The Sales Evangelist

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it. Who is Chris Beall? Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend. The Number One Objection Sellers Face: In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”. What triggers this objection? Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly. One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition. Although this is a useful avenue for marketing, it’s TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending. Think about it: You’re effectively telling whoever you’re calling that THEY’RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we’re all set” objection. Why should the buyer go with your solution when they think their solution is already effective? So, how should sellers overcome this objection? You have to RELIVE the fear of whoever you’re calling. Virtually ALL cold callers assume the person they’re calling is angry or annoyed with them. In reality, though, this person is scared. You’re someone they do not know, and we’re naturally afraid of the unknown. To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you’re calling. If you want to learn more about Chris’s strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.com. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. 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. 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. 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. Finish the year strong and request a demo of Calendly today at

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Trent Anderson to discuss a unique strategy you, as a sales leader, could start utilizing to help your sales team. So what exactly is the first, last, best, worst strategy? Trent comes from a storytelling and sales background, and he noticed a theme with storytelling that he used to develop the first, last, best, worst strategy. The premise is simple: Make a chart with four columns. The first column will be labeled first, the second last, the third best, and the fourth worst.  In the rows, meanwhile, put in some of the activities you, as a seller, have to do. Trent uses the examples of cold calls, cold emails, sales won, and sales lost. After you have your chart made, you begin to fill it in. In the example Trent gives, you start out by listing what the first cold call you EVER made was and filling it in. Then the last cold call and email you made, and so on. The MAIN focus of this strategy, however, is the best and worst columns. Have your sales reps go over their best and worst sales, cold calls, emails, etc. and really study them. What were their similarities? What about their differences? What types of businesses did they close deals with? Why is this strategy effective? What exactly does it accomplish? The single BIGGEST thing that the FLBW strategy offers is: Insight and information. An issue that plenty of sales teams run into is having one incredible seller who doesn’t exactly know why they’re good. They can’t teach the specifics of their sales process to others on the team. With FLBW, however, you’re able to pick up on trends and other similarities between both the best and worst sales. You can take this information to avoid bad sales in the future, with the worst sales, and get more profitable ones, with the best sales. At the end of each quarter, why not meet with your team and try out FLBW? Take note of the trends and take advantage of all of your new insight. Your sales and profits will only increase!You can connect with Trent on LinkedIn under the name Trent Anderson as well as on Twitter. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft. This episode is brought to you in part by Skipio. 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. 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. 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. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  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...

When it comes to improving sales, all it might take to reach your goals is a shift in mindset. In today’s episode of The Sales Evangelist, Donald is joined by Justin Cunningham to learn how any sales professional can stand out, transform, and optimize their mindset for better performance.  You won’t be able to sell until you believe you can sell. Adjust your beliefs. Try integrating a value-based reframe - People will form their beliefs after an experience. During your next relationship or interaction, you’ll subconsciously look for those same affirming beliefs to support your existing notion.  Decide that you want something better and find evidence to support that new belief. Set yourself apart to win larger-scale accounts: Learn what they’re passionate about and what drives their bottom line to integrate a plan framed directly to them. A gatekeeper will pass individualized materials and information to a decision-maker rather than a mass-sent supply of information. Don’t act like an employee; act like a business partner. When you focus on creating unique connections, relationships, and moments with others, you’ll realize you’re far more critical than a cog in the business machine. If you try something new, what’s the worst that can happen? Propose new growth ideas and ways to improve your organization; if that is considered negative, it likely isn’t the best environment for you. How leadership empowers their teams: Most people are completely underutilized. People are motivated by many different things, and determining your team’s perspectives and mindset can be a powerful way to unify positions toward a common goal. Ask yourself and your team if your current actions are contributing to the company goal. If not, change your behavior. Justin’s final takeaway?  Believe that your radical insights are worth sharing. Don’t be afraid to tell your ideas to those around you. Read Clicking by Faith Popcorn for more ideas about this topic, and visit ishiftresults.com to connect and interact with Justin. 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.  This episode is brought to you in part by the Outbound 2022 Sales...

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn’t the only part of the equation; you first have to get their attention! In today’s episode of The Sales Evangelist, Donald is joined by Dr. Stephen Timme and Melody Astley to discuss their recent book Insight-Led Selling, which details how to learn how buyers think. But first, why did they write a book? Ultimately, Stephen and Melody wanted to create a resource their clients and community could utilize. It’s harder than ever to sell to enterprise sellers (yes, people say that every year. But it’s true!) And COVID-aside, the subscription-based economy is growing. There are more stakeholders than ever before in traditional buying processes. At the same time, implementation costs for platforms are lower, making it easier to switch between service providers. They interviewed many executives to see how they felt about sales.  From AT&T, Coca-Cola, Proctor and Gamble, and even Honey-Baked Hams, Stephen and Melody interviewed executives to learn firsthand how they felt about salespeople. (If you were curious, Honey-Baked Hams didn’t even give them coupons. We’re just as disappointed as you are.) They asked one simple question: what could sellers do better? Below were the three overwhelming responses: First, tell me something I don’t know. Second, how does what you’re selling align with my goals and strategies. Third, make my life easy (and don’t give me a 30-page proposal.) Personalization is more than inserting the name of each person in an email blast.  It’s developing a point of view that is interesting to the person you’re talking to. Hold on, let’s say that again for those who missed it: spend a moment to develop a point of view interesting to the person you’re talking to. As a sales leader, we expect output from our BDRs. But we can’t do this and expect results from a spray-and-pray method. The game has changed. How can you implement these sales techniques? For publicly-traded companies, you have access to specific financial figures; use that to align your selling proposition with their capabilities.  Explain the “how” you can help them before you can get into the “how much.”  For sales leaders, equip your salespeople with the specialized knowledge they might need.  You can self-learn if you feel unsupported by your organization, or (and an even better strategy), ask your organization for support. Their final takeaway? Understanding the language of how a customer speaks (and relating that to financial objectives) is a skill that will last the rest of your career.  Insight-Led Selling is available for purchase on Amazon or Barnes & Noble. To contact Melody and Stephen, reach out at info@finlistics.com or connect on their business’s LinkedIn page. (Or connect directly with

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. A necessary part of the professional world, these assistants act as a filter that forces salespeople to maintain high standards and thoughtful targeting to pass. In today’s episode of The Sales Evangelist, Donald interviews Natasha Bowles, founder of Natasha Bowles Professional Staffing Agency, to learn more about how salespeople should interact with gatekeepers for more successful results.  The main priority of an executive assistant: securing the executive’s time.  If Natasha didn’t protect her executive’s time, salespeople (among others) would occupy all their time. That doesn’t mean salespeople are bad. But it does mean she ensures the salespeople she lets pass are prepared and offer a product or service genuinely beneficial to her executive’s company. Executives receive 250-1000 emails every day. She is a necessary filter that helps executives find time to do their jobs.  Therefore, as salespeople, you must convince both the executive and the gatekeeper that you’re worthy of their time. Get past the virtual inbox - Natasha’s tips for email outreach: Natasha automatically discards anything that looks like an email blast- emails containing no information about the company and just discuss the sender’s product. To get to the executive, show initiative, research the target company and show how you can help solve a problem. It’s not just personalizing the email; it’s demonstrating understanding of the target and what you can offer them. It’s basic human decency, but still applicable: be respectful. Gatekeepers will notes a dismissive or demanding salesperson. And, if they need that product or service, the gatekeeper will look elsewhere. In 2018, Natasha was tasked with finding an alarm system, water cooler, and other aspects for a new building. The man she was looking to buy from refused to talk to her, insisting on interacting with her executive at every stage of the buying journey. Natasha ultimately ended the partnership with his company because he refused to work with her, and she found a different supplier. Salespeople have a long-standing perception that they need to speak with the decision-maker. But the decision-maker doesn’t necessarily mean the top-level executive. It’s whoever is in charge of the decision (I know, it’s shocking.) Develop (and maintain) a relationship with the gatekeeper to be effective. Find a balance between demonstrating product knowledge without going over people’s heads. Don’t explain hyper-specific nuances, but emphasize what sets your product apart from the competition. Maintaining a relationship is just as important as the initial sale. Remember, executives meet with 5-15 people each day. And executive assistants interact with dozens more. If you don’t interact with the gatekeeper until it’s time to upsell a year later, that gatekeeper will not remember you.  Maintain the relationship, stay in touch, and develop a personal connection to ensure the gatekeeper reaches out when the time comes. Connect with her on LinkedIn (at natashabeingww) to learn more about her experiences.  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

A common problem for salespeople is interacting solely with just one stakeholder. But in reality, involving multiple people is the perfect strategy to help deals go through (and make more people excited about them.) In today’s episode of The Sales Evangelist, Donald is joined by Amy Hrehovcik to discuss her strategy to apply multi-threading throughout your sales process. Amy’s sales experience is extensive. After selling for nearly a decade, Amy finished at Thomson Reuters before transitioning to marketing consulting (eventually working in a startup as the Chief of Customer Value.) She later pivoted to sales enablement, realizing she had a passion for teaching sellers and empowering sales leaders. Amy now hosts the podcast Revenue Real Hotline, where she discusses uncomfortable conversations in sales. Why did she start the podcast? She wrote an article (Mental Health, The Greatest Competitive Advantage That You’ll Ever Know), and it was viewed by the great Andy Paul. He invited her onto his show, and participating in that made her realize the importance of podcasting in sales. (Check out Donald’s guest appearance on her show.) Today’s topic: Multi-threading Multi-threading describes liaising with multiple stakeholders and executive sponsors throughout an organization.  The average number of buyers involved in the buying motion was 6.7. Since that time, it has increased. Because her main selling vertical was big law, Amy realized the importance of proactively engaging with multiple stakeholders early on to minimize the objections buyers would have when moving the deal forward. Why should you consider this selling approach? Not to sound cliche (but we will anyway), it’s the same reason you don’t put all your eggs in one basket. Amy began to hold off on doing deep-dive demos until at least three executive sponsors were in the room because it diversified the risk for the individuals involved.  They were no longer the sole advocate for a product (assuming they like it), thus limiting the amount of blame and buyer’s remorse people might feel after implementation. Because the buying process is getting longer, executives will invariably drop out of the acquisition process. But when you have two or three other executives who want to see the deal move forward, it is much more likely to move through. How can you begin to develop this approach? Communicate with the original executive sponsor that you want to help them make the right decision, and you can do that by demonstrating the business case on your behalf.  Ask permission to have conversations with others or other departments to learn how others reach a particular goal. The Heath Brothers wrote in one of their books (Made to Stick) the idea of bright spots. Because of the relationships she developed throughout this discovery phase, she could return to her original executive sponsor and deliver a detailed report that helped both of their causes. One major takeaway from multithreading? Just do it. It’s like anything else- you might not be good at it at first. But with practice, you’ll begin to see success. To contact Amy, connect with her on LinkedIn to learn more about her process with multithreading. 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...

With every other major field in the business world, professionals undergo years of training and education to learn the standard practices, techniques, and skills to make them successful. But with sales, it’s the exact opposite. In today’s episode of The Sales Evangelist, Donald is joined by Paul Fifield, CEO, and co-founder of Sales Impact Academy, to learn why the education system has overlooked sales (and what we can do to fix it.) It’s okay to feel like you don’t know what you’re doing. Imposter syndrome is common in sales professionals because nobody is told what they should be doing. There is no structured learning or education in sales, which Paul deems “the greatest educational tragedy.” What if we applied a similar educational journey to finance? To reinforce the point, think about another important B2B profession: finance. What if the way you got into finance was to go get a degree in math and then just walk up and start working? It’s absurd, yet that’s exactly what happens in sales.  The core role of higher education is to equip people with the skills to contribute meaningfully to the economy. The pace of change for sales is too quick for it to be integrated easily into traditional education because traditional universities just can’t keep up with these shifts. The result? Everybody feels like an imposter, and nobody follows the best practices. And the wheel is being reinvented each and every day. Some quick facts: A search on LinkedIn reveals 60 million people are in sales.  There’s not even one book on revenue operations, yet over three million people hold revenue operations titles on LinkedIn. The GDP of B2B companies is roughly 43 trillion dollars, and that staggering amount of money is resting on the sales staffed by people who’ve never been educated on their positions. How can we make an impact and these changes to teach sales principles? Educate yourself. Learn the sales standards and educate around those standards.  That’s the platform Paul’s company solves by teaching these standards and best practices. Paul’s major takeaway? Get a subscription for the sales academy (yes, it’s a shameless plug. But it really will help!) To connect with Paul, connect with him on LinkedIn or reach out to him at paul@thesalesimpact.io or +44 075-988-3543. Visit

Because of the hustle and bustle salespeople experience each day, it can be challenging to be our most focused and productive selves. So what steps can we take to be more productive throughout the day? Today, Donald is joined by Janice B. Gordon to learn her tips for staying focused and energized throughout the day. Always listen to your body: Janice does yoga and meditation, which she’s been doing for nearly forty years. .If you enjoy what you do, that makes all the difference. She chooses to focus on energy management because many people, especially after the pandemic, feel low energy and motivation. People think pulling a 10, 12 or 15 hour day is productive. But you are far less effective pulling these days than focusing your time and energy for shorter lengths of time. Symptoms arise if you don’t address your personal energy needs. You just feel negative. And instead of having a bad moment, you turn that moment into a bad day.  When you feel you’re having a bad day, you are less productive and less likely to make the most of the time you have available. The four dimensions of energy: Physical energy - All the nutrients going into your body. Exercise and recovery time can bring up your physical energy. Emotional energy is the interconnectedness between people and is the energy that suffered because of the pandemic. There is less interaction with others, be it in the office, at a restaurant, or even around the neighborhood. Mental energy is associated with thinking and problem-solving. As sales professionals, we use this form of energy all the time. For this energy type, practicing drastically helps cultivate this energy. However, ensure you take mental breaks. Spiritual energy - This is your purpose and mission. Spiritual energy influences your character, your personality, and your choices. This is the overarching concept that connects your different energies. If your spiritual energy is low, your motivation will suffer. To solve this, take a mindful walk. Notice and observe what’s around you and empty your brain. Then, when you go back to the office, you’ll be incredibly focused and productive. Listen to your body and give it what it needs.  Always have water at your desk, and drink it constantly. To get more content from Janice, check out her podcast, the Scale Your Sales Podcast (and check out episode 95 to listen to Donald’s guest appearance!) You can also connect with Janice on LinkedIn. Join Donald’s Facebook group, The Sales Evangelizers, to find a community of people to share, reflect, and grow with on your sales journey. 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 course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit

Email, cold calls, and LinkedIn messages are all great avenues to connect with your prospect.  But perhaps the most underutilized component of the sales process is (spoiler alert) the proposal itself. Whether you’re a newly established business or one of international renown, an enticing proposal dramatically helps your business efforts. And today, Donald is joined by co-founder and CEO of Proposify, Kyle Racki, to learn how sales leaders and teams can understand the power of the proposal. Your proposal is a unique space to differentiate yourself from the competition. When a prospect asks for more information, typically a salesperson sends a google doc with raw numbers, small print, and terms and conditions. In other words, you’re missing a critical marketing touchpoint where you can tell your story. The result? Your proposal will be dumped in the (virtual or physical) trash. Create a proposal that isn’t just a series of words. You’re pitching to a person, not a machine. There’s a thought process behind it that can lead to a better and more personal proposal. Proposals that include images close at a higher rate. Nobody will read a 10-20 page document, but people will skim a proposal for the highlights. Framing your text with images will make it far easier to read. Including images and video makes for a more engaging and interactive experience that communicates the experience of actually working with the company. Other overlooked proposal elements:  Sometimes people will accept the first proposal they get, regardless of pricing or offerings. And even if there are discrepancies, there is a positive correlation between the speed of proposal delivery and closing rates. If you make a prospect wait two weeks for a proposal, they’ll have already solved the problem or found a different solution. 16% of proposals are won within 5 minutes of it being sent, and 42% within 24 hours. If your prospect opens it twice, they’re interested. But if they open it four or more times, the chance to close goes down. The great thing about the proposal file is that you can see proposal open rates and how many times people click through it. Proposal reviews, whether over-the-phone or in-person, with the prospect, lead to better closing rates because you can clarify points and directly address potential objections. Kyle’s major takeaway? If you put more effort into sending a fast proposal (and still put effort into it) you’ll edge out most of the competition. Check out proposify.com to check out the platform and their blog, which contains helpful sales and proposal information. You can also connect with Kyle directly on LinkedIn. Join Donald’s Facebook group, The Sales Evangelizers, to find a community of people to share, reflect, and grow with on your sales journey. 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 course is brought to you in part by the TSE Sales Certified Training...

When it comes to sales, standing out from the competition often comes down to how successfully you differentiate yourself from competitors. But how can we do that? Today on The Sales Evangelist,  Donald is joined by Mark Harari, author, podcaster, and VP of Remodelers Advantage, to discuss how you can position yourself to stand out in a crowded market.  The one thing you should do to differentiate yourself: The one thing Mark recommends (and he discusses further in his book) is to identify what makes you unique. You’re facing other people, products, and platforms just as good as you who do the same thing. So what sets you apart? What sets you apart and differentiates you can be what leads to a prospect selecting you over someone else. Differentiation is critical. If you don’t have that differentiating factor, the selection comes down to price, which isn’t good for anybody. Instead, make yourself the obvious choice. A common barrier to differentiation is targeting an entire area of people rather than focusing on a specific section of people you can connect and interact with. To find your ideal target group (if you’re an existing company), go back to your past client list and identify the best types of people you worked with.  For new businesses, there might be trial and error. But try to identify who you think would be the ideal fit for your company and adjust as you continue to grow and develop. The six parts of a successful positioning statement: Identify your target Identify their unmet need (which your service or product solves) Frame your competitors Find your point of difference: What makes you unique  Reasons to believe: Statements that empower and prove the point of difference. Brand personality Discovering that unmet need: There are two components to an unmet need: functional and emotional. People rarely have a personal functional need. That means capitalizing on your unique value to address the emotional need is where you can stand out.  Mark’s major takeaway? Identifying your unique selling proposition can be challenging. To find yours, try thinking backward. What goes wrong when a company works with a bad seller or product? How could you prevent those bad things from happening? That could help you identify where you differentiate in the process. Connect with Mark on LinkedIn, and check out his book at bethelobster.com or find it on Amazon. Then, join Donald’s Facebook group, The Sales Evangelizers, to find a community of people to share, reflect, and grow alongside! 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 course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals

show notes

In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success.LinkedIn Outreach Tactics● Data shows that sending connection requests without a message can yield a 3% increase in acceptance rates compared to those with messages.● The human tendency to judge based on profiles quickly favors simple connection requests over potentially off-putting sales pitches.● For optimal outcomes, engage with prospects before sending connection requests to establish a common ground.Effective Email Strategies● Tracking emails can be crucial for marketing but detrimental in sales; focus on replies instead of opens to enhance engagement.● Plain text emails outperform those with images or attachments, ensuring better deliverability and higher reply rates.● Use personalization in your emails to connect deeply with leads; mention specific, relevant details that resonate with them.Multi-Channel Campaign Insights● Engaging prospects through multiple channels increases visibility and response rates, with LinkedIn DMs achieving up to a 10% reply rate compared to email's 2-5%.● Combining outreach methods (email, LinkedIn, etc.) helps build trust and familiarity with potential clients, driving higher engagement.● Prioritize server matching in outreach campaigns to improve deliverability rates and overall effectiveness.Homework Challenge or Action Steps● Test your next batch of LinkedIn connection requests without messages for improved acceptance.● Create a plain text email outreach campaign focusing solely on obtaining replies rather than opens."Even if that were the reply you negative, you know, I'm not interested but you're interested enough to take your time and reply to that person." ● Fernando Pires.Timestamps● 00:00 ● Introduction● 01:18 ● LinkedIn Outreach Tactics● 09:51 ● Effective Email Strategies● 17:52 ● Multi-Channel Campaign Insights● 29:02 ● Closing thoughtsResources● Snov.io ● Learn More About Our Services-https://snov.io● Connect with Fernando Pires on LinkedIn-https://www.linkedin.com/in/fernandopiresMy LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away. And don’t forget to connect with me on LinkedIn! www.thesalesevangelist.com/linkedinSponsorship Offers1. 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 Training.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs 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.

It’s time to face the truth! Single point sales don’t work anymore. In this episode, Catherine Oliver, the ambassador at SDR of EMEA, breaks down why the single point sale approach is falling apart in today’s B2B world and what you should be doing instead.Why the Single Point Sale Is Dead (00:02:01 – 00:04:57)Catherine Oliver breaks down why modern deals are decided by committees, not solo buyers, even in SMB and mid-market spaces. If you are still selling to one person, you are missing key influencers, creating blind spots, and slowing down your entire pipeline.Overcoming Lazy Selling: 3 Simple Strategies (00:05:09 – 00:24:09)Account Mapping and Early Multi-Threading (00:05:41 – 00:09:20)Catherine explains why you need to talk to multiple stakeholders from the start, no matter the size of the company. Even when your first contact cannot buy, the insights you gather across departments give you the information you need to approach decision-makers with stronger, more relevant messages.Tailoring Messages to Each Stakeholder (00:15:24 – 00:17:07)Forget the one-size-fits-all pitch. Catherine shows how to speak to what each stakeholder actually cares about, whether that is revenue, workflow, or financial outcomes, so you can build trust and real alignment.Leveraging Multiple Channels (00:19:55 – 00:24:09)Email alone will not cut it. Catherine encourages sellers to use a mix of outreach methods including phone, social, text, and even WhatsApp or Facebook depending on the region so you can connect with people and avoid the common delete and ignore routine.Fluidity in Sales and Continuous Evolution (00:24:10 – 00:25:37)Catherine talks about the danger of relying too heavily on old habits, and the conversation reinforces how easy it is to fall into routines that no longer serve you. An example is the idea of keeping the same call block every day, which sounds productive but can backfire when prospects are consistently unavailable."Every strong seller needs to adjust their message for each stakeholder. You can’t walk in with a generic, my product does this pitch." - Catherine Oliver.ResourcesConnect with Catherine Oliver on LinkedIn and let her know you heard her on The Sales Evangelist Podcast.Sponsorship OffersThis 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.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey...

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1950 | How can I connect with a prospect who is not responding?In this episode, Donald Kelly tackles a common challenge faced by sales professionals: how to effectively follow up with a prospect who isn't responding. Learn actionable strategies that help maintain connection without crossing the line into annoyance, ensuring your efforts yield the results you desire.Understanding the Prospect's Perspective● Recognize that busy prospects may overlook messages, not outright ignore them.● Acknowledge the importance of persistence, as demonstrated by the client who called five times before getting a response.● Approach follow-up with empathy, knowing that a prospect's priorities may not revolve around your offer.Diverse Communication Channels● Use multiple methods to reach the prospect, including phone calls, emails, and texts to maximize your chances of connecting.● Follow up via LinkedIn, utilizing both messages and comments on their posts to keep the conversation alive.● Consider creative solutions like using WhatsApp or a different phone number to break through communication barriers.Effective Follow-Up Strategies● In emails, pose clear questions in the subject line to prompt quick responses.● Utilize voice messages to add a personal touch, making your follow-ups memorable.● Engage with the prospect’s interests by tagging them in relevant posts or articles, fostering a connection based on shared industry insights.Homework Challenge or Action Steps● Reach out to a non-responsive prospect using at least two different communication methods.● Experiment with a new strategy for follow-up, such as sending a video message or leveraging LinkedIn more creatively."Is there one Ryan, one reason, one way, one method? No, this is sales. Get used to it. You have to be creative." ● Donald Kelly.Timestamps● 00:00 ● Introduction● 00:20 ● Understanding the Prospect's Perspective● 02:42 ● Diverse Communication Channels● 05:03 ● Effective Follow-Up Strategies● 12:39 ● Closing thoughtsResources● Join the Sales Evangelist Mastermind: [thesalesofangelist.com/mastermind](https://thesalesofangelist.com/mastermind)● Connect with Donald Kelly on LinkedIn: (https://linkedin.com/in/donaldkelly)Sponsorship Offers1. This episode is brought to you in part by the Sales Evangelist Mastermind. Join our community for accountability, learning, and growth in your sales journey!2. LinkedIn.com/TSE: Get a 60 day FREE trial of LinkedIn Sales Navigator 3. Try HubSpot - HubSpot.com CreditsTheme music by SoundStripe, additional production support bluëmango | STUDIOS. Thank you for listening!

Personalized messages or not? That is the question! Snov.io’s data has the answer, and you might be surprised by what it shows. I’ll also share my thoughts and tips for writing successful LinkedIn connection requests.Snov.io Data Analysis: Does Personalization Matter?·  I dug into the Snov.io data, which looked at over 44 million cold emails and 865,000 LinkedIn invites. ·  Surprisingly, LinkedIn invites without a message had a slightly higher acceptance rate at 30% compared to 27% for personalized notes. That 3% difference makes you wonder what the best outreach strategy really is.Personalized Notes: Strategy and Platform Limits (00:02:29 – 00:04:37)·  Even with the numbers, I still recommend sending personalized messages. Real engagement matters more than just acceptance rates. ·  LinkedIn now limits how many personalized requests free users can send, which shows they see value in personalization since it’s something they monetize.Why People Accept Requests: Psychology and Best Practices (00:04:37 – 00:07:25)·  Sometimes, no-message requests work because they feel less “sales-y.” People make quick decisions based on profiles rather than feeling pitched. ·  But I always suggest engaging before sending a request. Comment on recent posts, like content, or start a small conversation first. This helps create real connections.Building Engagement for Higher Acceptance (00:07:25 – 00:08:33)·  Here’s a simple process I follow: interact with a prospect’s recent activity, then send a connection request mentioning that engagement. ·  This approach leads to more meaningful conversations and much better results than sending mass, impersonal requests.Resources·  Which side are you on? Connect with me on LinkedIn and let me know.·  Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.·  If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help. o  We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.Sponsorship Offers1.  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

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How can you structure your day to hit an 800% increase in new appointments? My guest, James Donaldson, founder and CEO of Stakki, joins me to share how his team achieved it through cold calling. He shows that success is not just about working hard. It is about working smart with the right process and structure.Before the 800% Growth: The Spray-and-Pray Struggle (00:05:17–00:08:53)·  Before the wins, things were messy. James Donaldson explains how the team was working hard but not necessarily smart. ·  They were calling big lists, hoping something would stick, but there wasn’t much structure or tracking. It was very “spray and pray.” No real follow-up system. No focus on the right prospects. ·  And they weren’t even measuring simple things like how many times they dialed a specific prospect. ·  Sound familiar? The Mindset Shift: It’s Not Just “Booked or Not Booked” (00:09:22–00:14:13)·  James talks about a major turning point. They stopped treating every cold call like it’s a win-or-lose situation. ·  Instead of thinking, “Did I book the meeting or not?” they started paying attention to all the good things that can happen before a yes. ·  Maybe the person asks for more info, gives a referral, or wants a call back. Those are wins, too. ·  Once reps started tracking these “gray area” outcomes in the CRM, they could finally build momentum and stack more meetings over time.Systems, Scripts, and Tech: How They Scaled Their Outbound (00:17:11–00:23:10)·  So how did they jump to 800% growth? James breaks it down. ·  They created repeatable cold-call structures: quick permission-based openers, short value statements, and clear calls to action. ·  Then they organized their CRM so reps always knew who to call next, what status each prospect was in, and how to follow up. ·  No more wasting time guessing. With feedback loops built in, the team stayed focused, confident, and way more productive.Final Advice for Sales Teams (00:25:47–00:26:07)·  James leaves you with this: focus on the processes that help you have more quality conversations. ·  If something doesn’t lead to more human connections or better feedback, cut it. Keep it simple. Keep it repeatable. That’s how you win."The most important thing on the cold call is that initial introduction, getting permission, giving them something to be curious about." - James Donaldson.ResourcesConnect with James on LinkedIn or visit Stakki.io to unlock massive growth in your outbound sales efforts.Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals. Sponsorship Offers1.  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

There comes a time in every seller’s career when a prospect raises an objection. Don’t see it as a negative. Think of it as a pause in the sales cycle. In this episode, I share two ways to turn that “not right now” objection into a yes.Understanding Objections in Prospecting (00:01:49 – 00:04:07)·  When prospecting, objections like “not interested” or “send me more information” are common. ·  Stay calm and confident rather than panicking or rushing to offer discounts. Always search for the root reason behind the objection.The Art of Questioning (00:04:07 – 00:07:41)·  For objections that arise later in the sales cycle, try a probing and empathetic approach.·  My go-to methods include asking for permission to inquire further, repeating the objection for clarity, and using the “five whys” technique to uncover the true underlying issue. This often reveals surprising factors, such as long-standing relationships with other vendors.Moving Toward Solutions (00:07:41 – 00:13:56)·  Once you’ve identified the real objection, use creative solutions, like offering trials or beta tests, to address concerns without “breaking up a good marriage.” ·  Be sure to provide options and customize your response based on the prospect’s situation.Key Steps to Master Objections (00:13:56 – 00:15:29)·  To master objections, try these steps:o  Acknowledge and appreciate the objection.o  Ask thoughtful, probing questions.o  Offer practical and relevant options.o  Collaborate on possible solutions and establish next steps.“The way I view an objection is not necessarily a no. An objection is a reason that the prospect has that is preventing them from moving forward through the sales process.” - Donald Kelly. ResourcesJoin my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals.  And don’t forget to connect with me on LinkedIn!Sponsorship Offers1.  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.CreditsAs 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/surveya...

62% of buyers regularly ghost salespeople. Want to change that? In this episode, I share five sales tips to get your prospects engaged, respond, and move closer to becoming customers.Reason #1: Lack of Information Sharing (01:55 - 03:27)·  If neither side has enough information, prospects may leave the conversation due to a lack of perceived value.·  Always use phrases like “Tell me more” or “Is there anything else?” to dig deeper and uncover critical details.Reason #2: Selling to the Wrong Person (03:27 - 05:02)·  You want to avoid focusing all of your attention on end-users who lack buying power.·  Take the time to identify who is part of the buying committee and who plays a role in the decision-making process.Reason #3: They’re Just Shopping Around (05:02 - 07:25)·  Prospects may ghost because they are simply researching vendors. Be direct: ask who else they are considering and what criteria matter most. ·  Then, schedule a follow-up after they’ve completed their research to make a clear “apples to apples” comparison.Reason #4: No Clear Next Steps Established (07:25 - 09:20)·  A lack of scheduled next steps leads to more ghosting. Set expectations at the start of meetings and always allocate the last five minutes to plan next steps. This shows professionalism and increases follow-through.Reason #5: Changing Priorities (09:20 - 10:53)·  Prospects’ priorities can shift, causing deals to stall or disappear. Always discuss their sense of urgency and what might deprioritize the project. This helps you understand their true motivation.“About 50% of the time, salespeople aren’t securing a next step in their meetings. If you’re getting ghosted, that’s probably why.” - Donald Kelly.ResourcesJoin my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals. And don’t forget to connect with me on LinkedIn!Sponsorship Offers1.  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.CreditsAs 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/surveya...