The Sales Evangelist
Donald C. Kelly
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Top 10 The Sales Evangelist Episodes
Goodpods has curated a list of the 10 best The Sales Evangelist episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to The Sales Evangelist for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite The Sales Evangelist episode by adding your comments to the episode page.
TSE 1365: Crafting an Effective Outreach Message That Gets Responses
The Sales Evangelist
11/06/20 • 31 min
Getting to know Cody Butler
Cody Butler is a marketing coach and consultant for lead generation sales. He helps companies with the toughest aspects of their businesses. In this episode, Cody Butler shares his expertise on how to get responses by crafting effective outreach messages.
Crafting effective outreach message
- One of the biggest mistakes people make is the lack of brevity. Everyone is so busy they’re sending messages that are dense and hard to navigate.
- The messages Cody sends taps into clients’ biggest existing desires. You need to figure out what they want before sending an outreach message.
- The goal is to get the person to engage so don’t ask too much in the first email. In this initial email you only need the prospect to raise their hand and say yes!
- The second email provides the overwhelming your solution is what they need and you offer a very low key call to action.
- In all your communication, what you are looking for is to mitigate potential objections to get the outcome that you want.
- Go to Reddit, Quora, and other forums if you’re not entirely familiar to get more acquainted with people who fall in your niche.
- In forums, you don't have to present the answer, you just need to ask the question. Ask questions pertaining to your brand and niche to really narrow down the interests of your target audience. You also need to understand the questions people are asking.
- The people reading your outreach message shouldn’t be able to answer with, “So what?” It should be a message that requires a Yes or a No.
- Keep it simple and benefit-driven. At maximum, an outreach message should be two sentences long. Don’t let it sound like you’re deciding for them. Let the market decide if the message is going to work.
- Personalize your messages and instead of the subscribe/unsubscribe link, go for the stop receiving these emails or don’t email me again.
“Crafting an Effective Outreach Message That Gets Responses” episode resources
Connect with Cody Butler via LinkedIn and also check out Cody Butler’s book, The 90 day Marketing Plan. Visit his official website to learn more.
Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey
We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.
You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.
Audio provided by Free SFX 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.
Mentioned in this episode:
HubSpot and bluëmago ...
1 Listener
TSE 1363: Use LinkedIn to Connect With Customers and Win Deals
The Sales Evangelist
11/02/20 • 32 min
Getting to know Joroen Corthout
Jeroen Corthout is co-founder and CEO of SalesFlare, an intelligent CRM for SMBs selling B2B. It’s most popular among agencies and SaaS companies. In this episode, Jeroen talks about his CRM platform and all the other ways to use LinkedIn to win deals.
Use LinkedIn to win deals
- LinkedIn doesn’t share as much information on this platform as truly required. Sales reps have to do serious excavating to get the necessary information they need.
- SalesFlare’s system is built around emailing, meetings, calls, and pulling out basic information from social media. With their services, all these sources come together. When a sales rep adds people to the system, it automatically pulls in the email exchanges they have including the person, meetings, and calls. Other members who are on the team have access to all these exchanges as well.
- Automating data means having the ability to follow-up leads easier.
- When making a LinkedIn connection, make it as authentic as possible. Try to imagine the clients’/prospects’ perspective and translate that to empathy in the contact.
- Connect only when it makes sense. A lot of people appreciate when sales reps reach out after they sign up for the software.
- It’s often more effective to first send several messages manually, tailor the message and do it several times. See the pattern before you automate the system. Think about your target audience in the narrowest way possible.
- Be very targeted with your messaging and try not to generalize the process of reaching out.
- There are many things that sales reps can do with LinkedIn, but it’s not enough to send people resources and links. Think of LinkedIn as an Instagram for business. Use images, build relationships, and get the conversation going.
- Focus on building relationships on LinkedIn. It’s the best place for business. Don’t look at it as a networking party. Instead, think of it as a place to meet new people, share information, and engage.
“Use LinkedIn to Connect With Customers and Win Deals” episode resources
Reach out to Jeroen Corthout via his LinkedIn profile. You can also visit their site to learn more.
Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey
We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.
You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.
Audio provided by Free SFX 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.
Mentioned in this episode:
HubSpot and bluëmago | STUDIOS
HubSpot and bluëmago | STUDIOS hubpspot...
1 Listener
TSE 1312: LinkedIn Posts That Generate Sales Leads
The Sales Evangelist
07/06/20 • 38 min
Tom Abbott is the founder and Managing Director of SOCO Sales Training. He has delivered hundreds of motivational sales keynotes, kickoffs, presentations and workshops in over 20 countries and is a pioneer of optimising the sales processes of organizations worldwide. He is the author of the sales books The SOHO Solution and Social Selling, the host of the Selling in Asia podcast and is the architect of SOCO Academy an award winning e-learning platform helping thousands of small business owners and sales professionals optimise their sales performance.
And here are links to resources Tom shared in the episode:
SOCO Sales Training Website https://www.socoselling.com Free copy of ’Social Selling’ book by Tom Abbott: https://bit.ly/SOCOevangelizers Connect with Tom on LinkedIn: https://www.linkedin.com/in/socoselling/ Facebook Soco Selling Group: https://www.facebook.com/groups/socoselling
Mentioned in this episode:
HubSpot and bluëmago | STUDIOS
HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com
1 Listener
TSE 1367: The Real Reason Why You Are Having "Bad Luck" When Prospecting
The Sales Evangelist
11/11/20 • 18 min
Prospecting is not an easy part of the sales process and sometimes, sales reps don’t have much luck with it. How do you change your luck for prospecting? Let’s talk about that in this episode.
Bad Luck in Prospecting
- Some sales reps just find prospecting is difficult. Donald finds that acknowledging and correcting cognitive dissonance can be helpful in amending that problem.
- When it comes to cognitive dissonance, it’s basically a thought, a theory, or an idea that can be opposed to the reality we want to achieve. You can’t have two opposing thoughts going on at the same time.
- When prospecting, a sales rep will believe that someone will, or will not, pick up the phone or answer the door. There are these two opposing forces within each salesperson.
- When a sales rep leans into a more optimistic point of view, it changes the way they perform, their demeanor, confidence, and the words they say.
- The optimists are probably the most willing to solve the clients’ problems and more willing to help other sales reps who are struggling in prospecting as well. That optimistic nature is felt by the prospect and the prospect is more likely to respond positively.
- Sales reps shouldn’t listen to their negative thoughts or to their bad wolves. Lessen “bad luck” by lessening cognitive dissonance and not feeding the more negative aspects of your mind.
Get rid of bad luck in prospecting
- Focus on the most important things. The brain doesn't have any idea what’s real and what’s not when it comes to perceiving the truth so you need to define the reality you want your brain to follow.
- Your chances of performing better in your prospecting increases significantly when you're feeding the right thoughts.
- Surround yourself with people who help you develop a positive outlook in prospecting.
- Become a part of the sales community who help you and look for programs to learn more about how to prospect effectively.
- Luck is the intersection of opportunity and hard work. Focus on the positive side aspects of the work and your success.
- Believe that you can do it and start thinking accordingly. Your actions will follow.
“The Real Reason Why You Are Having "Bad Luck" When Prospecting” episode resources
Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey
We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.
You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.
Audio provided by Free SFX 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.
Mentioned in this episode:
HubSpot and bluëmago | STUDIOS
HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.co...
1 Listener
TSE 1330: Becoming the Best Storyteller Possible
The Sales Evangelist
08/17/20 • 32 min
Becoming the Best Storyteller Possible
Jim Benton is the CEO of Chorus AI, a leader in conversation intelligence, who helps people understand the conversation that their sales teams are having with their customers.
Technology is more important than ever as it can be used to tell stories that help your clients understand what it is you offer. However, with the pandemic, it is all the more challenging to know these stories within your sales team and what their activities might include.
Becoming the best storyteller
Three ways to become great storytellers:
Authenticity
A sales rep can be authentic and relaxed when he’s prepared. He has to understand what’s required of him to be present in the conversation and not be distracted.
Experience
Experience is tied to authenticity. The most authentic stories come from those that you have personally experienced. New sales reps who don’t have stories of their own can share what they observe. This means paying attention to the details of what is going on around them and the colleagues they work with.
Data
You need to have a way to validate and anchor the story so it connects to you and your client. The story is an effective way of building trust because people are more laid back when they’re sharing their stories. They’re more likely to exchange better information. As sales reps, this is where you need to be attentive. Once the story and rapport is established you can also add metrics and other relevant statistics to anchor a data point and enhance credibility.
Storytelling and technology
It’s critical to connect with people and technology helps us do that. It bridges the gap between sales reps and prospects. Once meetings have taken place, the sales team can use AI to share conversations everyone can listen to and learn from. It becomes an automated tool for coaching that comes straight from the customer.
“Becoming the Best Storyteller Possible” episode resources
Follow Jim Benton via his LinkedIn account.
Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.
Mentioned in this episode:
HubSpot and bluëmago | STUDIOS
HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com
1 Listener
TSE 046: How To Ask Questions To Gain Trust
The Sales Evangelist
06/11/14 • 7 min
Have you ever been asked a very thought provoking question that really grabbed your attention and made you think? Or, have you ever replied to a question “that’s a great question, I have never thought about that before?”. As a sales person these are the types of questions that YOU should be asking. Now, [...]
The post TSE 046: How To Ask Questions To Gain Trust appeared first on The Sales Evangelist.
1 Listener
TSE 1329: How Sellers Can Build Trust With Buyers in Remote Settings
The Sales Evangelist
08/14/20 • 33 min
How Sellers Can Build Trust With Buyers in Remote Settings
Virtual and remote settings are now part of the sales process due to the ongoing pandemic. As a result, it can be hard for a salesperson to build trust with your buyers you can’t meet face to face. In this episode, we’ll look at ways trust can be built regardless of proximity. Russell Wurth is the global VP of Sales Enablement at Showpad and has had an expanding range of experience over the last 20 years.
One of Russell’s favorite books, The Trusted Advisor, has a great formula for trust: Trust is credibility plus reliability plus intimacy divided by self-orientation. Trust is about developing credibility and reliability with a bit of intimacy. The thing about intimacy is that it’s hard to develop virtually. This is something that you build by personal interaction through dinners, lunch meetings, and other events. With the lack of personal meetings, however, sales reps now need to rely heavily on their credibility and reliability. Developing personal relationships is the natural way to build intimacy but what elements help the process? One way is to invest time in doing research about the other person’s personal interests and focus on topics that have nothing to do with business. That research will offer insight to common ground that could lead to a great conversation. You don’t want to come across as a salesperson looking to cut a deal right away. Step out with your authentic self.
Building credibility
Once a relationship starts to build, you’re then able to build credibility by focusing on what the buyer is going through. Bring value to the table. Share beneficial information that will help their pain point and present it in a way they’ll be able to understand. Don’t limit yourself to presentations that come from PowerPoints, PDFs, and videos. Think about the nurture path and feed the clients bit by bit. Provide insight instead of just unloading a pile of digital content, assuming that the client is going to read it.
There are a lot of digital tools available that would vastly improve your presentations but as a salesperson, your goal is to make it more personal. Be authentic and show you truly care. You need to learn how to use your emotional quotient by showing empathy toward their challenges.
Developing emotional quotient
Salespeople used to just focus on what was good for their commissions and their company. They focused on product knowledge and how prospects could help their business. You can still share information about your products and services but only offer as much as it is truly helpful to your client. Sell them the problem solvers. Dive deeper and share the challenges that aren't’ just case studies but something that is relatable to them.
As you build intimacy, make sure you don’t forget to focus on information that isn’t business oriented. #SalesCredibility
Video is the way
The best way to be out there right now is through video. Don’t be embarrassed about your background, what’s going on, or if there are kids everywhere. Be a little bit vulnerable and let them get a peek into your life. That will help you connect with your clients. You won’t just be a disconnected voice but someone they can see on camera, smiling and talking. Just be sure not to multitask while you are on a video call. Give them your full attention. The more you can show how invested you are in the conversation, the more they will return in kind. Showing them a bit of who you are can open into a friendlier conversation as it puts their guard down.
Video calls aren’t about having the best background, it’s about finding your most comfortable spot.
Sales reps need to be sensitive about time management especially when making calls. Set up your Google Calendar and be in 10 minutes before the scheduled time. Don’t try to wrap everything up within the hour. Your clients and prospects don’t want to feel rushed. If you can’t finish the presentation, then break it down by segments. Open your calendar again and set up another time the prospect can continue.
You are only as good as the people who are going to vouch for you so explore how to do that in this digital world. Use this time while you’re home to build your social network and build your portfolio.
“How Sellers Can Build Trust With Buyers in Remote Settings” episode resources
Connect with Russell Wurth via LinkedIn and check out his official websites.
If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram,
1 Listener
TSE 1160: How To Deal With Stress, Fatigue, Burn Out & Lack of Creativity
The Sales Evangelist
08/15/19 • 43 min
Sales is a year-round activity with no off-season and no breaks, so it’s important for sellers to understand how to deal with stress, fatigue, burnout, and a lack of creativity.
Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees. Coach Dana, who helps companies optimize performance and productivity, wrote a book called Habits of a Champion: Nobody Becomes a Champion By Accident.
He became a coach after realizing the tremendous difference that coaches made in his own athletic career, and how they helped him overcome bumps in the road.
Opportunity knocks
Dana, who originally hails from New York, chose to attend school in Tampa because he knew it was near where the Yankees conducted their spring training. When he got the opportunity to join the team as the guy who handed out towels and cleaned the weight room, he jumped on it.
Within a few years, he earned a paying job as the director of strength and conditioning and performance, and the team won a championship during that time.
He discovered, through that experience, that many executives, CEOs, and sales teams wanted to know how athletes prepare to compete at the highest levels. How do they deal with injuries and fatigue and the obstacles they face during a season? How do they keep showing up every day in the face of fatigue and burnout?
Individual protocol
People assume that high-level musicians and athletes feel good every time they perform, but that couldn’t be further from the truth. They’re tired a lot, but they don’t tell themselves that. They understand that fatigue is part of life and that you’re going to have days where you don’t feel great. The goal, Dana said, is to have fewer of those days and more of the days where you do feel great.
To do that, Dana coaches people to focus on a couple of simple things that affect performance.
- Hydration
- Sleep
These factors can inhibit the way you function overall. To address them, you must have an individual routine specific to your needs that helps you perform at your best every single day.
Some players like music that pumps them up, and other players like music that calms them down. Each person must have a routine and protocol that is based around their needs.
But how do you get there?
You get there by testing things. If you sleep for six hours but wake feeling tired, that may mean that you need more sleep, or that you need to understand your 90-minute sleep cycles better. We must perform each day and test different things like the food we eat to determine what makes us feel better.
How do I feel?
Begin by asking yourself the question, “How do I feel?” Phrased that way, the question takes you out of yourself and gives you a moment in the midst of all that you have going on to consider how you feel. People listen to a million different podcasts and listen to two or three books at a time, and we’re so busy that we don’t take time to think about how we’re feeling.
We’re working to create a self-awareness that is super important to determining the strategies that will help you overcome your struggles.
Sometimes we underestimate the impact of stress on our bodies. Sports are very competitive, as is business. Sales is extremely competitive. You must prepare and train to compete.
Energy wins. You might be a more talented salesperson than I am, but if I have more energy, I’ll continue to show up every day while you take a day off. #SalesSuccess
The key is to keep your energy up by hydrating, sleeping, fueling, and training. Then, fill your mind with good stuff to crowd out the doubt and fear.
Sports have a defined starting and ending point, but sales continues all year, quarter after quarter. There’s no break because each year leads into another.
Expectations
If we do well this year, what will the people around us expect from us moving forward? They’ll expect us to do better. So now we’re constantly trying to push our threshold. Although what we did last year was good, it’s not good enough for this year. Expectations shift.
Some people, though, get comfortable playing things safe, and doing “just enough.” They don’t want to do more than they’re already doing because they know it will simply shift the expectation higher.
People fear success almost as much as they fear failure. Sometimes, they sabotage themselves in order to avoid the pressure of accomplishment.
Leaders can help their sales teams overcome these struggles by being honest. If a salesperson has hit his numbers for the month and he has a pending deal that he could close this month but he’s holding it for the next month, ...
The New Way Buyers Are Researching Your Solution | Donald Kelly - 1719
The Sales Evangelist
11/07/23 • 16 min
"Are you tired of your sales outreach falling flat and not getting the results you want? Well, you're not alone.
Many sales reps miss out on a crucial aspect of their customers' buying behavior. In this episode of the Sales Evangelist podcast, host Donald C. Kelly emphasizes the importance of utilizing LinkedIn as a tool for generating sales opportunities and engaging with prospects.
He highlights recent buyer behavior trends and provides insights on overcoming common challenges faced by sales professionals on LinkedIn. Listen to this week’s episode of the TSE podcast to hear a powerful strategy to maximize its potential.
Recognizing the Potential of LinkedIn
- Many sales representatives acknowledge being present on LinkedIn for years without seeing significant business results.
- Donald acknowledges the frustration and attributes the lack of effectiveness to a failure in properly utilizing the platform.
- He encourages listeners to acknowledge that their prospects are active on LinkedIn and proposes that engagement is key to success.
Being an Active Participant
- Donald points out that a common mistake on LinkedIn is observing and not actively participating.
- He urges sales professionals to break free from being wallflowers and actively engage with their network.
- Donald reveals the core strategy: posting at least one piece of content on LinkedIn every week.
Overcoming Excuses and Finding Topics
- Donald dismisses the argument of lacking time as an excuse for not posting.
- He underscores that investing 15 minutes in creating a post is manageable for those actively pursuing new leads.
- To counter the issue of not knowing what to post about, Donald suggests reflecting on objections received during prospect conversations.
- He advises addressing objections in a post, giving practical examples to illustrate how to do it effectively.
Tailoring Content to Address Objections
- Donald emphasizes the need to provide compelling reasons in response to objections.
- He advises sales professionals to dig deeper into objections to uncover the underlying concerns.
- Using a hypothetical scenario of selling a CRM to a prospect with an existing internal solution, Donald illustrates how to approach objections effectively.
- By addressing the deeper reasons behind objections, sales professionals can debunk misconceptions and provide compelling reasons for prospects to consider their solution.
Donald highlights the significant potential of LinkedIn as a platform for sales professionals to engage with prospects and generate new business opportunities. The key to overcoming common challenges and creating meaningful connections is to participate actively and consistently post relevant content.
Addressing objections in a compelling manner allows sales professionals to build trust and convert prospects into customers. Implementing these strategies on LinkedIn can yield remarkable results in expanding the sales pipeline and increasing close rates.
“I talked about this several places, but the data is also proving it because most of the buyers are tired of searching and clicking. What they're doing, however, is that they want to find stuff where they are. And the study has shown that 44% of buyers have said they are discovering new software and products via social media.” - Donald Kelly.
Resources
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
Why The Current SDR/BDR Play is Dead | Howard Dover - 1712
The Sales Evangelist
10/13/23 • 33 min
It's hard to keep up with the current methods of the sales industry? In this episode of "The Sales Evangelist Podcast," you will discover the sales industry's current SDR/BDR challenges and innovative strategies to combat them.
Our host, Donald Kelly, speaks with Howard Dover, a sales expert, researcher, and professor, on how staying adaptable and adjusting helps you become a better sales rep. From the psychological toll of constant rejection to the destruction of dreams and careers, it is evident that a change is needed.
Join us as we uncover the importance of innovation and adaptability in achieving success.
The Changing Landscape of Sales
- Howard discusses research on the sales industry, sharing insights from tracking data on sales cities and the growth of Sales Development Representatives (SDRs).
- LinkedIn's 2018 report shows that the SDR function has experienced exponential growth, increasing by 580% over the past three years.
- Howard highlights the need for innovative approaches in sales outreach as the buyer's behavior evolves with each new tactic.
The Power of Unique Prospecting
- The importance of pattern interrupting and capturing attention in sales outreach efforts is emphasized.
- Howard shares a personal example to illustrate the significance of having a captivating offer and using behavioral adjustment to act differently in certain situations.
- Buyers have become overwhelmed by traditional approaches, and Howard suggests that honest and unique methods can help sales professionals stand out.
The Future of Sales and Strategies
- Reflecting on the future of the sales industry, Howard predicts a shift towards a full lifecycle approach, where salespeople will generate their own leads and build their own pipelines.
- The need to revisit older sales methodologies and find effective ways to adapt to the present market is discussed.
- He acknowledges the challenges of breaking away from conventional training and thinking but emphasizes the potential rewards of embracing a more agile and business-minded mindset.
The Dust Bowl Analogy
- Drawing inspiration from the Dust Bowl disaster, Howard highlights the parallel between the flawed plowing technique and the challenges faced in the sales industry.
- The importance of adjusting and evolving approaches in response to changing customer behaviors is emphasized, drawing from interviews with successful students during the pandemic.
- Scott Leasey's belief in avoiding overprocessing and adopting creative, business-minded approaches is mentioned as a valuable perspective.
Embracing Change and Human Behavior
- Howard encourages sales professionals to embrace change and understand human behavior, suggesting that success lies in creativity and adapting to the current market.
- The concept of standing out by grasping human behavior and exploring creativity is discussed.
- The risks of sticking to old methods are highlighted, with the speaker emphasizing the need to become adaptable and open to new approaches.
The sales industry can be unforgiving, but there are strategies and approaches that can lead to success. By embracing change, staying agile, and thinking outside the box, sales reps in can navigate the ever-changing landscape and achieve their goals.
"Being honest and unique in our approach can capture the buyer's attention and set us apart from the years of attempts to hack the system." - Howard Dover
Resources
The Sales Innovation Paradox by Howard Dover
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
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FAQ
How many episodes does The Sales Evangelist have?
The Sales Evangelist currently has 1885 episodes available.
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The podcast is about Marketing, Entrepreneurship, Podcasts and Business.
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What is the average episode length on The Sales Evangelist?
The average episode length on The Sales Evangelist is 24 minutes.
How often are episodes of The Sales Evangelist released?
Episodes of The Sales Evangelist are typically released every 2 days.
When was the first episode of The Sales Evangelist?
The first episode of The Sales Evangelist was released on Dec 26, 2013.
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