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
  • Three Game-Changing CRM Tips Every Company Needs to Adopt | Moustafa Moursy - 1822

    Three Game-Changing CRM Tips Every Company Needs to Adopt | Moustafa Moursy - 1822
    Aug 23 2024
    In the world of sales, the relationship between sales teams and their CRM tools can often be strained. But what if I told you that the problem doesn't lie with the CRM itself, but in how it's being used? Imagine having a toolkit that can drive your business to the next level when configured and utilized correctly. This is where the expertise of Moustafa Moursy, the insightful founder of Push Analytics, comes into play. Listen to our conversation to discover how to make your CRM work for you and not against you. Guest Introduction Moustafa Moursy runs Push Analytics, a full-service digital agency. His team specializes in various areas, including CRM implementation and consulting, helping businesses elevate their operations to the next level. With experience across numerous industries, Push Analytics is a top-tier HubSpot partner and offers tailored solutions for complex business needs. Common Misconceptions About CRMs We dive into the common pitfalls organizations face regarding CRM expectations. A prevalent issue is the assumption that simply having a CRM will automatically boost sales. Moustafa clarifies that a CRM is merely a tool. To make the CRM effective you have to properly set it up and strategically plan on how to use it for your business. Choosing the Right CRM Moustafa explains the importance of selecting a CRM that aligns with your business needs. He points out that while HubSpot is versatile and user-friendly, other CRMs like Salesforce might be suitable for highly customized or niche requirements. Setting Up for Success Moustafa suggests an initial assessment of current workflows before configuring a CRM. Understanding the specific needs of your sales and marketing processes ensures that the CRM enhances productivity rather than becoming a cumbersome add-on. "Really understanding the business needs and the resources available allows you to overlay what you can puzzle together to make things work." - Moustafa Moursy. Resources Reach out to Moustafa: hello@pushanalytics.com and use TSE" in the subject line for a consultation. 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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    25 m
  • Just Follow Up! | Guitze Messina - 1821

    Just Follow Up! | Guitze Messina - 1821
    Aug 20 2024
    How many times do you follow-up with a potential customer? Is it just one time? This may be the reason why you’re not meeting your sales quotas. In this episode, I chat with Guitze Messina, the Director of Latin America for HARDI, on the importance of following up. Listen and learn essential follow-up techniques to help you close more deals. Guest Introduction Guitze Messina brings a wealth of knowledge and experience as the Director of Latin America for HARDI. The organization groups together distributors and manufacturers of HVAC equipment across North and South America. Guitze has a strong background in sales and recurrent sales strategies, which he shares in this episode. Importance of Follow-Up Starting off, I share how follow-up is a known driver of sales success and most reps fail to execute it effectively. Guitze supports this by sharing startling statistics: 44% of salespeople follow up only once, and a whopping 56% don't follow up at all. Moreover, 88% of business is closed after five follow-ups, underscoring the necessity of persistent follow-up. Strategies for Effective Follow-Up Guitze shares practical strategies for making follow-up less daunting and more effective: Get Permission: Always ask for a follow-up time when sending a quote. This ensures that the customer expects your call and doesn't view it as an intrusion. Set Reminders: If you don't reach the customer at the agreed-upon time, leave a message indicating when you'll follow up next. This shows professionalism and persistence. Reduce Unproductive Quoting: Sales managers should guide their teams to focus on productive activities and better target customers likely to convert. The Role of Sales Managers Sales managers play a crucial role in instilling good practices. Guitze outlines three critical responsibilities for sales managers: Guidance Through Data: Use data to identify real customers and focus efforts. Activity Monitoring: Ensure salespeople are engaging in productive sales activities, not just quoting endlessly. Effective Coaching: Use questions, not directives, to coach salespeople. This approach has been proven to be more effective. “What is the number one sales activity that any salesman should be doing? Calling.” - Guitze Messina. Resources MONEYCALL: A Proactive Sales Method for Recurring Sales with Less Prospecting Guitze Messina 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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    25 m
  • What The Top 10% Sellers Do Outside of Work That You Should Adopt | Kristi Jones - 1820

    What The Top 10% Sellers Do Outside of Work That You Should Adopt | Kristi Jones - 1820
    Aug 16 2024
    Lebron James is 39 years old and is still playing basketball as if he just got out of high school. Do you know why he’s still able to run up and down the court so smoothly while most of us can barely make it up a flight of stairs? It’s because he puts in the time and effort to keep his body in tip-top shape. This example provides you with what to expect from my conversation with my guest, Kristi Jones. She shares what the top ten percent of sellers are doing outside of work that’s helping them close deals. Tune in and hear what separates top performers from the rest of the pack. Met Kristi Jones Kristi Jones is a seasoned sales professional with a wealth of experience in helping organizations improve their sales processes and achieve remarkable results. She has worked extensively in the sales arena, collaborating with various companies to refine their strategies and elevate their performance. Kristi is also an accomplished author, having written books that delve into sales and personal development. Personal Sales Math Understanding your own sales metrics is crucial for success. Kristi emphasizes the need for sales professionals to know their average sales, sales cycles, and close rates. This allows individuals to tailor their pipelines and targets, making it easier to hit quotas consistently. Top performers are those who understand their personal sales math and apply it diligently. Beyond the Surface Kristi explains that the habits of top 10% performers often go unseen. She draws parallels between sales professionals and athletes, emphasizing that peak performance is achieved through rigorous discipline both in and out of the workplace. Activities like regular exercise, maintaining a balanced diet, having a spiritual practice, and ensuring enough sleep all contribute to sustaining high performance levels. The Power of Accountability Having an accountability partner can significantly boost your chances of achieving your goals. Kristi suggests partnering with someone who can hold you accountable for your actions, be it related to business or personal growth. This external accountability often makes it easier to stick to new habits and routines. "The work to get to the top doesn't actually happen at work. It happens after work." - Kristi Jones. Resources “Selling Your Way In,” by Kristi Jones Kristi Jones 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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    26 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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