The Sales Evangelist Por arte de portada

The Sales Evangelist

De: Donald Kelly
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  • Resumen

  • I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working.
    Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!
    Copyright 2023 © The Sales Evangelist Podcast
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Episodios
  • How We Consistently Shatter Sales Target With A Lean Team | Anthony Nava - 1815

    How We Consistently Shatter Sales Target With A Lean Team | Anthony Nava - 1815
    Jul 29 2024
    In the sales world, the mantra "do more with less" often feels more like a challenge than a guiding principle. In this episode, I chat with Anthony Nava, Senior SDR Manager at Crunchbase. With years of dedicated service and experience, Anthony reveals the innovative strategies that have helped his team thrive despite tight resources. Discover how Anthony's blend of empathy, tech-savviness, and strategic thinking can transform your sales team's performance. Meet Anthony Nava He leads the sales efforts for the team, contributing significantly to their success through various innovative and strategic approaches. Anthony has navigated the company's various transitions and challenges, leveraging tools like AI to maximize efficiency and performance. Before joining Crunchbase, Anthony amassed valuable skills and knowledge that have made him an effective leader and a critical asset to the organization. Embracing AI to Boost Sales Efficiency When faced with limited resources, Anthony leverages AI tools to drive efficiency and maintain high performance. Essential tools mentioned include: Attention AI: Helps in call listening, note-taking, and integrating insights into Salesforce, saving time for SDRs and allowing for focused coaching. Crunchbase Insights: Using AI to determine accounts in a buying position, providing a strategic advantage by identifying potential deals before competitors. Adjusting Your Ideal Customer Profile (ICP) Anthony discusses the critical pivot toward refining the Ideal Customer Profile (ICP) to enhance sales efficacy. His team, through data analysis and collaboration with marketing, identified key decision-makers who had a high impact on deal closures: Finance Involvement: Around 80% of closed deals involved finance personnel from the early stages. Strategic Adjustments: By aligning towards this new ICP, they ensured better engagement and quicker deal cycles. Coping Mechanisms for Leaders Anthony delves into how leaders can mentally and emotionally prepare themselves: Empathy: Understanding the team’s challenges and adjusting leadership styles accordingly. Positive Reinforcement: Continuously highlighting the exciting potentials and future achievements. Offsite Meetings: Facilitating team get-togethers to discuss concerns and strategies. It also helps maintain a cohesive unit. "Data and collaboration will be your best friend in some of the toughest times." - Anthony Nava. Resources Anthony Nava on LinkedIn Sponsorship Offers 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 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.
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    21 m
  • The "Close File" Still Works | Donald Kelly - 1814

    The "Close File" Still Works | Donald Kelly - 1814
    Jul 26 2024

    Understanding human psychology will always move your sales pipeline faster than the speed of lightning. In this episode, I share a simple trick that helped my podcasting company secure valuable appointments and generate significant revenue. Discover why the "Close File" method still works and how you can use it.

    Understanding Human Behavior

    • One of sales's most fundamental and overlooked aspects is understanding human behavior.

    • Every title, email, and phone call in sales is not just a transaction, but an opportunity to connect with a real person who craves genuine interaction.

    • By grasping the nuances of human psychology, salespeople can navigate conversations more effectively and close more deals.

    The "Close File" Strategy

    • The "Close File" strategy is an email tactic that can effectively filter out non-responsive leads and revive interest from potential prospects.

    • I share an example of a simple yet effective email that asks the recipient if they still want to proceed or if the file should be closed.

    • This approach leverages psychological triggers like FOMO (Fear of Missing Out) to prompt responses.

    Why It Works

    • The success of the "Close File" strategy lies in its psychological underpinnings.

    • People fear missing out on valuable opportunities, and the confident, straightforward approach of closing the file catches their attention.

    • This method cleans up your pipeline and accelerates the decision-making process for leads.

    “The idea of you closing something and taking it away makes them want it even more. It's kind of like when you were a teenager, and your parents told you not to do something. It made you want to do it even more.” - Donald Kelly.

    Resources

    LinkedIn Sales Navigator

    TSE Sales Mastermind Class

    TSE studios

    Donald C. Kelly on 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.

    1. 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.

    1. 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.
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    14 m
  • Two FBI Negotiation Tactics That Will Increase Your Close Rate | Chip Massey & Adele Gambardella - 1813

    Two FBI Negotiation Tactics That Will Increase Your Close Rate | Chip Massey & Adele Gambardella - 1813
    Jul 22 2024
    Have you ever wondered how FBI agents can get suspects to tell them everything within seconds? Those tactics they’re using can be surprisingly practical in your sales game. In this episode, I invite two exceptional guests, Adele Gambardella, and Chip Massey, to share their unique hybrid of sales wisdom drawn from their expansive backgrounds. Listen to discover forensic listening and effective convincing techniques to boost your sales success. Guest Introductions Adele Gambardella With over 15 years of experience running her own agency, Adele shares the journey of transitioning from cold calls with limited success to securing significant clients through strategic media coverage offerings. Adele expertly discusses how her PR and journalism background seamlessly blended into her sales tactics, making her exceptionally skilled in selling concepts and narratives. Chip Massey Chip details his fascinating transition from FBI special agent and hostage negotiator to business consultancy, where he met Adele. The collaboration between Chip’s high-stakes negotiation skills and Adele’s PR expertise forms the foundation for their innovative sales training firm. His profound understanding of human behavior and negotiation lends invaluable insights into the sales process. Forensic Listening Definition: Forensic Listening is the art and science of analyzing conversations to understand clients' unspoken narratives and emotions. Four Key Components Emotion: Identifying and tracking the present emotions during the conversation. Theme Development: Recognizing recurring themes that indicate what the client values the most. Voice: Observing pitch, tone, and cadence to determine excitement or disinterest. Body Positioning: Differentiating between body language and positioning to gauge the client's engagement level. Methods to Improve Forensic Listening Recording and Reviewing Meetings: Utilize tools like Otter AI to capture the conversation, allowing for a thorough post-call analysis. Targeted Validation: Following up with insights gained during conversations to show genuine interest and appreciation for the client’s input. Essentials of Convincing Chip & Adele share the importance of convincing and how sellers can improve. Convincing Continuum Point of Agreement: Starting with a mutual agreement to lower initial defenses. Fear, Uncertainty, and Doubt (FUD): Addressing these components comprehensively to alleviate client concerns. Cliffhangers: Leaving clients with intriguing, open-ended statements or questions that encourage further engagement and follow-up. Personal Convincing Styles: Identify whether you and your client are emotional or fact-based convincers and adjust your approach accordingly. "You're listening for a deeper understanding of who you're talking to. And you get that by understanding what their emotions are. What are they passionate about? Where do they have energy?" — Adele Gambardella. Forensic listening is the art and science of analyzing a conversation after it's happened. Because what we say is words leave clues." — Chip Massey Resources Book: “Convince Me" Training So Good, It's Criminal Sponsorship Offers 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 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.
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    28 m
Liderazgo Marketing Economía
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Featured Article: The best sales podcasts for all kinds of sellers and savvy buyers


The world of sales can be complicated, but it is vital to just about everything you do or want to achieve. From learning how to sell your own skills to promoting the products or services your employer offers to protecting yourself from people selling scams, knowing how sales works can open up a lot of doors and save you a lot of trouble. These sales podcasts will teach you some of the most important things you need to know about sales.

Featured Article The best sales podcasts for all kinds of sellers and savvy buyers

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