Meet Eric Samson

• We’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 Predictability

• What 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 Target

• The 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 First

• One 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 System

• Eric 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 Samson

Resources

• Connect 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Breaking Through the Noise on LinkedIn

• One 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 Referrals

• One 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 Opportunity

• Too 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. Kelly

Resources

• 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Josh Shirley’s Background

• Josh 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 Leads

• Josh shares personal experiences about how structured approaches to request referrals can significantly enhance lead generation.

Using the LinkedIn Rule of Seven

• Josh 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 Referrals

• Josh 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 Asking

• A 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

Resources

• If 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Lead with a Point of Reference

• One 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 Outreach

• Before 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 Opportunities

• Once 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 Intention

• Most 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 Works

• This 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. Kelly

Resources

• 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Selling in a Niche Industry

1. Selling 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.
2. 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 Everything

1. When 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.
2. 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 It

1. Preparation is what separates average sellers from top performers.
2. In this industry, you may only get a few opportunities each year to meet with a customer.
3. When you show up, you need to be ready. Know their history, understand their needs, and come in with clear value.
4. You are not getting extra time. You have to make your time count.

Bring Something New Every Time

1. One of the most powerful concepts Brian shared is simple. Always bring something new.
2. 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.
3. 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 Uzcategui

Resources

1. Connect with Brian Uzcategui on LinkedIn.
2. Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
3. Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
4. Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Stop Waiting Too Long

1. One 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.
2. A more effective approach is to be direct. For example, you might ask whether the prospect prefers to start implementation next Monday or Tuesday.
3. 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 Solution

1. Another 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.
2. 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 Natural

1. Closing 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. Kelly

Resources

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Stop Selling the Surface Problem

1. A 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.
2. 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.
3. When your outreach taps into that deeper problem, your message immediately becomes more relevant and harder to ignore.

How to Find the Real Problem

1. The 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.
2. 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 Results

1. When your outreach focuses on the real problem instead of a generic pitch, everything becomes more effective.
2. 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.
3. 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. Kelly

Resources

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

The Data Behind Effective Follow-Up

1. Let me share a few statistics that might change the way you think about follow-up.
2. 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.
3. 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 Up

1. Now the question becomes why do so many sellers avoid following up in the first place?
2. 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.
3. 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 Like

1. When you do follow up, avoid sending messages that simply say “just checking in.” That approach does not add value.
2. 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.
3. 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. Kelly

Resources

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

When Your Champion Won’t Bring Others Into the Deal

1. During 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.
2. So how do you get your champion to include the stakeholders who actually sign off on the deal?
3. One approach is to start thinking about the buying process earlier and making sure the right people are involved from the beginning.

Start With Multithreading

1. One 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.
2. 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.
3. 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 Influencers

1. Not everyone involved in a deal holds a formal decision making title, and that’s something I want you to keep in mind.
2. 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.
3. The lesson here is simple. Everyone inside an organization can influence a deal in some way.

Have an Honest Conversation With Your Champion

1. If your champion continues to avoid bringing others into the process, it may be time to address it directly.
2. 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.
3. 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 Kelly

Resources

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

The 12 Week Year Mindset

1. Instead 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 Action

1. First, 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.
2. 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.
3. 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.
4. 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 Managers

1. Sales 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.
2. That means making sure reps are consistently completing the daily and weekly tasks that drive deals forward.
3. 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.
4. 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 Kelly

Resources

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

The Underdog’s Advocate

1. Benoy is passionate about helping startups, shaped by his own experiences with adversity, including racism his father faced in the British army.
2. He sees startup founders as underdogs who sacrifice health, finances, and relationships to chase a dream.
3. 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 Fear

1. Self-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.”
2. 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 Sales

1. Leaders 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 Leader

1. Holding reps accountable is important, but leaders also need to provide clarity, training, clear job descriptions, compensation transparency, and the right tools.
2. 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 Tamang

Resources

You 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Why Integrity Still Matters in Sales

1. Yes, 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.
2. 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 Way

1. Mark shares stories from his early sales career, including being fired after chasing short-term wins over long-term relationships.
2. 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 Relationships

1. A 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.
2. 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 Hunter

Resources

Find "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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Why Are Your Sales Cycles Longer?

1. I’ve found there are several reasons sellers experience longer sales cycles:
2. Fear of making mistakes
3. Job security concerns
4. Reliance on decision-making committees
5. But 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 Early

1. The 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-Threading

1. There 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.
2. 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 Value

1. Yes, 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.
2. Ask questions to uncover specific priorities and pain points for every committee member, not just your main prospect.

De-Risk the Purchase

1. With so much noise being thrown at buyers, they often don’t feel safe making decisions or find it difficult to move forward.
2. 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 Kelly

Resources

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Ask Your Happy Customers

1. The 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.
2. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask.
3. If you are not asking, you are leaving opportunities on the table.

Request Referrals from Non Buyers

1. Do not overlook the conversations that do not end in a sale.
2. 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.
3. When you position it around helping others, the request feels natural and value focused.

Leverage LinkedIn Connections

1. You can also take a more proactive approach by using tools like LinkedIn Sales Navigator.
2. Look at your customers’ first degree connections and identify people who match your ideal client profile. Then ask for a specific introduction.
3. 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 Kelly

Resources

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Beyond the Framework

1. I start by challenging the idea that just following a sales framework guarantees success.
2. 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 Tape

1. One 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.
2. 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 Control

1. Before every call, set an agenda and make sure both you and the prospect are aligned on the outcomes.
2. If you give up that control, the prospect will take the lead and that usually leads to ambiguity or stalled deals.
3. Staying in control does not mean being pushy. It means guiding the conversation toward results.

Always Secure a Next Step

1. Never 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.
2. Make it a habit to lock in what comes next before the call ends.

Courage to Ask the Tough Questions

1. Going through the motions is not enough. Developing the art of sales means reading between the lines and asking the uncomfortable questions.
2. 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 Kelly

Resources

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Meet Eve Kedar

• Eve 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 Diversity

• We 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 Adoption

• We 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 Creativity

• Another 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 Collaboration

• We 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 Kedar

Resources

Find 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 Community

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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 Sellers

• If 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 Kelly

Resources

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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

The Evolution of Sales Roles

• The 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 Processes

• AI 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 Stage

• While 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 Leaders

• The 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 

Resources

Find 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

How to Make Responsive InMail Campaigns

1. I 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.
2. 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 Results

1. When 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.
2. 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 Kelly

Resources

Sign 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Why You Should Be Posting on LinkedIn

• If 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 Work

• Mistakes 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 Kelly

Resources

Sign 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

1. Not Having Enough Deals in the Pipeline

• One 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 Effectively

• Too 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 Stakeholders

• Relying 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 Prospecting

• Pipeline 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 Tracking

• Planning 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 Tools

• AI 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 Appointment

• Every 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 Flags

• Hesitation 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 Objections

• Surface objections are rarely the real issue. Dig deeper to uncover what is truly holding the buyer back.

10. Selling to the Wrong Pain Point

• Before 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 

Resources

Sign 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Why Sales Enablement Misses the Mark (00:02:12 – 00:03:45)

1. Ahmad explains that sales enablement often becomes content-heavy but action-light.
2. Teams create playbooks, tools, and training without tying them directly to how sellers actually sell.
3. Enablement fails when it is disconnected from daily selling behavior.

The Gap Between Strategy and Execution (00:03:45 – 00:05:30)

1. Many organizations design enablement strategies in isolation.
2. 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)

1. Enablement should help sellers:
2. Start better conversations
3. Handle objections confidently
4. Move deals forward faster
5. Ahmad emphasizes that practical guidance always beats theoretical frameworks.

Why Content Alone Does Not Change Behavior (00:07:15 – 00:08:55)

1. Simply giving sellers more content does not improve performance.
2. Ahmad explains that enablement must reinforce skills through repetition, coaching, and real-world application.
3. Behavior change requires reinforcement, not information overload.

Measuring Enablement Impact the Right Way (00:08:55 – 00:10:35)

1. Instead of tracking content usage alone, Ahmad encourages teams to measure:
2. Conversation quality
3. Deal progression
4. Rep confidence and consistency
5. Enablement success should be visible in pipeline movement and close rates.

How Leaders Can Support Enablement Adoption (00:10:35 – 00:12:20)

1. Leadership buy-in is critical.
2. Ahmad shares how managers play a key role by reinforcing enablement in one-on-ones, pipeline reviews, and coaching sessions.
3. What leaders reinforce is what sellers adopt.

Key Lesson: Enablement Must Serve the Seller, Not the System (00:12:20 – 00:14:05)

1. Sales enablement works when it is built around how buyers buy and how sellers sell.
2. 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 Munawar

Resources

Learn more about modern sales enablement and revenue alignment at: thesalesevangelist.com

Sponsorship Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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 

Resources

Do 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 Offers

1.   This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.   This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.   This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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:

1. The problem
2. The desired outcome
3. The agreed-upon next step
4. When 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. Kelly

Resources

Connect 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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 Yourself

1. Scaling 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.
2. 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 Need

1. Get the right information to the right people at the right time so they can use their time effectively.

Scale Your Best Rep

1. Have your best reps, the people who have been there the longest and know what they are doing, record how they do what they do.
2. 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.
3. 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 Smith

Resources

Connect 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Great Selling Isn’t One-Size-Fits-All

1. The push toward sales conformity is really for management, not the seller, because management wants predictability. However, the real world is more complicated.
2. 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.
3. 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 Wrong

1. When asked, “What’s your job?” the answer often comes back, “To persuade someone to buy my product.”
2. In reality, your job is to listen to the prospective buyer’s challenges and help them find resources to overcome those problems.
3. Just because you can do something doesn’t mean you should.
4. The Catalyst by Jonah Berger explains that human beings resist being persuaded.
5. 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 Sales

1. Connection: 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.
2. 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.
3. 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.
4. 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.

Resources

Visit 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 Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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.

Resources

Follow 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 Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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 Winston

Resources

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/mastermind

Sponsorship Offers

This 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.

Credits

As 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.

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 challenges

The 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 Miner

Resources

Learn more about Jeremy Miner and his question-based selling framework at: 7thlevelhq.com

Explore 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/mastermind

Sponsorship Offers

This 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.

Credits

As 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.

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.

Resources

Follow 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 Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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 Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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 Kocis

Resources

Get Bob’s book: The President’s Club Mindset 

Connect with Bob Kocis on LinkedIn

Join The Sales Mastermind at thesalesevangelist.com/mastermind.

Check out Blue Mango Studios for podcasting production. 

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

The 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 Kelly

Resources

Join 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 Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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:

1. Proposal review date
2. Decision timeline
3. Onboarding plan

A mutual action plan removes ambiguity and reduces ghosting.

Resources

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/mastermind

Sponsorship Offers

This 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.

Credits

As 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.

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 Offers

1.   This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.   This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.   This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Meet Kam Dasani

Kam 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.

Resources

Follow 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/profitwithkam

Subscribe on LinkedIn https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7396352571981889536

Sponsorship Offers

This episode is brought to you in part by HubSpot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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 thoughts

Resources

● Snov.io ● Learn More About Our Services-https://snov.io

● Connect with Fernando Pires on LinkedIn-https://www.linkedin.com/in/fernandopires

My 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/linkedin

Sponsorship Offers

1. 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.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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.

Resources

Connect with Catherine Oliver on LinkedIn and let her know you heard her on The Sales Evangelist Podcast.

Sponsorship Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

What Agentic AI Is and Why It Matters (00:02:06 – 00:03:07)

Caroline Onyedinma walks through her 20-year journey from software engineering into AI-powered marketing.

She breaks down agentic AI in a simple, practical way, showing how it builds on solid, user-focused software principles.

What excites her most is that tools once reserved for big enterprise teams are now accessible to entrepreneurs who want to save time, stay efficient, and scale their businesses.

Agentic AI in the Pre-Qualification Stage (00:03:09 – 00:07:30)

Caroline explains how agentic AI can transform pre-qualification. By analyzing inbound calls and questionnaires, tools like VAPY help sales teams automate initial filtering, identify high-intent leads faster, and make sure no prospect slips through the cracks.

Every caller gets a timely, personalized response, without adding more work for the team.

How AI Agents Support Technical Sales (00:12:16 – 00:17:00)

Caroline also talks about how agentic AI can act as a technical support partner for sales teams.

These AI agents can tell product stories, answer complex questions, and pick up on conversational cues to personalize the experience and even guide upsells.

They can adapt in real time, share relevant details, and trigger helpful actions like sending summaries or payment links to keep the deal moving forward.

Advice for Sale Leaders and Using AI Tools (00:20:41 - 00:22:00)

Caroline shares simple, practical advice for sales leaders who want to explore agentic AI but aren’t sure where to start.

She recommends choosing one specific challenge in the sales process and using AI to solve that single, manageable problem before expanding further.

Once that first win is in place, you can identify the next challenge and continue building your AI workflow with clarity and confidence.

"Agentic AI builds on the principles of robust, cohesive software, and now it’s moving from enterprise to entrepreneurship, helping us grow our businesses and make better use of our time." - Caroline Onyedinma

Resources

Reach out to Caroline Onyedinma on LinkedIn or Instagram and let her help you solve one problem at a time with practical, powerful AI solutions.

Sponsorship Offers

This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

In this episode, Donald Kelly tackles a common challenge faced by sales professionals: how to effectively follow up with a prospect who isn't responding. Learn actionable strategies that help maintain connection without crossing the line into annoyance, ensuring your efforts yield the results you desire.

Understanding the Prospect's Perspective

● Recognize that busy prospects may overlook messages, not outright ignore them.

● Acknowledge the importance of persistence, as demonstrated by the client who called five times before getting a response.

● Approach follow-up with empathy, knowing that a prospect's priorities may not revolve around your offer.

Diverse Communication Channels

● Use multiple methods to reach the prospect, including phone calls, emails, and texts to maximize your chances of connecting.

● Follow up via LinkedIn, utilizing both messages and comments on their posts to keep the conversation alive.

● Consider creative solutions like using WhatsApp or a different phone number to break through communication barriers.

Effective Follow-Up Strategies

● In emails, pose clear questions in the subject line to prompt quick responses.

● Utilize voice messages to add a personal touch, making your follow-ups memorable.

● Engage with the prospect’s interests by tagging them in relevant posts or articles, fostering a connection based on shared industry insights.

Homework Challenge or Action Steps

● Reach out to a non-responsive prospect using at least two different communication methods.

● Experiment with a new strategy for follow-up, such as sending a video message or leveraging LinkedIn more creatively.

"Is there one Ryan, one reason, one way, one method? No, this is sales. Get used to it. You have to be creative." ● Donald Kelly.

Timestamps

● 00:00 ● Introduction

● 00:20 ● Understanding the Prospect's Perspective

● 02:42 ● Diverse Communication Channels

● 05:03 ● Effective Follow-Up Strategies

● 12:39 ● Closing thoughts

Resources

• Which side are you on? Connect with me on LinkedIn and let me know.
• Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.
• If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help. 
• We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.

Sponsorship Offers

1. 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.

1. 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.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Snov.io Data Analysis: Does Personalization Matter?

·  I dug into the Snov.io data, which looked at over 44 million cold emails and 865,000 LinkedIn invites. 

·  Surprisingly, LinkedIn invites without a message had a slightly higher acceptance rate at 30% compared to 27% for personalized notes. That 3% difference makes you wonder what the best outreach strategy really is.

Personalized Notes: Strategy and Platform Limits (00:02:29 – 00:04:37)

·  Even with the numbers, I still recommend sending personalized messages. Real engagement matters more than just acceptance rates. 

·  LinkedIn now limits how many personalized requests free users can send, which shows they see value in personalization since it’s something they monetize.

Why People Accept Requests: Psychology and Best Practices (00:04:37 – 00:07:25)

·  Sometimes, no-message requests work because they feel less “sales-y.” People make quick decisions based on profiles rather than feeling pitched. 

·  But I always suggest engaging before sending a request. Comment on recent posts, like content, or start a small conversation first. This helps create real connections.

Building Engagement for Higher Acceptance (00:07:25 – 00:08:33)

·  Here’s a simple process I follow: interact with a prospect’s recent activity, then send a connection request mentioning that engagement. 

·  This approach leads to more meaningful conversations and much better results than sending mass, impersonal requests.

Resources

·  Which side are you on? Connect with me on LinkedIn and let me know.

·  Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.

·  If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help. 

o  We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Before the 800% Growth: The Spray-and-Pray Struggle (00:05:17–00:08:53)

·  Before the wins, things were messy. James Donaldson explains how the team was working hard but not necessarily smart. 

·  They were calling big lists, hoping something would stick, but there wasn’t much structure or tracking. It was very “spray and pray.” No real follow-up system. No focus on the right prospects. 

·  And they weren’t even measuring simple things like how many times they dialed a specific prospect. 

·  Sound familiar? 

The Mindset Shift: It’s Not Just “Booked or Not Booked” (00:09:22–00:14:13)

·  James talks about a major turning point. They stopped treating every cold call like it’s a win-or-lose situation. 

·  Instead of thinking, “Did I book the meeting or not?” they started paying attention to all the good things that can happen before a yes. 

·  Maybe the person asks for more info, gives a referral, or wants a call back. Those are wins, too. 

·  Once reps started tracking these “gray area” outcomes in the CRM, they could finally build momentum and stack more meetings over time.

Systems, Scripts, and Tech: How They Scaled Their Outbound (00:17:11–00:23:10)

·  So how did they jump to 800% growth? James breaks it down. 

·  They created repeatable cold-call structures: quick permission-based openers, short value statements, and clear calls to action. 

·  Then they organized their CRM so reps always knew who to call next, what status each prospect was in, and how to follow up. 

·  No more wasting time guessing. With feedback loops built in, the team stayed focused, confident, and way more productive.

Final Advice for Sales Teams (00:25:47–00:26:07)

·  James leaves you with this: focus on the processes that help you have more quality conversations. 

·  If something doesn’t lead to more human connections or better feedback, cut it. Keep it simple. Keep it repeatable. That’s how you win.

"The most important thing on the cold call is that initial introduction, getting permission, giving them something to be curious about." - James Donaldson.

Resources

Connect with James on LinkedIn or visit Stakki.io to unlock massive growth in your outbound sales efforts.

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals. 

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Understanding Objections in Prospecting (00:01:49 – 00:04:07)

·  When prospecting, objections like “not interested” or “send me more information” are common. 

·  Stay calm and confident rather than panicking or rushing to offer discounts. Always search for the root reason behind the objection.

The Art of Questioning (00:04:07 – 00:07:41)

·  For objections that arise later in the sales cycle, try a probing and empathetic approach.

·  My go-to methods include asking for permission to inquire further, repeating the objection for clarity, and using the “five whys” technique to uncover the true underlying issue. This often reveals surprising factors, such as long-standing relationships with other vendors.

Moving Toward Solutions (00:07:41 – 00:13:56)

·  Once you’ve identified the real objection, use creative solutions, like offering trials or beta tests, to address concerns without “breaking up a good marriage.” 

·  Be sure to provide options and customize your response based on the prospect’s situation.

Key Steps to Master Objections (00:13:56 – 00:15:29)

·  To master objections, try these steps:

o  Acknowledge and appreciate the objection.

o  Ask thoughtful, probing questions.

o  Offer practical and relevant options.

o  Collaborate on possible solutions and establish next steps.

“The way I view an objection is not necessarily a no. An objection is a reason that the prospect has that is preventing them from moving forward through the sales process.” - Donald Kelly. 

Resources

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals.  And don’t forget to connect with me on LinkedIn!

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Reason #1: Lack of Information Sharing (01:55 - 03:27)

·  If neither side has enough information, prospects may leave the conversation due to a lack of perceived value.

·  Always use phrases like “Tell me more” or “Is there anything else?” to dig deeper and uncover critical details.

Reason #2: Selling to the Wrong Person (03:27 - 05:02)

·  You want to avoid focusing all of your attention on end-users who lack buying power.

·  Take the time to identify who is part of the buying committee and who plays a role in the decision-making process.

Reason #3: They’re Just Shopping Around (05:02 - 07:25)

·  Prospects may ghost because they are simply researching vendors. Be direct: ask who else they are considering and what criteria matter most. 

·  Then, schedule a follow-up after they’ve completed their research to make a clear “apples to apples” comparison.

Reason #4: No Clear Next Steps Established (07:25 - 09:20)

·  A lack of scheduled next steps leads to more ghosting. Set expectations at the start of meetings and always allocate the last five minutes to plan next steps. This shows professionalism and increases follow-through.

Reason #5: Changing Priorities (09:20 - 10:53)

·  Prospects’ priorities can shift, causing deals to stall or disappear. Always discuss their sense of urgency and what might deprioritize the project. This helps you understand their true motivation.

“About 50% of the time, salespeople aren’t securing a next step in their meetings. If you’re getting ghosted, that’s probably why.” - Donald Kelly.

Resources

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals. 

And don’t forget to connect with me on LinkedIn!

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

1. Interrogating with BANT

·  Prospects often dislike the BANT method (Budget, Authority, Need, Timing) because it feels like an interrogation. It can make them hold back instead of sharing the real challenges they face.

·  Instead, focus on genuine connections. Listen carefully, ask thoughtful follow-up questions, and give prospects the time they need to open up.

2. Asking for the Decision Maker

·  Don’t start by asking, “Who’s the decision maker?” It can make prospects feel like a gate is being put up.

·  Instead, ask about their internal processes or who is part of their committees. This helps you understand how decisions are made without alienating your champion.

3. Following Up Too Soon

·  If your discovery call was yesterday, don’t rush to follow up today. Prospects need time to digest how you can help. Following up too soon or too often can make you seem desperate and overly focused on the sale.

·  Instead, end your call with clear next steps. This way, everyone knows when and how the follow-up will happen.

4. Creating False Urgency

·  You see artificial deadlines and last-minute “deals” all the time. Sometimes they work, but prospects are less likely to fall for them today. In fact, it can do the opposite of what sellers want. It pushes buyers away.

·  Instead, let urgency come from the buyer’s own timeline and challenges. You’ll uncover these through thoughtful conversation.

5. Starting with a Fake Conversation

·  Don’t open with, “Hey, how are you doing?” or “Hey, how’s South Florida?” Prospects know when a conversation is fake, and it wastes their time.

·  Be transparent. Tell them who you are, why you’re calling, and reference something genuinely relevant.

Bonus: Cold Outreach Without a Value Prop

·  Don’t send generic mass emails or messages. Look for a trigger, personalize your approach, and make sure you offer something truly relevant to the prospect.

“Successful sales reps talk 30 to 40% of the time and let buyers talk 60 to 70%. Listening creates opportunities.” - Donald Kelly. 

Resources

If these sales tips helped, my Sales Mastermind Course for more guidance.

Got questions? Reach out to me on LinkedIn.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

1. Leverage LinkedIn Sales Navigator

·  Sales Navigator gives you access to one of the most powerful databases for B2B prospecting. It helps you identify decision-makers who have recently stepped into their roles, when they are often most open to new solutions. 

·  The advanced search and account filters make it easier to narrow in on the right prospects without wasting time. 

·  (And yes, I also have a course that walks you through how to use it properly.)

2. Utilize Third-Party Databases

·  LinkedIn is great for identifying people new to their roles, but their contact information isn't always accurate. That is where third-party tools come in. 

·  Platforms like Apollo, Lusha, Lemlist, and Liskit provide direct emails, phone numbers, and intent data so you know whether a company is actively researching your type of solution. 

·  It is a smart way to confirm interest and ensure you reach the right person at the right time.

3. Tap Into Referrals

·  Referrals remain one of the best ways to generate high-quality leads. It may feel old school, but it still works. 

·  The real issue is that most sellers never ask, and clients are usually willing to give them when asked. 

·  Even a cold contact can point you to the right person if you approach them correctly.

4. Reconnect With Your Existing Network

·  Don’t forget about the people already in your phone, inbox, or LinkedIn connections. Take the time to warm them back up. 

·  A simple “permission to ask a question” message can reopen a conversation without pressure. 

·  Try using a tool like Connect the Dots can also show hidden overlaps in your network and make reintroductions easier.

5. Build Partnerships

·  Partnerships kind of take the marketing aspects off your hands for a bit. Collaborate with agencies, consultants, or service providers who already work with your target audience.

·  It creates shared value and opens doors that would be harder to access alone.

Bonus Tip: Use LinkedIn Posts and Hashtags

·  Remember, LinkedIn is a social media platform! When you post, comment, or engage with content, include relevant hashtags. 

·  This helps the algorithm show your content to more B2B prospects who are already looking for solutions like yours.

“Concepts and ideas can be great, but if you’re not applying them, they won’t work.” - Donald Kelly.

Resources

If these prospecting tips helped, my LinkedIn Prospecting Course for more guidance.

Got questions? Reach out to me on LinkedIn.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.   This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Profile Positioning

·  If you go back to episodes 1941 and 1088 with Brynne Tillman, you’ll hear her explain why it’s time to move past the resume mentality.

·  Your profile is prime real estate. Start with a compelling banner that clearly shows who you help and how. Use a professional, up-to-date photo, and try LinkedIn’s name pronunciation feature to add a personal touch.

Headline & About Section

·  Craft a headline that’s punchy and credibility-building—skip the job title and highlight the value you deliver.

·  In your About section, speak directly to your ideal client’s pain points. Use storytelling and short testimonials to build trust and connection.

Target and Engage

·  Create micro-lists for targeted outreach—CFOs, CEOs, COOs—so you can personalize your messaging around real problems.

·  Before pitching a meeting, engage thoughtfully with your prospects’ posts to build rapport and show genuine interest in their needs.

Homework Challenge

·  Update your banner, headline, and profile photo. Rewrite your About section to focus on the problems you solve, and build a micro-list of prospects. 

·  Also, don’t forget about using my LinkedIn Sales Navigator trial to jump-start your outreach.

“Your profile needs to be a lead-generating tool. It needs to attract prospects; they need to see it. And within five seconds, know what you have to offer.” - Donald Kelly.

Resources

If you want to try LinkedIn Sales Navigator, start your 60-day trial here. 

My 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!

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

This rerun features Brynne Tillman, CEO and “LinkedIn Whisperer” at Social Sales Link, and author of The LinkedIn Sales Playbook. If social selling feels like a mystery, you’ll want to hear Brynne break down her 4 LinkedIn Pillars for business development.

The Value of a Great LinkedIn Profile

·  Your LinkedIn profile isn’t just an online résumé—it’s your first sales tool.

·  When prospects visit your page, they’re not looking for your mission statement or how long you’ve been in business. They want to know how *relevant* you are to them.

·  Head to getmyssicore.com for a personalized score that rates your social selling skills.

·  The higher your score, the more likely buyers are to see your value.

·  Write your summary like a mini blog post—something that instantly helps your reader.

·  Highlight the challenges your buyers face, and share three to five insights they can use right away.

·  When you lead with value, you build credibility faster and move through the sales cycle with less friction.

Pillar 1: Establish Your Professional Brand

·  Your professional brand is your profile. By positioning your profile to offer insight and value, you build credibility and spark curiosity.

·  You’re getting prospects excited to take your call. If they can learn something just by visiting your profile, they’ll imagine a conversation with you will be even more valuable.

·  Position yourself as a subject matter expert and thought leader.

Pillar 2: Find the Right People

·  How are you using LinkedIn to find your buyers and influencers? If it’s true that an average of 6.8 people are involved in every major buying decision, how are you identifying all the right people within an organization?

·  Instead of focusing only on the champion, who else should you reach out to or engage?

·  Prospecting and relationship-building go hand in hand. It’s about offering real value and leveraging your network to get introductions to your target prospects and buyers.

·  Create search strings using your buyers’ titles, tailored to your target location or industry.

Pillar 3: Engage With Insights

·  How are you sharing, commenting on, and engaging with content? Are you using hashtags to find the right conversations? Are you feeding your network with valuable insights that move them closer to your solution?

·  It’s more than just liking or sharing. LinkedIn rewards consistent engagement—sharing, commenting, and contributing to conversations.

·  Avoid “random acts of social.” Anything done without intention or purpose rarely leads to success, especially on LinkedIn.

Pillar 4: Build Relationships

·  “Connecting and forgetting” is like collecting business cards that just sit in a stack on your desk. How valuable is that? That’s not a network.

·  There’s more value in genuinely connecting with a few people at a networking event and having meaningful conversations than there is in collecting every business card in the room. Bring that same thoughtfulness online.

“There’s no reason to network differently online than you do in person.” - Brynne Tillman.

Resources

You can also check out episode 1088 to hear the rerun with Brynne Tillman. Connect with her on LinkedIn and grab a copy of her book, The LinkedIn Sales Playbook.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Meet Matthew Pollard

·  Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories. 

·  Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, and Selling Power Magazine just named their 2023 Sales Kickoff Speaker of the Year. 

·  He’s also the founder of Introvertu.com and the bestselling author of The Introvert’s Edge book series, which has sold over 100,000 copies and been translated into 15 languages.

Why Deals Stall & How to Accelerate Them

·  We start off the episode about why so many deals stall out in today’s market. Since COVID, buyers have gotten way more cautious, which means more people are involved in every decision—and sales cycles keep dragging on. 

·  Matthew breaks down the real problem: sellers overwhelm prospects with too much jargon and detail, and that just pushes them to bring more decision-makers into the mix.

·  He shows us how to flip the script by giving buyers a clear, personal reason to champion you and move forward now, instead of letting fear and red tape slow everything down.

Storytelling: The Ultimate Sales Tool

·  Rather than relying on dry case studies or testimonials, Matthew emphasizes the power of emotive, client-centered storytelling. He breaks down his story framework:

o   Focus on a real individual (not just a company or title).

o   Highlight the emotional and opportunity costs of inaction.

o   Paint a vivid transformation, showing personal and professional wins.

o   Explicitly state the moral, inviting the listener to see themselves in the story’s success.

Implementing the Framework

·  Matthew demonstrates how stories can turn hesitant prospects into proactive champions determined to advance their own careers—while making the organization look good. 

·  He provides practical, memorable examples, and explains how even small details (like missing a family event) can make your narrative resonate.

“Nobody cares what you do until they see that you care. And then they actually care far less about what you do. They just want you to do it.” - Matthew Pollard.

Resources

·  Find Matthew’s storytelling framework in his books, downloadable PDFs, or connect via LinkedIn. He also shares a bonus tip: use LinkedIn voice notes to break through stalled deals with empathy and personalization.

·  Be sure to check out my past episodes with Matthew: ep 1426, ep 1246, and ep 193. 

·  If you like more guidance with improving your sales skills, join my LinkedIn Prospecting Course.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Meet Alex Kremer

·  Alex Kremer is the Founder of Alluviance, a community and organization dedicated to transforming sales and leadership through authenticity, purpose, and performance. 

·  With over 15 years of experience, he has worked with top companies like Salesforce, AWS, and Gong, and played a key role in scaling Outreach from $25M to $250M. 

·  He’s hired, trained, and led over 100 Account Executives and Sales Managers, earning President’s Club honors 7 years in a row.

·  Alex is known for helping leaders build high-performing teams and purpose-driven cultures that achieve lasting results.

Beyond the Tactics: The Role of Mindset in Sales Success

·  Alex pulls back the curtain on his journey, opening up about the hidden struggles he faced even when he seemed most successful. 

·  Despite hitting top quotas and leading major accounts at Microsoft, he battled depression, highlighting a key truth: salespeople can meet every external standard and still feel empty inside. 

·  Alex explains how mental, emotional, and even spiritual health are often overlooked but absolutely crucial to sustainable, fulfilling sales success.

Practical Strategies: Filling the Void and Mastering the Inner Game

·  Alex introduces the concept of “parts work,” a therapeutic approach to identifying and relating to various emotions without self-judgment. 

·  He stresses the importance of self-awareness, inviting reps to treat their emotional states with the same curiosity as they would a sales prospect in discovery. 

·  Simple practices like mindful breathing, walks without phones, and reflective journaling can create the internal space needed for clarity.

Leadership in Action: Bringing Mindfulness Into Sales Teams

·  For sales leaders, Alex suggests starting meetings with grounding exercises such as box breathing or gratitude practices. 

·  Investing a few minutes in presence and connection sets a more productive tone than jumping straight to numbers.

“When you connect more deeply with yourself, it allows you to connect more deeply with other people, which is very interwoven with sales.” - Alex Kremer.

Resources

Alex’s company, Alluviance, hosts regular retreats blending sales tactics with inner game work. Reach out to Alex on LinkedIn or the Alluviance website for future retreat details.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Meet Lorenzo Bizzi

·  Lorenzo Bizzi, Ph.D., is the author of Myths vs. Science of Selling: When Research Reveals the Opposite of Common Belief. 

·  Professor of business at California State University, Fullerton, he has helped over one hundred businesses increase their sales, taught in programs in 18 countries, trained over 100 CEOs, has spoken as a distinguished speaker at major international events, and has been cited over 1,000 times, in academic and popular press, such as the Financial Times, Harvard Business Review, Inc. Magazine and many others.

Debunking Popular Sales Myths

·  Lorenzo’s research highlights several common misconceptions in sales, such as the overemphasis on likability. 

·  Contrary to what many gurus suggest, traits like agreeableness and warmth do not have a significant impact on sales performance—especially in B2B environments. 

·  Instead, the data shows that buyers value organization and conscientiousness over charm. 

·  Lorenzo emphasizes that being organized not only builds trust but also showcases reliability, which reassures buyers and helps close deals.

The Right Kind of Excitement and Care

·  Another key finding: not all excitement is created equal. While feigned excitement falls flat, genuine enthusiasm shown when presenting real value or solving client problems can be powerful. 

·  Also, customer orientation works best in moderation. Salespeople who focus too heavily on caring for each client can neglect crucial prospecting activities, which ultimately hampers performance.

Tactical Insights: What to Say and How to Say It

·  Lorenzo shares research-backed advice on specific tactics:

o  Openings like "How are you?" are less effective than asking for permission or using more thoughtful, personalized introductions.

o  Personal disclosures help connection, but too much isn’t necessary.

o  Exaggerated adjectives or humor should match the buyer’s mood—scripted or forced approaches usually backfire.

The Power of Self-Improvement and Mindset

·  Lorenzo explains that the most transformative advice isn’t about quick tactics, but about developing the right mindset. 

·  Focusing on continual growth, reflecting on what works, and becoming a true master of problem-solving makes the greatest long-term impact. 

·  Sales leaders should encourage team members to assess tactics, debate what works, and find intrinsic motivation.

Practical Advice for Sales Leaders

·  For sales leaders, Lorenzo advises a blend of tactical training and deeper coaching.

·  Rather than dictating actions, foster a culture of questioning, reflection, and personal growth. This helps team members internalize new practices and truly elevate their game.

“What will truly make an impact and allow you to succeed in sales is the way you approach problems and reduce uncertainty for your buyer.” - Lorenzo Bizzi.

Resources

Find his book, “Myth Versus Science of Selling,” on Amazon and visit his website, lorenzobizzi.com, for ongoing updates and additional tactics. He is also available on LinkedIn for connection and further discussion.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Meet Zoltan Vardy

·  Zoltan Vardy is a B2B sales advisor, author, and speaker who helps founders accelerate their revenue growth by sharpening their focus and structuring their sales to scale faster.

·  He’s generated $2 billion in sales over his 30 years as a C-suite executive and entrepreneur and has helped 200+ startups in 26 countries close high-ticket deals using The Launch Code sales framework — also the foundation of his book on founder-led sales. 

·  Zoltan has had successful exits as a founder and investor and is chairman of Antavo, an enterprise SaaS tech company.

The Sales Messaging Problem

·  Salespeople and founders often list features and benefits when talking to customers, but this can overwhelm prospects with technical jargon, leaving them feeling confused.

·  With so much noise in today’s digital world, clarity and brevity are more important than ever.

Zoltan’s Five-Step Value Proposition Framework

·  Zoltan shares his five-question framework to craft a powerful value proposition:

o  Identify the Problem: What is your target customer struggling with? What question are they asking themselves that your business answers?

o  Define the Target Customer: Who are you trying to help? What are the key traits of these companies or individuals?

o  Describe Your Product/Service: What is your offering in clear, simple terms?

o  Highlight the Key Benefit: What is the main advantage your customer gains from working with you?

o  Clarify Your Competitive Advantage: What makes your solution uniquely compelling and difficult for competitors to copy?

Live Walkthrough: Crafting a Value Proposition for Blue Mango

·  I volunteer my own production company, Blue Mango, as a case study. Together, we dive into each step, discussing:

o The challenges faced by traditional manufacturing companies in creating engaging content

o The needs of marketing leaders at these firms for more lead generation and greater brand authority

o The importance of defining Blue Mango as a content production agency with a sales focus

o The main benefits: saving clients time and generating qualified leads

o Blue Mango’s competitive advantage: expertise in integrating sales strategy with content production

The Final Value Proposition

·  Using Zoltan’s structure, they draft a clear, compelling value proposition for Blue Mango:

o    “Blue Mango is a content production agency that helps traditional manufacturers generate leads by building a turnkey service that delivers social media and podcast content focused on supporting sales.”

·  Zoltan emphasizes that this message is succinct, easily repeatable in any setting, and serves as a launchpad for deeper conversation.

Tips for Refining Your Message

·  Keep the language natural—imagine explaining what you do to a bright 12-year-old.

·  Avoid cramming in too many details or buzzwords.

·  Test your value proposition in real conversations and refine it as you go.

·  Remember: the purpose is to spark curiosity and open the door to further discussion, not explain everything at once.

“Oftentimes, in an initial conversation, I’ll ask people to tell me how they would describe their company. From there, I can gauge how serious the prospect is and what kind of approach they need.” - Zoltan Vardy.

Resources

· Zoltan offers a free 30-minute training video and downloadable worksheet to help you craft your own value proposition. Access it at zoltanvardy.com/podcast.

·  Connect with Zoltan on LinkedIn. 

·  Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. 

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.