Everyone needs a good book to help them build essential skills for their career. If you’re in the sales industry, you must grab a copy of “Nine Secrets to Win Deals and Influence Stakeholders” to help you learn how to negotiate better.

But how is this book going to help you become a better negotiator?

In this episode of The Sales Evangelist Podcast, host Donald Kelly interviews the author and negotiation training expert, Mark Raffan. He shares his insights on why negotiation is often perceived as complex and how to navigate it effectively. Also, he discusses the key principles from his book, which aim to simplify negotiation and help readers achieve better outcomes in their deals.

Mark Raffan Background

• Mark is a negotiation trainer at Negotiations Ninja, where he helps sales leaders develop and deliver content worldwide.
• His job is to help people make more money, close more deals, and become better negotiators.
• Recently, he wrote the book, “Nine Secrets to Win Deals and Influence Stakeholders.”

Dissecting the Complexities of Negotiation

• Mark begins by addressing the misconception that negotiation is a mysterious and magical process. 
• He attributes this perception to media portrayals in movies like "Wolf of Wall Street," which depict negotiations as effortless and producing instant results. 
• However, real negotiation is far from glamorous and relies on strategic planning rather than magic or tricks.

Unlocking Success Drivers

• The book emphasizes the importance of understanding what one wants to achieve in a negotiation. 
• Mark advises readers to define their contractual terms, target upsells and cross-sells, and identify strategic areas to drive value. 
• This strategic planning is crucial in avoiding reactive behavior during negotiations, allowing negotiators to maintain control and increase their chances of achieving favorable outcomes.

The Pitfall of Customer-Centricity

• While being customer-focused is essential, Mark cautions against neglecting the objectives and interests of their own organization. 
• Many salespeople make significant concessions to meet the counterparty's demands, often at the expense of their own goals. 
• The book advises sales leaders and negotiators to balance understanding the counterparty's needs and prioritizing their aspirations.

Leadership's Role in Developing Negotiation Skills

• The book addresses sales leaders, highlighting the importance of educating and empowering sellers in effective negotiation practices. 
• By encouraging a shift from solely focusing on revenue acquisition to considering deal quality, leaders can inspire their teams to think strategically. 
• The goal is to foster a mindset that cultivates better long-term results and profitability.

Understanding Deal Quality

• In today's market, the focus on growth has often overshadowed the importance of deal quality. 
• Mark challenges this approach, emphasizing the need to evaluate the value and risks associated with each deal. 
• He provides insights on determining deal quality and outlines strategies to build value while minimizing risks consistently.

Listeners are invited to dive deeper into the subject matter by reading Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." This enlightening resource is tailored to salespeople and sales leaders seeking to empower their teams and prioritize deal quality. So, if you're ready to unlock the secrets to uncomplicated negotiation and achieve better results in your deals, pick up a copy of the book today.

"Real negotiation is significantly more boring. Real negotiation is about strategy. It's about planning." -Mark Raffan

Resources

Nine Secrets to Win Deals and Influence Stakeholders

Negotiations Ninja

Sponsorship Offers

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

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

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

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

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

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

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

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

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode, Donald speaks with Kevin, the Chief Technology Officer of the Americas at Ciena. They discuss the complexities and challenges of B2B enterprise selling. 

Kevin shares insights into the evolving landscape of enterprise deals, emphasizing the importance of understanding the "why" behind a product or service offering. The conversation highlights the need for effective communication and providing memorable examples to decision-making committees, ultimately leading to successful outcomes.

The Increasing Complexity of B2B Enterprise Selling

• As technology advances, B2B enterprise selling has become more complex and confusing.
• The integration of tools like AI adds layers of complexity to the selling process.
• It is crucial to adhere to the basics and understand the fundamentals of enterprise selling.

The Role of Kevin as the Chief Technology Officer of the Americas

• Kevin leads a technical team of sales engineers and sales specialists at Ciena.
• The team's primary objective is to assist business customers in making the right purchasing decisions.

Challenges in Enterprise-level and Complex Deals

• In the past, individual decision-makers played a key role in the purchasing process.
• However, in today's enterprise deals, decision-making power rests with a complex council of decision-makers.
• Sales professionals must equip their customers with the necessary skills and tools to present the value proposition to the entire decision-making council effectively.

Shifting Focus from the "What" to the "Why"

• Previously, the sales pitch predominantly focused on describing the technical aspects of the product (the "what").
• With the involvement of decision-making committees, it has become crucial to emphasize the "why" behind the product/service offering.
• Sales teams need to explain the importance of the proposed solution, and its impact on the customer's business, and provide real-life examples to support their claims.
• This shift towards the "why" ensures a comprehensive understanding of the value proposition and makes it more memorable.

Enhancing Memorability and Communication

• It is insufficient to rely solely on PowerPoint presentations or technical demonstrations to convey the value proposition.
• The sales team should strive to provide the customer with simple, memorable, and repeatable examples.
• These examples enable the customer to share their enthusiasm and effectively communicate the value proposition to their peers within the decision-making committee.

B2B enterprise selling has become increasingly complex, necessitating a shift in sales strategies. Understanding the "why" behind a product or service offering and effectively communicating this value proposition to decision-making committees is crucial for success. 

Kevin emphasizes the importance of providing memorable examples and enabling customers to become effective ambassadors for the proposed solution. By focusing on the "why," sales teams can establish a deeper connection with customers and increase the chances of winning complex enterprise deals.

"When you go to these decision-making committees, there's always others on the committee, but not necessarily in the room with you that are very interested in the why." - Kevin Sheehan

Resources

Ciena

Sponsorship Offers

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

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

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

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

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

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

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

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

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode, host Donald Kelly speaks with Jack Funk from a small startup called Salesforce in the Silicon Valley area. Jack shares his experiences and strategies for closing deals in one call. With over three years of experience at Salesforce and as a certified admin, Jack has honed his skills in simplifying the sales process and bridging the gap between client problems and solutions.

Keeping it Simple

●     Jack emphasizes the importance of keeping the sales process as simple as possible to increase the chances of closing a deal in one call. He believes in the KISS principle (Keep it Simple, Stupid), which involves making it easy for prospects to buy from you.

●     Rather than scheduling multiple calls for demos and presentations, Jack believes in providing all necessary information during the initial call. This approach saves time and caters to the busy schedules of decision-makers.

Demonstrating Value

●     When speaking with potential clients, Jack typically starts the conversation by getting to know their needs and pain points. If the prospect seems like a good fit, he quickly transitions to a live demo or screen-sharing session.

●     By showing a personalized demonstration of how Salesforce can solve their specific problems, Jack creates a visual and interactive experience that engages the prospect. This approach helps build their understanding and trust in the product.

Sales Karma

●     Jack strongly believes in doing what is right for the customer. Instead of overselling or complicating the sales process, he aims to identify the core needs of the prospect and provide them with the exact solution they require.

●     This philosophy aligns with his previous VP's motto: "See a bear, shoot a bear." By offering simplicity and addressing the customer's fundamental needs, Jack ensures a seamless sales experience and builds trust.

Catering to SMBs

●     While not exclusively limited to small and medium-sized businesses (SMBs), Jack's one-call close strategy is particularly effective. In SMBs, decision-making processes are often simpler and less bureaucratic.

●     Jack points out that conversations usually involve one or a few key stakeholders who have the authority to make a purchasing decision. By focusing on these decision-makers and their needs, Jack increases the chances of closing deals in a single call.

Conversion Rate

●     With his simplified approach and focus on providing value, Jack achieved an impressive 30% conversion rate using the one-call close strategy.

●     While not every conversation resulted in a closed deal, Jack's process allowed him to quickly evaluate prospects and determine if there was a mutual fit.

●     He maintained a high closing rate and effectively grew his client base by being efficient with his time and resources.

Closing deals in one call may seem challenging, but Jack's strategies showcase the power of simplicity and personalized demonstrations. Sales professionals can improve their conversion rates by focusing on understanding customer needs, providing clear information, and selling only what is essential. Implementing Jack's one-call close strategy can save time and effort, allowing salespeople to be more productive and successful in their sales endeavors.

"Make it as simple as possible to buy from you. Give the customer every piece of information possible to make a decision, even if they never talk to you again." - Jack Funk

Resources

Jack's LinkedIn

Sponsorship Offers

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

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

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

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

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

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.

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

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

 Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

You try to do everything you can to keep a prospect happy. By doing so, you believe it will prevent potential buyers from saying no to your services. However, avoiding tension within the sales process is a huge mistake. 

In this episode of The Sales Evangelist Podcast, host Donald Kelly will discuss why sales reps need to create tension. He will also share different ways to create healthy tension that’ll help you close deals.

Why Do You Need Tension?

• One problem Donald is seeing is that buyers are taking more time to decide what they should spend their money on. Because of this, sales reps need to ensure their deals, products, or services are good.

• Buyers' longer decision-making process also makes sales reps more fearful of creating tension. Even when they know their deals are good, sales reps are afraid to upset buyers.

• Sales representatives must remember that tension isn’t bad.  It’s essential to have tension to help move along the sales process.

Why Do You Need Tension?

• Don’t hold on to the fear of being declined: Donald discusses that many sales reps don’t push back when a prospect says they’re working with someone else. You can ask the potential buyer who the other vendor they’re working with, so don’t be afraid to do it. If the prospect becomes uncomfortable sharing the information, then it may be a red flag.

• Go deeper into the follow-up questions: If a prospect says they’re looking for a solution to a problem, then you should ask more questions to discover on the problem is affecting them. 

• Look at tension as a good thing: Donald compares tension within the sales process to when a person starts working out more. When you first start exercising, your body hurts because you’re building muscles. Seeing it from this perspective should show you that when you create tension, it will provide benefits in the future. 

• Prospect gives an objection: Most sellers try to jump in and offer deals when a potential buyer objects to their services. Instead, dive deeper and figure out why the prospect is objecting.

Always remember that tension isn’t a bad thing. When you ask questions about a problem a prospect is having, you come across as an expert. Look for ways to have healthy tension in the sales process to help you progress the deal. 

Lastly, don’t end the conversation without having a clear next step. Be sure to set up an appointment with the prospective client to ensure they’re on board with you. 

“Sometimes sales are uncomfortable, and change is not always easy. So if a buyer is changing, there’s going to be a need for tension.” - Donald Kelly

Resource

Donald C Kelly LinkedIn

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

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

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

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

Are you sending hundreds of emails, and no one is responding? You must listen to this week’s episode of The Sales Evangelist Podcast to help you discover new outreach methods. 

Your host, Donald Kelly, speaks with Tom Slocum on the state of sales outreach. Listen to their advice on emailing, so potential customers will be more willing to work with you.

Trends in Email Outreach

• During a conference, Tom discovered that many sales reps don’t follow up on emails. If you notice potential customers haven’t replied, try doing a follow-up email.
• When writing emails, it’s best to be creative to help make the message more personalized. You can do this by adding visualizations to bring a human effort into play.
• Consider including a video or voice memos to help make emails more engaging and personal.
• When sales reps take the extra step within their emails, it creates personalization. By taking the extra step, you make potential clients feel as though you care about their problems. 
• You don’t have to be super personal in every email you send. Tom discusses the importance of bucketing and prioritizing when sending emails.

Personalization Is Not Personalization

• Personalization is not bringing up random topics and hoping a prospective client will start conversing with you. 
• You need to really pay attention to how they’re a good fit for the product you’re selling. Once you discover this, you can send an email discussing your services and how you can potentially help them.
• Remember clients want to feel as though you actually care about them and their problems.

Advice For Management 

• It can be hard to test new methods when you’re leading a team that’s sending 5,000 emails every day. Tom discusses why sales managers should create microenvironments, where certain teams test new methods.
• When the whole team tests a new method it can become scary. Either you or a specific group of people should test new methods to prevent everyone from worrying if it will work or not.
• Microenvironments also allow managers to evaluate theories effectively. After testing your methods on 100 accounts, ask for feedback to see if there was an improvement in the email outreach strategy.

Using AI Tools for Email Outreach

• Tom shares how to use AI tools for creativity when sending emails to potential clients. 
• He provides an example of how to research clients with AI tools and make personalized emails.
• The key is to use AI to help you work smarter, not harder.

After listening to this episode, take some time to reflect on these methods and apply them to your outreach strategy. Don’t forget to find Donald on LinkedIn and let him know if these methods worked for you. 

“Everybody is going left, then you should go right. Try to be different to strike something within the person you’re emailing to help you stand out.” - Tom Slocum

Resources

Donald Kelly LinkedIn

Tom Slocum LinkedIn

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

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

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

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

The most powerful online tool for sales professionals is LinkedIn. You know the platform is a goldmine for finding prospects and connecting with others in the industry.

Currently, you have 400 connections on LinkedIn. But, have you even said anything to them besides Happy Birthday?

Most people don’t know how to use LinkedIn properly. You may not even know how to start a conversation to make someone say more than “thank you.”

In this week’s episode of the Sales Evangelist Podcast, host Donald Kelly shares his hidden strategy for starting conversations on LinkedIn. Listen to Donald’s advice to make prospective buyers reply to your messages.

Don’t Engage in LinkedIn Phishing

• Do you send hundreds of automated emails hoping someone will bite? You do know this is basically email spam on LinkedIn, right? Instead, pretend it’s the 1950s and start conversations like people used to do.

• Silver Bullet: LinkedIn shares other celebrations with you besides birthdays. Donald tells you why it’s vital to pay attention to these.

• Also, Donald shares a story of how he uses this LinkedIn feature uniquely. He discovered the key to making people respond to messages faster.

Consider Sending a Video

• You may be nervous about getting on camera, but it could lead to more engagement on LinkedIn. It's worth you overcoming your fears and taking this risk.

• Donald discovered by sending a personal video that his LinkedIn connection was more willing to do business.

• Pay attention to birthdays, work anniversaries, and promotions. You can use these celebrations to start great conversations on LinkedIn.

• Are you struggling to create the perfect LinkedIn profile? Check out our 6-week LinkedIn Prospecting Course and start generating 3-5 appointments per week.

Donald shares insightful advice within this week’s episode. Subscribe and listen to The Sales Evangelist Podcast for more LinkedIn strategies.

Resources

The Sales Evangelist LinkedIn Course

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

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

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

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

Another economic crisis is happening, so what does this mean for the sales industry?

In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with Jeffrey Hayzlett about what to do during these challenging times. Discover how to increase your sales when the economy faces a crisis in this episode.

Jefferey Hayzlett Background

• Jefferey has years of experience working as a primetime TV and radio host.
• He is now the owner and chairman of the C-suite network. The network includes radio stations, television shows, and podcast shows.
• He shares his knowledge of success to help others achieve their success in life.
• After experiencing several financial crises, he learned to turn the negatives into positives during tough times. Within this episode, he will share this knowledge to help you conquer challenging situations as a sales representative.

Past Downturns

• Jefferey explains past financial crises, returning to the economic crisis of 1907. However, despite these challenging times, they still had good aspects.
• For example, during the economic crisis of 1907, the birth of General Motors happened. 
• He is trying to point out that businesses can be created or bounced back even if a financial crisis is happening.

How to Thrive During a Downturn

• Instead of focusing on the negatives, focus on the steps to make changes.
• Businesses have to adapt and be relentless during tough times. Jeffery shares a story of him working with a company during the financial crisis of 2007 and 2008. The company had to lay off 8500, and billions of dollars were affected during this time. However, the company was able to survive during this challenging period.
• There will always be bad times for a company, and there's no way to escape it. During these dire times, you must remember not to complain and take action. 
• Next, ensure every team member in your company is aligned with the mission. This means everyone knows where the company is going and how it will happen.
• Make sure you set the right mood for the company. If everyone believes their best days are behind them, then it is. 
• Lastly, remember to always communicate with your team. Let everyone know your plans and the steps or actions you need for them to take to make your goals happen. 

During a downturn, it's essential for you to stop focusing on the negatives and develop a plan to make changes. With this week's episode, Jeffrey shares that it's all about mindset and your actions on how you can keep growing your business during tough times. 

Also, host Donald and guest speaker Jeffrey share insight on what you should be doing with your LinkedIn connections. Subscribe and listen to the Sales Evangelist podcast to get real and actionable tips for the sales industry.

"For all those sitting out there saying, hey, it's not possible, Oh, it's too tough. Start selling and start making some moves; find some whitespace. You know, 53% of your customers would do more business with you right now. If you ask." - Jeffrey Hayzlett

Resources

Jeffrey Hayzlett email: jeffrey.hayzlett@csuitenetwork.com

hayzlett.com

Jeffrey Hayzlett Twitter

Jeffrey Hayzlett Instagram

C Suite Network

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

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

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

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

What can you expect regarding AI technology and the sales industry? Is it going to replace sales representatives? How can you coach your sales reps with the use of AI?

In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with John Barrow on the future of AI and the sales industry. Discover how leaders can leverage AI tools within the sales profession.

John Barrows Background

• John Barrow owns the JB sales company, offering sales training to tech companies.
• He started his career when the internet was still in its fancy and saw the changes it made within the sales industry during this time.
• Now, he is seeing the industry change once again due to the development of artificial intelligence tools, such as Chat GPT.
• John knows with the changes made by AI technology, the sales industry will have to evolve with the tools to be successful.

Teaching People to Be Robots

• Learning the sales process is becoming more difficult because leaders teach representatives how to use AI tools rather than the fundamentals. The sales reps have nothing to fall back on and are getting replaced by robots.
• Currently, he is working with AI tools for learning language models. It’s helping him gather a large pool of data and use only the information he approves in the LLM system. The AI tools help cut back research time for him and his team.
• John believes using AI technology will help coach sales reps more effectively. If a person cannot receive coaching from their boss, they can rely on the coaching from an AI tool.

The Problem With Coaching in the Sales Industry

• While listening to a 45-minute sales call with a representative, it can be challenging for a coach to pull out every context of the call during a conversation. AI can transcribe the call and allow a coach to pinpoint a specific point where a sales rep needs improvement.
• Another area for improvement with LLM is teaching the sales reps how to sell a product correctly. Using an AI bot can help coach sales reps to sell products. John provides an example of using Salesforce and coaching sales reps.

Do You Want to Be a Part of the Solution?

• AI is an evolution, like the Industrial Revolution, where companies need to think about how to use humans to operate AI. Learn how to leverage AI tools to stay afloat within the industry.
• Sales reps need to meet the customers where they are in support needs and educate them on how to use products. It will require sales reps to go further than full-cycle sales and know the product well.

What Should Sales Leaders Do Right Now?

• John recommends that sales leaders turn their sales order into a sales lab, identify a component of the sales process, and do a sales hackathon. Listen to the podcast on how a sales leader can do this with the help of AI technology. 
• Understand the importance of using AI within the sales industry. It increases employee satisfaction and engagement and reduces tech stack and spending. There will be a rebirth of everything in two to five years, and it could go really good or bad.

John provides insight into using AI technology within the sales industry. Subscribe to the Sales Evangelist podcast and listen to how to use AI tools to help coach your team of sales representatives. 

“And I think what happened with Chad GPT and those tools that came out earlier this year is a fundamental shift. We are at Pandora's box right now. And it got opened, and we're not going back.” - John Barrows

Resources

www.jbarrows.com

John Barrows LinkedIn

John Barrows Instagram

JB Make It Happen Mondays Podcast

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

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

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

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

Are you scared to make that cold call?

Your heart is pounding fast, and your hands shake as you pick up the phone to call a random stranger.

Are they going to take the time to listen to you? Will you be able to make a sale? Or are they going to say something rude and hang up the phone?

If you’re nervous about making the phone call, you must listen to this week’s episode of the Sales Evangelist Podcast. Host Donald Kelly speaks with Larry Long Jr. on how sales representatives can overcome their fears of making the call. Listen for insightful tips on overcoming your fears of cold calling.

Who Is Larry Long Jr.?

●    Larry Long Jr. is a keynote speaker and MC coach with years of experience in the sales profession.

●    He helps other sales representatives with performance coaching, sales, entrepreneurship, business, and training.

●    He now hosts The Cold Calling Podcast, where he coaches sales representatives in making cold calls.

How Do You Overcome the Fear of Failure?

●    Larry shares a story of him making a cold call, and the person told him to jump off a bridge. Unsure what to say next, he told the person to have a blessed day and hung up the phone.

●    How did he overcome this rejection? He kept going and continued to make phone calls and didn't let one objection hold him back from making sales.

●    For you to overcome the fear of failure, give yourself grace. Yes, you will make mistakes, and potential clients will object to the sale you're offering, but you must keep going.

Changing Your Mindset

●    Larry shares a story of him playing baseball in college, and he was at the point where he wanted to give up. His dad told him not to give up and to have a positive attitude. He noticed a change in his baseball career once he changed his mindset and kept practicing.

●    Larry and Donald share the importance of working with a company that strives to improve their employees. It’s also a good idea to seek advice from co-workers on how to do better.

Winners Focus on Winning and Losers Focus on Winners

●    Don't focus on another person's chapter in their career. You have no clue how hard things were for them in the beginning.

●    Instead, focus on yourself and seek to improve from the day before.

●    Have a purpose for why you must work hard and stick to it. Also, know everything will be okay when you focus on yourself instead of others.

The Moral Obligation to Make the Cold Call

●    Larry shares an inspiring quote from Dr. Martin Luther King Jr., "Life's most persistent urge and urgent question is, what are you doing to help someone else?"

●    Apply this quote to how you handle cold calls, and don't think about your needs. The sales industry is about solving problems and helping people.

●    Listen to the Cold Calling podcast if you need help handling cold calls better. It'll help you leave your comfort zone and start putting yourself out there.

This episode should motivate you to pick up the phone and make that cold call. Get out of your head and start making those cold calls today!

Subscribe to the Sales Evangelist Podcast to become a better sales representative. Your host, Donald Kelly, is always here to help you achieve greatness and win big in the sales industry.

“Sales is about service. It's about helping other people solve their problems. And just being empathetic, which sounds good. But it's amazing when you put it into practice.” - Larry Long Jr.

Resources

Larry Long Jr. LinkedIn

Larry Long Jr.'s website

Jolt - Larry Long Jr.’s book

Cold Calling Podcast

Sell It Like A Mango - Donald C. Kelly’s book

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

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