Episodes
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You’re waiting for a client to respond to your offer, but it’s taking longer than expected. How can you get them to speed up their decision? Listen to my conversation with Cindy Allis, CEO and Co-founder of Floatist, where I show her how to create urgency and close deals faster.
Meet Cindy Allis
Cindy Allis is the CEO and Co-founder of Floatist, a B2B tech company in the yacht industry. Currently, her industry is facing seasonal challenges, making it harder for her sales team to navigate the B2B sales cycle. In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. I also provide tailored sales advice to address the challenges her team faces during the Q4 period.Insights on Sales Seasonality
Cindy highlights the impact of seasonality on their sales process, explaining how charter companies’ pricing strategies influence their business. She notes a recent extension in the peak season, driven by market trends and events like the Olympics. This shift complicates their sales outreach, requiring her team to adapt their strategies to keep up.Mutual Action Plans and Digital Sales Rooms
I introduce the concept of mutual action plans and digital sales rooms as tools to guide prospects visually through the sales process. Given that 65% of people are visual learners, these tools prevent information overload and keep prospects engaged. I also mention an effective tool called Aligned, which helps sellers collaborate with prospects and accelerate the sales process.“It’s dangerous, I feel, but for the mutual action plan… I really believe that to be more effective in sales, you need to uncover the needs of your prospects.” - Cindy Allis.
Resources
Aligned
Floatist
Cindy Allis on LinkedIn
Cold Call Openers
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. -
You know that selling to prospects requires understanding how they buy. But you may still be struggling to master this technique. Join me and my guests, Jorge Soto and Justin Dorfman, co-founders of Asset Mule, as they explain how to focus on the buyer’s perspective to build a successful sales pipeline.
Meet the Guests: Jorge Soto and Justin Dorfman
Jorge Soto and Justin Dorfman are the co-founders of Asset Mule, a company specializing in buyer enablement.
They bring valuable insights on integrating human elements in sales and understanding the psychology and motivations of buyers throughout the process.
Instead of relying solely on CRM systems to close deals, they emphasize that understanding each stage of the buyer’s psychological journey accelerates the sales process.
Focus on the Buyer’s Journey, Not Just Sales Techniques
If you’re still using traditional sales scripts, it’s time to shift your approach. By understanding the buyer’s psychology and putting yourself in their shoes, you can better guide them through the journey.
Awareness Stage: How will this product help solve my problem?
Consideration Stage: Are there other products like this? Who else is using it?
Decision Stage: Will this fit my budget? Will I have support if needed?
Today’s buyers are more informed and considerate at each stage. Jorge and Justin explain how to use psychology to build trust and enhance the customer experience.
Qualifying Leads with a Human Touch
Early qualification calls help sales reps understand a buyer’s motivations. Jorge explains that asking direct questions can uncover issues that might otherwise be overlooked due to an over-reliance on tools and processes.
These questions also help map out sales assets to use at each stage of the buyer’s journey.
“Building rapport and trust by going the extra mile early in the process makes a real difference in the experience,” - Jorge Soto.
“Every deal and every buying process is unique. Eventually, your goal is to turn the prospect into a champion. Once you establish that relationship, you can leverage their insights into their organization and its stakeholders, allowing you to map the buyer’s journey together and identify which assets to use at each stage,” - Justin Dorfman.
Resources
AssetMule
Cold Call Openers
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.
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Sometimes, getting a prospect to say “yes” requires the right personality. But what if your personality doesn’t quite match theirs? How can you prevent them from hanging up the phone?
My guest, James Buckley—the self-proclaimed phone expert and co-host of the Sell Better Podcast—is here to share the communication style you need to instantly increase your cold-call success rate. Click play and learn how to align your sales style with your prospect’s personality.
Meet James Buckley
After meeting James Buckley, it’s clear why he’s known as “the phone guy.” His communication style evokes emotions far more swiftly and effectively than email ever could. James personalizes his sales approach by being authentic, intuitively connecting with prospective customers in a way that builds rapport and trust. Thanks to his unique methods, James has become a valuable resource for both new and seasoned sales professionals. Be sure to check out Sell Better, where he shares daily and weekly sales tips.Have the Right Personality
The wrong approach could be keeping you from closing deals. James explains how to tailor your communication based on personality cues you can often pick up from LinkedIn profiles. For example, if someone appears friendly in their profile, adopt a jovial tone; but if a prospect’s profile has a more serious vibe, use a tone that matches.Think Smaller with Emails
James says, don’t write a novel when emailing prospects! Decision-makers often read emails on mobile devices, so the shorter, the better. His advice? Make your emails concise and to the point by removing unnecessary words. Here are three ways ChatGPT prompts to improve your emails: Rewrite the email to make it shorter. Make it more about the prospect, less about yourself. Ensure it’s easy to read on a phone.Subject Line Tips
Your subject line matters more than the email’s body. James shares that specific words can boost your open rates. For example, use “Thanks” for an ego appeal, rather than the neutral “Quick question.” Also, a meaningful preview text can also capture the prospect’s attention, increasing response rates.“Folks, I’m going to give you four words that will change everything about your emails in 2025: The shorter, the better.” — James Buckley.
Resources
The Daily Sales Show
Sellbetter.xyz
Cold Call Openers
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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Here’s a shocking fact, reps don’t have to be nice in order to make a deal. Unconsciously, your need to be liked is turning you into a pushy salesperson. Listen to this episode with my guest Chris Caldwell to help you stop making this sales mistake.
Chris Caldwell’s Background
Chris Caldwell is a sales trainer and expert who runs “Sell As You Are,” a company that helps sales professionals succeed by embracing their authentic selves. With experience coaching youth soccer and leading sales retreats, Chris has deep insights into human behavior and the psychological needs that drive success. He focuses on aligning beliefs and behaviors with genuine intent, offering practical strategies to foster personal power, authenticity, and commitment in sales teams.Unmet Needs in Sales
How do sales reps manifest their unmet needs in sales contexts? Chris provides an analogy of parents at a youth soccer game, demonstrating how people often project their unfulfilled emotional needs onto external situations or people. This behavior negatively impacts sales performance and client relationships.The Power of Setting the Frame
To set clear expectations and agendas with prospects, try using Chris’s framework for sales conversations. His framework allows you to stay confidently in control throughout the sales process.The Importance of Getting to the Truth
The primary objective of every first discovery call should be to uncover the truth of the prospect’s needs and situation. Chris stresses the significance of ensuring honest exchanges to facilitate genuine progress and decision-making.“It is in the nature of executives to get distracted because they have a hundred things they’re responsible for, and the problem you’re solving is likely one of fifty they’re trying to address. At the same time, if you do not keep them on the leash, if you do not keep them on your calendar, it is in their nature to deprioritize you. And you cannot blame them; you can only blame yourself.” - Chris Caldwell.
Resources
Chris Caldwell on LinkedIn
sellasyouare.com
Email: [email protected]
LinkedIn Prospecting Course
Cold Call Openers
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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LinkedIn Ads are a great way to help sales teams reach their target audience with less stress. But to make them work, you’ll need the right LinkedIn Ad strategies.
In this episode, I’m joined by AJ Wilcox, host of the LinkedIn Ads Show podcast. Discover his three tactics that will have prospects running to your inbox.
Meet AJ Wilcox
AJ Wilcox is a seasoned expert in LinkedIn advertising. He runs a podcast dedicated to LinkedIn Ads and manages a successful LinkedIn Ads agency.
Initially an SEO and Google Ads specialist, AJ transitioned into LinkedIn advertising while working for a SaaS company. His expertise quickly grew, leading him to manage LinkedIn’s largest spending ads account worldwide.
Why Should Sales Teams Use LinkedIn Ads?
Most people avoid using LinkedIn Ads for two reasons:
1. They’re expensive
2. They believe they don’t work
If you’re one of those who think Meta Ads are better than LinkedIn Ads, AJ is here to prove you wrong. He explains that LinkedIn targets a company’s audience with ease, and the return on investment is 2x higher with LinkedIn Ads.
Three LinkedIn Ads Strategies for Sales Teams
AJ shares these LinkedIn strategies for sales teams:
Thought Leadership: Posts that feature a human face receive more reactions on LinkedIn. Instead of sharing company content, showcase an employee or CEO offering advice. AJ tested this method and saw a 5 to 16 percent increase in click-through rates.
ABM Strategies: LinkedIn is the top social media platform for ABM (Account-Based Marketing) strategies. Having a list of leads that haven’t signed up yet at your fingertips makes it much easier to reach companies’ buying committees. This helps increase brand recognition on LinkedIn and improves sales teams’ deal closure rates.
Engaging Leads in the Sales Pipeline: Sales reps can collaborate with the marketing team to create personalized campaigns for the company’s leads list. This ensures ongoing engagement with leads and keeps them moving through the pipeline.
“When we show these sales reps, as opposed to their company posts, they’re getting on average more than one extra second of dwell time.” - AJ Wilcox.
Resources
Connect with AJ Wilcox on LinkedIn
Hear more LinkedIn Strategies on the LinkedIn Ads Show podcast
Learn more about AJ Wilcox at b2linked.com
LinkedIn Prospecting Course
Cold Call Openers
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.
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What in the world is the status quo? How is it able to keep you from closing deals?
My guest, Will Barron, founder of Selling Made Simple and the Salesman Podcast, is here to reveal the number one deal killer. Tune in to learn more about the status quo, Will’s experience with it, and how he was able to overcome this sales challenge.
Introducing Will Barron
Will Barron, the mastermind behind Selling Made Simple and the Salesman Podcast, brings a wealth of experience and expertise in B2B sales. He specializes in helping salespeople close more deals in a simplified manner. Will’s strategies revolve around understanding the root causes of sales stagnation and turning them into actionable steps.What is the Status Quo?
You know that feeling where you won’t do anything unless there’s a massive reward at the end? It kind of stalls your motivation to get things done. This feeling illustrates the concept of the status quo. Many salespeople face situations where deals stall and ultimately fall off the pipeline, not due to competition or pricing, but simply because of inertia. There are psychological and business factors contributing to the status quo. Often, it’s not about the product or the competitor, but more about the inherent resistance to change.Engaging with Decision Makers
Often, you may find yourself speaking to individuals who lack the authority to move deals forward. You want to communicate with the decision-makers to close deals. Will provides practical advice on identifying and engaging those with the actual power to affect change.DIY Objection & Simplification
Without realizing it, you may be oversimplifying or overcomplicating the sales process, making prospects believe they don’t need external help. Will explains the DIY (Do-It-Yourself) objection, where prospects feel they can implement solutions on their own. He also shares how to keep prospects in the “Goldilocks zone,” where they see the value in seeking professional help for their problem.“If you’re selling complex products to sophisticated buyers, where there are real financial concerns and businesses on the line, you need to guide them through their buying journey. You need to help them make decisions and move forward.” - Will Barron.
Resources
www.salesman.com
The Salesman Podcast
LinkedIn Prospecting Course
Cold Call Openers
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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In the early days of my career, I had the chance to go through Sandler Sales Training. While there, I met my two wonderful guests for this episode, Emily Davidson and Mike Montague.
The principles they taught in that course provide excellent strategies that you can use during this year’s Q4 to help prepare for Q1 next year. Take notes and listen to their game plan, which will surely help you close more deals before the new year.
Common BDR Challenges During Q4
You may wonder how to make the most of the remaining months of the year. Which deals should you focus on? Should you let any clients go if you know they won’t make a decision before the end of the year?
These challenges can cause a lot of anxiety, but with a strategic plan, you can overcome them.
Mike suggests continuing to prospect during this time. You don’t want to start the new year trying to rebuild your sales pipeline. Don’t start fresh in 2025 and bring Q4 clients along.
Prioritizing Deals
You may find yourself with deals that are moving very slowly through the pipeline or with nothing at all. What actions should you prioritize to help close deals?
Follow the Sandler Sales Training Care Plan, where you assess your accounts and prioritize which ones to keep.
Mike and Emily provide examples of the Care Plan to help you understand how to apply it to your situation.
Sales leaders may need to help team members prioritize their deals. Sometimes an outside perspective can help a sales rep view their accounts objectively.
Be Creative with Your Prospecting
During this time of year, most sales reps are out enjoying the holiday festivities like everyone else. You may be tempted to do the same, but if you want to close deals, you’ll have to put in some work.
The good news is, if you get creative with your approach, you can still have fun while doing it.
Attend the Christmas parties, but use the opportunity to talk to decision-makers. Don’t take a vacation during this time—use it to cold-call CEOs and presidents.
The key is to work smarter, not harder, during this season.
“Our job is to create an atmosphere and environment that allows the customer to buy while the salesperson stays out of the way.” - Mike Montague.
“Looking at your accounts through the lens of the Care Plan will help you break down those targets into categories. You can focus on which ones are a priority to keep.” - Emily Davidson.
Resources
“The 12 Week Year,” by Brian P. Morgan and Michael Lennington
www.sandler.com
How To Succeed Podcast
LinkedIn Prospecting Course
Cold Call Openers
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.
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In sales, you can’t rely solely on the product to close deals; you need the right strategies and mindset to get prospects to say yes to your offers. Some companies excel at this, while others need a bit of help. Join me and my guest, Mark Roberge, in this episode as we share three case studies of businesses that turned their sales success around.
Meet Mark Roberge
Mark Roberge is a renowned expert in sales and venture capital, known for his data-driven strategies that transform businesses. As the fourth employee at HubSpot, he developed a scalable sales model that fueled the company's growth. In addition to mentoring startups, he shares his sales expertise through podcasting and speaking at major events like the Inbound conference.Understanding the Reticular Activating System (RAS)
Your brain filters information all the time, and often in ways that may keep you from succeeding in sales. We explore the Reticular Activating System (RAS) and how the brain prioritizes information it deems important. Your mindset and perception influence your belief in the effectiveness of your sales strategies. For instance, if you believe cold calling is ineffective, your RAS will filter information that supports this belief, often leading to self-fulfilling outcomes.Sales & Psychology: The Connection
Whether you believe it or not, psychology plays a major role in sales. We also believe that therapists can make some of the best sales representatives because they understand the human mind so well. Salespeople who focus on diagnosing customer issues and truly understanding their needs are able to build rapport and trust.The Journey to Sales Mastery
If you want to improve your sales skills, try role-playing for practice. We share a case study of how an individual increased their quota performance from 70% to 120% within three months through better engagement and refined practices."With a new product and a revolutionized product, no one is going to know how to buy it. You have to teach them how to buy that particular product.” - Mark Roberge.
Resources
Check out Mark Roberge’s podcast, “The Science of Scale,” for in-depth interviews with founders discussing scaling strategies.
Learn more about The Sales Evangelist Sales Mastermind Program.
Cold Call Openers
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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Continuing from our last topic on prospecting, this episode dives deeper into it. I’m sharing an episode from last year featuring my discussion with Dr. Jean Oursler. She discusses why you’re not prospecting enough and what you can do to overcome this unique sales challenge.
Meet Dr. Jean Oursler
Dr. Jean Oursler is a renowned sales trainer known for her innovative approach to boosting new business development.
She created the Caveman Brain System, a methodology based on understanding how the amygdala’s fight, flight, or freeze response can hinder sales success.
Through her coaching, Dr. Jean aims to spread the principles of the Caveman Brain System widely, enabling teams to improve their business outcomes significantly.
Caveman Brain: What Is It?
Our brain still operates as though we’re living in the wild, even though society has evolved.
Dr. Jean explains that the amygdala plays a major role in how we interact with the world around us.
For example, you might struggle with cold calling because of your fight, flight, or freeze response.
Your amygdala is trying to protect you from perceived dangers, and without you realizing it. This primitive part of your brain holds you back in sales situations, creating unnecessary fears and inhibitions.
Practical Steps to Harness the Caveman Brain
Dr. Jean offers actionable advice on how to deal with the Caveman Brain:
Positive Self-Talk and Affirmations: Write down affirmations and repeat them daily to change your mindset. If you can’t come up with your own, try these: “I am a fabulous salesperson” or “People love reading what I write.”
Understand the Source of Fears: Are you holding onto fears from childhood, culture, or past experiences? For example, maybe your parents told you not to talk to strangers, and that fear still influences your behavior.
Simplistic Approach: Focus on basic goals like making a friend or solving a problem, rather than just closing the sale.
Transforming Your Sales Mindset
If you want to become a great salesperson, start by creating a positive mindset.
Dr. Jean emphasizes that what we repeatedly see and hear shapes our reality.
Fill your mind with positive and empowering thoughts to help you achieve professional success.
“Know that almost everything in your life that isn’t happening the way you want is tied to your Caveman Brain. When you realize this and start to fix it, everything else begins to fall into place.” - Dr. Jean Oursler.
Resources
Connect with Dr. Jean Oursler on LinkedIn
Visit CavemanBrain.com for free resources and training
Join The Sales Evangelist Mastermind Group
Cold Call Openers
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.
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How’s your sales pipeline going? It’s not performing as well as you need it to during this time of year.
That’s why in this episode, I’m going to show you how to fix it fast and continue growing your business before the holidays arrive.
What's the Number One Sales Pipeline Killer?
You’re doing everything right to grow your pipeline, and everything is going great. You’re getting clients, and they’re saying yes to your pitches. But now things are starting to slow down, which is frustrating when you’re getting used to the groove. Listen to my short story on how I overcame this unique challenge. It may help you when your sales pipeline suddenly slows down.Always Be Prospecting
Closing deals is what makes you money. Once those are done, you’re going to need more to keep the money rolling in. This is why you always need to be on the lookout for new business opportunities. You don’t want your pipeline to dry up, because once one deal closes, you need to be ready to close another one ASAP. If you want to learn how to close deals faster, join my Sales Mastermind Class. You can find the link in the resource section.Self-Discipline for Prospecting
Sellers who don’t take the time to prospect are the ones who believe it doesn’t work. However, it actually does work. Tell yourself, "I just can’t stop prospecting!" Set aside at least two hours on your calendar for prospecting to help you stay consistent. If you need help growing your pipeline, check out this episode with Monica Stewart.“Always be prospecting. You want to have more opportunities than you think you need to keep your pipeline full and advance deals.” - Donald C. Kelly.
Resources
Cold Call Openers
TSE’s Sales Mastermind Class
TSE’s LinkedIn Prospecting Course
Donald C. Kelly on LinkedIn
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d 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.
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One thing that AI lacks, which humans possess, is creativity. I'm not suggesting you stop using the technology because of this, but it's important to be aware of its limitations.
When you add your personal touch to AI-generated content, you can close more deals more effectively. Learn how in this episode with Dale Dupree, where he shares tips on incorporating creativity into AI-driven processes.
Is AI Preventing Society from Being Creative?
As you may notice, tools like ChatGPT and other AI platforms can often sound robotic. Dale discusses how AI lacks emotions and likely always will. While researchers are working to infuse human emotions into AI, upon closer examination, this thinking proves to be flawed. AI doesn’t understand emotions the way humans do. When it comes to tone, feeling, and triggering the brain to take action, a human touch is still necessary.Have a Bigger Purpose Than Making Money
Yes, you entered the sales industry because you wanted to make money. But to get where you want to be, you have to work for it. You can’t always rely on AI to do your job for you. While your goal is to make money, you also need a deeper purpose for why you’re doing what you do. Strive to achieve great things and have a vision or sense of impact for your organization. Why are you trying to sell your product to your buyers? How does it help them with their problems? Answering these questions will help you stay motivated beyond just making money.Improving the Buyer Experience with AI and Creativity
People in today’s society often dislike dealing with humans in customer service. This is usually because they feel the salesperson isn’t listening to their problems, is reading from a script, or simply doesn’t care about the buyer at all. I shared an example of when I tried ordering a pizza, and the customer service representative was from Dubai. Due to AI, the service experience wasn’t great, which made me want to take my business elsewhere. Keep this in mind when switching everything to AI. The human touch is essential to maintaining strong customer relationships and keeping customers loyal to your business.Breaking the AI Reliance Trap
It’s hard not to over-rely on AI—it makes life so much easier. However, remember that sales is all about building and maintaining relationships. Too much automation can create a disconnect between businesses and customers. Learn how to use AI effectively without losing the human touch!“We think we’re being more efficient with AI, but we really aren’t. It’s like UberEats—you pay for someone to bring the groceries to you so you don’t have to leave the house. However, it costs money to do this, and you’re spending the same amount, if not more, than if you had gone to the store yourself.” - Dale Dupree.
Resources
The Sales Rebellion
The Sales Rebellion LinkedIn
Jeremiah Griffin
Dale Dupree
LinkedIn Prospecting Course
Cold Call Openers
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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Most sellers take the time to master their pitching or objection handling skills. However, do you ever stop to take the time to master your active listening skills?
Join me in this episode with my guest, Zach Bradshaw, President of Business Development at Brightkey, as we deep dive into the nuances of active listening in sales.
Introduction: Meet Zach Bradshaw
Zach is the Vice President of Business Development at Brightkey, a company that specializes in providing managed services to businesses. His success stems from the many failures and obstacles he faced throughout his professional journey. Overcoming rejected proposals and poor approaches has allowed him to hone his ability to listen to clients. Now, he guides his team to approach client interactions without preconceived notions and to focus on genuinely understanding clients' problems in order to address them.The Power of Listening in Sales
Recently, I conducted a LinkedIn poll and discovered that one of the most important sales skills is active listening. However, this doesn’t just involve using your ears to understand consumers' pain points. Zach shares that a seller must also take the time to understand the unsaid and read between the lines, which is a crucial aspect of active listening.Preparing for Effective Sales Conversations
Always prepare yourself before engaging in sales meetings. Zach advises sales reps to conduct comprehensive research on their prospects to gain a deep understanding of their businesses. Analyzing CRM data and reviewing past interactions allows you to anticipate potential challenges and tailor your marketing approach accordingly. This preparation sets the stage for a more meaningful and productive dialogue with potential clients.The Role of Team Collaboration and Continuous Learning
Stop holding isolated one-on-one meetings and adopt the collaborative approach that Zach uses with his team at Brightkey. Holding meetings with your team allows everyone to share their experiences and insights on the company’s sales. This culture of continuous learning and shared knowledge helps team members develop a well-rounded understanding of various sales scenarios and enhances their ability to ask the right questions.Overcoming the Fear of Asking Difficult Questions
Are you afraid to ask questions that might disrupt the flow of a conversation? Learn Zach’s strategy to overcome this fear and adopt a partnership-based approach."Don't go in with a preconceived solution. Don't go in thinking that we're going to push a and b product because it was brought up at the most recent meeting." - Zach Bradshaw.
Resources
Zach’s email: [email protected]
Zach’s LinkedIn
Brightkey.net
//thttpshesalesevangelist.com/opener
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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Recently, I attended HubSpot's 2024 INBOUND event, a three-day conference showcasing the latest in marketing, sales, and AI. Listen to this episode to hear the three biggest takeaways from the event.
Why is HubSpot’s INBOUND Conference Important?
HubSpot is one of the leading marketing companies, dedicated to gathering and sharing essential industry insights. The conference is a key platform for unveiling the latest trends and innovations in marketing, and sales. INBOUND brings together industry leaders, offering attendees the chance to network, share ideas, and build partnerships with top professionals in their fields. It also features thought leaders and innovators who inspire attendees with new perspectives and creative solutions to business challenges.1. Search is Dying
To some extent, search engines are declining. Is it even worth caring about what Google thinks of ChatGPT writing anymore? HubSpot estimated that search is projected to decrease by 25% by the year 2026. Why is this happening? Honestly, what’s the point of using Google when you can just use AI?2. Personalize, Personalize, Personalize
There are some terrible cold emails out there, and recently, I received one. A guy literally pitched podcasting services to me (Donald C. Kelly😭). How funny! If he had done his research, he would’ve known why he was wasting his time. Remember, personalization involves deep research! Guess what else? HubSpot is figuring out how to use AI in their cold email outreach to help people avoid this mistake.3. Spend More Time on Social Media
Yes, social media platforms are designed to keep you spending more time on them. But can you blame them? It’s how they make money. This means your target audience is on social media all day long. I’m sorry to say this if you’re introverted or dislike social media, but if you want to grow your business, you’ll need to spend more time on these platforms. One platform you should take greater advantage of is LinkedIn. Learn how to use it effectively with TSE’s LinkedIn Prospecting Course. Click the link in the resource section.“By using AI to prepare cold outreach emails, their conversion rate increased by 84%. That’s amazing, because that’s exactly what we should be using AI for.” - Donald Kelly.
Resources
INBOUND 2024
LinkedIn Prospecting Course
https://thesalesevangelist.com/opener
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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There’s a reason why some producers make it, and some don’t. If you’re struggling, you may be putting off a specific task because it annoys you.
However, a top performer would never do this. In this episode, I chat with Andrew Barbuto, a seasoned sales professional and author, about what high-performing sellers do to help them succeed. Listen to the five things that will help you stand out and meet your goals.
Andrew Barbuto’s Background
Andrew Barbuto is an accomplished sales professional and author with a deep understanding of the intricacies of top-performing sales strategies.
He shares his sales methodologies in his insightful book, “Top Sales Producer: How To Crush Your Sales Quota.”
Andrew's commitment to excellence in sales makes him a valuable resource for anyone aspiring to elevate their sales performance and effectively manage their client interactions.
Key Practices of Top Performers
Andrew shares the five things that top performers do differently than average performers.
1. Time Management: Top performers allocate their time to maximize revenue-generating activities. Start early on your work tasks and focus only on the ones that bring in money. Also, don’t forget to put the phone down to help avoid distractions.
2. Research: You may find researching on a specific client to be long and boring, but it’s one of the most important tasks top performers do. Andrew explains that rather than adopting a broad approach, successful sellers conduct targeted research to identify and connect with the right prospects.
3. Meeting Preparation: You can avoid generic questions and tailor conversations to address specific needs by coming to a meeting prepared. This is why it’s important to research a prospect before contacting them.
4. Prospecting Activities: Andrew recommends employing a multi-channel approach with at least seven touchpoints, including phone calls, emails, and LinkedIn messages. This persistence helps in turning cold prospects into warm leads.
5. Leveraging CRM: Creating detailed notes will allow you to maintain contact with prospects and personalized value with each one of them. You can do this by using a CRM system to help strengthen your client relationships.
"Top producers typically will try to allocate as much time as they possibly can to revenue-generating activities." - Andrew Barbuto.
Resources
Top Sales Producer: How To Crush Your Sales Quota
Andrew Barbuto on LinkedIn
B2B Weekly Tips
Cold Outreach Strategy
https://thesalesevangelist.com/opener
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.
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In 2024, building a personal brand is essential for success. In this episode, I sit down with Ian Agard, a sales coach specializing in personal branding, to discuss how sales reps can strengthen their brand to enhance sales performance. Tune in to hear Ian's insights on leveraging your personal brand to close more deals.
Meet Ian Agard
Initially, Ian started his career as a marketer and eventually transitioned into becoming a proficient seller. His exceptional ability to connect with people, attributed to the strong personal brand he has built over time, sets him apart. Ian has progressed through roles as a sales leader and a sales coach, where he now runs a sales coaching program called "Level Up." His program is designed to help Business Development Representatives (BDRs), Sales Development Representatives (SDRs), and Account Executives (AEs) earn their next promotion within three to six months by focusing on mindset, habits, and mastering essential sales skills.Why Personal Branding Matters
A personal brand is what people think of when they see or hear your name. This is how you share your values, expertise, and journey, without having to explain it to every potential client. Ian shares how building a personal brand allows salespeople to create a strong connection with followers and better opportunities for sales growth.Building Your Brand: A Step-by-Step Guide
Ian shares how sales representative can start building their personal brand in three simple steps: Vision and Values: Start by having a clear vision for your life and understanding your core values. Profile Setup: Ensure you have a professional photo and a value statement on your LinkedIn profile. Consistent Posting: At a minimum, post once a week sharing your journey, challenges, wins, and relevant industry insights. Ian also shares how niching down can help with finding your target audience. He shares his own experience of focusing on helping lawyers with digital marketing and the success that came from being a recognized expert in that niche.“Start today and build your brand. It's like farming. If you plant those seeds today, in 90 days, in 120 days, you're going to see some fruit and you'll be like, wow, why didn't I start this a year ago?” - Ian Agard.
Resources
Ian Agard on LinkedIn
Donald Kelly on LinkedIn
https://thesalesevangelist.com/opener
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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It’s no secret—a structured sales process can significantly boost your ability to close deals. Following a proven step-by-step method reduces the pressure and uncertainty when a potential buyer says "no."
In this episode, I sit down with Gregg and Mike, co-authors of Sales Sucks, But It Doesn’t Have To, to discuss the sales strategies that have fueled their success. Tune in to learn how you can apply their techniques to achieve the same results.
The Genesis of "Sales Sucks, But It Doesn’t Have To"
Greg and Mike's Previous Roles: At their last company, Greg and Mike devised technological innovations that expedited onboarding and sales processes, helping the company grow faster than its competitors. Why Write the Book: After realizing that new sales representatives could improve by using these effective methods, they decided to create a book to outline their step-by-step process.Sales Methods for Leaders and Reps
Rapport and Problem-Solving: Establishing rapport and understanding client problems are critical. Instead of a hard sell, frame conversations around problem-solving. Script and Process: Greg explains the importance of having a script and understanding the 'why' behind each part of the process. It's about helping customers make informed decisions rather than manipulating them. Role Playing and Real-Time Practice: To ensure that scripts are both practical and effective, frequent role-playing and real-time practice are crucial. This also helps identify and rectify any gaps in the process.Practical Application in Different Sales Scenarios
Example Scenario – Selling HR Software: Greg provides a script for selling HR software, showing how framing the problem and solution sequentially helps in decision-making. Leveraging Technology: Mike highlights how predictable behaviors in sales scenarios can be facilitated with technology, making the sales process more efficient and scalable."It's really the ethical thing to do, to prepare and arm your salespeople to go in to perform in ways that better them." - Mike Latch.
"You have a choice. Either make it the best, become the best in the company, or help the company get better, or go work for the best." - Gregg Murphy.
Resources
“Sales Sucks, But It Doesn’t Have To”
https://thesalesevangelist.com/opener
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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There's no denying how AI has changed the way we do business in the sales industry. In some areas, it’s better and in others, we’re still working out the kinks. But, has it improved the way we do cold calling?
In this episode, I have an engaging conversation with Rabi Gupta, the CEO of Evabot, on how AI can bridge the gap between sellers and buyers. Learn how to use AI tools to improve your cold calling techniques.
Meet the CEO of Evabot
Rabi Gupta is a co-founder and CEO of a startup company. His day-to-day responsibilities involve managing various aspects of the business. He is passionate about identifying and solving problems that salespeople face by using innovative technology and artificial intelligence. Rabi's leadership and expertise drives his company's mission to enhance the efficiency and effectiveness of sales teams.Cold Calling 2.0 Defined
Buyers are tired of hearing the same old tired pitches, making it harder for sellers to meet their quotas. Cold Calling 2.0 uses AI technology to help sellers become more efficient in researching buyer’s potential pains and challenges. For example, a seller can use an AI tool to find a specific issue highlighted within a company’s quarterly report. The unique approach keeps sellers from using generic sales outreach techniques and makes cold calls more valuable to prospects.AI’s Role in Sales Enhancements
AI enables sales teams to automate routine tasks such as lead qualification, customer segmentation, and follow-ups. This allows sales reps to focus more on building genuine connections with prospects and close deals faster. With advanced data analytics, sellers can analyze vast amounts of customer data to identify patterns and predict future behavior. Sales teams can tailor their approaches to individual customer needs more accurately. Also, AI enhances cold outreach by providing relevant, precise, and timely information about prospects. This creates sales messages that are more personalized and impactful."What we have seen is if you start with the research part first versus any other greetings, it works really well because today everyone is like, hey, I'm this. I'm calling from this." - Rabi Gupta.
Resources
Evabot
https://thesalesevangelist.com/opener
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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