Now that 2023 is here, EVERYONE is a seller! In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Ted Blosser to talk more about selling in this upcoming year.

The Importance of Momentum

• Momentum is KEY in business, whether you’re a seller or not. Think about it: If you’re some start up company, you have to generate momentum to build your business. If you’re a seller, you have to generate momentum for your sales. Momentum is key.
• This is DOUBLY true with the current economic situation. As business slows and profits wane, sellers and businesses have to be ready to REBUILD that momentum to come back even stronger as the economy recovers.
• Generating momentum is important, yes, but how do you actually build this momentum? Through SELLERS. Blosser gives the example of Tesla in its early years: Elon Musk made EVERYONE act as a seller when the company nearly went under. Being able to sell is critical in the generation of momentum,

Three Key Points For Sellers

• Blosser has also identified 3 KEY things for sellers to keep in mind, in the upcoming year. The first thing is: Focus on outbounding.
• The second thing is: Make everyone a seller. As different people interact with clients throughout the sales process, they ALL have a chance to add value and upsell. Get everyone involved to think, and act, like a seller.
• The final thing is: Change marketer’s mindsets. This combines the two other points. Marketing teams generate leads and CONSTANTLY interact with clients. This is your BEST opportunity to upsell and get extra profits from qualified leads.

The Mindset Shift

• In the past, especially when the market was more saturated, businesses and sellers took a quantity over quality approach. Sellers focused SOLELY on just sheer numbers, but not things like conversion rate.
• With the current state of the market, quality is king. Instead of focusing on several inefficient things, focus on a few VERY efficient ones. Blosser compares this to a regular infantry vs special ops approach: Instead of sending waves of infantry out, send a few highly specialized, and effective, soldiers out.

If you want to connect with Ted Blosser more, or learn about shifting your mindset, you can talk to him on LinkedIn or at his website, www.workramp.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

This episode is brought to you in part by Scratchpad.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Continually generating leads and beginning the sales cycle with qualified leads is the CORE of any seller’s career or B2B business. In today’s episode of The Sales Evangelist, our host Donald Kelly meets with John Butler to discuss three principles you can adopt for a consistent pipeline.

Intangible Traits Athletes and Sellers Have

• Both elite athletes and champion sellers are goal oriented.
• They have a passion for excellence.
• They practice their craft with intention.

What Elite Sellers Are Doing

• They conduct DEEP account research.
• They follow up in unique, creative, and personalized ways.
• They maintain and FOLLOW strong and stringent sales processes.

“Top sellers provide personalized AND relevant content to buyers - John Butler”.

If you want to connect with Butler, you can check out his website at www.shiftgroup.io or connect with him on LinkedIn. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

This episode is brought to you in part by Scratchpad.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Hendrik Isebaert to talk about ending sales activities, and how it can help you MAXIMIZE your selling potential and profit.

The Issue With Numbers

• According to LinkedIn, during the pandemic, the percentage of emails that sellers sent out increased by 50%. Despite this rapid increase though, buyer responses went DOWN by 30%
• Both the market AND buyers have changed over the past few years. As a seller, you HAVE to adapt to these changes to remain relevant and proficient.
• In the modern day, whenever buyers are polled on their opinions of sellers: The MAJORITY of the time, buyers don’t think sellers give them any value.

Combating These Trends

• There are a few different methods Isebaert suggests to stay relevant in today’s changing sales landscape.
• The first method is: Having a platform that delivers buyers relevant content. By the time a seller and buyer first meet, the buyer has already done 60 PERCENT of their process through research. If you host a platform that helps them actually conduct that research, you’re both offering value AND staying at the top of their mind.
• The second method is: Remaining educated. Knowledge is power. As a seller, you should CONSTANTLY be learning about the current state of the market AS WELL as what your specific buyer is looking for. Utilize what you learn to help finalize the deal.
• The third method is: Talk TO your buyer, not at them. Isebaert specifically suggests using things like digital salesrooms to conduct presentations. Why? You can personalize your buyer’s experience AND have a two way conversation with them.

If you want to learn more about Hendrik Isebaert, you can check out his website at www.showpad.com or connect with him on LinkedIn. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

This episode is brought to you in part by Scratchpad.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Tom Kulzer to talk about how you can send optimal emails that will see results.

Understanding Emails

• Over the years, Google’s spam filter has slowly increased. Kulzer says that Google’s filter has gotten better at figuring out what people WANT and what they DON’T want. Whatever isn’t wanted will go to spam.
• If your emails are going to spam, then it means that Google’s determined something in your email is what people AREN’T wanting. To avoid getting sent to spam, then you have to send emails with things people will want to see, at least according to Google.

Setting Expectations

• One tool you can use to avoid your emails being marked as spam is by setting expectations.
• The example that Kulzer gives is How many emails your recipient is expecting. If someone signs up for your newsletter and is expecting an email once a month, but starts receiving daily emails, they’ll likely start putting your emails down as spam.
• Set expectations for your receiver upfront. Provide information on what you’ll be emailing the receiver, and how often they can expect emails. If you meet your receiver’s expectations, they’ll not only engage WITH your emails but also not mark them as spam.

Understanding Google’s Process

• If you want your emails to be seen and engaged with, you have to understand just exactly how Google processes your email.
• Google has information that you, as a sender, don’t. Google knows things like how the recipient responded to the email, whether or not they marked it as spam, how much of the email they read and how long they spent reading it, etc.
• You, as a sender, have to make sure your email meets the things Google is looking for. Structure your email in such a way that it won’t get sent to the wrong folder. Make it engaging, so your recipient will actually read the email.

The Framework of a Good Email

• Use your own domain when sending emails. Kulzer has noticed that MANY business owners want to send emails from their Gmail accounts. AVOID THIS. If you use your own business’s domain, you’ll start building a reputation as an email sender.
• Don’t play games. Another trend that Kulzer has noticed is: Sometimes, senders will try and play games with their emails. For example, they’ll put “fwd;” in their subject line, to make the receiver think they’ve forwarded the email. This trick will make your recipient lose trust in you. Would you trust someone who tricked you into opening an email? Or would you mark the email as spam?
• Send emails that have a purpose. Some of the worst-performing emails that Kulzer has seen are emails that have NO PURPOSE. If there’s no reason to send an email, don’t send one. Give your recipient SOMETHING of value, whether that be a promotion, deal, update, or whatever. Give them an actual reason to OPEN your email in the first place.
• Write your emails for one person. Keep in mind, whenever you write an email, ONE PERSON will be reading it. Although you’ll send the email out to multiple people, whenever your email gets sent, ultimately it only ends up being read by one person. You’re not talking to a giant audience in a stadium, you’re talking to someone one on one. Word your emails accordingly.
• Use email automation. There’s a concept in email marketing called conditional content. Essentially, it’s similar to the YouTube algorithm. You look at the data of how your recipients engage with your email. Maybe they look at certain content more than others. Maybe they prefer some links over others. Whatever content your recipient engages with more, automation can put THAT content at the forefront of the email.
• Prune for unengaged recipients. Look at the data of your emails, and see who engages with your email and who doesn’t. Just like sending emails with a purpose, only send emails to people for a reason. If someone isn’t engaging with your emails, then don’t send emails to them.

If you want to connect with Tom Kulzer, you can check out his website at www.aweber.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

This episode is brought to you in part by Scratchpad.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

In today’s episode of The Sales Evangelist, our show host Donald Kelly meets with Roger Smith to talk about why you should establish a sales belief system, as well as how to actually establish one.

The Importance of a Sales Belief System

• When Smith first started as a sales rep for his company, whenever he was closing the deal, he would VISIBLY shake. It got to the point where he believed the buyer thought he was having some sort of seizure. He knew that if he wanted to combat this and improve as a seller, he was going to have to work hard. VERY hard.
• Smith learned early on that, without a belief system, sellers would start running into issues. Specifically, doubt would start to form. As doubt continued to grow in the seller's mind, the likelihood of successfully making the sale would decrease. Without a belief system in place, sellers start to doubt themselves.

The Four Foundations of a Belief System

• Once Smith knew just how CRITICAL a belief system is, he then identified four critical things that make up the belief system.
• The first aspect of a sales belief system is believing in yourself. Having belief in yourself and your selling prowess creates a self-fulfilling prophecy. Your actions will NATURALLY gravitate towards successfully making sales. So you, as a seller, need to do things to INCREASE your self-belief.
• Smith worked tirelessly to master his craft as a seller. This mastery naturally improved his confidence, which then led to him becoming a better seller. Think about your weaknesses as a seller. Address them and work to correct them. This all leads to confidence, translating to you becoming a BETTER seller. Confidence naturally improves when you see results. So make sure you’re seeing results, or working towards them!
• The second aspect of a sales belief system is believing in your product or service. Just like how having self-confidence is key, having confidence in whatever you’re selling is key. Think about it: If you don’t trust or believe in what you’re selling, then why should your buyer
• Understanding EVERYTHING about what you’re selling is critical to believe in it. Know the pros AND cons of whatever you’re selling. If you know the pros and cons of your product/service, then you’ll also know just HOW MUCH the pros outweigh the cons. This will, naturally, improve your confidence in what you’re selling.
• The third aspect of a sales belief system is believing in your leadership. Smith uses the analogy of a car to describe this: Imagine your sales career as a 4-wheeled car. If one of the tires is flat, then the car won’t run optimally.
• Understanding WHERE your leadership is going and WHY they make certain decisions is key to gaining confidence in them. Think about it: You’re naturally not going to trust something you don’t understand. So understand your leadership! Don’t be afraid to ask questions and learn. With more knowledge, you’ll start getting that NECESSARY confidence.
• The fourth and final aspect of a sales belief system is believing in your company. You have to understand that every company is serving SOMEONE. If it’s a public company, it’s serving shareholders. If it’s a private company, it’s serving the leadership and employees. Understanding this will help you create that belief.
• Again, knowledge is power. UNDERSTAND YOUR COMPANY. Ask questions about the company’s decisions. If you don’t agree with a particular choice that’s been made, say something about it or gather information on WHY that decision was made. Keep an open mind, and remember EVERY decision made is to help whoever the company is serving.

It’s true in life, as well as in sales: Confidence is key. Having confidence in yourself, your product, your leaders, and your company will all create a self-fulfilling prophecy. Your mindset and beliefs are what push your actions. So believe!

If you want to get in touch with Roger Smith, or learn more about belief systems, you can check out his website at www.rogersmith.me. You can also read his book, The Unlikely Leader, available on Amazon. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

This episode is brought to you in part by Scratchpad.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Evan Powell to discuss how you sell products the same way your buyers are looking to buy.

Who is Evan Powell?

• Powell originally started as a sales rep, but went on to help cofound Reprise, a software company focused on developing demos for software. The company’s website is www.reprise.com

WHY sell the way your buyers are looking to buy?

• There’s been a shift in HOW buyers are actually buying in this new year. Powell started selling in the early 2010s, and in his experience, buyers wanted to learn what they didn’t already know. Buyers wanted their hands held, instead of doing the research on their own.
• In TODAY’S environment, however, things aren’t like that. Buyers are jaded and have developed a buying process that THEY want to use. Remaining relevant and actually adjusting to this shift is KEY in selling and not becoming an anachronism.
• Here’s a figure to keep in mind: 77% of buyers say their last B2B buy was TOO difficult.

How do you sell like buyers want to buy?

• The first thing to do is to: Provide your buyer with information.
• Buyers spend VERY little time actually talking to sales reps. Instead, they’re doing research to figure out the best product/service to buy. Provide them with this information. Less than 5% of a buyer’s time is ACTUALLY spent talking to a sales rep.
• Powell suggests actually EMAILING your demo/pitch BEFORE you do any calls. Make the information available. Also, DON’T try to force them into a call. A lot of buyers are ghosting sellers early into the process because they’re NOT YET ready to actually have a meeting.
• Another way to make this information more available is to: Stop gating so much content on your company website. Again, one PRIMARY way that buyers actually do their research is through company websites. When that information isn’t easily accessible, the buyer is LESS likely to actually go through your sales funnel.
• Don’t forget the IMPORTANCE of trust as a seller as well. Buyers are looking for sellers that are trustworthy, not sellers simply looking to meet a quota.

Powell’s final piece of advice is: Put YOURSELF into your buyer’s shoes. Go through your sales funnel and think about whether YOU would like the process or not. If you would, then keep it the same. Otherwise, adapt it so your buyer WILL enjoy it.

You can get ahold of Evan Powell at www.reprise.com or on LinkedIn. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

This episode is brought to you in part by Scratchpad.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Joe Khoei to talk about how YOU can maximize your chances of selling when meeting with senior executives.

Why do senior executives WANT to talk to salespeople?

• There are two reasons why senior executives want to talk to you as a salesperson.
• The first reason is: You have something to tell the senior executive that they DON’T already know.
• The second reason is: You have something to tell the senior executive that their team is UNABLE to do.
• If you want to talk to a senior executive, you HAVE to have either or both of these traits.

Giving the senior executive something valuable:

• One tip that Khoei suggests is using case studies.
• According to LinkedIn, although email outreach has gone up 50%, email replies have actually gone down a WHOPPING 30%.
• You HAVE to make yourself stand out. How can you do this? Utilize a case study, then apply it to the senior executive’s business or personal life.
• Don’t just bombard the senior exec with generic talk. Instead, find something that YOU can offer, personalize it to the senior exec, then offer it!

Khoei’s example case study:

• One company that Khoei was working with spent: 1.5 million dollars on leads, and generated 34,000 leads, for an average of $427 per lead.
• An average of $427 per lead doesn’t sound terrible, right? Despite this, the company ONLY had a closing rate of 2.6%.
• Based on a projection that Khoei did, this company could’ve saved an INSANE 600k in closing leads.
• Instead of reaching out to a senior exec with something that sounds copied and pasted, Khoei suggests reaching out to the senior exec with that 600k figure. Which sounds more appealing? Some generic, copy-and-pasted message or saving an ENTIRE 600k per quarter?

Khoei’s closing advice for sales reps is this: Think about WHAT your ideal prospect wants done, then DO IT for them. After all, selling is ultimately just helping people solve issues through YOUR product or service.

If you want to get in touch with Joe Khoei, his website is www.salesx.com and his email is joe@salesx.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

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

Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

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

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

3. This episode is brought to you in part by Calendly.

The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Ashley Winston to discuss how you as a seller can MAXIMIZE your earnings this year.

The problem with untapped potential:

• Most of us have absolutely INSANE potential that’s just begging to be tapped into. The issue is, we simply never fully tap into it. In the sales world, this means sales and earnings left on the table.
• Fear is perhaps the BIGGEST hurdle to fully realizing your potential. Most sellers, and people in general, prefer to stay in their comfort zones. Why go out and face danger, when you could simply remain safe? The problem is, you’ll only grow when exposed to danger. Without stress, there is no adaptation.
• Another hurdle people face is their atmosphere. If you’re wanting to become a better seller, you have to SURROUND yourself with an environment conclusive to that. Surround yourself with great sellers, go to areas where you can learn about the process. Create an environment or find one that relates to your goals.

How do sellers overcome these obstacles?

• The first step is simple: Change your thinking. It may be cheesy, but the absolute TRUTH of it can’t be denied: Believe in yourself. Oftentimes, your self-imposed beliefs can actually LIMIT your potential. Have more confidence in yourself! Genuinely BELIEVE you can become a great seller and you will see results.
• So how do you change your thinking? Through training. You have to STOP having negative thoughts and start REPLACING them with positive ones. Ashley uses the metaphor of a garden: Your mind is like an unkempt garden. There are flowers, yes, but also PLENTY of weeds. Get rid of the weeds and replace them with flowers.
• Along with changing your thinking, you HAVE to change your circle. You are the sum of the people you spend the most time with, as the saying goes. Surround yourself with people who align with your goals. If you are surrounded by success, you will start SEEING success. If you are surrounded by negativity, you will see negativity.

You can connect with Ashley on her website at theashleywinston.com or through Instagram. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

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

Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

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

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

3. This episode is brought to you in part by Calendly.

The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Mohannad Ghannoum to discuss the importance of changing your perspective, to become an even more effective seller.

Mohannad’s Observations:

• Mohannad enjoys philosophy. He once listened to a philosopher discussing passion and purpose, and how to find it. According to this philosopher, there can be two reasons you’re not passionate about what you do: A.) You already have it or B.) You don’t know yourself well enough.
• Prior to this, Mohannad had worked for three years in sales but never found much success. He decided to dedicate himself FULLY to sales to determine whether or not it was something he was TRULY passionate about.

What did Mohannad do?

• To discover his passion, Mohannad began to OBSESSIVELY study and take in every single thing he could about his career. He would read books, listen to podcasts, talk to seasoned sellers, etc., anything he could do to learn more.
• The idea behind this is simple: Mohannad was trying to get RESULTS. By learning everything he could about selling, he was BOUND to become a better salesperson. Once he started seeing results, he became more passionate about selling and wanted to see even BETTER results.

The importance of changing your perspective:

• The saying goes that the grass is always greener on the other side. FAR too often, people absolutely dread their jobs, thinking it’s not something they’re passionate about. There is a level of experimentation in finding your ideal job, yes, but perhaps you’re the problem and not your job.
• In Mohannad’s case, after he started to make the most of his career, he began finding more success, by CHANGING HIS PERSPECTIVE. If you’re TRULY passionate about what you do, then you’ll have better results than someone who isn’t. You’ll simply put in more effort.
• By changing your perspective on selling, you can find more success. Find passion in what you do and you’ll put in more effort. All of this equates to you becoming a BETTER seller.

If you want to learn more about changing your perspective or talk to Mohannad, you can reach him on LinkedIn or through his email. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

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

Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

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

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

3. This episode is brought to you in part by Calendly.

The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it.

Who is Chris Beall?

Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend.

The Number One Objection Sellers Face:

• In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”.

What triggers this objection?

• Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly.
• One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition.
• Although this is a useful avenue for marketing, it’s TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending.
• Think about it: You’re effectively telling whoever you’re calling that THEY’RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we’re all set” objection. Why should the buyer go with your solution when they think their solution is already effective?

So, how should sellers overcome this objection?

• You have to RELIVE the fear of whoever you’re calling. Virtually ALL cold callers assume the person they’re calling is angry or annoyed with them. In reality, though, this person is scared. You’re someone they do not know, and we’re naturally afraid of the unknown.
• To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you’re calling.

If you want to learn more about Chris’s strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

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

Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

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

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

3. This episode is brought to you in part by Calendly.

The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Trent Anderson to discuss a unique strategy you, as a sales leader, could start utilizing to help your sales team.

So what exactly is the first, last, best, worst strategy?

• Trent comes from a storytelling and sales background, and he noticed a theme with storytelling that he used to develop the first, last, best, worst strategy.
• The premise is simple: Make a chart with four columns. The first column will be labeled first, the second last, the third best, and the fourth worst.  In the rows, meanwhile, put in some of the activities you, as a seller, have to do. Trent uses the examples of cold calls, cold emails, sales won, and sales lost.
• After you have your chart made, you begin to fill it in. In the example Trent gives, you start out by listing what the first cold call you EVER made was and filling it in. Then the last cold call and email you made, and so on.
• The MAIN focus of this strategy, however, is the best and worst columns. Have your sales reps go over their best and worst sales, cold calls, emails, etc. and really study them. What were their similarities? What about their differences? What types of businesses did they close deals with?

Why is this strategy effective? What exactly does it accomplish?

• The single BIGGEST thing that the FLBW strategy offers is: Insight and information. An issue that plenty of sales teams run into is having one incredible seller who doesn’t exactly know why they’re good. They can’t teach the specifics of their sales process to others on the team.
• With FLBW, however, you’re able to pick up on trends and other similarities between both the best and worst sales. You can take this information to avoid bad sales in the future, with the worst sales, and get more profitable ones, with the best sales.

At the end of each quarter, why not meet with your team and try out FLBW? Take note of the trends and take advantage of all of your new insight. Your sales and profits will only increase!

You can connect with Trent on LinkedIn under the name Trent Anderson as well as on Twitter. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

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

Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

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

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

3. This episode is brought to you in part by Calendly.

The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In today’s episode of The Sales Evangelist, our host Donald Kelly goes over some lessons he’s learned about planning throughout 2022, and how YOU can use those lessons to build a pipeline and convert sales to boost your profits.

Sellers losing focus and not planning:

• Too often, sellers get lost in the MYRIAD of different tools, techniques, strategies, and ideas they utilize. All of these are important, yes, but they’re only tools. They shouldn’t be a seller’s main focus.

The first lesson:

• Utilize a focus word. With 2023 coming up, look back on your strengths and weaknesses throughout 2022. What single word can sum up all of your shortcomings? Throughout the year, focus on that word and act on it. This maintains focus AND helps you better yourself as a seller.

The second lesson:

• Take feedback into consideration. When you’re prospecting and looking for new clients or building relationships, FOCUS on the ones that are producing results. If a buyer pays well, focus on that buyer! Keep those consistent earnings coming in. This keeps your company profitable while LETTING you seek out new clients.

The third lesson:

• Plan daily. Take 15 minutes at the start or the end of the day to plan the next day’s activities out. Having a plan going into the next day lets you prioritize what NEEDS to be done and keeps your diligence up. You’ll know exactly what to focus on, and you’ll be more likely to get it finished.

The fourth lesson:

• Track your work. For a day, write down EVERY single task you do and then review it at the end of the day. Out of all of the work you did, what work led to the most profits? What work led to the newest buyers, and what work produced the greatest results? Hone in on that work and eliminate what doesn’t work. This is ONLY possible through tracking your work.

The fifth lesson:

• Utilize a timer for your work. Set a timer for some amount of time, like 15 minutes, and for the full 15 minutes focus on whatever task you need to focus on. This ensures that you’re GENUINELY focused on the task at hand, and eliminates distractions that might pull you away.

The sixth lesson:

• Prepare for the next day. If you keep a plan in mind for the next day and for whatever task you’re working on, it keeps you focused and lets you utilize your time effectively. Instead of getting lost and wasting time, with a plan in mind, you’ll be FAR more productive.

The seventh lesson:

• Eliminate distractions. Doing something like putting your phone in airplane mode or setting a timer prevents you from focusing on detractors. Instead of staring at social media, you’ll be focused on establishing a profitable relationship with a buyer. Instead of worrying about promoting your business on social media, you’ll be responding to emails. However you eliminate distractions, it’s VITALLY important you do.

You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.

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

Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

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

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com. 

3. This episode is brought to you in part by Calendly.

The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE. 

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. 

Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.