The Sales Evangelist

November 2020
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Mon, 30 November 2020

TSE 1375: Looking Back/Looking Forward - The Secret To Closing More Deals

The goal for salespeople is to close more deals. In this episode, Sean Doyle talks about the secret to closing.

Sean M. Doyle is with FitzMartin, a sales first consultancy firm that helps companies with their sales, marketing, and alignment. Their approach towards marketing and sales is based on science that drives revenue for their clients, while integrating sales and marketing.

The idea of science-based framework

Most of us love superheroes. As the last touch, salespeople can be seen as the hero for their clients.
Most salespeople don’t want the marketing team involved because they have a different process.
While the marketing team complains about bad leads, science has a different view. 80% of these leads should be considered to be in a cycle of consideration, preparing to change, and then retreating.
Behavioral science is the transtheoretical theorem of behavioural change according to Prochaska & DiClemente.
There’s more to human behavior than just awareness.
When interviewing an ad agency, ask them to articulate what they feels is the most effective marketing approach just before closing a deal. If they fail to answer the question, move on.
A good marketer knows how to impact a deal all the way through the process.

Looking back, Looking forward

The book Changing for Good: A Revolutionary Sic-Stage Program for Overcoming Bad Habits and Moving your Life Positively Forward by James O. Prochaska is recommended reading. It talks about the change of behavior that is applicable to everyone who seeks to change.
From a marketing and sales point of view, there are specific ways to help when the customers want to move forward.
When people are contemplating a purchase, they go to your website. Just because the prospects haven’t bought, it doesn’t mean they forget what they know of your company and their needs. They don’t need any more brand awareness. They need the later stage processes to help them finalize their decision.
Marketers need to help people move from contemplation to preparation, and eventually to action.

“Looking Back/Looking Forward - The Secret To Closing More Deals” episode resources

Follow Sean M. Doyle on LinkedIn or visit his personal website. You can also get his book, Shift for free by clicking this link.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1375.mp3
Category:general -- posted at: 6:00am EDT

Fri, 27 November 2020

TSE 1374: Why Direct Mail is the New Email

There are many things we can look forward to with direct mail. In this episode, Chelsea Martin, the co-owner of Nom’s Bake Shop, talks about how direct mail is the new email. Chelsea and her partner didn’t begin their journey with direct mail immediately but as they grew the company, they ventured into the direct mail space. This strategy became even more important as they shifted from a cookie company to a gifting company.

From a cookie company to a gifting company

A lot of people forget about direct mail and how it’s an effective way of communicating with clients and prospects.
The bake shop started out as a family project for their father who recently retired. It was a hobby that he could enjoy while getting a chance to interact with other people.
The company was built with her husband, father-in-law, and sister-in-law. They started with a cookie company and expanded into a gifting company.
Entering into the gifting industry as they created cookies that are individually packaged with the customer’s or recipient’s logo, the cookies are then mailed out in customizable gift boxes. This shift moved them into direct mailing at the same time.

The power of direct mail

Direct mail allows them to send gifts conveniently and still make the gift meaningful.
For companies and clients, it’s important to know the specific person you are gifting to versus blindly sending to a company and hoping that it lands in the right hands.
To ensure that their cookies don’t go stale, they employ different campaigns to reach out to prospects/clients/recipients in order to ask about their shipping addresses and inform them a package is coming.
They aren’t sending out emails through an automation platform. People are more receptive when there’s another human on the other end.
Chelsea has been seeing their range and she thinks that it’s due to how warm their leads are. They also make case studies to present to their clients/prospects.
Regardless of the marketing strategy you employ, it all comes down to who your ideal client is and where your leads are.
In business, people generally respond positively when they’re treated warmly. There should be an underlying motivation to connect with people.
Be authentic in your giving. People are attracted to an energy that is genuine.

“Why Direct Mail is the New Email” episode resources

Connect with Chelsea Martin on LinkedIn. You can also visit their site to get Instagram-worthy delights.

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1374.mp3
Category:general -- posted at: 6:00am EDT

Wed, 25 November 2020

TSE 1373: Best Metrics to Help B2B Companies Gauge Success

There are many metrics in measuring B2B success. In this episode, Darrell Amy brings us some of the best metrics for B2B companies.

Getting to know Darrell Amy

Darrel Amy helps companies grow their revenue. He started his career in 1993 and was in the office technology world. He got involved in sales training and launched a sales training company in 2004. Darrell has already helped thousands of people through his sales training programs for global technology companies. He’s also been involved in the digital marketing journey.

Growing revenue for B2B companies

There are two metrics for growth:

Net new clients
Cross-sell.

Net new growth is the number of clients you have this month versus last month.
The measurement for cross sell is revenue per client.
Different companies, sales teams, and different industries have sales reps who are good at either netting new clients or cross selling.
Your goal is to drive reasonable growth in each area simultaneously to get magical things happening.
For one of their clients, Darrell’s company grew both simultaneously and were able to increase their revenue within 3 years.
There’s only one metric to know: How many clients do I have?
These are the two drivers of revenue: The number of clients you have and the revenue per client. These are the things you need to track.
If you look at business from its most basic levels, you’re left with people and process. Every business is a combination of the two.
Sales teams need to learn the processes after the sale.

The importance of knowing the process

It’s important to do periodic business reviews and put a process in place to do it.
The lack of a cross sell metrics is a big red flag for a company.
There are so many opportunities inside your client base, especially your ideal clients.
Your ideal clients are clients that are a perfect fit for the business. They are the ones who will buy everything that you offer and they represent your business for you.
Most companies have the 80/20 rule, where 80% of their revenue comes from 20% of their clients. When you identify what this 20% looks like, then you’ll be able to identify your ideal prospects.
Get close to your ideal clients, write down their characteristics and hang out with them. .Find out what they really want.

“Best Metrics to Help B2B Companies Gauge Success” episode resources

Follow Darrell Amy on LinkedIn or text revenue to 210-00 to get their free tool kit. You can also check out this book from the website.

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1373.mp3
Category:general -- posted at: 6:00am EDT

Mon, 23 November 2020

TSE 1372: Convert Prospects Using Text Messaging Tactics

There are many ways you can convert prospects to clients but one way is by using text messaging tactics. What are these tactics? In this episode, Matt Baglia talks about this conversion opportunity.

Getting to know Matt Baglia

Matt Baglia considers himself as an accidental CEO. He is the co-founder and CEO of SlickText. Over the past nine years, his roles have varied between marketing, sales, development, design, support, and more.

Use text messaging tactics to convert prospects

With SMS, you must get permission before you can text prospects. It’s different with emails because a prior business relationship is enough reason for you to start messaging them.
Every prospect needs to opt-in and every single person and message needs to be treated like gold.
B2B gets a little tougher as opposed to B2C when it comes to SMS marketing. There’s a lot more catching up in B2B.
In B2C, you always need to bring value to the end consumers. On the B2B side, it’s more about knowing and understanding the risks of every outreach, the wants of the customers, and the reasons they’d be willing to let you into their personal network.
SMS marketing works best when you have a subscriber base that wants to continue to receive messages over and over again.
The reason we send text messages is because we care about the person and want to reach out to them.
Segmentation is important to be able to start hyper targeting the prospects based on their interests. Responses are also necessary and as messages come in, it’s important to be able to have a one-on-one communication with them.
Think of SMS marketing as an inbound marketing strategy.
Matt’s team is developing a feature that’s about ready to launch. It’s called automated workflow. The goal is to get to a place where you can hyper target your customers in an automated fashion.
Ask yourself the question, “Are my customers repeat buyers?” The answer to this question helps decide the path your customer will follow.
Work on an inbound strategy that offers value.

“Convert Prospects Using Text Messaging Tactics” episode resources

Reach out to Matt Baglia via LinkedIn or send them an email at info@slicktext.com. You can also check their website here.

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1372.mp3
Category:general -- posted at: 6:00am EDT

Fri, 20 November 2020

TSE 1371: How to Schedule More Sales Appointments Using Crmble.com

Crumble is a great tool to help sales reps schedule more sales appointments. In this episode, Joseph Villegas talks about how to use the tool more efficiently in scheduling appointments.

Joseph Villegas has been in pharmaceutical sales for two years now and still, his passion in the challenge of the industry is unwavering. The game has changed so much over the years that Joseph and other sales reps have to rely on their selling skills.

Schedule More Sales Appointments

Sales pharmaceutical is not the typical B2B sales where they reach out to doctors or customers via email with an attached clinical prescribing information.
The opportunities for sales reps to reach out with doctors is restricted as a lot of doctors don’t allow sales reps to barrage in their clinics, offices, or even do lunches with them.
It’s even worse now with the pandemic as seeing other people in person has become even more difficult.
Sales reps now rely on tools such as Zoom to adapt to the changes brought about by the pandemic while keeping their sales up.
There are always limitations when it comes to setting appointments but sales reps have to work around these limitations and go from there.
Joseph used to make do with excel sheets to remind him of his schedules and appointments but it was disorganized and affected his sales. The lack of a platform to help organizing the papers and documents wasn’t as effective as he thought.
It took a while for his team to build a virtual platform, they now use the tool called Viva Engage which is similar to Zoom but with product details and has slides. It allowed them to make detailed presentations.

Tools impact sales

Joseph’s decreased number in sales prompted him to evaluate his mindset. He changed his mindset and he also aimed to become more organized. He also started listening to several podcasts including The Sales Evangelist and heard about Trello and Crmble.
Trello and Crmble allowed him to be more organized and allowed him to see his appointments, schedules, and other tasks. He was able to have all necessary information in one platform.
With these tools, you can schedule your appointments and other tasks months ahead. Crmble also tracks your sales pipeline.

“How to Schedule More Sales Appointments Using Crmble.com” episode resources

Connect with Joseph Villegas on LinkedIn.

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1371.mp3
Category:general -- posted at: 6:00am EDT

Wed, 18 November 2020

TSE 1370: Meet Revenue By Understanding the Buyer's Journey

Getting to know Christina Mautz

Christina is the chief marketing officer and head of sales at Moz, an SEO platform search engine optimization.

Know your ideal customers

The biggest current problem is the abrupt changes that have happened throughout this year. As a result, we are now in a place where we are having to do things differently.
With so many changes, it’s important to really understand your customer and meet with the people who need what you’re offering.
It’s important to slow down instead of speeding up. Take a step back and assess if you really know who your ideal customers are.
As sales reps, we should be building awareness and driving consideration and interest so the customer is ready to purchase.

Understand the buyer’s journey

Since the introduction of the internet, the buyer’s journey is no longer linear. The ability to connect and talk with other people online, has made information easy to share across channels. People are now trying to find their own solutions.
Sales reps need to understand what the clients and prospects are asking and at which part of the sales journey they’re in. They may still be in the stage where they need help understanding that there is a problem.
Researching gives you insight into the things that your customers are trying to figure out.
In every stage of the journey, the opportunity is in knowing what they need.
Christina recommends mapping their journey as it helps sales reps check where their customers are at any given time.
Think about their journey and develop content for each stage. It doesn’t have to be huge but it has to be effective and it needs to be a solution that the customer is looking for.
Headline the content with the words that the customers are using and searching for. This is where SEO comes in.
In this time of COVID19, businesses need to put effort into their local SEO especially for businesses with physical store locations, regardless if it’s open or not. You need to get the message out that the business continues to serve its customers and you do that via local SEO.
Do not assume you know what’s best for your customers until you truly have empathy for what it’s like to be in their shoes.

“Meet Revenue By Understanding the Buyer's Journey” episode resources

Connect with Christina Mautz on LinkedIn. You can also check out their company website.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1370.mp3
Category:general -- posted at: 6:00am EDT

Mon, 16 November 2020

TSE 1369: Using Your Unique Selling Proposition to Generate Good Sales Questions

Getting to know Kim Fredrich

Kim Fredrich helps small business sales reps feel more comfortable and confident about having sales conversations. With this pandemic, salespeople are having an especially hard time talking to potential clients. For Kim, there’s no right time like the present. Even as the future is uncertain for other business owners, Kim is building her second business which includes outbound sales for small service-based businesses and she’s authored the book, “If You Can Have a Conversation, You Can Sell”.

Use Questions as Unique Selling Propositions

Listening is an important part of selling. It’s how you are able to ask the right questions and make value propositions.
Always ask open-ended and conversational questions. Don’t give them the chance to stop the conversation with questions that can be answered with “no.”
Raise questions in a way that the answer is useful and valuable to both of you.
A lot of salespeople aren’t clear on what their value proposition is. They’re not aware of what will make their company better.
Be clear on your value proposition and put some time and effort into crafting good questions.
Have three to four questions that address the different parts of the value proposition. You can bring any of the four that is appropriate to the conversation.
Before you go in-depth into the sales process, you need to make sure that your products or services are actually a good fit for the person/business you're speaking with.
Be clear and be able to articulate your value proposition. For small businesses, you can talk to the owner and if you’re speaking to a big company, reach out to their marketing department.
The sales conversation must be tied to emotions. Don’t focus on the features.
Ask the right kind of open-ended questions and get them talking and listening. Let them share with you as well and in so doing, you’ll be building rapport.

“Using Your Unique Selling Proposition to Generate Good Sales Questions” episode resources

Connect with Kim Fredrich on LinkedIn.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1369.mp3
Category:general -- posted at: 6:00am EDT

Fri, 13 November 2020

TSE 1368: Emotional Intelligence for Sellers: Be Kind

Emotional intelligence is an important factor in making sales reps effective in their jobs.This includes being kind throughout your business practice. How is emotional intelligence going to further your sales revenue? Let’s find out in this episode.

Cole Baker-Bagwell has been a Yogi for 26 years and one of the first rules of Yoga is the ethical rule to do no harm. This entails practicing compassion and kindness which are powerful enough to change the perception of their experiences and other outcomes.

Emotional intelligence - Be Kind

Many sales reps today, especially the beginners, can get caught up in product knowledge and competition. As a result, there may not default to compassion and kindness as a practice. This can hinder them from getting to a solution that is beneficial to the customer.
Awareness and mindfulness are important but these concepts have been diluted and misinterpreted in today’s society.
Jon Kabat-Zin’s says that mindfulness is awareness. It means paying attention in a particular way, on purpose ,without judgement. We need to cultivate that awareness, the first level of emotional intelligence, before you can engage.
Developing that mindfulness makes it easier for you to show up and uphold a commitment to do no harm in every single part of your business.
Many sales executives and sales professionals are held to a quota. When the quarter almost ends, the pressure brews and some and them may feel this pressure inside their own bodies. This pressure can be difficult to manage if there isn’t a state of mindfulness.

Choose kindness and awareness

The pressure then prompts the sales professionals to work from a place of desperation. These feelings can increase the likelihood of missing out on awareness, of connecting thought with word and action.
The whole idea of the race is created by human beings, a pace we have chosen. Everyone is running in a race and multitasking and somehow, people forgot about collaboration, generosity, and
compassion. It all boils down to the choices people make.
Remember who you’re serving, what you’re doing, and why it matters to them.
Business is about offering value and building relationships. It’s not limited to just reaching your quota for the quarter.
Ask yourself these questions - what kinds of sales motions do I put in place? How do I create policies as a sales executive?

“Emotional Intelligence for Sellers: Be Kind” episode resources

Connect with Cole Baker-Bagwell via LinkedIn. You can also check out her website.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1368.mp3
Category:general -- posted at: 6:00am EDT

Wed, 11 November 2020

TSE 1367: The Real Reason Why You Are Having "Bad Luck" When Prospecting

Prospecting is not an easy part of the sales process and sometimes, sales reps don’t have much luck with it. How do you change your luck for prospecting? Let’s talk about that in this episode.

Bad Luck in Prospecting

Some sales reps just find prospecting is difficult. Donald finds that acknowledging and correcting cognitive dissonance can be helpful in amending that problem.
When it comes to cognitive dissonance, it’s basically a thought, a theory, or an idea that can be opposed to the reality we want to achieve. You can’t have two opposing thoughts going on at the same time.
When prospecting, a sales rep will believe that someone will, or will not, pick up the phone or answer the door. There are these two opposing forces within each salesperson.
When a sales rep leans into a more optimistic point of view, it changes the way they perform, their demeanor, confidence, and the words they say.
The optimists are probably the most willing to solve the clients’ problems and more willing to help other sales reps who are struggling in prospecting as well. That optimistic nature is felt by the prospect and the prospect is more likely to respond positively.
Sales reps shouldn’t listen to their negative thoughts or to their bad wolves. Lessen “bad luck” by lessening cognitive dissonance and not feeding the more negative aspects of your mind.

Get rid of bad luck in prospecting

Focus on the most important things. The brain doesn't have any idea what’s real and what’s not when it comes to perceiving the truth so you need to define the reality you want your brain to follow.
Your chances of performing better in your prospecting increases significantly when you're feeding the right thoughts.
Surround yourself with people who help you develop a positive outlook in prospecting.
Become a part of the sales community who help you and look for programs to learn more about how to prospect effectively.
Luck is the intersection of opportunity and hard work. Focus on the positive side aspects of the work and your success.
Believe that you can do it and start thinking accordingly. Your actions will follow.

“The Real Reason Why You Are Having "Bad Luck" When Prospecting” episode resources

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1367.mp3
Category:general -- posted at: 6:00am EDT

Mon, 9 November 2020

TSE 1366: How Hook Points Draw People Into Stories

How do you grab your prospects’ attention? Sales reps all have their unique strategies and in this episode, Brandan Kane talks about his methods on capturing peoples’ attention.

Getting to know Brendan Kane

Brendan Kane is a growth strategist who helps brands, corporations, celebrities, B2B, and B2Cs stand out in saturated markets. He started out in the entertainment industry managing the digital divisions for two movie studios and realized he was an entrepreneur. That’s when he started building technology platforms and licensing them back to big media companies.

Grab your prospects’ attention

It’s important to understand that there are over 60 billion messages sent out on digital platforms each day. It’s a noisy and saturated world. This means you’re no longer just competing against your direct competition, you’re now competing against every piece of content.
Crafting a message is a skill. You must use hook points to grab your prospect's attention. The first 3-5 seconds are your only windows to create that pattern interruption.
Hook point is designed to win the first part of the conversation. There are three pillars to design hooks: Getting somebody to stop, formulating a story to maintain their attention, and doing it authentically.
One of the biggest mistakes that people are making is saying the same things repeatedly. Create a pattern interruption and be creative.
Brendan Kane uses subversive expectations. It’s a great way of flipping things on its head. It’s different from a clickbait.
When the interruption has been made, the next step is to maintain interest by telling a story that correlates to the interruption. This story is actually a message about how you can provide value while offering solutions for their pain points.
Most people make the mistake of creating a story based on how they perceive the world when it should be from the prospect’s point of view.
These days, it’s less about the content and more about the context. Most people have solid content but they don’t contextually package it in a way people listen and latch onto it.

“How Grab Your Prospect's Attention In 3-5 Seconds Using Hook Points” episode resources

Check out Brandan Kane’s LinkedIn profile or watch his free masterclass on creating hook points.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1366.mp3
Category:general -- posted at: 6:00am EDT

Fri, 6 November 2020

TSE 1365: Crafting an Effective Outreach Message That Gets Responses

Getting to know Cody Butler

Cody Butler is a marketing coach and consultant for lead generation sales. He helps companies with the toughest aspects of their businesses. In this episode, Cody Butler shares his expertise on how to get responses by crafting effective outreach messages.

Crafting effective outreach message

One of the biggest mistakes people make is the lack of brevity. Everyone is so busy they’re sending messages that are dense and hard to navigate.
The messages Cody sends taps into clients’ biggest existing desires. You need to figure out what they want before sending an outreach message.
The goal is to get the person to engage so don’t ask too much in the first email. In this initial email you only need the prospect to raise their hand and say yes!
The second email provides the overwhelming your solution is what they need and you offer a very low key call to action.
In all your communication, what you are looking for is to mitigate potential objections to get the outcome that you want.
Go to Reddit, Quora, and other forums if you’re not entirely familiar to get more acquainted with people who fall in your niche.
In forums, you don't have to present the answer, you just need to ask the question. Ask questions pertaining to your brand and niche to really narrow down the interests of your target audience. You also need to understand the questions people are asking.
The people reading your outreach message shouldn’t be able to answer with, “So what?” It should be a message that requires a Yes or a No.
Keep it simple and benefit-driven. At maximum, an outreach message should be two sentences long. Don’t let it sound like you’re deciding for them. Let the market decide if the message is going to work.
Personalize your messages and instead of the subscribe/unsubscribe link, go for the stop receiving these emails or don’t email me again.

“Crafting an Effective Outreach Message That Gets Responses” episode resources

Connect with Cody Butler via LinkedIn and also check out Cody Butler’s book, The 90 day Marketing Plan. Visit his official website to learn more.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1365.mp3
Category:outreach message -- posted at: 6:00am EDT

Wed, 4 November 2020

TSE 1364: Sales Mindset Training is a Joke!

Donald didn’t believe in sales mindset training and it affected the sales process. Eventually, that belief changed. In this episode, Donald talks about how and why it changed.

Sales Mindset Training

Teaching somebody how to prospect means you’re also teaching them how to land more deals.
Donald went through a program called Thought Pattern for High Performance on CTV. It helped him understand that there’s more to a sales mindset than just the idea of a pep rally or giving somebody a quote.
Sales mindset is more about behavioral changes. It’s about making positive changes and looking at things you can control.
The pandemic has affected the mindset of many people and some of the changes haven’t been for the better. There is a need to regulate our thinking and look at our behaviors.
Underperforming salespeople would say that they don’t have time for prospecting because they’ve been busy doing other things. Top performing salespeople, on the other hand, are prospecting consistently.
Underperforming sales reps have excuses while top performing sales reps have successes.
Thoughts and desire lead to our beliefs and our belief leads to action.
Top performing sales reps have the belief or the desire to succeed. This belief system leads them to action and as a result, they find people to help.
Don’t stop learning and keep validating your beliefs. Teach yourself to make it a habit to have good beliefs that lead to great actions.
An individual must change his/her belief to change the pattern of what he/she is doing.
Sales leaders need to be aware of what their sales reps believe before they can help them improve their skills in prospecting.
Use tools like Pipedrive and Wingman. These tools, however, won’t help you if you don’t change your mindset first.

“Sales Mindset Training is a Joke” episode resources

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1364.mp3
Category:mindset training -- posted at: 6:00am EDT

Mon, 2 November 2020

TSE 1363: Use LinkedIn to Connect With Customers and Win Deals

Getting to know Joroen Corthout

Jeroen Corthout is co-founder and CEO of SalesFlare, an intelligent CRM for SMBs selling B2B. It’s most popular among agencies and SaaS companies. In this episode, Jeroen talks about his CRM platform and all the other ways to use LinkedIn to win deals.

Use LinkedIn to win deals

LinkedIn doesn’t share as much information on this platform as truly required. Sales reps have to do serious excavating to get the necessary information they need.
SalesFlare’s system is built around emailing, meetings, calls, and pulling out basic information from social media. With their services, all these sources come together. When a sales rep adds people to the system, it automatically pulls in the email exchanges they have including the person, meetings, and calls. Other members who are on the team have access to all these exchanges as well.
Automating data means having the ability to follow-up leads easier.
When making a LinkedIn connection, make it as authentic as possible. Try to imagine the clients’/prospects’ perspective and translate that to empathy in the contact.
Connect only when it makes sense. A lot of people appreciate when sales reps reach out after they sign up for the software.
It’s often more effective to first send several messages manually, tailor the message and do it several times. See the pattern before you automate the system. Think about your target audience in the narrowest way possible.
Be very targeted with your messaging and try not to generalize the process of reaching out.
There are many things that sales reps can do with LinkedIn, but it’s not enough to send people resources and links. Think of LinkedIn as an Instagram for business. Use images, build relationships, and get the conversation going.
Focus on building relationships on LinkedIn. It’s the best place for business. Don’t look at it as a networking party. Instead, think of it as a place to meet new people, share information, and engage.

“Use LinkedIn to Connect With Customers and Win Deals” episode resources

Reach out to Jeroen Corthout via his LinkedIn profile. You can also visit their site to learn more.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

Direct download: TSE_1363.mp3
Category:general -- posted at: 6:00am EDT