The Sales Evangelist

Right now, more so than ever, it is critical for salespeople to learn how to navigate in a tight economy. On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with the co-founder of DocSend, Russ Heddleston, about how to listen more, use the prospect's language, and how do ONE thing well for them.  Why won’t order-takers survive in a tight economy? Over the last few years, more and more order-taking roles are being pushed to automation. The role of the salesperson is changing because of the amount of competition and vendors. What can we do? Be curious and listen more Your first job is to listen and understand why you are having a conversation and how you can help your customer.  Look up who you are talking to ahead of time. Russ says that very few of the salespeople he talks to have done their research ahead of time.  The process will move faster if you are more patient on your first calls.  Bridge the gap between value and the company's goals Companies have been through the ringer in the past year, so have empathy for your prospect. Your best bet to get them to buy is to understand their business. Understand what they are trying to solve so that you can become a partner to them.  Use their own language The person you are talking to is not the only person involved in the buying decision. Even if you convince them, they need to convince everyone else in the company.  To help your champion save time, recognize their language and use it so that they can turn around and explain it to their company.  If you are not versed in their industry, talk to product marketing and your support team, then document it for the next person.  Do ONE thing well for them Make it simple, not complicated, for why they should buy.  Take all the value propositions your product has and boil it down to one thing. The discovery is key in this process so you know what is important to them.  Episode resources Connect with Russ on Twitter and Linkedin. Check out DocSend here. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

If you are a BDR, SDR, or AE you are going to benefit from today’s podcast. In today’s show, Donald talks with Jenner Smith about three ways to train and ramp your team in half the time.  What problems arise when training a sales team? Productivity. Jennifer says that it is all about spending as much time as possible doing the thing that drives the most impact.  Scale yourself Scaling yourself is all about figuring out the core things you are good at and spending as much time on them. Take the other tasks that are filling your time and reduce them, automate them, or delegate them.  Jennifer challenges you to track how many interruptions you have and the time you spend doing various tasks on an average day. They add up.  Get people the things they need Get information to the right people at the right time so that they can be effective with their time. Scale your best rep Have your best reps, the folks who have been there a while and know what they are doing, record how they do what they do.  Share this information with the rest of your reps so that they can learn from the information and knowledge that makes your best rep really good.  If all the reps are able to share with each other what is working, everyone will learn together to create a rapid learning machine.  Last advice from Jennifer Anything that you are doing that is not talking to a customer, ask yourself “Could I scale this in a particular way?” To connect with Jennifer connect with her on LinkedIn and check out scribehow.com. Use promo code “The Sales Evangelist” for a discount on the paid service.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

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 Understand the problem, influence the perception of those problems, and message back to those problems about how well their solution addresses it.  Greg sees salespeople constantly talking about the product. Without the context of the problem, a customer wanting to solve any discussion around product features makes no sense.  Businesses don’t buy products, they buy solutions to problems.  How can you identify the problem? Ask questions to your customers. People Understand who is impacted by those problems, their perspective, and their decision influence.  Over the last 10 years, we have gone from 3 or 4 people involved in a B2B purchase, to 10 to 15. Try to understand everyone's perspective so that you can message them.  “The race doesn’t always go to the swift, nor the battle to the strong, but that’s how you bet.” If you cover more people you are more likely to win.  Process Understand what the buying process looks like, where the prospect is in the process, and how you are positioned in that buying process.  What matters most is what the prospect is doing. Are they looking for information? Do they understand the importance of making a change? An individual process is where they go through their own steps to determine if they want to buy your product.  The compliance process is when the subject matter experts are brought in to weigh in on whether or not it is a good decision.  Understand what the process is and where the individuals are because that determines what you need to do to go to the next stage.  Become an expert on the buying process to guide your customers and be a consultant. Last piece of advice from Greg Become a problem solver, not a product pusher.  To hear more from Greg, buy his book and 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

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? No being prepared to have conversations with high-level executives and to overcome their objections. If you learn what the prospect is selling and who they are selling to you will have a better chance. The fear of sounding stupid. If you haven’t done your research you will sound like you don’t know what you are talking about. The conversation will be more organic and authentic if you have done research beforehand.  The fear of hearing no. Once you accept that a majority of the people you call are going to say no, it is easier to handle it. Reframe your thinking and realize that the prospects who say no aren’t the ones you are looking for.  How do you effectively do research and still maintain volume? As you get better at research, you can do it a lot faster. With experience, you can see common trends in each industry.  Have an understanding of what their business is going through, even if you are totally off, a good senior-level leader will appreciate the fact that you did research.  Focus on what they sell, who they sell it to, and how they sell it. You don’t need to read an entire annual report to understand what they do.  Use all resources available to you including job descriptions.  What advice do Ari and Kristen have for BDRs who are scared You won’t get over the fear of making calls by not making calls. Make as many calls as you can and learn from your mistakes.  Practice with a team lead, manager, or AE. Record your role plays and have your manager review them.  Let yourself be vulnerable and let yourself make mistakes.  No question is a dumb question, if you are having trouble ask for help.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

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?  Deals collapse because they make the environment seem unprofessional and give the impression that you are not knowledgeable.  Why do SDRs have bad handoffs? Depending on where you work, SDRs can get paid on how many appointments they set up.  If processes aren’t in place for SDRs to hand off qualified prospects, deals fall apart.  Taylor believes it stems from the organization and what process they have in place for SDRs.  What qualifying questions does Taylor have in place?  Truly understanding their needs. That is an ambiguous but important question.  What is their timeline?  Taylor says that the more information the better. What is their personality like, what are they expecting, who is going to be on the call, and what is their style?  What can an SDR do to ensure a smooth handoff? Make sure that everything is as detailed as possible in the CRM.  In Taylor’s organization, the SDR calls the prospect the day before the demo to confirm and ask final qualifying questions.  It’s important to build trust with your SDRs and have a relationship with them. Taylor’s SDRs give her feedback and she gives them feedback as well.  Taylor’s last piece of advice Build trust with one another.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

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?  There are things that you can control, and things that you simply cannot control. You cannot control if someone shows up or not.  Focus on the right authority If you are not speaking to the decision maker, or the champion (a person heavily involved in the decision-making process), it is really hard to progress that call.  As a BDR, you need to make sure you are talking to the right people.  Gatekeepers do a very good job at gatekeeping, try building a relationship with them. Be transparent with the gatekeepers.  Make sure you understand the reason they are showing up Walk away with very specific challenges and pain points - wanting to make more money isn’t a good enough reason.  Knowing why the prospects are showing up shortens the sales cycle.  Communicate with your AE so that you know what they are expecting.  Don’t promise the prospect a solution to all of their problems. Try using the words “if” and “qualify”. As a BDR, you don’t need to close the deal, you are just closing time.  Accept the invite right away When you are closing time, make it very clear what kind of meeting it will be, then make sure that you stamp the time on their calendar.  Send them a calendar invite and make sure that they accept it. The simple things are where the money is at.  If you see this as pushy, you aren’t understanding the value of the product.  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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

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? Know which people to call in the first place. If you’re calling hundreds of the wrong people every day, you can be a great seller and have little success.  Focus on the right people and the right message. 3 things every BDR must master when doing cold calls   Be a human, treat your prospects like humans   When you ask someone how they are, you have to actually mean it.  Be genuinely interested in them. If a prospect asks you how you are, be genuine and vulnerable. This helps them bring their guard down.  Instead of starting a call by saying “here's what we are doing and here’s how we can help you with” start with, “I've been talking to some folks, and here are trends I am seeing in the industry, are you seeing this as well?” Be present when making calls and when they do answer, don’t be afraid of the interaction or being genuine.    Product selling vs. solution selling   Avoid the temptation to dive deep into your product.  It’s not bad to want to give them information about your product but think about relating what you tell them back to what they have told you about their challenges.  Care enough about the prospect to alleviate their pain points.    Asking questions and knowing when to ask them   Instead of diving into your product, ask them a question. You can ask them if what they are doing is working for them. Little follow-up questions help you dig deeper. A great question is “Can you tell me a little more about that?” Once you’ve booked the demo, don’t be afraid to ask a few more questions to figure out what they are hoping for.  One major piece of advice from Tanner Don’t be afraid to be yourself. As scary as someone’s title may be, deep down they are also human. Be yourself and Enjoy it! 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

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: Don’t allow the relationship between sales and marketing to be treated like a drive-thru window. Salespeople ask for marketing collateral, create it, and the seller moves on.  Stop guessing what sales needs; the departments should co-create materials together. Don’t focus exclusively on top-of-funnel activities because interacting with all sales funnel stages allows the most opportunities to develop and move forward. Creating can be asynchronous; marketing can review recordings of sales calls to determine additional materials that might be needed.  Guessing is the enemy of sales: However, there is a difference between guessing and making assumptions; assumptions are a necessary tool (that should be verified and refined whenever possible.) Three things to do more as sellers and marketers: Treat your sales enablement process as the final mile between sellers and success. Create as much common ground as possible while speaking the same language. Mirror the speech patterns of the people working with you to create an atmosphere that best pushes forward. Have more direct interactions with your market. Prospective, current, and past customers have a lot to teach the organization. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

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.  Since the pandemic, email outreach has gone up by 50%. However, responses have declined by 30%.  Buyers are getting more bombarded with messaging from sellers, so what are his insights? It’s a growing problem. Nearly 60% of the buyer journey is sent without the salesperson, meaning the buyer is researching and looking into solutions before contacting a seller.  B2B selling is in a crisis.  Buyers don’t want it because of the increased amount of sales without a seller. They can do information, talk to colleagues, or read online reviews, testimonials, and demos to see if it's right for them. Insights from the buyers help a seller determine who, where, and when is the right time to talk to a potential buyer. What is deep sales? It boils down to a new category of sales intelligence - a technology based on actionable insights like deeper account insights, relationship intelligence, and more robust buyer intent data. Those three types of intelligence make up the concept of deep sales. Spending time understanding the buyer’s journey and filling out changes in the hiring process can make up company funding. Shedding light on the best way to maximize and be a top seller is to use deep sales. Some of the software out there is a part of it - interactions on the platform. Intent-based solutions are essential. Deriving benefits from a deep sales strategy: LinkedIn launched content about utilizing Sales Navigator to refocus outreach efforts based on user intent.  For individual contributors, look at the signals and technology that will get better and smarter as they evolve.  Encourage your sales leaders to research the future of sales and selling, because changes are coming. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

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. Before the money sequence, Miranda’s company had email segmentation for many audiences depending on their interests, position, and what information would be most pertinent to them. What made it successful was the combination of ‘spray and pray’ with highly personalized and individualized approaches.  Personalizing later in the sequence (by reference to an article or important piece) shows a degree of research that is most effective without spending too much time. Personalization at scale is the best approach. However, there are times a more personalized email is more appropriate, which is often later in the sales cycle. What metrics were they focused on? The goal for each SDR was to book ten meetings each month, and Miranda found that short and sweet messaging was well-opened but infrequently responded to.  Moving to a more personalized sequence later in the cycle resulted in a larger shift. After converting to the money sequence, Miranda adjusted her copy to be more bulleted and more personalized that presented the same information, but the tone as a whole was catered more toward the job title of the prospect. The Money Sequence - 18 steps over 28 days: Always start with a phone call and ensure you have the correct phone number. Call and email on day one.  Day Two - Phone call again Day Four - Phone call with an email. With this email, Miranda utilizes Drift for videos. Putting a face to a name is the best way to separate yourself from the pack in an email format. In her video, she gave insight into what the platform looked like so the prospect wasn’t entering a meeting completely blind. If there isn’t an opportunity for personalization, the video still serves as a source of information that people would open. Steps 5-8 are phone calls and a LinkedIn request On Day 10, she manually replies on the same thread as her video message. Step 11 (Day 13) - Another phone call Her other best email? Coffee on me. Coffee chat sessions with ideal clients offering a gift card in exchange for taking a look. 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.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com