Fri, 4 November 2022
On today’s episode of The Sales Evangelist, Donald talks with Greg Nutter about three critical pillars of effective selling. Greg has been a consultant for 17 years and is the author of his book P3 Selling. Three areas that B2B salespeople need to understand Problem
People
Process
Last piece of advice from Greg
This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Mon, 31 October 2022
The Scary Truth of Cold Calling That's Preventing You From Hitting Your Numbers | Ari Brinson and Kristen Bentley - 1608
The sales process seems to be getting more difficult and if you don’t know what you are doing it can be scary. On today’s episode of The Sales Evangelist, Donald talks with salespeople Ari and Kristen about how to overcome the fear of cold calling. What makes cold calling scary?
How do you effectively do research and still maintain volume?
What advice do Ari and Kristen have for BDRs who are scared
To hear more from Ari and Kristen, connect with them on LinkedIn. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Fri, 28 October 2022
What are things you can do to improve the handoff to your AE? On today’s episode of The Sales Evangelist, Donald talks with high school teacher turned salesperson Taylor Clawson about how to improve the handoff from SDR to AE. What problem does ineffective communication bring?
Why do SDRs have bad handoffs?
What qualifying questions does Taylor have in place?
What can an SDR do to ensure a smooth handoff?
Taylor’s last piece of advice
For more content from Taylor, connect with her on LinkedIn. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Mon, 24 October 2022
As a BDR, nothing is more frustrating than doing all the work to book a demo and the prospect doesn’t show up. On today’s episode of The Sales Evangelist Donald talks with Nicolas Sosa, an automation specialist at IBM, about how to make sure you book demos that actually show up. Why don’t people show up?
Focus on the right authority
Make sure you understand the reason they are showing up
Accept the invite right away
For more content from Nicolas, connect with him on LinkedIn. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Fri, 21 October 2022
No matter what you’re doing right now, cold outreach should be a part of everyone's game. On today’s episode of The Sales Evangelist, Donald talks with Tanner Stewart, an account executive at Home Care Plus, about three tips he has for every BDR doing cold calls. Biggest challenges sellers face when it comes to cold outreach?
3 things every BDR must master when doing cold calls
Be a human, treat your prospects like humans
Product selling vs. solution selling
Asking questions and knowing when to ask them
One major piece of advice from Tanner
For more content from Tanner, connect with him on LinkedIn. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Mon, 17 October 2022
Sales and marketing have the same goal: to close more deals to make their organization more revenue. The relationship between sales and marketing professionals can be a powerful tool if connected properly. However, meaningful and practical connections are often lost between the two. In today’s episode of The Sales Evangelist, Donald is joined by the CMO at Allego, Wayne St. Amand, to learn deal-closing content strategies to help marketing and sales professionals become more aligned in their goals. Three things to do less of as sellers and marketers:
Guessing is the enemy of sales:
Three things to do more as sellers and marketers:
Wayne’s final piece of advice? Excellence doesn’t occur in a vacuum. The ultimate answer and best version of achievement happen when you can learn, teach, and work with the people and groups around you. To get in contact with Wayne, find him on LinkedIn or visit allego.com for more company content. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Fri, 14 October 2022
As technology, tools, and culture evolve, sales strategies evolve alongside them. In today’s episode of The Sales Evangelist, Donald is joined by the Director of Integrated Marketing at LinkedIn Sales Solutions, Garnor Morantes, to learn about “deep selling” - a powerful new way to connect and build sales-enabling relationships. Being loud and clear about the messaging is the best way to make new sales.
B2B selling is in a crisis.
What is deep sales?
Deriving benefits from a deep sales strategy:
For more content from Garnor, connect with him on LinkedIn. Visit the LinkedIn Sales Navigator website to learn more about the deep sales process and how you can implement it in your own organization. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Mon, 10 October 2022
To some people, building outreach sequences for prospects is easy. However, for most people, that isn’t the case. In today’s episode of The Sales Evangelist, Donald is joined by the co-creator of the Money Sequence, Miranda Morrison, to explain how she built a sequence that doubled engagement upon implementation. Sequencing, especially in tech sales, is critical.
What metrics were they focused on?
The Money Sequence - 18 steps over 28 days:
Miranda’s advice to someone scared of reaching out and facing rejection? She used to be terrified of it. But most of the time, the people you’re contacting are used to it and know what’s happening. If you provide genuine value, there is nothing wrong with how you reach out. Maybe the money sequence isn’t perfect for your industry. If not, find what works and stick with it. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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. |
Fri, 7 October 2022
For many people, entering the sales profession can seem overwhelming. What are the right strategies, tactics, and mindset to do the best job possible? In today’s episode of The Sales Evangelist, Donald is joined by the Account Executive at Challenger, Brendan Kelly, to learn his takeaways and thoughts after working in sales for six months. Before starting his job, Brendan assumed he would just make phone calls every day.
Business acumen Brendan didn’t know:
Sales is collaborative.
Brendan’s final piece of advice? Volume doesn’t solve all your issues. Being intentional about your efforts is a better long-term plan for success. For more content and information from Brendan, connect with him on LinkedIn or visit challengerinc.com. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Mon, 3 October 2022
The best-sellers aren’t always the most charismatic, understanding, or intelligent. Sometimes, all it takes is an organized, structured, and productive day. In today’s episode of The Sales Evangelist, Donald is joined by tech sales Account Executive William Padilla to learn how he structures his day to make sales, make connections, and impact his work. Many old-school sales organizations are built on price.
Planning and prepping your day:
Your mindset creates the structure needed to foster more sales.
Be like Batman and Robin; work with your AE:
For more content and information from Will, follow him on social media:
This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. 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. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |