need for sales professionals to establish the implications of not addressing key challenges. 
• By quantifying their solutions' potential value and impact, sellers can effectively showcase their offerings' immediate and tangible benefits. This approach ensures that prospects can make informed decisions based on the real, measurable value they stand to gain.

Personalized Discovery Templates

• Chet generously offers personalized discovery templates for sales professionals looking to enhance their approach. 
• You can receive customized resources and expert guidance tailored to your needs by contacting him. This offer reflects Chet's commitment to helping sales professionals excel in their discovery processes and drive valuable results.

In this episode, you'll witness a powerful role play where Donald and Chet dive deep into the art of the discovery process. With the simplicity and value-focused approach, Chet demonstrates how an effective discovery doesn't have to be an hour-long ordeal.

Click play and listen to Chet's engaging content and insightful perspectives on sales strategy and discovery processes.

"You don't need 30 minutes for discovery, man. You need 15 minutes." - Chet Lovegren.

Resources

Chet Lovegren on LinkedIn

The Sales Doctor

Sponsorship Offers

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

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

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

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

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

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

Credits

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...

Your buyers are exactly like you. Statistics suggest that at least 57 percent of the buying process happens online before any conversations ever take place. If you aren’t taking advantage of social selling, and if your prospects can’t find you online, you’re missing a huge opportunity to impact the sales process. On today’s episode of […]

The post TSE 838: Social Selling Practices That Will Drive Results For You Today! appeared first on The Sales Evangelist.

Here at The Sales Evangelist, we’re in the middle of a social selling experiment to determine how effective social selling is when it’s part of your everyday sales cadence. I’ve selected a total of 80 companies that I’ve never had relationships with. I’ll use a traditional cadence of mail, email, and phone calls to build […]

The post TSE 837: The Social Selling Experiment Part 2 appeared first on The Sales Evangelist.

If you don’t already make social selling a part of your day, you should. The millennial generation has connected everyone on social media. Using those platforms to sell should be a natural progression for all sales professionals. Today on The Sales Evangelist, we’re talking with Dale Dupree, the Copier Warrior, about using LinkedIn as part […]

The post TSE 836: Make Social Selling A Part of Your Day to Day Life appeared first on The Sales Evangelist.

You are not the only salesperson who has contacted your prospect this week. In fact, she has likely heard from 10 other salespeople selling exactly the same thing you are. So what is different about you? How do you differentiate yourself from the other 10 people so she’ll want to move to the next step […]

The post TSE 835: TSE Hustler’s League-“What Is Different About You?” appeared first on The Sales Evangelist.

One of the challenges sales professionals face when selling with Twitter is staying focused on the task at hand. There’s so much noise and there are so many distractions that it’s difficult to avoid falling into the entertainment trap of social media. On today’s episode of The Sales Evangelist, we talk to Michael Sardina about […]

The post TSE 834: Sales From The Street: “Selling With Twitter” appeared first on The Sales Evangelist.

Facebook is a powerhouse social media platform. Its 2 billion users make it a great place to connect in Facebook groups and a great vehicle for targeted online networking. On today’s episode of The Sales Evangelist, we’ll talk with Travis Chappell, founder and host of Build Your Network podcast, about how to connect in Facebook […]

The post TSE 833: How To Connect In Facebook Groups Without Being That One Person appeared first on The Sales Evangelist.

When you’re not making the progress you know you’re capable of, you have a choice to make: do you continue doing the same things you’ve always done, or do you try something new? I believe it’s important to investigate new ideas, and I’m going to conduct a social selling experiment that will accomplish that very […]

The post TSE 832: The Social Selling Experiment appeared first on The Sales Evangelist.

If your company’s marketing strategy hasn’t evolved, you’re likely paying a high price for it. Furthermore, if you don’t understand social selling, it will never generate any positive results for you or your organization. On today’s episode of The Sales Evangelist, we talk to Jack Kosakowski about understanding social selling and why you should embrace […]

The post TSE 831: Social Selling Is Not Working For You Because You Don’t Know How It Works appeared first on The Sales Evangelist.

The Sales Evangelist Hustlers League brings sellers of all levels and all industries together for an online coaching program that will help them  become more effective at every aspect of their work. Today, we’ll hear from our newest team member, Leo, about his experience in the Hustler’s League as a new seller. Leo shared with […]

The post TSE 830: TSE Hustler’s League-“The New Guy” appeared first on The Sales Evangelist.

I spent too much time thinking small: failing to try new things for fear that I wouldn’t be good at them. It wasn’t until friends in my Mastermind group challenged my thinking that I realized that being small doesn’t benefit anyone. Today on The Sales Evangelist, we’ll discuss how small-mindedness can hurt you, and how […]

The post TSE 829: Sales From The Street-“Being Small Doesn’t Benefit You” appeared first on The Sales Evangelist.

Are you ready to revolutionize your approach to finding prospects?

Do you sit back and hope they'll come to you, or are you casting wide nets on LinkedIn, crossing your fingers for a response?

Let's face it. These tactics scream "lazy prospecting."

But fear not! In this thrilling episode of The Sales Evangelist, the charismatic Donald Kelly is here to transform your strategy.

Dive into this power-packed five-minute episode and unravel the secrets behind proactive prospecting. Say goodbye to the old ways and hello to a new era of engagement. Don't miss out!

What Is Lazy Prospecting?

• What exactly is lazy prospecting? In the episode, Donald explains it’s making a phone call without researching the prospect.

• When prospecting, you should do your prep work. This involves seeing who else works in the organization and looking at the individual’s LinkedIn profile.

• However, most sellers take this time to scroll through their phones, hoping for the best. Donald explains how most sales representatives become lazy prospectors without realizing it. 

LinkedIn Profile

• Before making a phone call, review the prospect's LinkedIn profile. Scroll through to see their achievements, recent work events, or posts they’re engaging in. 

• Donald shares how you can use this information during a phone conversation with your prospects.

• Hint: Use LinkedIn Sales Navigator during your research!

Multi-Threading in Sales

• Speaking of Sales Navigator, it’s the ideal tool for multi-threading. Use it to find someone within our prospect’s organization you can engage with and talk to on LinkedIn.

• Donald shares how to multi-thread within the episode correctly to help you connect with your prospects and close a deal.

Are you a fan of quick, impactful insights? Dive into our five-minute episodes that pack a punch!

Hit subscribe and immerse yourself in the latest trends and updates from the sales world. Our mission? To empower you to double your deal closures by enhancing your pipeline like never before.

Join us for these brief yet potent episodes and say goodbye to lackluster prospecting. Transform into the sales leader you're destined to be. Let's do this!

“The more shots you take on goal, the more chances you have of scoring.” - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly 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

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

Depending on how you’re using it and what you’re trying to accomplish, Twitter is alive and well. In fact, Jared Easley, known as a “noticer,” believes  Twitter is full of people who are starving for true connection, and he believes you can use it to grab prospects’ attention. Today on The Sales Evangelist, we’ll discuss […]

The post TSE 828: How To Use Twitter To Grab Prospects Attention appeared first on The Sales Evangelist.

You don’t want your customer to feel duped. If you spend months working your sales cycle only to disappear after your customer commits to the purchase, she will likely feel like you only cared about the money. You must continue the relationship. Today on The Sales Evangelist, we’re going to talk about the steps you […]

The post TSE 827: Sales Basic 101…Keep The Relationship Going appeared first on The Sales Evangelist.