Fri, 31 March 2023
Is putting your customer first tanking your value? You’ve heard this phrase before: “The customer is always right.” No one is going to tell you to ignore your customer’s wishes completely. But sacrificing your needs (and the needs of your business) to make your quota is a dangerous game that can leave you feeling like you lost, even when you make a sale. In this episode, your host Donald Kelly and guest Mark Raffan are here to remind us, point-blank, that a successful salesperson needs to set expectations and retain value in every negotiation.
There Is No “Win-Win”
3 Layers of Concessions
“I really don’t believe there is such a thing as a win-win negotiation. I think it’s a really dangerous mindset to put yourself in, especially when the market changes like this.” – Mark Raffan
Resources
Sponsorship Offers
Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.
Credits |
Mon, 27 March 2023
Communication is key. You’ve heard this phrase before, but how does it apply to sales? Hopefully, at this point, you know from experience that selling is about more than just being an outgoing person with a great smile. If you want to be great at sales, you have to offer more to your customer. In this episode, your host Donald Kelly has a conversation with Craig Colby, the co-founder and president of OneStream Software. Colby brings his experience and dedication to the table to show us how clearly setting expectations can lead to strong, long-term relationships with customers.
Why Should We Set Expectations?
How Do You Start Saying “No”?
“If you’re a sales professional, and you’re newer, or you’re a little more mature, or you’re super mature in the job, you can always learn… Always be learning.” – Craig Colby
Resources
Sponsorship Offers
Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.
Credits |
Fri, 24 March 2023
Don’t ever let anyone tell you there’s nothing new under the sun. Thought leaders don’t approach the world or their industry that way, so why should you? In this episode, Donald Kelly connects with Andy Buyting – coach, professional speaker, and best-selling author of How to Win Clients and Influence People. In this episode, Buyting introduces his proven-successful take on how to reinvent the relationship between sales and marketing which he outlines further in his 2021 book, Double Sales/Zero Salespeople. See the special offer in our Resources for a free half-hour call with one of the authors of the book! Why the “assembly line”?
“Smarketing”: Intersection of Sales and Marketing
“Just like Henry Ford developed the assembly line for the automobile, what is your business development assembly line? What are all of those stations along that journey for your prospect, from the very first time your company spends a time trying to land a sale, until they actually sign a contract? What are those stations, and then ask yourself, ‘how do I optimize each station?’” – Andy Buyting Resources SPECIAL OFFER: Book a call or download a chapter of the book! Double Sales/Zero Salespeople by Andy Buyting on Amazon The Machine by Justin Roff-Marsh on Amazon Sponsorship Offers This episode is brought to you in part by Scratchpad. 1. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Mon, 20 March 2023
We are all defined by how we handle the challenges we face. The only constant in life is change, and it doesn’t matter what industry you’re in – you have to learn how to adapt. Our guest today offers his solution to how sellers can approach their job during the current market so that you can successfully, and organically reach your goals. In this episode, Donald Kelly sits down with Joe McNeill, the CRO at Influ2, to talk about the current landscape, the shortcomings of how sales are currently being done, and how to shift your focus so that you can connect with the right buyers for your product. Challenges in Sales Today
How to Change Up Your Playbook for Success
“People used to think, ‘what should we focus on, growth or efficiency?’ Now it’s, ‘efficiency IS growth.’ You’ve got no choice.” – Joe McNeill Resources Influ2: Person-Based Advertising Solution for B2B Marketers Sponsorship Offers
Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Fri, 17 March 2023
Do you know that feeling you get when you spend some time planning out the week ahead? It’s that sense of peace that lets us know we’re going to achieve our goals and nothing is going to get missed. Planning seriously increases our productivity, so why aren’t we all taking the time to do this at the beginning of each week? Whether you just can’t seem to find the time or you don’t know how to get started, Donald is here to help. Take out your Google Calendar or your favorite scheduler and let’s get to it! How to Make the Most of Your Weekly Planning Session
“I would like most of us to be in that ‘Yes, I plan religiously’ category. I know when you do, your pipeline’s gonna be great, your pipeline’s going to progress, you’re going to convert more of those opportunities, and you’re going to see more success.” - Donald Kelly Resources Sponsorship Offers
Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Mon, 13 March 2023
Don’t. Be. Boring. Every time you talk to a new client, in the back of your mind, you know you’re not the first person to ever pitch to them. You might not even be the first person to pitch to them that day. You need to stand out, and more importantly, be remembered. In this episode, Donald Kelly sits down with Andie Jewett, the Senior VP of Business Development at AMP Agency. They talk about the core elements of an amazing pitch, and how to make sure you’re not making the same mistakes as everybody else. Jewett’s Background
Most Common Pitching Mistakes - and How to Fix Them
3 Core Elements of a GREAT Pitch
“Look at how storytelling is done, not just in other industries, but even in literature. If you were to look at the perfect story arc of the best books and novels out there, you can absolutely compare your pitch to that.” - Andie Jewett Resources Sponsorship Offers
Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Fri, 10 March 2023
The days of the “spray and pray” method of selling are over. Nobody wants to be sold to, and bland, generic pitches are a dime a dozen. So how can you set yourself apart and improve your closing rates? Today, your host Donald Kelly asks Kay Miller, author of “Uncopyable Sales Secrets,” exactly that. Listen in to find out how you can identify, and sell to, YOUR Moose. Don’t forget to scroll down for an exclusive offer just for TSE Podcast listeners! Miller’s Background
What is a Moose? How do I Identify Mine?
How Do You Set Yourself Apart?
“Take off your selling hat and imagine what your customer is going through. How would you feel if you got that pitch?” - Kay Miller Resources Check out “5 Proven Secrets to Get in the Door” by Kay Miller - a free resource just for TSE listeners! “Uncopyable Sales Secrets” by Kay Miller on Amazon Kay Miller on Linkedin (no pitches, please!) Sponsorship Offers
Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Fri, 10 March 2023
The days of the “spray and pray” method of selling are over. Nobody wants to be sold to, and bland, generic pitches are a dime a dozen. So how can you set yourself apart and improve your closing rates? Today, your host Donald Kelly asks Kay Miller, author of “Uncopyable Sales Secrets,” exactly that. Listen in to find out how you can identify, and sell to, YOUR Moose. Don’t forget to scroll down for an exclusive offer just for TSE Podcast listeners! Miller’s Background
What is a Moose? How do I Identify Mine?
How Do You Set Yourself Apart?
“Take off your selling hat and imagine what your customer is going through. How would you feel if you got that pitch?” - Kay Miller Resources Check out “5 Proven Secrets to Get in the Door” by Kay Miller - a free resource just for TSE listeners! “Uncopyable Sales Secrets” by Kay Miller on Amazon Kay Miller on Linkedin (no pitches, please!) Sponsorship Offers
Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Mon, 6 March 2023
In this episode of The Sales Evangelist Podcast, Donald Kelly talks with Helen Fanucci about her timely book, Love Your Team: A Survival Guide for Sales Managers in a Hybrid World. The impacts of the pandemic continue to affect how we do business in 2023. The value of remote work can be seen and felt by workers across a variety of industries, including sales. So how do you connect with your team, ensuring their success and building their skills along the way? Fanucci’s experience as a Customer Success Sales Leader at Microsoft has given her a unique perspective, and she brings her expertise to this conversation.
Three Steps for Leaders to Help Their Team Build Pipeline
Three Ways to Build Your Team Members as Professionals
“Reduce sales friction. Support your team’s success by using your positional power and your network to reduce sales friction for your sellers.” - Helen Fanucci
Resources Love Your Team: A Survival Guide for Sales Managers in a Hybrid World by Helen Fanucci on Amazon Connect with Helen Fanucci on Linkedin
Sponsorship Offers
Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.
Credits |
Fri, 3 March 2023
What makes this conversation between Donald Kelly and Natasha Ho so special is not just that they’ve both found success in sales, it’s that they genuinely want others to find that same success. Listen in as they discuss the limitations many sellers create for themselves and the ways you can open up new opportunities for yourself by asking important questions. Natasha Ho’s Background
Seeing Opportunities, Not Limitations
Know Yourself, Know Your Buyer
“Go all-in on yourself. Bet on yourself. Invest in yourself. And when you are playing, play big.” - Natasha Ho Resources Natasha Ho on Instagram and Facebook - @theallinwoman allinwoman.com Sponsorship Offers
Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 2. This episode is brought to you in part by LinkedIn. Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |