Today’s guest is Nelson Leitao and he’s going to share important lessons learned about perseverance during a 10-year climb up the customer ladder. In this episode we’ll discuss what that means. 

The art of selling

• Nelson loves his job for two particular reasons: Interacting with people and getting the chance to improve patient experience. 
• For Nelson, being in the medical sales field, he isn’t only dealing with devices, he is helping people through his products. 
• Their company’s vision is A day without passion in healthcare is a lost day. 
• Nelson worked for his company for 25 years already but he’s only been working in sales for 10 of those years. 
• One hard lesson came from offering the same solution to three different companies. He focused on the sale more than unique customer needs and it cost him two of the three prospects.
• What Nelson didn’t acknowledge was that there were three different customers, three different processes, and three different needs. Instead of customizing the offer to each company, he mistakenly thought giving them the same solution would solve everything. 
• Nelson is now quicker to subscribe to his company’s vision to listen more than he talks.
• Nelson had to reframe his mindset and though it was a huge challenge, he was able to pull through.

Climbing the customer ladder 

• It’s similar to marriage in that it has its ups and downs and there may be challenges you have to overcome everyday.
• Climbing the customer ladder is about how you improve your relationship with your customer. It’s dynamic because your customers all have different needs. Climbing the customer ladder means climbing their trust.  
• First, you need to be present and customers need to feel that focus everyday. They want to know they can ask for your help and you’re there even when you don’t have all the answers. 
• Be committed to helping people and opening doors for the customers. 
• The motivation is knowing you will win with them, you will gain more experience and learn the process, and you will understand their needs. 

Looking outside the box

• Being in the healthcare sector, most people focus on technology and clinical solutions but there’s more to it. 
• The technology and the devices are good but they also need to implement a good workflow. 
• With Nelson managing accounts for financially depressed countries, he is prompted to think of the financial implications for his customers. 
• It is important to be creative and to show something different to separate you from other companies. 
•  Help the customers bring out the solutions the best they can.

“Motivation: Important Lessons I Learned About Perseverance During My 10-Year Climb Up the Customer Ladder” episode resources 

Connect with Nelson Leitao on LinkedIn. You can also send him an email at nelson.leitao@siemenshealthineers.com.

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 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. 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.

Gary Manske, the Executive Director for Sales and Marketing of Dakota Micro, Inc suggests that salespeople should approach sales as an art and a science instead of a grind, but what exactly does that mean? 

It’s a mindset thing 

• Have the mindset of always being curious and ready to learn something new. 
• People who are defeated say “it’s not working anymore.” They make excuses and often, the current excuse is COVID. 
• While that is a legitimate view, you still have to look at things from a different perspective in order to keep going. Instead of your circumstances limiting what you can do, look at it as a new environment and an opportunity to see new ways you can reach out to your prospects. 
• Regardless of the situation, sales is all about relationships, so find a way to connect with people. 
• The old school sales approach of getting on the phone, playing the numbers game, and needing to have consistent activity makes the sales process a grind. 
• Go into sales with a different mindset. Instead of getting caught up in the grind activity, reflect on what you learned yesterday. 
• Sales is not just about coming into the office, booting up the computer, picking up the handset, and calling. You can find ways to enjoy the process. 

Sales as an art

• Enjoying sales starts with the right approach to leadership roles. It involves supporting your team and having the desire to help other people get better. 
• Don’t start a team meeting by talking about numbers. Get personal and let them know you’re all in this together. 
• Sit down with all the members of the team and have a practice game, a dialogue, a conversation. Focus on how you can help each other. 
• From an individual perspective, if the leader isn’t taking the team in that direction, then create the opportunities yourself. There’s nothing better than the opportunity to be yourself. 
• Be the catalyst for change. Be the person that helps and motivates others. As you gain more knowledge, share it with your colleagues. 

Getting out of the box

• It is hard to work from home in this pandemic. It can be stressful so look for a way to get out of the box.
• Make time for watercooler conversations and the things you are missing. 
• Be responsible and professional. 
• As a leader, hire salespeople with the right attitude, especially in this pandemic. 
• Don’t ever sell out of your own shoes. This means not putting the clients or prospects in your shoes. That’s not your job. You can’t judge their purchasing decisions based on your financial capabilities. If you are selling a Rolls Royce and you yourself don't own one, you can’t really judge if a person coming into the showroom can or cannot afford your car. 
• When you enjoy what you’re doing, you will eventually see good results. 

“Motivation: Approach Sales as an Art and a Science Instead of a Grind” episode resources 

Connect with Gary Manske on LinkedIn. You can also send him an email at gary.manske@outlook.com. 

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 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.

Many sellers have sales goals but we must focus on making sales goals a part of your daily activities. Let’s join Joel Malkoff and Donald as they talk more about the importance of organizing these tasks. 

Making Sales Goals a part of your daily activities

• Joel thinks empathy is a priority. It’s a conscious way of selling and it puts the seller in the buyer’s shoes. 
• Salespeople need to sell with integrity. 
• Many salespeople set short-term goals and become so engrossed with this list they become very self-centered. 
• You want to set long-term goals and build long-term relationships because it keeps integrity at the center of these interactions and facilitates trust.
• Look beyond the one-shot sale. This means being able to walk away from the situation if your product or service doesn’t fit. Don’t just focus on closing the deal.  Maintain focus on your long-term goals. 
• Transparency and full disclosure are very important in sales. 

Maintaining integrity

• As a salesperson, you want to present your product the best that you can without misleading people. 
• Don’t slam the competition. Focus on putting your product in the best light possible. 
• Always look for a way to connect with prospects within your territory. Send them an email, allow them to get to know you, and don’t immediately go into sales mode. 
• Sales is more than art and science. You need to learn sales from other people, like mentors, who have a lot of experience to share. 
• Sometimes, salespeople set goals that aren’t realistic so they don’t reach them. This is why it’s so tempting to create short-term goals instead. 
• Maintain integrity and work smart by looking at low hanging fruit. Understand that referrals and references are the biggest part of your business. 
• Be willing to share the customer relationships you’re building with upper management. By doing so, they know you’re still working on building a future even when you aren’t able to reach your goal for the month or the quarter.
• When you sell ethically you’re answering to a higher authority. 
• By developing customer relationships that lead to referrals and recommendations, you’re selling in a way that creates a profit. 
• Being ethical is smart for business. 

“Goal Setting: Translate Your Sales Goal into Meaningful Daily Activities” episode resources 

Connect with Joel Malkoff on LinkedIn. You can also visit his site and get his book, Selling Ethically: A Business Parable Connecting Integrity with Profits on Amazon. 

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 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.

In this episode, we get to know The Sales Evangelists team and what they do for TSE as they share with Santa Claus what they want for this Christmas. 

From the Philippines to Thailand please! 

• Mae Mar assists with email support and sends messages to the guests who appear on the show. She also manages some of Donald’s mails and works on lead generation for the sales team. 
• Mae has been with the TSE team for about four years now.
• For Christmas, Mae wants to spend some time with her husband who is in Thailand. She wishes to fly from the Philippines to Thailand and surprise her kids on Christmas eve. 
• You can reach out to Mae via email at mae@thesaleevangelist.com

Let’s Create a Startup

• Rael Ramirez is in charge of the show notes for all the podcast episodes and also does some content writing for a few of our TSE clients. 
• Rael is interested in creating a startup company herself and although she knows that can be difficult, she’s got episodes from The Sales Evangelist to help her jump into it.
• You can reach out to Rael via LinkedIn and email. 

I’d Like a 2020 Redo

• Jermaine Wishart is the BDR lead business development team leader in TSE. He didn’t start with sales but eventually went back to B2B and improved his skills. 
• 2020 has been wild and Jermaine would love a redo. The pandemic has impacted so many people and he believes we all deserve to have a fresh start. 
• Jermaine is on LinkedIn and on Facebook. 

Broken is Beautiful

• Michelle Ruschman is the Podcast Production Coordinator for TSE Studios. She edits the show notes, interviews clients for case studies, and occasionally writes relevant  articles about sales. 
• She’s written a book entitled, Jesus and Me: The Year that I Wrote Down Our Conversations, and is currently looking for a publisher.
• Michelle is also a fused glass artist and is most known for her cross pendants called Beautifully Broken. For the holiday, she’s wishing for more glass so she can get a gift that keeps on giving. The pendants she makes serve as a source of encouragement and inspiration to many people.
• Reach out to Michelle via her website, www.michelleruschman.com, through email,  on Facebook, and Instagram. 

Inner and Peace and Career Growth

• Deson Cunado takes care of the graphics for The Sales Evangelist. He creates the images for the podcasts and does the graphic maintenance on TSE’s websites. 
• His next artistic goal is to create films where he can showcase the beauty of nature. You can check out his portfolio here. 
• When Deson made a video showing a Philippine map created from a cork board, it went viral, and inspired a lot of people to create their own as well. 
• This Christmas, Deson just wants some peace and joy in his life. There’s not much he wants materially, but would love to have more inner peace , happiness, and growth in his profession. 
• Connect with Deson on Facebook, LinkedIn, and Instagram. 

Letting Go of Negative Vibes

• Nancy Paul is the business development rep for The Sales Evangelist, and handles many of the appointments. 
• She is passionate about connecting with people, building relationships with clients, and getting the message to  many. 
• Travelling is something that Nancy has been waiting for. For this holiday, she’s wishing for a getaway and to let go of her negativities. 
• Connect with Nancy via email.

A Healthy Family Above All

• Jeron Obial has been with the TSE team for the past five to six years. 
• He started with audio editing when his friend introduced him to radio broadcasting. He was then assigned to production for commercials. It’s been a great experience especially with the changes brought about by modern technology. 
• Jerson is pretty content with what he has right now - the family, the blessings, the good health. He couldn’t ask for anything more. 
• Reach out to Jerson via email.

A Vaccine for COVID-19

• Aaron Conjelado sets appointments for TSE. He is going out there talking to people about The Sales Evangelist. 
• For this holiday, he wishes for COVID-19 vaccine and he wants it first. 

Let’s start talking to each other 

• Shannon Rasmussen is in charge of the operations for the The Sales Evangelist team. She’s taking care of all things “behind the scenes.” With team members all over the globe, she keeps everyone moving forward together.
• Through working on the TSE podcast, she has learned three major things:

1. Great sellers ask powerful questions.
2. They listen.
3. They challenge the status quo. 

• Shannon’s wish is for Americans to reconnect with each other and not allow politics to be a divisive area. She wants US citizens to remember the government belongs to us, the people, not to the Republicans or the Democrats. 
• Shannon is hopeful that the whole TSE team will continue growing and serving its listeners. 
• You can check out Shannon’s blog here. 

“Goal Setting: Christmas Day - The TSE Team Pitches Its Wishlists to Santa” episode resources 

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 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.

Before you jump into creating a goal, make sure the goal is a SMART goal. It's S for specific, M for measurable, A for attainable, R for realistic, and make sure it's T, time bound.

We set goals and we try to achieve them. The truth is, however, goals must meet a few requirements for them to be achievable. You need SMART sales goals. What are smart sales goals? Let’s talk about that in this episode. 

Aiming for SMART sales goals 

• SMART stands for: 

S - specific

M - measurable

A - attainable

R - realistic

T- time bound

• A goal that says, ‘I want to be successful by the end of 2021…’ is not realistic. 
• When you set a goal, you need to evaluate specific elements first. Ask yourself if it is specific enough, measurable, attainable, realistic, and if it is time-bound. 
• Setting SMART goals is important because you can easily run out of steam if you don’t seem to be making progress. 
• People move forward with vision and motivation.
• Your life has more meaning when you have something to look forward to. 
• Generic goals are often not accomplished. 
• Make micro SMART goals to help you accomplish your big SMART goals. 
• Use SMART goals for your team to encourage them to accomplish more. It will collectively help toward the overall vision. 
• Use a chart or an excel sheet where you can record and track your goal. This will help you check your progress and give you visual support as you get closer to your goal. The little check marks will inspire you. 
• The TSE team uses a leaderboard where performance can be tracked and that visual inspires us towards accomplishing our goals. 
• Examples of SMART sales goals: 

1. I want to set 10 appointments per week. 
2. I want to have at least 95% of my appointments be accepted by the account executive over the next 10 days. 
3. I want to be able to close 20 deals in the next month. 

“Goal Setting: What are SMART Sales Goals and How Important Are They For You” episode resources 

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 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.

Sales people have so many goals they are working toward it’s inevitable that there will be goal-setting mistakes made along the way. In this episode, Dr. Jason Scott Earl is going to help us avoid these mistakes. 

Errors made when setting goals

• A common goal-setting mistake that’s made is trying to do too many things at once. 
• What’s helpful in goal setting is the ability to focus on just one or two. This will help you prioritize your actions as you move toward accomplishing these goals.
• What leads to failure is trying to be everything to everyone. Identify your specific role. 
• Focus on the one thing that you can accomplish that will improve your life financially, mentally, or spiritually.  
• Make a short list of goals and a new list of priorities. If you’re avoiding these actions, it’s important to make changes that will get you moving in the right direction again.
• When Dr. Earl was working through his own goal-setting mistakes, his biggest problem was not setting clear expectations.  He found that you couldn’t meet the objectives you weren’t clear about. 
• What imaginative scenario can you create that has your back against the wall? It isn’t a comfortable feeling but it prompts you to make the serious changes that your organization needs. 
• When you make a decision to change something, it puts you in a different position mentally. Things start to shift and line up.
• Don’t be afraid to face brutal facts. For example, ask yourself how you feel about 2020 and what you could have done differently. 
• A whole new world is unfolding. All you need is a little bit of insight and discipline to learn many amazing things. 

“Goal Setting: Top Goal-setting Mistakes Salespeople Make (and How You Can Avoid Making Them)” episode resources 

Connect with Dr. Jason Scott Earl on Link

edIn or shoot him an email at jasonscottearl@gmail.com. You can read Elbert Hubbard’s A Message to Garcia here. 

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 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.

There can be several reasons why you’re not hitting your sales goals. Today we discuss the number 1 reason you don’t hit your goals.

Accomplishing goals

• With all that happened this year, many are looking forward to 2021. 
• It’s always important to set your goals and make sure that you accomplish the goals.These are actual goals that you can be accountable for and that will help you become successful. 
• Say goodbye to the status quo and look forward to the challenges and opportunities. 

Failing your goals

• People fail and don’t win their goals because they aren’t really goals, rather, they’re wishes. 
• Example of which is: I want to be successful in 2021. It’s a very wishy-washy goal. 
• Make SMART goals: specific, measurable, attainable, and time-based. 
• Goals should be something that you can focus on. 
• Another reason why people fail is because of their lack of visuals of the goals they want to achieve. You need to paint your goals vividly. It’s important to be able to imagine your goals with closed eyes. 
• The lack of emotion toward your goals can impact your ability to achieve them. We are emotional creatures and these emotions impact the decisions we make. 

Planning your goals

• List as many little goals as possible and tie them toward bigger goals. 
• The micro goals will help you accomplish the big goals. 
• Follow the specific plans you have for your little goals and set a schedule when to do them. 
• Go for constructive motivation instead of restricted motivation. Constructive motivation stems from yourself; it’s the push that’s not coming from the managers setting this quota or that. 
• If you do have a quota, make sure to own it. In this way, the restrictive motivation turns into constructive motivation. 

“Goal Setting: The Number 1 Reason You Don’t Hit Your Goals” episode resources 

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 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.

Sales reps can get overwhelmed with administrative tasks without even realizing it. In this episode, Anthony Iannarino talks about ways to ensure that admin tasks don’t overwhelm your day.

The black hole of admin tasks

• Growing in sales means more non-sales related work can find its way to your desk. With more success comes more clients and execution can become a challenge as sales reps have to learn to manage all the new information.
• As a result, a lot of people end up feeling busy but not productive. Busy means you’re running from one thing to the next while being productive means making progress towards your goal. 
• What can happen is that people get tied up in the transactional work of selling. 
• Sales reps and sales leaders are the ones who look for prospective clients. We sit down with people and have a conversation about the impact our services or products can make on their business. We create the opportunity. When you’re stuck with admin tasks, however, you’re unable to pick up the phone and make cold calls. Too much of this can cause opportunities to be non-existent. 
• You can get caught up helping other people with their tasks and assisting clients but only do so after you’ve completed the tasks that are going to help you move toward your own goals. Not deciding how to spend your time well can put you at risk to be in the bottom 50%.
• Prioritize the activities that create and capture opportunities. 

The blocking system 

• Anthony encourages sales reps and leaders to have a 90-minute block where all they do is focus on creating opportunity
• When the time is up, they can check their inbox for anything interesting. Afterwards, they give themselves a second 90-minute block for additional tasks that are important in the work day. 
• You become more proactive when you learn to focus on a task and not get distracted by emails and calls. Make sure those are separate from your task time. 
• When you're doing the work you need to do, you owe the work your best effort and energy. 
• Aggregate all the admin tasks you need to do. Organize your tasks according to category and then designate time for them. Don’t go back and forth between different tasks as that takes too much time and energy. 
• Selling comes from opportunity creation and opportunity to capture. Everything else that we do is secondary to that. The only things you’re going to get paid for is creating opportunities. 
• Everyday, do what’s most important first, without fail, and don’t negotiate with yourself. Get to the point where whatever the worst task is, you do it without hesitation. 

“Productivity: How to Ensure that Admin Tasks Don’t Overwhelm Your Day” episode resources 

Follow Anthony Iannarino on LinkedIn. 

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 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.

Due to the pandemic, most businesses have transitioned to working remotely. In this episode you’ll learn how to maximize sales productivity when working with a remote team. 

Ensuring sales productivity 

• At a very young age, author, speaker and organization improvement consultant

Brad Jeavons watched his mother selling over the phone. He saw how she used trust and value to make an impact on her customers. The consultative approach his mother used was effective. 

• Brad made note that using the phone can cover a lot of turf. 
• Brad also studied the strategies of big companies such as McDonalds and Apple, and how their practices are applicable to productivity and sales performance. 
• Some of the best practices and operational/enterprise excellence in the world today come from the largest organizations. 
• With working remotely, we can take all these practices to another level.

The 4 Ps in Productivity 

•   The 4 Ps in Sales Productivity: 

1. Plan - you need to be able to focus and create a plan of attack. Know who is still currently buying and learn how to adjust the plan. This plan has to be done with people, not to people. 
2. People - We need to show empathy toward our sales team because everyone is feeling the effects of the pandemic. Build trust within your team. 
3. Process - Collaboration is important in team processes. It enables everyone to be in on the plan and adjust the plan as a whole. 
4. Partner with your customers - Go into these relationships as an abundant consultant, not just as a merchant selling to customers. Sell with a purpose. The only way to do so is by helping the sales team form a process they will practice with consistency. 

• Brad uses the customer journey mapping technique to help sales teams develop an abundant sales approach in which they become highly skilled as they practice. 
• Agile sales and marketing processes start with the customer’s buying journey. This is before the discovery phase. It’s focusing the team on the customer’s pain points and their needs. It enables them to connect to the customers on a deeper level. 
• The Devotion phase allows you to focus on how you can serve your clients so they become people who are devoted to your product or service. 

“S1: Maximize Sales Productivity When Working With a Remote Team” episode resources 

Follow Brad Jeavons on LinkedIn. You can also get his book, Agile Sales: Delivering Customer Journeys of Value and Delight. You can also visit his site to learn more 

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 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.

There are times that we feel unproductive. How do you combat that feeling? Join Donald and Andres as they talk about the lack of productivity and how to overcome it. 

What unproductivity looks like

• Andres has subscribed to many methods and ways to become productive. Entrepreneur on Fire’s John Lee Dumas is one of the podcasts he listens to. There’s also the Freedom Mastery Journal where you write down four things that you want to accomplish in a day. 
• Often, though, it’s difficult for many to finish their list of tasks to do for the day. 
• The most productive times are in the early mornings or late at night. But always pushing out your workday to late night isn’t healthy. It eventually leads to burn out. 
• Feeling unproductive doesn’t necessarily mean that you didn't get any work done in a day. It may also mean that you weren’t able to do what you intended to do because you were side-tracked with other tasks. 
• For Andres, sometimes the inspiration for doing his listed tasks happens at the last minute. 
• Andres is now trying a new exercise where he prepares for his tasks beforehand. He also considers the productivity tools he is using. 
• The TSE Mastermind has been helpful for Andres as it provided accountability which then equates to goals reached. 
• Sometimes, Andres wants to get things done and loses sight of other things. 
• It is important to learn how to allocate and delegate tasks. 
• It is not easy to do the hard things but they’re the ones that are going to be the critical pieces moving forward. 
• Oftentimes, when you have many things to do, you tell yourself that you are most productive at the last minute and that you work better under pressure. 
• Write down the things you need to do and scale the tasks in levels of importance. 

“Productivity: ‘I Feel Unproductive Every Day’” episode resources 

Follow Andres Escobar on LinkedIn. 

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 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.

Ensuring sales productivity while working from home may still be a challenge for many people. How do you maintain sales productivity even with the work-from-home order? 

Getting to know Jas Takhar

Jas Takhar has been in the sales and service industry for over 25 years. Soon after deciding to try his hand in real estate, he co-founded the REC, and over the course of 15 years, has successfully propelled his team to the 1st place position in Canada under Royal LePage.

Ensuring sales productivity

• High-level sales refers to how many people you’re speaking to and how many conversations are specifically about sales. 
• Most people who were in sales for a long time had an advantage before COVID. Because they were able to speak with people face to face, they had a higher chance of closing a sale. 
• Every sales person is now playing on a level field because we can’t meet people in person. Conversations are now happening virtually.
• Sales reps now need to structure their day and prepare for the virtual meetings.
• Jas calls his warmest prospects first thing in the morning. These are prospects who have already shown interest and are already in the last phases of getting the deal. 
• The warmest prospect is where you are going to get the highest return. Create momentum for your day by having this conversation to launch. 
• The best time to reach out to new prospects is right after you make a new sale. This is when you feel lighter, happier, and that elation radiates into the conversation. 
• Jas thinks of his prospects like apples. Green apples are people who like to keep in touch with him and red apples are prospects who are ready to go. Rotten apples are cold prospects.
• Jas calls his ready-to-go prospects first, willing-to-have-a-conversation second, and his cold prospects last. 
• It’s all about momentum. Always do your highest producing activities first thing in the morning. 
• Even when you're working from home, you still need to be active. Keep learning and educating yourself. Study the numbers and get as much positive information as you can. 

“S1: How to Maintain Your Sales Productivity Even While Working From Home” episode resources 

Connect and follow Jas Takhar on LinkedIn. Follow his podcast as well! Visit his website for more information about Jas. 

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 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.

Sales leaders, are members of your team really using their time to prospect and sell? How do you know if your team actually spends their time working towards closing a sale? Let’s talk about. 

Getting to know Skip Miller 

Ski Miller is the author of Outbounding: Win New Customers with Outbound Sales and End the Dependence on Inbound Leads. This time last year, Skip observed that people were running short and the inbound leads were running dry. It was a problem he knew he needed to address. Salespeople thought they’d be able to hit their sales and unfortunately, they didn’t. He started to write the book to find out the best practices in good salesmanship. 

Ensure that they keep prospecting and selling through best practices

• Revenue is a trailing indicator rather than a leading indicator. 
• You can start measuring proactive and leading activities, as well as competencies. 
• Ask your sales team to share their sales pitch, how they talk to a senior buyer, and ask them to share emails they send to prospects or buyers. These frequencies all create opportunities to coach.
• Good managers are focused on frequencies and competencies. A great way to get everyone involved is to make them a challenge or game.  
• Great managers are now huddling with their team to get their numbers up before the year ends. 
• On Miller’s team, they make it a game. They have contests to whose email gets the best response rate and give out awards. 
• It’s a dual purpose activity. Not only do they enjoy their work but they’re improving their skill sets. 
• Miller discovered that when you put people into fit teams of three to four members, the group will call out any member who isn’t doing what they should be doing. 
• Good sales managers are good at disqualifying leads. They don’t allow deals to just sit in the funnel. This qualification skill set is built with guidelines. They decide when to drop a lead and leaders can only do that if they’re in constant communication with their sales reps. 
• Emails that initiate curiosity get the best response. Keep that in mind when crafting the email. 

“How Can You Ensure That Your Team Spends Its Time Actually Selling?” episode resources 

Follow Skip Miller on LinkedIn. You can also check out his website to learn more. You can get his new book on Amazon or check the site here. 

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 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.

Change is the only constant in this world and The Sales Evangelist Podcast is no exception. TSE has changed over the years and another is on the horizon. Listen to this episode as Donald talks about what you can look forward to doing with The Sales Evangelist podcast. 

Welcoming the change

• The first change is the length of the episodes. Based on a poll, 37% of our listeners said that a good podcast length is somewhere between 20-30 minutes. 
• Less time with introductions. Instead, we will focus more on the expertise they offer and the wealth of knowledge that will benefit our listeners. 
• With all the episodes we’ve already published, it gets harder for new listeners to locate the episodes they want to listen to. To remedy that, we’re going to organize the episodes into seasons. The seasons will also be categorized into parent topics such as productivity, goal setting, and more. Finding episodes will be much easier! 
• The content will be focused on answering your questions and the concerns that come directly from our listeners.
• New live coaching sessions will be available in the episodes where we’ll get to feature customers, prospects, and other community members.

“Season 1 "Why We Changed Up The Show"” episode resources 

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 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.