The Sales Evangelist

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Should your demo and discovery call happen in the same meeting? If you’re combining the two, it may be the reason your pipeline is not converting the way you want it to.Wesleyne Whittaker, sales professional and author of Sales Reset, joins me to challenge how most teams run demos and discovery and why it might be the reason deals are stalling. She also shares practical frameworks from her book Sales Reset to help you run more effective discovery calls.Meet Wesleyne WhittakerWesleyne Whittaker is a sales strategist, coach, and author of Sales Reset. She’s known for helping sales professionals rethink how they approach conversations so they can stop going through the motions and start actually closing deals.What makes her approach stand out is how she blends mindset with real sales execution. She does not just talk about what to do. She shows you how to do it in a way that feels natural and effective.She works with sales teams across different industries, helping them run stronger discovery calls, ask better questions, and create demos that actually connect with buyers.At the core of her work is a simple idea. Sales is human to human. And when you focus on understanding people first, everything else starts to fall into place.Why Discovery Should Come FirstWesleyne believes deals begin to close during the discovery call. If that conversation is weak, your pipeline will reflect it.Instead of jumping straight into a demo, she explains that discovery should focus on listening. You should be talking about 20 percent of the time while your prospect does the rest.That is how you uncover the real problems, not just surface level requests.What an Effective Discovery Looks LikeA strong discovery call starts before the meeting even begins. Research the company, understand their environment, and come prepared with one key opening question.From there, let the conversation guide your follow ups. The goal is to identify three to five real challenges your solution can solve.When both sides are learning from each other, the conversation becomes valuable.How to Deliver a Demo That ConvertsOnce you understand the problem, your demo becomes simple. Connect each challenge to a specific feature.Avoid showing everything. Focus only on what matters to that buyer.When your demo feels tailored instead of generic, it becomes easier for prospects to see the value.“Don’t do your discovery and demo in one meeting. It’s better to cut a 30-minute call into 20 minutes and say, ‘Let’s reconnect so I can tailor this for you,’ than try to cram everything in.” — Wesleyne WhittakerResourcesGrab a copy of Sales Reset to learn how to run stronger discovery calls and close more deals, and don’t forget to connect with Wesleyne Whittaker on LinkedIn.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals.Leverage Intent and Relevant DataA big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution.That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection.When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early.Utilize Advanced LinkedIn SearchingInstead of reaching out to everyone, focus on a smaller group of people who are more likely to respond.You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in their roles or who have been active on LinkedIn in the past 30 days.You can also look at who they are connected to, especially if they follow industry influencers or are part of specific associations. That gives you a stronger starting point for outreach.Systematize ReferralsReferrals are one of the most overlooked opportunities in sales.Most prospects are open to giving referrals, but very few salespeople actually ask for them. That is a missed opportunity.Start making it part of your process. When you are working with a client, ask if they know others who are dealing with similar challenges. A simple ask can open the door to warmer conversations.Target Niche Local EventsNot every opportunity comes from online outreach. Smaller, more focused events can be a great way to connect with people directly.Think industry meetups or informal gatherings where conversations happen more naturally.These settings make it easier to build relationships and lead to introductions that feel more genuine.The Fortune Is in the Follow-UpEven when you get in front of the right people, it does not mean much if you do not follow up.A large percentage of event attendees have the authority to make buying decisions, yet most leads never receive any follow-up at all.That is where the real opportunity is. Following up within 12 to 24 hours and staying consistent with your outreach can be the difference between being remembered and being forgotten.“Nine out of ten prospects are willing to give a referral, but only about 11% of salespeople actually ask.” - Donald C. KellyResourcesDo you need help on getting more referrals? Check out episode 1976.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content.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 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.

Salesforce found that reps spend just 11 hours per week actually selling. That means nearly 70% of their time is spent on everything else. So where is it going? Let’s break down what sellers are really doing and why it’s keeping them from hitting quota.Identifying Time-Bleeding TasksLet me show you what’s really taking up their day. A lot of it comes down to necessary work that just takes way too long. Think about the time spent digging for information before a call. That can easily turn into 45 minutes of manual research for one prospect.Then there’s building proposals and assessments. Reps are sitting there formatting documents, choosing layouts, and putting together decks when that time could be spent in front of a customer.On top of that, you’ve got CRM updates, data entry, and internal meetings that keep pulling reps away from actual selling. It all adds up fast, and before you know it, the day is gone without much time spent with buyers.Leveraging AI and Process OptimizationSo how do you fix it? It starts with getting rid of the work that does not need to be done manually.AI is making that a lot easier. Instead of spending close to an hour researching a prospect, reps can pull together key insights in just minutes. CRM updates can be automated. Meeting notes can be summarized without lifting a finger.And when it comes to proposals and documents, this is where better systems come in. Instead of starting from scratch every time, teams can use templates or even hand off parts of the process so reps can stay focused on selling.The goal here is simple. Take as much off the rep’s plate as possible so they can spend more time doing the one thing that actually drives results.Actionable Steps for Leaders and RepsIf you want to fix this, both leaders and reps have to take a hard look at how time is being used.Start by tracking it. Spend a week writing down exactly where your time goes. Prospecting, emails, research, meetings. When you see it on paper, it becomes a lot clearer where the gaps are.From there, leaders need to step in and protect selling time. That means cutting back on unnecessary meetings and making sure reps have systems that actually support them.And finally, simplify the tools. When everything is scattered across different platforms, it slows everyone down. Bringing those tools into one place makes it easier to work faster and stay organized.At the end of the day, this is about making sure your reps are spending more time in front of customers and less time stuck in the background work.“Time is ticking and time is money.” - Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content.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 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.

Salesforce found that sellers who use AI are 3.7 times more likely to hit quota. So what are they doing differently? Let’s break down how AI is helping sellers work more effectively and why it’s becoming a core part of modern sales.Maximizing Efficiency in Prep and ProspectingAI is taking a lot of the busy work off a seller’s plate, especially when it comes to prep and prospecting.Instead of spending 45 minutes digging into a single prospect, sellers can now pull together key insights in just minutes using tools like ChatGPT or Claude. That kind of time savings adds up fast.And it changes how sellers spend their day. When you’re saving 30 minutes or more per prospect, that time can go back into higher-value activities like engaging on LinkedIn or actually reaching out to prospects.AI is also making personalization easier to scale. Sellers can quickly find relevant details about a prospect and use that information to craft more thoughtful, tailored outreach without starting from scratch every time.AI as a Sales CoachAI is not just helping with research. It’s starting to act like a built-in sales coach throughout the deal cycle.Sellers can use it to think through different scenarios before a call ever happens. By plugging in meeting notes or past conversations, AI can highlight potential risks and help them prepare more effectively for discovery.It’s also useful when it comes to handling objections. Instead of guessing how to respond, sellers can use AI to brainstorm different approaches, especially when they’re up against a specific competitor.And before a deal moves forward, AI can help pressure test it. Sellers can ask it to find gaps, weak points, or anything they may have missed so they can tighten their approach before presenting a solution."You're shrinking the busy work so you can focus more on selling." - Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content.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 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.

You’re feeling the impact of the tariffs, aren’t you? They keep your deals from moving forward. Luckily, I came up with three ways to move those tariff blocks out of the way and make everything move in your favor.1. Show Them What It’s Costing to WaitWhen deals stall, it’s easy for companies to pause spending and focus on what feels urgent right now. But waiting comes with a cost.Instead of pushing harder, help them see what happens if nothing changes. What does it cost the business to delay? What risks are they taking on by doing nothing?When you lay that out clearly, the conversation shifts. It is no longer just about spending money. It becomes about avoiding a bigger loss.2. Ask What Needs to Change, Not “When”Most sellers follow up with one question: “When can we move forward?” That question does not move the deal.A better approach is to ask, “What needs to happen for this to become a priority again?”Now you open up a real conversation. You start to understand what is actually blocking the deal, whether it is budget, timing, or internal pressure. Once you know that, you can position yourself to help move things forward.3. Stay Present So You’re First When It Opens Back UpSometimes there is nothing you can do at the moment. The deal is simply frozen. That does not mean you disappear.Stay in motion. Check in, share insights, and send relevant updates that keep you top of mind without being pushy.When things start moving again, the seller who stayed present is usually the one who gets the deal.“Delays don’t kill deals. Ignoring the cost of waiting does.” - Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

Today, most deals involve 11 to 13 decision-makers. Nobody wants to be the one held responsible if things go wrong. So instead of one decision-maker, you’re dealing with a full committee. That’s one of the biggest reasons deals stall, and that’s what we’re getting into in this Missed Quota episode.Why Deals Stall Even When You Do Everything RightYou’ve done your research. You ran a solid discovery. The demo went well. And then the deal just sits there.A lot of times, it’s because you didn’t know who was really involved in the decision.On top of that, buyers are spending less time talking to sellers. They’re doing their own research and only bringing you in for a small part of the process.That means if you’re not connected to the right people, you can lose the deal without even realizing it.Build a Champion ToolkitIf you have a champion inside the company, you need to set them up to win when you’re not in the room.That means giving them the right information to speak to different stakeholders. Think about what the CFO cares about. Think about legal, procurement, and leadership.Give your champion the tools to answer those questions so they can confidently represent your solution.Map Out the Buying Committee EarlyDon’t wait until the deal slows down to figure out who’s involved. Work with your champion early to identify everyone who has a say in the decision.Then figure out what matters to each person. When you understand their priorities, you can tailor your approach instead of guessing.Multi-thread Your Way Into the DealYour champion can’t carry the entire deal on their own. Ask for introductions to other stakeholders. Get in front of people like the CFO or anyone else influencing the decision.Speaking directly to their concerns, makes it easier for the deal to move forward and take pressure off your champion.“The first thing you need to recognize is that there are a lot more people involved in deals today than there used to be.” - Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

A lot of sellers are working hard but still falling short in Q1. The challenge isn’t always activity. It’s timing. This is part two of the missed quota series, and I’m sharing why buyers are already far into their journey before you ever connect with them and how you can show up sooner.Why Q1 Feels So Difficult for SellersMost sellers wonder why Q1 feels so tough, and a big part of it comes down to this. By the time you’re getting in front of a buyer, they’re already about 67% through their decision-making process. They’ve done their research, explored options, and in many cases already have a shortlist before you even show up.The Buyer’s Shift: The Dark FunnelThis is what I call the dark funnel. It’s everything happening behind the scenes before a buyer ever talks to you. And here’s the reality. A lot of buyers prefer it that way. Gartner found that 61% of B2B buyers want a seller-free experience early on, and 43% of executives are discovering solutions through social media. If you’re not visible during that stage, you’re already behind.Content Is How You Show Up EarlySo how do you get ahead of that? You’ve got to start thinking like a content house. If you’re not consistently showing up with insights, you’re invisible while buyers are forming their opinions. This isn’t about posting just to stay active. It’s about sharing content that actually helps your ideal customer think through their challenges.What to Share to Stay RelevantIf you’re in something like cybersecurity, think about the kind of content your buyers care about. Break down major breaches and what companies can learn from them. Explain new compliance changes in a way that’s easy to understand. Share real-world insights based on what you’re seeing in the field. This is the kind of content that builds trust before a conversation ever happens.Consistency Over ViralityYou don’t need to go viral to win. You need to be consistent. Aim for about three quality posts a week that speak directly to your ideal customer profile. Over time, that consistency is what keeps you top of mind.Make Your LinkedIn Profile Work for YouAnd while you’re doing all of this, don’t overlook your LinkedIn profile. That’s often the first place buyers go when they come across your name. Make sure your headline clearly shows how you help clients. Use keywords they’re searching for, and back it up with real credibility in your experience section."Sales professionals who master social selling, create 45% more opportunities and are 51% more likely to hit their quota." — Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

A slow Q1 isn’t random. There are patterns behind why many sellers miss their targets early in the year. I’m walking through ten of those challenges and how you can turn things around.1. Tariff Uncertainty Is Freezing DecisionsA lot of companies are hitting pause right now because of tariff uncertainty. When businesses don’t know what’s coming next, they delay decisions. In fact, 82% of U.S. firms reported declining sales after tariffs took effect, which is leading to a lot more hesitation.2. Buyers Are Cutting CostsProspects are being more cautious than ever. Budgets are tighter, spending is under more scrutiny, and even existing contracts are getting reduced. Around 78% of business buyers say they’re being more careful with spending, and it’s starting to show in lower win rates.3. The Global Economy Is Slowing Things DownThere’s a broader slowdown happening, and it’s affecting how businesses spend. B2B spending is contracting, and global GDP growth is cooling, which is stretching out buying cycles across the board.4. Sales Reps Aren’t Spending Enough Time SellingA big chunk of a rep’s day is going toward admin work, internal tasks, and switching between tools. On average, reps are only spending about 28% of their time actually selling, which makes hitting targets a lot tougher.5. Buyers Are Doing Their Homework Without YouBy the time a sales rep gets involved, buyers have often already done most of their research. Around 67% of the buyer’s journey is completed independently, meaning prospects are forming opinions long before sales has a chance to step in.6. Deals Are Getting Stuck in CommitteesMore deals now involve multiple stakeholders, sometimes seven or more people. That naturally slows things down and makes it harder to build alignment and move decisions forward.7. Prospecting Is Taking Too LongReps are spending a huge portion of their time just trying to find the right people to talk to. Roughly 40% of their time goes into prospecting, and even after events or outreach, follow-up rates can still fall short.8. Quotas Don’t Match Today’s RealityMany quotas were set based on a completely different market environment. Right now, average attainment is sitting around 43%, which shows just how far expectations are from reality and why burnout is becoming more common.9. The AI Gap Is Turning Into a Performance GapTeams that are using AI are moving faster and seeing better results. About 89% of revenue organizations are now using AI, and those teams are consistently hitting quota at higher rates than those who aren’t.10. Turnover Is Slowing Everything DownSales teams are dealing with high turnover, with around 25% of reps leaving each year.On top of that, new hires take time to ramp up, which can slow productivity if teams don’t have the right support in place.“Sales reps are burning out and leaving because they’re chasing quotas built for a market that no longer exists.” - Donald C. Kelly ResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

Getting deals unstuck can feel frustrating, especially when you reach the end of a quarter and nothing seems to be moving. Karen Kelly, one of the 100 most powerful women in sales 2025, breaks down how the way you show up in your sales process can be the difference between a deal that stalls and one that moves forward.Meet Karen KellyKaren Kelly is a sales trainer, coach, and speaker who has spent over 20 years helping sales professionals improve how they show up and sell. Having experienced the challenges of sales firsthand, she understands what it feels like to navigate uncertainty, missed opportunities, and stalled deals.Her approach is centered on rehumanizing the sales process. Instead of relying on scripts and surface level tactics, she teaches how to build genuine conversations that create trust and move deals forward.Through her training, coaching, and workshops, Karen helps sales professionals shift their mindset, take intentional action, and build stronger, more meaningful relationships with their clients.Reframe Your MindsetThe first step is to reframe. Before you even send an email or get on a call, ask yourself how you are showing up. Are you focused on helping or just trying to closeKaren shared that language shapes reality. When you shift from “I have to” to “I get to,” everything changes. Your energy shifts, your confidence improves, and your conversations become more customer focused. Buyers can feel the difference.Reveal the Human SideInstead of hiding behind a perfect, polished version of yourself, bring authenticity into the conversation. Share experiences, lessons, and even past mistakes that shaped how you work today.When you open up, your prospects feel safe to do the same. That is when real conversations happen.Revisit the FundamentalsGo back to the basics of selling. Does your prospect actually recognize the problem? Do you have alignment and buy in? Are you following up consistently?Karen reminded us that many deals stall because we skip these simple steps. They may not be exciting, but they are what move deals forward.“Reveal is a big one. A lot of people are still giving the illusion of perfection, but it doesn’t exist.” - Karen KellyResourcesConnect with Karen Kelly on LinkedIn or visit her website to learn how she helps sales professionals drive real results.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

Sometimes selling comes at the most unexpected moments in life. As an entrepreneur you’re selling your business to customers and you need to go from zero to hundreds fast. Eric Samson, CEO & founder of Group8A, is here to share how he went from hoping deals would come in to building a system that brings in sales opportunities every single month.Meet Eric SamsonWe’ve all experienced consultants who promise big results but fall short. For small businesses, that can be costly.Eric Samson knows this firsthand. Before founding Group 8A, he ran several e-commerce businesses and saw how ineffective marketing agencies could hurt growth.That experience pushed him to build something different. He created Group 8A with a performance driven approach where the agency only grows when its clients do.Today, Group 8A is a leading digital marketing agency in New York City, helping e-commerce brands scale and increase conversions.From Hope to PredictabilityWhat would it look like if your sales pipeline didn’t rely on luck?That was the reality Eric faced. His business was built on strong operations and great service, but sales were inconsistent. Referrals came in occasionally, but there was no real system behind it. At one point, two deals a year felt like a win.Eric realized something had to change. Wishing for growth was not a strategy.Setting the Right TargetThe first shift came from setting a clear goal. Eric introduced what he calls a big, hairy, audacious goal. Instead of hoping for a few deals a year, the team aimed for two deals per month.It did not matter that the number seemed small to others. What mattered was that it pushed them beyond their current reality.Sometimes growth starts by simply choosing a target that feels just out of reach.Solving the Right Problem FirstOne of the biggest mistakes Eric made was focusing on the wrong part of the sales process. He hired experts to help close deals before he even had consistent leads coming in.That changed when he broke the process down step by step. If there are no leads, nothing else matters.Once the team focused on generating conversations first, everything else started to fall into place.Building a Scalable SystemEric and his team invested in outreach and found someone who knew how to generate appointments. From there, they optimized the process by separating high level work from simple tasks.The result. Over 100 sales appointments per month!“When you get outreach right, everything changes. When you get it wrong, you get nothing.” - Eric SamsonResourcesConnect with Eric Samson on LinkedIn or visit Group 8A to learn how his team helps e-commerce brands turn strategy into real results.If you want to think bigger and set goals that actually push your business forward, take some time to read Built to Last.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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 early in the morning, and you’re getting ready to look for prospects on LinkedIn. Every conversation is a precious gem, but how can you shine while reaching out? I have a LinkedIn strategy that helped my coaching client. I’m telling you it works because he got five referrals from using it.Breaking Through the Noise on LinkedInOne of the biggest challenges right now is standing out on LinkedIn. A strategy I’ve been using with a coaching client helped him build momentum when his pipeline was low. He focused on a specific conference and engaged with people who liked or commented on the posts. From there, he sent personalized connection requests along with short videos or voice messages to show he was a real person. No pitch right away, just starting the conversation and building engagement.Turning a “No” into ReferralsOne conversation stood out. He connected with someone who had used his software before but didn’t need it anymore. Instead of moving on, he asked a simple question: who else do you know that could benefit from this? That one question turned into five referrals from a single “no.”Maximizing Every OpportunityToo many people walk away from conversations too early. Every interaction is a chance to move something forward. Sometimes that means asking for a referral, even if the answer isn’t yes.People you’ve worked with before can be some of your best advocates. And this approach isn’t limited to LinkedIn. You can use it in emails, calls, or anywhere you’re having conversations.“Your success isn’t on their mind, but when you ask, you shall receive.” — Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

I’m a big believer in LinkedIn Sales Navigator, and that’s why I’m revisiting episode 1827. Josh Shirley from Sandler joined me to share how to use the tool effectively and get real results.Josh Shirley’s BackgroundJosh Shirley is a sales professional with Sandler, a well-known sales training organization. He works with sales leaders who want a structured system that delivers predictable results. Sandler’s approach gives sales professionals the foundation they need to perform effectively from the start.Referrals: The Gold Standard of LeadsJosh shares personal experiences about how structured approaches to request referrals can significantly enhance lead generation.Using the LinkedIn Rule of SevenJosh explains that for every seven LinkedIn connections, there’s typically one person willing and able to refer you. It’s a simple concept, but it can completely change how you approach outreach.There are a few ways to apply it depending on your goals. If you’re covering a broad territory, you can use one connection to open the door to many referrals. If you’re targeting a specific account, multiple connections can help you get closer to the right person. And in some cases, it’s as direct as asking one person for one specific introduction and repeating that process over time.Using LinkedIn Sales Navigator to Find ReferralsJosh walks through how LinkedIn Sales Navigator makes it easier to find the right people to connect with. It helps you identify mutual connections who can introduce you and guide you toward the right prospects. With the right filters, you can narrow your search and make your outreach more focused and efficient.Getting Past the Fear of AskingA lot of salespeople hesitate when it comes to asking for referrals. There’s a fear of coming across as pushy or intrusive. Josh challenges that mindset and reminds us that most people are willing to help, you just have to ask.“Referrals are the most bankable form of leads you can get.” - Josh Shirley ResourcesIf you want to connect with Josh Shirley, you can find him on LinkedIn. And if you’re looking for more insights like this, take a listen to the Sales Tales Podcast.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

I don’t believe in sharing sales advice unless I’m actively doing it myself. Right now, I’m building a podcasting agency, Blue Mango Studios, and putting these strategies into practice every day. I’m sharing what’s working as I go, so you can apply it to your own process.Lead with a Point of ReferenceOne of the biggest mistakes sellers make is reaching out without context. Buyers don’t respond because there’s no reason to.Instead, find a point of reference. That could be a post they shared, a comment they made, or a recent role change. When you lead with something relevant, you immediately separate yourself from generic outreach.That small shift makes it easier to start a real conversation.Engagement Before OutreachBefore sending a message, take a moment to engage. Like their content. Leave a meaningful comment. View their profile.These small actions build familiarity. When you do reach out, your name is no longer unfamiliar, which increases your chances of getting a response.Turn Conversations into OpportunitiesOnce you have engagement, the next step is starting a conversation. That might happen through LinkedIn, email, or a call.The key is not to rush the pitch. Focus on understanding what matters to them and how your solution fits into that.Conversations lead to opportunities. Opportunities lead to appointments.Follow Up with IntentionMost deals are not closed on the first interaction. It often takes multiple touchpoints to move things forward.That means consistent follow-up across multiple channels. Emails, calls, and continued engagement all play a role in staying visible and relevant.A Simple Motion That WorksThis approach is not complicated, but it is intentional. Break through the noise. Create engagement. Start conversations. Then follow up with purpose.That’s the motion driving results right now. And if you’re willing to apply it consistently, it can work for you too.“Break through the noise first. When you get engagement, you earn the right to start a conversation.” - Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

In a niche industry, you don’t win by doing what everyone else is doing. Like David facing Goliath, you have to stand out by bringing something different to the table. My guest, Brian Uzcategui, Vice President of Sales for The Kinetic Co., is here to share how he is winning in the tissue industry and the concepts you can apply to your own work.Selling in a Niche IndustrySelling in a niche industry is not easy. You only have so many competitors and only so many customers, which means every interaction matters. Your reputation travels fast, and you cannot afford to burn bridges.In industries like Brian’s, everyone knows each other. Prices are not the differentiator. Relationships are. If you are not building trust and adding value, you will not last long.Relationships Are EverythingWhen your market is small, your network becomes your greatest asset. Brian shared that success comes from treating every customer like they matter because they do.This is a people game. You are not just selling a product. You are building long-term partnerships. One bad interaction can cost you more than just one deal.Do Not Wing ItPreparation is what separates average sellers from top performers.In this industry, you may only get a few opportunities each year to meet with a customer.When you show up, you need to be ready. Know their history, understand their needs, and come in with clear value.You are not getting extra time. You have to make your time count.Bring Something New Every TimeOne of the most powerful concepts Brian shared is simple. Always bring something new.It could be a small training, a new idea, or a way to make your customer’s job easier. When you consistently add value, your customers look forward to seeing you.You become more than a salesperson. You become a resource.“Be the leader people want to serve. A service mindset goes a long way.” - Brian UzcateguiResourcesConnect with Brian Uzcategui on LinkedIn.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

Many sellers ask the same question: how can I increase my close rate? Often the challenge is not the product or the prospect but hesitation at the moment when it is time to ask for the business. I’m sharing a few ideas that can help you confidently ask for the close and move deals forward faster.Stop Waiting Too LongOne common mistake is waiting too long to ask for the close. Sellers may say something like “let me know what you think” instead of clearly asking if it makes sense to move forward.A more effective approach is to be direct. For example, you might ask whether the prospect prefers to start implementation next Monday or Tuesday. When you have already completed a strong discovery and demonstrated a clear solution, this type of question feels natural and keeps momentum moving forward.Make Sure the Buyer Sees the SolutionAnother issue occurs when the seller tries to close before the buyer fully agrees that the solution solves their problem. Even the best demo will not matter if the buyer does not clearly see how it addresses their specific challenge.Before presenting a proposal, confirm that the prospect believes the solution will solve their problem. When both sides are aligned, the closing conversation becomes much easier.Keep the Close NaturalClosing should not feel like a dramatic event. When you clearly understand the problem and present a solution the buyer believes in, the next step becomes a simple and natural conversation.“When the buyer sees the problem clearly and believes in the solution, the next step becomes easy.” — Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

Most sellers think their outreach struggles come from poor timing or weak messaging. In reality, the bigger issue is that many outreach attempts focus on surface level problems instead of the real challenge prospects are facing. A few small changes can make your outreach far more relevant and much more likely to get a response.Stop Selling the Surface ProblemA common example is when sellers lead with a generic benefit like saving time or increasing revenue. Those things sound good, but almost every competitor is saying the exact same thing.The real opportunity is identifying the deeper issue that is actually causing frustration for your prospect. For example, an HR leader may not simply want a better hiring tool. Their real challenge could be finding quality candidates who truly fit their organization.When your outreach taps into that deeper problem, your message immediately becomes more relevant and harder to ignore.How to Find the Real ProblemThe key is doing the research before you send the message. One simple way to start is by using tools like ChatGPT to understand the common challenges your ideal customers face.You can also learn a lot by speaking with existing clients and asking what their biggest frustrations are. Often the first answer reveals the true problem that needs solving.Why This Changes Your ResultsWhen your outreach focuses on the real problem instead of a generic pitch, everything becomes more effective.Your subject lines become more intriguing. Your emails feel more relevant. And prospects are much more likely to respond because the message speaks directly to what they are dealing with right now.In the end, better outreach starts with one simple shift. Focus less on your solution and more on the real problem your prospect is trying to solve.“If the problem you’re presenting isn’t strong enough, your message will get ignored.” — Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

You probably thought following up on a deal would be easy, but many sellers struggle with it. I’m sharing a simple way to make the process easier and stop assuming that no response means something negative.The Data Behind Effective Follow-UpLet me share a few statistics that might change the way you think about follow-up.About 85 percent of sales require five or more follow-ups, yet 44 percent of sales reps stop after just one follow-up. On top of that, only 2 percent of sales happen during the very first contact.What does this mean for you? It means persistence matters. If you are giving up after the first attempt, you could be walking away from deals that simply needed a few more conversations.Why Many Reps Avoid Following UpNow the question becomes why do so many sellers avoid following up in the first place?In many cases it comes down to psychology. Some sellers worry about being annoying. Others fear rejection. Sometimes pride gets in the way and we think the buyer should be the one reaching back out to us.Another issue is the lack of a system. When you do not have a clear follow-up process, it becomes easy to forget to reconnect with prospects or to rely on hope instead of a plan.What Strong Follow-Up Looks LikeWhen you do follow up, avoid sending messages that simply say “just checking in.” That approach does not add value.Instead, focus on sharing something useful. You might provide a helpful insight, remind them about the next step you discussed, or share information that supports the conversation.I also recommend planning the next follow-up before you end a meeting. When the next step is already scheduled, it becomes much easier to keep the deal moving forward.“No response isn’t a no. It’s often an invitation for professionalism.” — Donald C. KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

During a deal, you might spend weeks speaking with one person only to realize the real decision makers were never involved. So how do you get your champion to bring the stakeholders into the conversation? I’m bringing back an old concept that can help prevent this situation from happening again.When Your Champion Won’t Bring Others Into the DealDuring a deal, you might spend weeks speaking with one person only to realize the real decision makers were never involved. It can feel frustrating, especially when you know that IT, finance, or leadership will eventually need to approve the purchase.So how do you get your champion to include the stakeholders who actually sign off on the deal?One approach is to start thinking about the buying process earlier and making sure the right people are involved from the beginning.Start With MultithreadingOne of the best sales strategies is multithreading. This simply means building relationships with multiple people inside an account instead of relying on a single contact.When selling a solution, there are often several people who influence the decision. There may be an end user who will work with the product daily, a manager who oversees the team, and an executive who approves the final purchase.Mapping out these roles early can help prevent deals from stalling later. I like using LinkedIn Sales Navigator to identify these stakeholders and make it easier to start conversations with them.Identify the InfluencersNot everyone involved in a deal holds a formal decision making title, and that’s something I want you to keep in mind. I’ll give you a quick example. My wife once worked closely with the executive team at a company. Whenever the CEO was considering working with a vendor, he would often ask her opinion about the people he had interacted with. If a vendor was respectful and easy to work with, she would share that. But if someone treated her poorly because they didn’t think she had any influence, that feedback made its way back to leadership as well.The lesson here is simple. Everyone inside an organization can influence a deal in some way.Have an Honest Conversation With Your ChampionIf your champion continues to avoid bringing others into the process, it may be time to address it directly.Try sharing your concern. Let them know that in most successful projects there are several people involved, including technical teams and leadership. Then ask if there is a reason those stakeholders have not been included yet.Often the answer is straightforward. The champion may be busy, unsure how to involve others, or simply gathering more information before expanding the conversation.“Preemptively build those relationships so you don’t get stuck relying on one person to close the deal.” - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

At the end of every quarter, many sellers feel shaken when they look at their quotas. You’re putting in the work, yet the results still aren’t where they should be. I’m sharing a few ideas from The 12 Week Year that can help you rethink the calendar quarter and develop habits that take some of the stress out of selling.The 12 Week Year MindsetInstead of thinking about your annual quota, start treating every 12 weeks like its own year. When you see the quarter that way, your focus shifts to what needs to happen right now instead of assuming you still have plenty of time.Putting the 12 Week Year into ActionFirst, define your outcome. Set a clear goal for the next 12 weeks. For example, you might set a target of closing $300,000 in new business during that period.Next, break that outcome into the activities that lead to it. If your average deal size is $30,000 and your close rate is about 25 percent, you would need around 40 qualified opportunities to reach that goal. That might translate to about 80 discovery calls, 400 meaningful conversations, and roughly 1,200 outreach attempts.Then create a weekly scoreboard. Track the numbers that actually move deals forward. This could include outreach attempts, conversations, meetings, pipeline created, and deals that are advancing. When you track these numbers each week, it removes the guesswork and keeps you focused on the right activities.Finally, build strong daily habits. Set non-negotiable time blocks that help you hit those activity numbers. For example, dedicate at least 90 minutes each day to pipeline creation. A good reminder here is that you do not rise to your goals. You fall to your daily structure.The Role of Sales ManagersSales managers play a big part in making this system work, but it is not about micromanaging. The focus should be on managing the activities that lead to results.That means making sure reps are consistently completing the daily and weekly tasks that drive deals forward. Tools like a team leaderboard, like the one in Prospectpro.io, can make it easy to see who is on track and who needs support.Every manager should be able to answer this question: Do your reps know exactly what they need to do each week to stay on pace? When managers keep the focus on activities and check in regularly, the system becomes real, not just a plan on paper."Sales are not won in the last 14 days of the quarter. They are in the first 14 days." – Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

Negative thinking can hold you back from success. I sat down with Benoy Tamang, an entrepreneur who has started and exited seven companies, to talk about mindset. How a leader or even an individual sales rep thinks can make all the difference in results.The Underdog’s AdvocateBenoy is passionate about helping startups, shaped by his own experiences with adversity, including racism his father faced in the British army. He sees startup founders as underdogs who sacrifice health, finances, and relationships to chase a dream. Now, he coaches tech CEOs with venture funding who are ready to grow. Through his work, he gets to learn, serve, and create alongside these founders.Overcoming Self-Doubt and FearSelf-doubt is a huge obstacle for sales professionals and leaders. Many people feel “less in their own mind” and carry fears like “I am not good enough” or “my future is at risk.”Benoy believes everyone is capable of creating their own future. His advice is to let go of a tight grip on control, take a loose grip, and stay in the flow.The Whole Person in SalesLeaders need to care about the whole person, not just the employee. Benoy encourages teams to get full physicals because undiagnosed health issues, whether mental or physical, can affect performance. How someone thinks about themselves follows them everywhere, including work.Modeling Vulnerability as a LeaderHolding reps accountable is important, but leaders also need to provide clarity, training, clear job descriptions, compensation transparency, and the right tools. Benoy stresses modeling vulnerability, rewarding it, and sharing mistakes. This helps create a safe environment where team members feel comfortable asking for help, even in competitive settings.“Show them how to win, not just tell them how to win.” - Benoy TamangResourcesYou can find more information about Benoy Tamang, his book, and his podcast, Fearless Founders Club, at techceocoach.com.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

People crave genuine connection, and that can feel harder to create in today’s AI-driven world. But when you sell with integrity, buyers trust you more and move forward with confidence. Joining me in this episode is Mark Hunter, longtime friend, professional seller, and author, to talk about his new book Integrity First Selling and his passion for authentic, trust-based sales.Why Integrity Still Matters in SalesYes, AI tools are handy but nothing can replace genuine human connection. Buyers want to know that you care enough about their problem to actually fix it. Mark defines integrity in sales as honoring commitments and refusing to sell what clients don’t need. He emphasizes that great selling is rooted in serving people, not just closing deals.Lessons Learned the Hard WayMark shares stories from his early sales career, including being fired after chasing short-term wins over long-term relationships. He reflects on a deal that ultimately harmed both the client and his company’s reputation, showing the real cost of compromising integrity. His experience reinforces that quick wins are never worth lasting damage to trust.The Power of Referrals and RelationshipsA key theme is how integrity naturally leads to referrals and repeat business. Mark encourages sales professionals to give value, speak honestly even when it’s difficult, and recommend other options when they are not the right fit. He stresses that leaders and sellers alike must model integrity and commit to the long game.“Just speak the truth 100% of the time and you're going to sleep a lot better.” - Mark HunterResourcesFind "Integrity First Selling" on Amazon or visit thesaleshunter.com for more resources.Check out my past episode 426 with Mark to hear his advice on high profit prospecting. Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

You’ve been working on closing a deal for the last six months, but you thought you would have closed it three months ago. Why didn’t you reach your deadline sooner? I’m going to tell you why in this episode and show you how you can shorten your sales cycles.Why Are Your Sales Cycles Longer?I’ve found there are several reasons sellers experience longer sales cycles:Fear of making mistakesJob security concernsReliance on decision-making committeesBut remember, you’re a consultant. Your job is to guide buyers to understand why your product is the solution to their problems. Don’t be an order taker. Lead with confidence to help move deals forward faster.Introduce a Mutual Action Plan EarlyThe first step I share to shorten your sales cycles is creating a mutual action plan. You go over clear expectations and timelines with the prospect to let them know what their buying journey will look like.Multi-ThreadingThere are way more people involved in closing a deal than you think. At first you may be talking to Sally, then Billy, then Jen. Keeping up with so many stakeholders can get confusing fast.If you don’t have a clear way to track relationships, tools like LinkedIn Sales Navigator can help you organize an account map and piece together your conversations across contacts.Understand Individual Stakeholder ValueYes, you’re trying to close the deal faster, but don’t rush through the sales cycle. Instead, identify what matters most to each stakeholder involved in the buying decision. Ask questions to uncover specific priorities and pain points for every committee member, not just your main prospect.De-Risk the PurchaseWith so much noise being thrown at buyers, they often don’t feel safe making decisions or find it difficult to move forward. Provide multiple purchasing options, bring in testimonials, and address concerns directly to help stakeholders feel more confident.“Every conversation you have with the team, bring it back to the value. Because the value is going to be different for each individual.” — Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

show notes

I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.Ask Your Happy CustomersThe most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask. If you are not asking, you are leaving opportunities on the table.Request Referrals from Non BuyersDo not overlook the conversations that do not end in a sale. Even when someone tells you no, that does not mean the relationship is over. It is still perfectly reasonable to ask if they know someone who is dealing with the challenges your product solves. When you position it around helping others, the request feels natural and value focused.Leverage LinkedIn ConnectionsYou can also take a more proactive approach by using tools like LinkedIn Sales Navigator. Look at your customers’ first degree connections and identify people who match your ideal client profile. Then ask for a specific introduction. This method takes more effort, but when you are intentional about who you want to meet, the results can be powerful."Your goal is to get them to be able to be your evangelists." — Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence.Beyond the FrameworkI start by challenging the idea that just following a sales framework guarantees success.Every sales scenario has unpredictable human factors, so sticking strictly to a process is not enough. You have to be ready to adapt and read the situation in real time.The Power of Reviewing the TapeOne of my biggest recommendations is to listen back to your recorded calls, either on your own or with someone you trust. This gives you a more objective perspective on what is working and what is not. I also suggest using tools like ChatGPT to analyze transcripts or get external feedback. It is a great way to spot patterns you might miss.Taking and Maintaining ControlBefore every call, set an agenda and make sure both you and the prospect are aligned on the outcomes. If you give up that control, the prospect will take the lead and that usually leads to ambiguity or stalled deals. Staying in control does not mean being pushy. It means guiding the conversation toward results.Always Secure a Next StepNever leave a meeting without scheduling the next step. I have lost deals in the past because I did not do this, and it kills momentum fast. Make it a habit to lock in what comes next before the call ends.Courage to Ask the Tough QuestionsGoing through the motions is not enough. Developing the art of sales means reading between the lines and asking the uncomfortable questions. That is what separates great sellers from everyone else. You have to be willing to challenge your prospects in a way that adds value and drives clarity."There's a lot of gray areas in sales, especially when you're dealing with humans who tend to be unpredictable." - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

There is a specific way to use AI technology to get the results you want. To show us how to do this, Dr. Eve Kedar, a community builder, enablement strategist, and educator, joins me for this episode. Drawing on her experience supporting over 18,000 AI enthusiasts, Eve shares strategies to help sales teams use AI without amplifying the overwhelm that can come with new technology.Meet Eve KedarEve Kedar is a sales enablement strategist, author, and advisor with over 15 years of experience helping sales organizations move from scattered training to scalable systems that actually drive results.She’s the author of Build a Kicka$$ SalesTeam and Build a Kicka$$ Online Community, and works with SaaS and tech leaders to improve ramp time, execution, and alignment.Eve brings a practical lens to AI adoption, focusing on cognitive diversity, real workflows, and helping sales teams use AI as a thinking partner, not a replacement.Empowering Sellers Through Cognitive DiversityWe begin by talking about how effective AI integration starts with recognizing the unique strengths each seller brings to the table.Eve explains that instead of forcing uniformity, leaders should support and amplify those differences with the right tools.She shares stories of helping one seller who is highly data driven and another who is a natural storyteller use AI prompts tailored to their individual styles. The goal is not to replace human skills, but to enable them.Practical Steps for AI AdoptionWe also break down simple, actionable steps sales leaders can take right away.For example, setting up a team chatbot such as ChatGPT that is loaded with your company’s sales processes can give both new and experienced reps targeted guidance.This helps them become more independent while also personalizing their development.Eve reminds us that leaders do not need to master every AI tool. What matters most is encouraging curiosity, exploration, and the sharing of best practices.Maintaining Humanity, Curiosity, and CreativityAnother major theme in our conversation is balancing productivity with preserving the human touch.Eve suggests gamifying prompt writing, celebrating creativity, and encouraging bold curiosity so teams do not become overly reliant on automation.While entry level roles may evolve as AI takes over repetitive tasks, sellers will be expected to think more deeply and build stronger relationships than ever before.Community and CollaborationWe also discuss the importance of leveraging AI communities, both internally and externally.Creating space for open dialogue and experimentation allows teams to learn from one another, spark new ideas, and reduce the overwhelm that often comes with adopting new technology."Cognitive diversity is a great thing on a sales team. Don’t suppress it with AI tools. Use the tools to help them, you know, amplify their diversity. But leverage the results. The outcomes are still what’s important." - Eve KedarResourcesFind Eve Kedar on LinkedIn and check out her thriving AI community for more insights and resources on AI adoption in sales.Get Eve’s books on Amazon: Build a Kicka$$ SalesTeam, Build a Kicka$$ Online CommunityKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content.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 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.

Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal. Why Do Buyers Lie?Buyers don’t always lie intentionally. However, there’re three main reasons why they do:They feel uncomfortable saying “no.”They’re not interested but don’t want to hurt your feelings.They want to “think about it,” often as a way to avoid further discussion.Key Strategies for SellersIf you find them lying to you, try these strategies to get the truth out of them: Seek honest answers by asking tougher, more direct questions.Never assume a prospect’s motives, instead get to the real issue.Practice probing with family or friends to build confidence.Avoid desperation and maintain control throughout the process.Don’t wait. Address hesitations immediately rather than letting deals linger.“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

SDRs and BDRs are having to become more strategic and more technical to close deals. You would think that in a world of AI, their jobs would become easier or even be replaced. But buyers are more informed, and they know when a seller is not putting much effort into personalization. Joining me in this episode are two sales professors, BJ Allen and Kristie Jones, to discuss how we can better prepare sellers for these changing roles.The Evolution of Sales RolesThe role of SDRs and BDRs is changing as buyers become more independent and better informed through AI and easy access to information. Sales is no longer just about cold calling and emailing. Today’s sellers need stronger critical thinking skills, deeper product and industry knowledge, and the ability to add value much earlier in the buying process.AI’s Impact on Sales ProcessesAI is reshaping sales, from prospect research to reviewing discovery calls. This shift is pushing teams to be more intentional about their processes and committed to continuous learning. Kristie encourages both students and sales teams to experiment with new technology, even when it does not work perfectly, because that is where growth happens.Soft Skills Take Center StageWhile technical skills are becoming more important, we agree that soft skills still separate good sellers from great ones. Kristie highlights the importance of building trust, negotiating effectively, and handling objections. As more routine tasks are automated, sellers who can connect with buyers, educate them, and solve real problems in a personalized way will stand out.Advice for Educators and LeadersThe focus should be less on rigid outreach sequences and more on creative problem solving, personalization, and value-driven conversations. Try to prepare your students for modern sales roles by blending technical knowledge with strong communication skills throughout your curriculum.“Everything's changing about the seller, because everything's changing about the buyer.” - Kristie Jones ResourcesFind Kristie Jones on LinkedIn or visit kristiekjones.com.For more sales education resources, listen to “Sales 101: The B2B Sales Classroom.”Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

Yes there’s a ton of things you can do on LinkedIn Sales Navigator. However, if you’re still struggling to use it and find prospects, you need to focus on one tool at a time. In this episode, I’m going over how to use InMail the right way to get prospects. I’m telling you, it’s one of the easiest ways to book appointments, and I have data to prove it.How to Make Responsive InMail CampaignsI did a test with my podcasting agency, BlueMangos Studios, and the data is shocking. Out of 31 recipients, I saw a response rate of 20%. All I had to do was make the subject line for my InMail campaigns catchy and curiosity-driven. Then I made the body of the message direct and personal.Do you know why this worked so well? Because I focused on prospects who actually needed my services. It worked so well that I only had to spend about half an hour of work to see results within two days.Simplicity Drives ResultsWhen it comes to InMail, less really is more. I keep my messages short, direct, and tied to something that actually matters to the prospect. Instead of leading with a long explanation about my company or offer, I ask one simple question that connects to their role or a problem they are likely dealing with.Most people are checking LinkedIn on their phones, so your message has to be quick to read and easy to respond to. A simple yes or no is often enough to get the conversation started. That simplicity is what drives higher response rates and opens the door to appointments and meaningful follow up.“All of us have one of the easiest ways to maximize LinkedIn Sales Navigator, and we're not even doing it appropriately. Instead, we're spamming people.” - Donald KellyResourcesSign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

What should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.Why You Should Be Posting on LinkedInIf you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create content, which means authentic posts are far more likely to get noticed. Instead of worrying about being judged or feeling like you need to be an expert, I want you to see LinkedIn as a place to engage your niche market and start real conversations.Three Types of LinkedIn Posts That WorkMistakes and Lessons Learned: One of the easiest ways to create content is by sharing mistakes and lessons from your own experience. Talking about what went wrong and what you learned makes your posts relatable and builds trust. When you are honest and a little vulnerable, people are more likely to engage and respond.Personal Insights: You do not have to talk about sales all the time. Sharing personal insights like hobbies, challenges, or goals helps people connect with you as a person. Whether it is working on your golf game or focusing on better health, these posts humanize you and often lead to stronger conversations with prospects.Industry Trends and Data: Posting about industry trends or data gives your audience something valuable to think about. Share insights you are seeing in the field or information from reports you trust. When you consistently bring useful information to your network, you position yourself as a resource and stay top of mind with potential buyers."Thanks to the COVID era, people want to know you on a personal level. They want to see your personality online." - Donald KellyResourcesSign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

We’re a month into 2026, so there’s no time for rookie mistakes. In this episode, I’m breaking down 10 common mistakes sellers make and how to avoid them. Catching these early can help you set yourself up for success for the rest of the year.1. Not Having Enough Deals in the PipelineOne of the biggest mistakes I see is not having enough opportunities in the pipeline. I recommend carrying three to five times your quota in active deals to protect yourself when prospects go quiet or deals fall apart. When you consistently add new opportunities, your sales engine keeps moving even when the market shifts.2. Not Using LinkedIn EffectivelyToo many sellers are underutilizing LinkedIn as a prospecting and research tool. I encourage upgrading to Sales Navigator, multi-threading within accounts, and posting consistently. Staying visible helps you build familiarity and turn cold outreach into warmer conversations.3. Waiting Too Long to Involve StakeholdersRelying on a single champion is risky. Most B2B deals involve multiple decision-makers, so it’s important to identify and engage stakeholders early. LinkedIn is a great way to map the organization and start those conversations sooner.4. Skipping Daily ProspectingPipeline growth does not happen by accident. Prospecting needs to be a daily habit.Blocking time each day and testing different outreach windows helps create consistency and avoids feast-or-famine cycles.5. Lack of Planning and KPI TrackingPlanning your week and your day is non-negotiable. I recommend blocking time for prospecting and meetings, then tracking KPIs like calls, conversations, appointments, and closed deals. Reviewing these metrics helps you see what is working and where you need to improve.6. Ignoring AI ToolsAI is changing the way we sell. Tools for note-taking, research, and CRM updates can save time and reduce admin work. Testing AI solutions now helps you stay competitive.7. Not Asking for the Next AppointmentEvery meeting should end with a clear next step. I always leave a few minutes to schedule the follow-up so momentum does not stall.8. Missing Red FlagsHesitation around pricing or commitment should not be ignored. Address concerns early by asking direct questions before deals slow down.9. Not Going Deep Enough on ObjectionsSurface objections are rarely the real issue. Dig deeper to uncover what is truly holding the buyer back.10. Selling to the Wrong Pain PointBefore pitching a solution, make sure you understand the prospect’s real problem. When the pain is clear and validated, demos and proposals land much more effectively.“Don’t sell to the wrong objection or try to solve the wrong problem. Commit to going deeper, uncover the real reason behind the objection, and address that directly. That is your job, and it’s one of the most important things you do in sales.” - Donald Kelly ResourcesSign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. 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 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.

Sales enablement is meant to make selling easier, yet many teams struggle to see real results from it. In this rerun episode, Ahmad Munawar breaks down why most sales enablement efforts fall short and what leaders must do to turn enablement into a true revenue driver. We explore alignment, execution, and how enablement should support sellers in real conversations, not just live in documents and dashboards.Why Sales Enablement Misses the Mark (00:02:12 – 00:03:45)Ahmad explains that sales enablement often becomes content-heavy but action-light.Teams create playbooks, tools, and training without tying them directly to how sellers actually sell.Enablement fails when it is disconnected from daily selling behavior.The Gap Between Strategy and Execution (00:03:45 – 00:05:30)Many organizations design enablement strategies in isolation.Ahmad highlights how lack of alignment between leadership, marketing, and sales creates confusion and inconsistent execution in the field. Alignment is what turns strategy into results.What Sellers Actually Need From Enablement (00:05:30 – 00:07:15)Enablement should help sellers:Start better conversationsHandle objections confidentlyMove deals forward fasterAhmad emphasizes that practical guidance always beats theoretical frameworks.Why Content Alone Does Not Change Behavior (00:07:15 – 00:08:55)Simply giving sellers more content does not improve performance.Ahmad explains that enablement must reinforce skills through repetition, coaching, and real-world application.Behavior change requires reinforcement, not information overload.Measuring Enablement Impact the Right Way (00:08:55 – 00:10:35)Instead of tracking content usage alone, Ahmad encourages teams to measure:Conversation qualityDeal progressionRep confidence and consistencyEnablement success should be visible in pipeline movement and close rates.How Leaders Can Support Enablement Adoption (00:10:35 – 00:12:20)Leadership buy-in is critical.Ahmad shares how managers play a key role by reinforcing enablement in one-on-ones, pipeline reviews, and coaching sessions.What leaders reinforce is what sellers adopt.Key Lesson: Enablement Must Serve the Seller, Not the System (00:12:20 – 00:14:05)Sales enablement works when it is built around how buyers buy and how sellers sell.When enablement supports real conversations and real challenges, revenue follows.“If enablement does not help a seller win the next conversation, it is not doing its job.” – Ahmad MunawarResourcesLearn more about modern sales enablement and revenue alignment at: thesalesevangelist.comSponsorship 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 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.

Sometimes all you need is the right personality to close a deal. When you hold back, play it safe, or fail to fully show up, prospects notice and engagement suffers. In this episode, my guest Kevin Hubschmann shares why suppressing your personality can cost you in the long run and how using comedian techniques can help you close a six-figure deal.Blending Humor and Professionalism in Sales·  Kevin shares how he balanced his life as a standup comic and improv performer with his full-time sales role. ·  Like many reps, he struggled to merge his personality with his professional image. Once he stopped separating the two, he began building stronger connections and seeing better outcomes.The Six-Figure Meme·  Kevin walks through the real story behind a six-figure deal that started with personality.·  After sending nine standard, scripted emails with no response, he tried something different. ·  His tenth message included a relatable meme, and it finally got a reply. That moment highlights why being yourself and taking smart risks can cut through the noise. ·  Humor and authenticity help humanize sales and open conversations that traditional outreach often misses.Improv, Listening, and Leadership Support·  We talk about how humor in sales is not about telling jokes. It is about listening, reading the room, and responding with empathy. ·  Kevin shares improv-based techniques like “yes, and,” listening exercises, and reframing ideas to create more engaging conversations and build trust with prospects.·  We also discuss the role leadership plays in this process. Sales teams perform better when managers create a culture where reps feel safe showing their personality, trying new approaches, and learning from mistakes.Key Takeaway·   Sales is about real human connection. When you combine your personality with professionalism, focus on active listening, and allow room for creativity, better conversations follow. Those conversations lead to stronger relationships and long-term success.“Be yourself, because yourself is what's going to get you loose. It's going to create new ideas. You're going to take more risks..." - Kevin Hubschmann ResourcesDo you want to learn more about Kevin’s laughing and development classes? Check out laugh.events and join his newsletter Laugh Rx Laugh Events. Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies. Visit Blue Mango Studios for help in creating podcast production content. 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/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.

Most deals do not fall apart because prospects say no. They stall because momentum quietly disappears. In this episode, Donald C. Kelly breaks down why sales conversations often lose traction after a strong first call and what sellers must do to keep prospects engaged, aligned, and moving forward. We explore how clarity, commitment, and intentional follow-up prevent ghosting and stalled pipelines.Why Deals Lose Momentum After a Good First Call (00:02:18 – 00:03:45)Donald explains that many salespeople mistake a positive conversation for real commitment.Without clear next steps and buyer ownership, interest fades and urgency drops.Good conversations alone do not close deals. Structured momentum does.The Hidden Cost of Vague Next Steps (00:03:45 – 00:05:25)When follow-ups sound like “I’ll check back in,” prospects disengage.Donald highlights how ambiguity creates uncertainty and gives buyers permission to deprioritize the deal.Clarity builds confidence. Vagueness creates delay.How to Lock in Commitment During the Call (00:05:25 – 00:07:10)Donald shares how to confirm alignment before ending the conversation by summarizing:The problemThe desired outcomeThe agreed-upon next stepWhen prospects verbally agree, follow-through increases.Why Follow-Ups Fail (and How to Fix Them) (00:07:10 – 00:08:55)Most follow-ups fail because they add no value.Donald explains how each touchpoint should reinforce relevance, urgency, or insight instead of simply asking for time.Follow-ups should advance decisions, not chase them.Creating Mutual Accountability With Prospects (00:08:55 – 00:10:40)Deals move faster when both sides share responsibility.Donald discusses how setting expectations, timelines, and roles turns the process into a partnership rather than a pursuit.Mutual accountability reduces ghosting.How to Handle Prospects Who Go Silent (00:10:40 – 00:12:25)Instead of repeated check-ins, Donald recommends reframing silence as feedback.He shares how to re-engage prospects with clarity, honesty, and permission-based messaging.Desperation pushes buyers away. Confidence brings them back.Key Lesson: Momentum Is Created, Not Hoped For (00:12:25 – 00:14:05)Sales success is not about luck or persistence. It is about intentional process.When sellers guide prospects with structure and clarity, deals move forward naturally.“If there’s no clear next step, the deal is already slipping away.” – Donald C. KellyResourcesConnect with Jennifer on LinkedIn and check out scribe.com.Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.Visit Blue Mango Studios for help in creating podcast production content.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 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.

You can always expect challenges to arise when training a sales team, and when they do, things can go south quickly. Some reps simply don’t ramp as fast as others.How can you ramp your team in half the time? Let’s revisit episode 1610 with Jennifer Smith, co-founder and CEO of Scribe, to find out.Scale YourselfScaling yourself is about identifying the core things you are good at and spending as much time on them as possible. Take the other tasks that fill your time and reduce them, automate them, or delegate them.Jennifer challenges you to track how many interruptions you have and how much time you spend on various tasks during an average day. Those minutes add up.Get People The Things They NeedGet the right information to the right people at the right time so they can use their time effectively.Scale Your Best RepHave your best reps, the people who have been there the longest and know what they are doing, record how they do what they do.Share this information with the rest of your reps so that they can learn from the information and knowledge that makes your best rep really good.If all the reps are able to share with each other what is working, everyone will learn together to create a rapid learning machine.“If you’re doing anything that doesn’t involve talking to a customer, ask yourself: could I scale this?” — Jennifer SmithResourcesConnect with Jennifer on LinkedIn and check out scribe.com.Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.Visit Blue Mango Studios for help in creating podcast production content.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 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.

Relying on outdated selling methods will have buyers viewing you like a sleazy car salesperson. Today, how you sell matters more than ever. I’m revisiting episode 1533 with Andy Paul to remind you why having a human approach to selling matters. He shares how you can sell effectively without selling out.Great Selling Isn’t One-Size-Fits-AllThe push toward sales conformity is really for management, not the seller, because management wants predictability. However, the real world is more complicated.You learn, take those lessons, and apply them to life. You become the sum of your experience and knowledge. We all end up doing things differently, even if those approaches lead to the same result.Despite all the tools and technological advancements that benefit us, we aren’t getting better at selling. We have ready access to a world of information, creating a better and more efficient buying experience. However, our win rates are dropping.Where Seller Education Goes WrongWhen asked, “What’s your job?” the answer often comes back, “To persuade someone to buy my product.”In reality, your job is to listen to the prospective buyer’s challenges and help them find resources to overcome those problems.Just because you can do something doesn’t mean you should.The Catalyst by Jonah Berger explains that human beings resist being persuaded.Instead of persuasion, think about it from an influential perspective. Persuasion is coercive, while influence affects others without force. It’s a change in mindset.Four Pillars of Changing SalesConnection: Some people conflate a relationship with friendship. While you don’t need to be friends with buyers, you do make connections in every interaction you have.Curiosity: We understand the world through curiosity and asking questions. The commonly accepted sales process allows very little time for discovery, but in reality, discovery should happen in every conversation with a prospect or buyer.Understanding: Your job is to listen to the buyer. What’s the context? A salesperson’s effort to understand the buyer is an ongoing process that should never stop. Fully understanding the buyer allows you to determine how you can help them overcome challenges.Generosity: Humans are wired to give and collectively support one another. Generosity triggers reciprocity, and its purpose is to achieve what is essential for both parties.“Value exists only in the eyes of the buyer. Every interaction you have with a buyer should bring them closer to making a decision.” - Andy Paul.ResourcesVisit Andy’s website to learn more about him and order a copy of his book. You can also learn more about him on LinkedIn.Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.Visit Blue Mango Studios for help in creating podcast production content.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 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.

Is it still possible to reach seven figures in SaaS sales? You got into sales to build a comfortable life and enjoy a little extra. But after how last year turned out, that goal may feel far-fetched.To help you reset and refocus, I’m revisiting episode 1528 with Brandon Fluharty, sales coach and founder of Be Focused. Brandon breaks down his seven steps to start making seven figures in SaaS sales, starting with one critical shift in mindset.1. Get In The Right Environment· Find your Goldilocks situation concerning your ideal workplace, whatever that may be.· What kind of internal infrastructure do you need to start making seven figures in SaaS? 2. Build A Transformation Mindset· Seven-figure earners sell a transformation that doesn’t just solve an issue; it prevents the problem from happening again.· In SaaS, you want to be the player touching multiple parts of the business. That requires a transformational mindset and is a key principle of Brandon’s framework.3. Be Strategic About Your Target Account List· Sell to clients that give you purpose. Identify the reasons you prefer your ideal client and search for more that fit those criteria.· Doing so keeps you motivated during the dishearteningly long sales cycles common with enterprise companies.4. Create A Standard No One Else Delivers· The Diamond Standard: picture a coal field in your competitive landscape and be the diamond for your clients.· It’s easier to perform to this standard when working with clients you’re genuinely interested in and passionate about.5. Break Through Personal Limitations· The higher you climb, the more imposter syndrome you’ll feel. For example, Brandon initially thought his introversion limited his success.· As he advanced, he realized he could listen more than he talked and that perceived weakness became a strength.· Write down the traits you feel hold you back. Then ask yourself how you can repurpose them into strengths.6. Rally Others Inside Your Organization· Nothing great is achieved alone. When you’re working toward seven- and eight-figure deals, you’ll need help.· Be a generalist with your skill set, but a specialist to start making seven figures in SaaS.7. Develop A Personal Operating System· Move away from hustle culture and work smarter.· Balance Brandon’s Discipline, Flexibility, and Curiosity (DRC) and Plan, Rest, Effort, Performance (PREP) live life instead of hustling around the clock. (It’s a more humanistic approach.)“Be like a scientist and look back at your workday with curiosity.” — Brandon Fluharty.ResourcesFollow Brandon Fluharty on LinkedIn and subscribe to his bi-weekly newsletter for more content, information, and insights on tech sales. Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.Visit Blue Mango Studios for help in creating podcast production content. 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/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.

Most sales outreach blends into the noise not because sellers lack effort, but because they approach prospects the same way everyone else does. In this episode, Ashley Winston breaks down why traditional outreach tactics fall flat and how sales professionals can stand out by leading with relevance, clarity, and genuine curiosity. We explore how to create conversations that feel natural, human, and worth responding to.Why Prospects Ignore Most Sales Outreach (00:02:10 – 00:03:35)Ashley explains that buyers aren’t ignoring messages because they’re rude, they’re overwhelmed.Generic outreach, vague value statements, and self-focused messaging give prospects no reason to engage.The real issue isn’t volume, it’s relevance.The Biggest Mistake Salespeople Make in Messaging (00:03:35 – 00:05:10)Most outreach talks about the seller instead of the buyer.Ashley shares why messaging that leads with credentials, features, or company history immediately creates disengagement.Prospects care less about who you are and more about whether you understand them.How to Personalize Without Overcomplicating It (00:05:10 – 00:06:55)Personalization doesn’t mean writing long messages.Ashley explains how small signals like role relevance, timing, and context, dramatically increase response rates without extra effort.Relevance beats creativity every time.Using Curiosity Instead of Pressure (00:06:55 – 00:08:30)Rather than pushing meetings, Ashley encourages sellers to spark curiosity.Open-ended questions invite conversation and reduce resistance, making prospects feel in control instead of sold to.Pressure ends conversations. Curiosity starts them.How to Earn Replies Without Chasing Prospects (00:08:30 – 00:10:05)Ashley breaks down why follow-ups fail when there’s no value added.Each touchpoint should introduce a new insight, observation, or reason to respond not just “checking in.”Silence is feedback. Adjust accordingly.What High-Performing Sellers Do Differently (00:10:05 – 00:12:10)Top performers focus on quality conversations, not activity metrics.Ashley explains how intentional outreach, patience, and consistency lead to better pipeline health and stronger relationships.Selling is about connection, not coercion.Key Lesson: Make It About Them, Not You (00:12:10 – 00:13:55)When outreach is centered on the buyer’s world, challenges, and priorities, responses come naturally.Sales success comes from empathy, relevance, and respect, not persistence alone.“If your message doesn’t immediately answer ‘Why should I care?’, it won’t get a reply.” – Ashley WinstonResourcesWant help applying these strategies directly to your pipeline and hitting your quota?Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.Learn more at thesalesevangelist.com/mastermindSponsorship OffersThis episode is brought to you in part by HubSpot.With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Tired of prospects not responding? Get 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 LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.Visit thesalesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your feedback and want to keep improving the show.Complete our two-minute survey at thesalesevangelist.com/survey.Join us for future episodes on Apple Podcasts, Google Podcasts, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Music credits include The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Bright Seed and Hill.

Traditional selling pushes prospects away. In this episode, Jeremy Miner breaks down why old-school persuasion no longer works and how modern buyers respond to questions that help them uncover their own problems and motivations. We explore how to reduce resistance, increase trust, and guide prospects to decisions without pressure by using a question-based, psychology-driven approach.Why Prospects Resist Being Sold (00:02:14 – 00:03:40)Jeremy explains that buyers are more informed than ever and can sense manipulation instantly. When salespeople push solutions too early, prospects naturally defend themselves by shutting down or disengaging. The key problem isn’t price or timing, it’s resistance created by the sales approach.Why Features and Pitches Kill Momentum (00:03:40 – 00:05:22)Most sales conversations fail because sellers talk too much about themselves. Jeremy shares why feature-dumping and early pitching overwhelm buyers and prevent emotional engagement. People don’t buy when they’re told, they buy when they discover.How Question-Based Selling Reduces Pressure (00:05:22 – 00:07:10)Instead of convincing, Jeremy teaches how to guide prospects with thoughtful, problem-aware questions. The goal is to help buyers verbalize:Their challengesThe consequences of not changing The urgency to act When prospects say it themselves, belief and commitment increase.Helping Prospects Connect Emotion to Problems (00:07:10 – 00:08:55)Logical reasons start conversations, but emotional reasons close deals. Jeremy explains how to ask questions that uncover frustration, fear, or missed opportunity without sounding manipulative. Emotion creates urgency; logic justifies the decision.How to Talk About Solutions Without Sounding Salesy (00:08:55 – 00:10:30)Jeremy emphasizes delaying solution talk until the prospect fully understands their own problem. When solutions are positioned as answers to their words, not your pitch, resistance disappears. Timing matters more than wording.Preventing Ghosting by Creating Commitment (00:10:30 – 00:12:05)Ghosting happens when prospects aren’t emotionally invested. Jeremy explains how confirming commitment throughout the conversation instead of at the end, keeps deals moving forward. If there’s no internal urgency, follow-ups won’t matter.The Role of Neutrality in Closing More Deals (00:12:05 – 00:13:55)One of the most powerful ideas Jeremy shares is remaining neutral. When sellers stop needing the deal, prospects feel safer opening up and making honest decisions. Confidence comes from control not pressure.Key Lesson: Stop Convincing, Start Guiding (00:13:55 – 00:15:30)The biggest shift modern sellers must make is moving from persuasion to facilitation. When prospects feel understood instead of sold to, decisions happen faster and with less resistance.“The moment you stop trying to convince someone is the moment they start convincing themselves.” Jeremy MinerResourcesLearn more about Jeremy Miner and his question-based selling framework at: 7thlevelhq.comExplore training on modern selling psychology and objection-free conversations.Want help applying these strategies directly to your pipeline and hitting your quota?Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.Learn more at thesalesevangelist.com/mastermindSponsorship OffersThis episode is brought to you in part by HubSpot.With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Tired of prospects not responding? Get 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 LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.Visit thesalesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your feedback and want to keep improving the show.Complete our two-minute survey at thesalesevangelist.com/survey.Join us for future episodes on Apple Podcasts, Google Podcasts, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Music credits include The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Bright Seed and Hill.

You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from closing deals at the right time.Meet Benjamin Dennehy· Meet Benjamin Dennehy, known as the UK’s most hated salesperson, all thanks to his amazing marketing campaign. · He shares how sellers often make the mistake of closing when prospective buyers are expecting them to. · Don’t forget that you’re the one with all the power when it comes to choosing the right time to close a deal.The Sales Matrix: Closing At The Wrong Place· When first starting in the industry, Benjamin discovered that most sellers live in a system they don’t realize they’re part of. This is another reason why sellers tend to close deals at the wrong time.· There are also two systems when sellers are out in the field: the buyer's system and the seller’s system. The problem arises when these two systems intertwine, making the buyer appear as the winner.· Due to conditioning, buyers are aware that if they say no to a seller, the seller won't stop. So, they think of other ways to try to keep sellers from continuing without actually saying no. · Benjamin delves into the list of reasons why prospective buyers give objections or deceive sellers to prevent a deal from moving forward. I'm sure you’ve heard plenty of these!· He also explains how the matrix is designed to prevent sellers from exerting control in closing deals, and how their buying habits lead them to sympathize with prospective buyers when they express their objections.How to Get Out of the Sales Matrix· To get out of the sales matrix, Benjamin shares that sellers must start closing at the beginning of the first meeting. When you try to close at the end, you give the buyer complete control over what happens next.· At the start of the meeting, Benjamin does three things to get a prospect to say no:o Get permission from them to say no. If they believe the product is of no use, then there's no point in continuing the conversation. This will also let you know if the person you're speaking to is the decision-maker.o When speaking with the CEO, he asks a series of questions to determine if he can actually assist their company with their problem. If there's no "no" in these answers, then he moves on to the third step. o This is when he'll discuss how they can move forward together to close a deal.· The method works because if prospects aren't logically saying no, then they have to agree to move forward.“We've been told a lie that the person with all the money has the power. But in reality, money only has power when someone wants it.” - Benjamin Dennehy. ResourcesFollow Benjamin on LinkedIn, YouTube, and Instagram.Don't forget to DM the code TSE for a link to his two free courses.You can also learn more about him on his website.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/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.

In this episode of the Sales Evangelist podcast, Donald C. Kelly reveals the top three reasons why enterprise deals stall, offering listeners practical solutions to overcome these hurdles. Whether you're new to enterprise sales or struggling to close deals, this episode is packed with actionable insights that can elevate your sales game.Misalignment Within the Buying Committee● Understand that decisions in enterprise sales are often made by committees, leading to internal misalignment among stakeholders. ● Use a mutual action plan to align all committee members, ensuring everyone is on the same page and clear about the project's importance. ● Leverage tools like digital sales rooms to facilitate communication and provide access to demos and materials for all committee members. Perceived Risk and its Impact● High perceived risk can paralyze decision-makers; ensure to highlight previous successes with similar organizations to reduce apprehension. ● Customize demos to reflect the prospect's unique environment, showcasing specific processes to minimize perceived risk and create relevance. Providing Clear Value● Focus on the most impactful features that resonate with each committee member to highlight your solution’s value effectively. ● Use stories, testimonials, and case studies to reinforce the solution’s benefits and drive home its ROI, ensuring buyers see the potential for personalization and growth. Homework Challenge or Action Steps● Create a mutual action plan for your next enterprise deal to foster committee alignment. ● Focus on understanding each committee member's individual goals and challenges related to the project. "Don't sell on everything—sell on the thing that matters the most." ● Donald C. Kelly.Timestamps● 00:00 ● Introduction ● 01:20 ● Misalignment Within the Buying Committee ● 03:44 ● Perceived Risk and its Impact ● 08:32 ● Providing Clear Value ● 10:58 ● Closing thoughts Resources● Sales Evangelist Mastermind: [Join Here](https://thesalesevangelist.com/mastermind) ● Mutual Action Plan Guide: [Learn More](https://www.mutualactionplan.com) 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/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.

Deals keep slipping through the pipeline? As Q4 pressure builds, many sales teams find themselves pushing deals forward without fully understanding what is stalling them.Bob Kocis, author of The President’s Club Mindset, joins the episode to share why deals stall and what top performers do differently. Drawing from decades of experience in sales technology and executive leadership, Bob shares a practical framework built around three questions that help sales reps regain control of their pipeline and close with confidence.Meet Bob Kocis·  Bob Kocis is the President and Chief Operating Officer of Aptean and the author of The President’s Club Mindset: Inside the Winning Strategies of Tech’s Most Successful Salespeople.·  His career spans senior leadership roles across the tech industry, including Chief Revenue Officer at Continuum Managed Services, Vice President of Worldwide Sales and Customer Excellence at Ansys Inc., and Senior Division Vice President at PTC.·  Bob is widely recognized for helping organizations build strong sales cultures where top performers thrive, teams navigate complex go-to-market models, and revenue growth becomes predictable through discipline and execution.The Three Critical Questions to Prevent Slippage·  Bob introduces a simple but powerful framework centered on three questions every seller and manager should revisit throughout the sales process.o   First, why is the customer buying anything at all? This requires uncovering the true business problem, not just surface-level interest. Agenda-free listening helps reveal the real motivation behind the deal.o   Second, why are they buying from us? Sales reps must clearly articulate their unique value and help the customer envision success. This goes beyond features and focuses on meaningful differentiation.o   Third, why should they buy right now? Without a compelling event, deals drift. Building a mutual action plan creates urgency and gives internal champions a roadmap they can share.Bob Kocis’s Main Advice·  Stay curious and keep asking better questions. When deals are grounded in these three fundamentals, forecasting improves, confidence grows, and pipeline slippage becomes the exception rather than the rule.“I like this idea of agenda-free listening, right? Where you’re really listening intently and you don’t actually have an agenda, so you’re really hearing what they’re saying.” — Bob KocisResourcesGet Bob’s book: The President’s Club Mindset Connect with Bob Kocis on LinkedInJoin The Sales Mastermind at thesalesevangelist.com/mastermind.Check out Blue Mango Studios for podcasting production. 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/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.

Here are five tips to help prevent prospects from ghosting after you send a proposal.The Real Reasons Prospects Disappear· Here are two root causes of why ghosting usually happens:o The prospect isn’t truly committed to solving their problem.o The pricing isn’t aligned with their expectations.· Try to differentiate between prospects who are simply gathering information and those who are genuinely committed to taking action. This helps address the root causes of ghosting.Discuss and Establish the Budget Upfront· Never skip the money conversation. Sales is ultimately an exchange of money for value, so start the discussion openly and early. · Provide a price range rather than simply asking if they have a budget. This helps anchor the conversation and makes the topic less awkward.Understand the Buyer’s Decision-Making Process· Ask how decisions are made, when they happen, and who is involved. Go beyond generic questions like,“Are you the decision maker?” Instead, ask about their process:o Are they evaluating price only, or are features and other factors involved?o Do they use a scoring system or other internal criteria?o Who else will be part of the decision· Probing these areas helps you avoid surprises and ensures you stay involved throughout the process.Use a Mutual Action Plan· Create a mutual action plan that outlines tasks, milestones, deadlines, and responsibilities for both sides. · This doesn’t require fancy software. A simple spreadsheet works just fine. Having a shared plan reduces ghosting by making next steps clear and mutually agreed upon.Set a Proposal Review· Instead of emailing a proposal and hoping for the best, schedule a meeting to review it together. · Even a ten-minute call can make a difference. This allows you to explain details, clarify pricing, address questions, and confirm alignment before moving forward.“Sales is where you’re exchanging money for a product or a service. Why would that be awkward when that is the most important part of the whole process?” — Donald KellyResourcesJoin my Sales Mastermind to get real-world feedback, accountability, and proven strategies from fellow sellers and myself.If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help. 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/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.

Talking about price doesn’t have to feel awkward or cost you deals. In this episode, I break down how to bring up pricing early and confidently without sounding pushy or salesy. Building on insights from a previous episode on ghosting, I explain why delaying the price conversation creates friction, buyer anxiety, and stalled deals, and how transparency actually builds trust.Why Salespeople Avoid Talking About Price (00:02:28 – 00:03:32)Most salespeople delay price because it feels uncomfortable. They wait for the buyer to bring it up or hold it until the very end, hoping everything works out.The problem is simple: buyers don’t like surprises. When pricing isn’t clear, anxiety grows and momentum slows.The Risk of “Showing Value First” (00:03:32 – 00:05:12)Many sellers believe they need to prove value before talking about cost. But if a buyer can’t afford the solution, no amount of value will make the deal work.Selling a $10,000 solution to someone looking for a $1,000 fix creates unnecessary friction and wasted time.When to Introduce Pricing in the Sales Process (00:05:12 – 00:06:58)Pricing should come up during discovery after you understand the problem, impact, and urgency.Early alignment helps both sides decide quickly whether it makes sense to continue the conversation.How to Share a Price Range Without Sounding Salesy (00:06:58 – 00:08:18)Instead of hiding the number, be transparent and give a realistic range:“Based on what you’re sharing, clients who partner with us typically invest between $16,000 and $19,000. Is that within the range you’ve discussed internally?”This keeps the conversation collaborative instead of transactional.What to Do If the Price Is Too High (00:08:18 – 00:10:04)If a prospect says the price is too high, don’t rush to discount.Acknowledge it, stay transparent, and ask:“What number have you all discussed internally?”You’ve shared your number, now invite them to share theirs.Tie Price to Outcomes, Not Features (00:10:04 – 00:11:17)Price makes sense when it’s tied to results.Focus on outcomes like revenue impact, conversions, or efficiency gains rather than features. When buyers see ROI, the investment feels justified.Locking in Alignment With a Mutual Action Plan (00:11:17 – 00:13:38)Once budget and outcomes are aligned, confirm next steps:Proposal review dateDecision timelineOnboarding planA mutual action plan removes ambiguity and reduces ghosting.ResourcesWant help applying these strategies directly to your pipeline and hitting your quota?Join The Sales Evangelist Mastermind, a 90-day program designed to help you close more deals and hit your number.Learn more at thesalesevangelist.com/mastermindSponsorship OffersThis episode is brought to you in part by HubSpot.With HubSpot Sales Hub, your data, tools, and teams come together on one platform to help you close deals faster. Try it at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Tired of prospects not responding? Get 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 LinkedIn outreach and land 3–5 appointments with our LinkedIn Prospecting Course.Visit thesalesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your feedback and want to keep improving the show.Complete our two-minute survey at thesalesevangelist.com/survey.Join us for future episodes on Apple Podcasts, Google Podcasts, Stitcher, or Spotify.Audio provided by Free SFX, Soundstripe, and Bensound.Music credits include The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Bright Seed and Hill.

We all know the feeling. You think an inbound deal is good to go, and out of nowhere a competitor pops up and takes it. In this episode, I walk you through why this happens more often than you think and what you can do to stay ahead when prospects quietly start shopping around.Facing the Reality of Multiple Vendors (00:02:29 – 00:05:26)●    Most buyers are not talking to only one company. In fact, almost every inbound lead is comparing several vendors before they make a decision. ●    I break down the numbers and talk about why you should always assume you are one of many. Even when the lead comes from a referral, there is usually another option on the table.Overcoming the Wait and Hope Pitfall (00:05:26 – 00:09:11)●    Too many sellers wait and hope the deal closes. That approach usually backfires. In this part of the conversation, I share the exact language you can use to bring up competitors in a confident and natural way. ●    You will also hear how to set a follow up call for a true apples to apples comparison once the buyer has done their research. This helps you stay in control and positions you as a real guide in the process.Stats That Influence Your Strategy (00:07:24 – 00:08:46)●    92% of buyers already have at least one vendor in mind before they ever talk to you. Most stick with that initial list. ●    I explain how this shapes your outreach, your social presence, and the way you show up early in the buying journey.Scripts and Tactics to Win (00:09:11 – 00:16:27)●    Here is where we get practical. I share simple scripts to help you confidently ask which vendors they are comparing, how they are evaluating pricing, and what steps they want to take next. ●    I also walk through how confidence, professionalism, and a quick thank you follow up can help you stand out and keep the deal alive.“92% of buyers start the process with at least one vendor in mind, and 90% of them end up choosing from their initial consideration list.” - Donald Kelly. Resources●    Don’t forget to connect with me on LinkedIn.●    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, Blue Mango Studios can help. 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/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 can pay off to borrow sales strategies from outside your usual lane. My guest, Kam Dasani, entrepreneur and investor, brings B2C secrets into the B2B sales world and uses what he has stolen from consumer marketing to make smarter moves. In this episode, he breaks down the tactics that helped him grow faster and shows how you can use them to triple your pipeline.Meet Kam DasaniKam Dasani is a former Silicon Valley tech sales rep who went from earning 120K a year in B2B sales to building a seven-million-dollar business. He applied key B2C secrets he had stolen from consumer marketing, using directness, pre-qualification, and transparency to transform his B2B approach and accelerate growth.Today, he helps others build passive income through trading and investing while encouraging sales professionals to take smart risks, stay authentic, and focus on what truly drives results.Why B2C Secrets Belong in B2B Sales (00:01:19 – 00:03:59)Right off the bat, Kam goes into showing how stolen B2C secrets can transform B2B sales, especially with their marketing tactics.From Tech Sales to Entrepreneurship (00:04:07 – 00:06:12)Kam explains how he went from earning 120K a year in tech sales to building a seven-million-dollar business. His contrarian mindset and willingness to take calculated risks shaped the B2B sales approach he uses today.Identifying B2B Sales Gaps (00:08:10 – 00:16:54)Kam highlights common gaps in B2B sales, including weak training, fear of asking tough questions, and reliance on conventional tactics. He shows how embracing risk and applying stolen B2C secrets can overcome these challenges.B2C-Inspired Sales Process & Qualifying Leads (00:17:01 – 00:26:47)Kam shares how he leverages Instagram ads, direct messaging, and pre-qualification processes to improve lead quality. Using these B2C secrets in B2B sales allows him to build a stronger, more efficient pipeline.Results & Key Takeaways (00:29:15 – 00:34:12)Kam reveals the ROI from transparent, pre-framed sales calls and targeted campaigns. He emphasizes that allowing reps to be authentic, rather than forcing a strict “culture fit,” drives real results in B2B sales."Imagine if we could take some B2C secrets and apply them to B2B sales to fill your funnel and create far more opportunities than you have right now, increasing sales and generating more commission." - Kam Dasani.ResourcesFollow Kam Dasani on Instagram at @profitwithkam and connect with him on LinkedIn to stay inspired by his journey and strategies. Head to bluemangostudios.com to see exactly how my podcasting agency can help you create and grow a podcast that entertains, educates, and brings in quality leads.https://www.instagram.com/profitwithkamSubscribe on LinkedIn https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7396352571981889536Sponsorship 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 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.

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 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.