The Sales Evangelist

Donald Kelly

1 Creator

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!

#24 in the Top 100 sales All time chart

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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 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 1365: Crafting an Effective Outreach Message That Gets Responses

The Sales Evangelist

11/06/20 • 30 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.

1 Listener

TSE 1329: How Sellers Can Build Trust With Buyers in Remote Settings

The Sales Evangelist

08/14/20 • 32 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 1330: Becoming the Best Storyteller Possible

The Sales Evangelist

08/17/20 • 31 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.

1 Listener

TSE 1363: Use LinkedIn to Connect With Customers and Win Deals

The Sales Evangelist

11/02/20 • 31 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.

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.

1 Listener

TSE 1367: The Real Reason Why You Are Having "Bad Luck" When Prospecting

The Sales Evangelist

11/11/20 • 17 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

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.

1 Listener

I Want Some Love TOO: I Never Get Any Engagements On My LinkedIn Posts! | Donald Kelly - 1758

The Sales Evangelist

02/14/24 • 8 min

You spent a week crafting the perfect LinkedIn post and are ready to share it. However, after five hours, you only get crickets on your post.

Maybe if you wait a few days, someone will acknowledge it. Two days later, you receive one like on your LinkedIn post.

Frustrated, you scream, “Why is no one paying attention to my content on LinkedIn!”

In this episode of The Sales Evangelist Podcast, host Donald C. Kelly discusses the importance of generating engagement on LinkedIn. He provides valuable insights on creating compelling content to capture the attention of potential prospects.

Donald outlines three key strategies to boost engagement: focusing on top-of-funnel discussions, addressing objections, and curating relevant content. Discover the best way to get attention on LinkedIn in this five-minute episode.

Understanding Your Audience for Effective Content Creation

Donald emphasizes the significance of understanding the needs and interests of one's ideal customers. He recommends aligning content with top-of-funnel topics, such as common questions and initial concerns in prospect conversations.
Using his own experience, Donald illustrates how he addresses queries about leveraging LinkedIn for sales and team performance, emphasizing the importance of tailoring content to address prospective clients' early-stage inquiries.

Overcoming Objections Through Strategic Content Creation

Donald delves into how sales professionals can transform common objections into engaging LinkedIn posts. He introduces the "feel, felt, found" strategy, a powerful approach to constructing persuasive content by acknowledging objections, empathizing with prospects, and ultimately offering solutions.
Through an example related to CRM adoption objections, Donald demonstrates how to craft a thought-provoking post that delineates common objections and effectively provides insights into the benefits of CRM integration.

Leveraging Curated Content for Enhanced Engagement

Acknowledging the value of third-party insights, Donald advocates for incorporating curated content into LinkedIn posts. By sourcing relevant articles and resources addressing prevalent challenges experienced by prospects, sales professionals can position themselves as valuable sources of industry knowledge.
Donald highlights employee retention as a critical concern for businesses and encourages leveraging curated content to offer insights and solutions, fostering engagement and demonstrating expertise.

Try these three strategies within this episode to elevate your LinkedIn presence. Implementing these strategies can help you attract more engagement and ultimately drive valuable conversations and opportunities.

Listen to the episode now and take your LinkedIn game to the next level!

“When it comes to the content you're posting on LinkedIn, the first thing I want you to understand is that if your content isn't good enough, people will not like it.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

TSE LinkedIn Prospecting Course

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.

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.

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

The Best Sales Plan For The Quarter | Hannah Ajikawo - 1778

The Sales Evangelist

04/01/24 • 27 min

Are you ready to unlock the secrets to successful sales strategies and go-to-market plans?

In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Hannah Ajikawo, a seasoned sales professional with over 15 years of experience in the industry. Hannah shares invaluable insights into understanding the B2B buyer journey, setting up go-to-market infrastructure, and optimizing sales processes to drive higher deal value.

She also reveals the essential elements of a winning sales strategy plan and uncovers the secrets behind successful sales initiatives. Tune in now to discover proven strategies and insider tips that will propel your business to new heights!

Hannah's Professional Journey

Hannah provides an overview of her rich professional background, emphasizing her extensive career in sales.
Her professional journey spans from prominent global corporations to disruptive startups.
Notably, she shares her experience of working with an AI company in 2011, showcasing her early engagement with groundbreaking technologies and go-to-market strategies.

The Evolution of AI Technology

Drawing from her experience with an AI company, Hannah recounts her involvement in selling visionary AI solutions to leading B2B information providers.
She elaborates on the groundbreaking nature of their tool, highlighting its potential to automate data processes and generate substantial value for businesses, including a memorable interaction with Google.

Sales Strategy Planning

Donald and Hannah discuss the importance of developing a strategic sales plan for the quarter, emphasizing the need for meticulous planning, especially for deals with substantial value.
Hannah provides actionable advice, stressing the significance of understanding prospects' budgeting cycles and planning interactions well in advance to align with their financial timelines.

Territory Management and Strategic Approach

Hannah outlines the strategic approach required for sales territory management, encouraging sales professionals to adopt a CEO mindset when structuring their territories.
She emphasizes the importance of identifying white spaces, key customers, and optimal use cases to streamline the sales process and drive meaningful results.

Seasonal Budgeting Cycles

Addressing the challenges of seasonal budgeting cycles, Hannah emphasizes the value of nurturing relationships and delving deeper into buyers' experiences within their organizations.
She shares insights into discovering discretionary budgets and leveraging CEO's wallets to drive successful deals, emphasizing the need to build rapport and acquire nuanced knowledge about buyers' capabilities.

Hannah Ajikawo shares valuable insights on developing a killer sales strategy plan to set you up for success in your sales endeavors. Her wealth of experience as a career salesperson and go-to-market consultant shines through as she shares practical tips and strategies for sales professionals and organizations alike.

If you're ready to revolutionize your sales approach and take your game to the next level, then this episode is a goldmine of actionable advice. Tune in now to gain valuable knowledge that can transform your sales approach and drive remarkable results.

“If you have a deal value of over 15 K, you must know your prospect's budgeting cycle period. No matter how strong your value proposition is, it doesn't matter how much they love you or how many of these panels and YouTube videos you watch, or whatever you watch. If they physically cannot get the budget because everything is clocked in, particularly above fifteen K and above, it will be so hard to try and sell to them in that quarter.” - Hannah Ajikawo.

Resources

Hannah Ajikawo 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 ...

3 Biggest Mistakes Sellers Make Deploying Their Dream 100 List | Amanda Holmes - 1768

The Sales Evangelist

03/08/24 • 28 min

New reps and veteran sellers alike are looking for the missing piece in their sales game – look no further. In this electrifying interview, your host Donald Kelly speaks with Amanda Holmes, CEO of Chet Holmes International, about how her finger-on-the-pulse approach connects with the foundational elements of her father’s work (The Ultimate Sales Machine) to bring us into the future of selling.

What is a Dream 100?

There is always a smaller number of better buyers than there are buyers. Selling to your better buyers is smarter and cheaper than selling to anyone else.
When he was a seller, Chet Holmes spent his energy focusing on his ideal clients rather than selling to 20,000 prospects.
“In your face, in your space, in your place.” Chet Holmes used a lot of marketing tactics WITHOUT spamming. Aim to be interested instead of interesting!

Identify YOUR Dream 100

Start by going through your contacts and identifying the people who could be in your Dream 100 – without social media.
Don’t get overwhelmed – start with a Dream 5 or Dream 10! Place your focus there, and build on it.

3 Dream 100 DON’Ts

It doesn’t need to be “100”. The most important thing to do is find your better buyers – the customers who are really right for you.
It doesn’t need to be people outside of your sphere. After looking through your contacts, check your social media, your CRM (customer relationship management), and other places in your SOI (sphere of influence).
Bigger isn’t always better. Even if big accounts bring in a lot of money, they may not be profitable, and they may not need you. You may not like working with them, which makes them NOT a dream client!

"My father was a fifth-degree blackbelt. He realized that there are only so many ways that you kick or you punch, and it’s just a matter of practicing these things over, and over, and over again. He’s famous for the saying, ‘Mastery isn’t about doing 4,000 different things, it’s about doing 12 things 4,000 times.” – Amanda Holmes Resources

http://ultimatesalesmachine.com (Chapter 4 of the book is free!)

Reach out to Amanda directly @amanditaholmes on Instagram

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.

The New Way Buyers Are Researching Your Solution | Donald Kelly - 1719

The Sales Evangelist

11/07/23 • 15 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

Donald C. Kelly 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 ...

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FAQ

How many episodes does The Sales Evangelist have?

The Sales Evangelist currently has 1836 episodes available.

What topics does The Sales Evangelist cover?

The podcast is about Marketing, Entrepreneurship, Podcasts, Sales and Business.

What is the most popular episode on The Sales Evangelist?

The episode title 'TSE 1329: How Sellers Can Build Trust With Buyers in Remote Settings' is the most popular.

What is the average episode length on The Sales Evangelist?

The average episode length on The Sales Evangelist is 23 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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The Sales Evangelist

Donald Kelly

Top 10 The Sales Evangelist Episodes

FAQ

How many episodes does The Sales Evangelist have?

What topics does The Sales Evangelist cover?

What is the most popular episode on The Sales Evangelist?

What is the average episode length on The Sales Evangelist?

How often are episodes of The Sales Evangelist released?

When was the first episode of The Sales Evangelist?

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