The Sales Evangelist

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Thank you, Martin, for going back in time with The Sales Evangelist podcast. Thanks to him, we're going back to episode 1177 where I deep-dived into why leads are creating more work for us. In this episode, I share why many small organizations struggle with their inbound sales and how to fix it. The challenge is always deciding who should follow up on them and how to do it effectively. The Sales Team Do a Pre-Qualification Create a System Website Leads Matter Follow-up Right Away insidesales.com Focus On The People That...

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I’ve made it 1,900 episodes of The Sales Evangelist podcast. Not quite at 2,000 yet, but I’m close. But since I’m still going strong, I thought it would be a good idea to share the nine biggest sales lessons I've learned from hosting this podcast. Hopefully, one of these lessons will help you grow your sales pipeline too. 1. There's No One Way of Selling 2. Always Be Prospecting 3. Accountability Moves Sales Forward 4. Be on LinkedIn 5. Address Objections First episode 446 6. Little Things Work Bob Berg 7. Sales Is About Relationships 8. Make Buying Easy Marcus Sheridan 9. Understand Your ICP In episode 1625

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For this episode, we’re going back to episode 1431, featuring my chat with Ollie Whitfield. He shares how you can use LinkedIn features to your advantage. Listen to learn how to use LinkedIn voice messages and videos to schedule more appointments. Using LinkedIn Voice Messages for Effective Appointments Improving Your Video Messages or Voice Messages on LinkedIn “LinkedIn voice messages show more effort and wanting to make a human-to-human connection instead of just sending a regular message.” - Ollie Whitfield. Resources Follow Ollie Whitfield 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. 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:

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I’m a strong believer that you should sell to B2B buyers the same way you sell to B2C prospects. If you don’t believe this, you should listen to this conversation with B2C expert, Josh Koplin. He’s here to share why B2B prospects want the same experience as B2C customers and how you can give it to them. Meet Josh Koplin Adopting a B2C Experience into the B2B World Overcoming Pricing Challenges AI Search Changing Both Worlds “AI search and consumers are turning more towards the kitchen table conversations online. The more helpful you are, the greater the chance of conversation from consumers.” - Josh Koplin. Resources If you want to connect with Josh, you can reach him by email at josh.koplin@e-denhomes.com You can also connect with him 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. 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

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It's undeniable that B2B prospecting has changed, and what used to work probably isn't working for you anymore. That's why I invited my guest, Yoni Tserruya, the CEO and co-founder of Lusha, to share insights on what's changing in the B2B prospecting world and what you can do to adapt to these changes to keep closing deals. Meet Yoni Tserruya Personalization Matters in Sales How to Become More Personal “We want to make salespeople human again. We want to bring back what they love to do, what they’re good at, and what they signed up to do.” - Yoni Tserruya. Resources For more help personalizing your outreach, check out the AI sales tool Lusha. 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

Selling a product to a single customer can be challenging, but what happens when they need to advocate for your product within their organization internally? Their internal selling efforts often fall short, causing deals to stall or fail. That's why I've brought in Todd Rychecky, General Manager and Head of Out-of-Band Management Solutions at Lantronix. In this episode, he'll share strategies for how sellers can empower their customers to effectively champion products to their teams, thereby keeping deals progressing through the pipeline. Meet Todd Rychecky Understanding Internal Selling How Can Leaders Help Reps with Internal Selling “Before you win outside the walls of your company, you’ve got to win inside them.” - Todd Rychecky. Resources Connect with Todd Rychecky on LinkedIn You can also reach him by email at trychecky@lantronix.com 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...

Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse? In this episode, I’m going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly. What Sales Mistake Did I Make? How to Fix the Sales Mistake? “You’re the professional. You’re the one who's done this before. Since you have climbed Mt. Everest, don’t rely on someone else's climate to tell you what’s supposed to be happening.” - Donald C. Kelly. Resources using AlignedMastermind class.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. 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:

Ever lie awake at night wondering where your next deal is going to come from? Does the constant stream of rejection fill your future with uncertainty? Hearing constant "nos" can cause you to develop a scarcity mindset, and honestly, it's not only destroying your pipeline but also your company's potential. Authentic sales expert Scott Ramey joins us in this episode to guide you through the essential shift from scarcity vs. abundance. He's here to lead and inspire sellers, leaders, and businesses to build trust, take action, and drive results by adopting an abundance mentality. Meet Scott Ramey Scarcity Vs. Abundance Mindset: Let’s Talk About It Developing an Abundant Mindset: How Can Sales Leaders Help “When tension exists, the outcomes will not align.” - Scott Ramey. Resources Learn more about Scott and his teachings at thescottramey.com Connect with Scott 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. 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

Tired of endless voicemails and angry prospects? Even studies show that the most troubling part of the sales process for sellers is prospecting. I have four tips in this episode to help you out. Go ahead and give it a listen, it’ll give you the strength to keep pushing through and land more deals. Stay Motivated Have a Checklist Use Call Openers There’s Always Success "Our solution serves a purpose, and our job is to go out there and find the person who needs it. Saying that mantra each day helps you perform better in your prospecting." - Donald Kelly. Resources Curious how "no" can lead to "yes"? Check out Go for No! For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class. I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network. 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:

You're having wonderful discovery calls, but stakeholders are taking forever to get back to you. This tends to make deals move like molasses in winter. What if I tell you that you're going to have to get a bit creative to accelerate deals through the pipeline? Rebecca Kravitz, sales professional and co-founder of Meople, is here to share how games can grab prospects' attention and help increase deal velocity. Check it out and move deals faster with this unique method. Meet Rebecca Kravitz Bringing Gaming Into the Sales Process How Can Meople Help Close More Deals? “Sales is all about trust and relationships. Making something that shows you care helps create authentic relationships.” - Rebecca Kravitz. Resources Learn more about gamefication in sales at Meople.co. Connect with Rebecca on LinkedIn and Instagram. Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to...

Sales and marketing teams? Sometimes, they clash like siblings, which tends to hold companies back from hitting their goals. Getting every single seller in the company to have that CEO-level drive? That's a whole other challenge. Is there a way to tackle both of these sales challenges with one simple move? My guest, Garrett Mehrguth, sales and marketing expert and founder of Directive, says yes. He's here to break down how getting sales and marketing on the same page can actually empower individual sellers to think and act like the CEO. Tune in to hear how this alignment can make some serious magic happen. Meet Garrett Mehrguth Collaboration Foundation Paid Social vs. Search in the AI World Sales & Marketing Account-Based Selling “You should know the product better than anyone. The second you become the most obsessed person with the product is the second you get promoted, and the second you start hitting quota.” - Garrett Mehrguth. Resources Connect with Garrett on LinkedIn. Learn more about his company at Directive Consulting. 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

The first ten seconds of a cold call will have your heart racing faster than a cheetah on a hunt. What do you say to keep the prospect from hanging up? How about trying a cold call opener? You might have tried them, but they didn’t work out. You probably weren’t using permission-based openers, and I’m going to tell you how to do them the right way in this episode. Cold Call Openers Give Prospects a Way Out Permission-Based Openers Work It lowers resistance: Builds trust quickly: Gives the prospect control: “I definitely think cold calling works. There’s some money in those calls!” - Donald C. Kelly. Resources For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class. I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network. 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

It's frustrating when you're trying to reach a key decision-maker, only to be stopped by their administrative assistant. It can feel like gatekeepers intentionally block your path to closing a deal. But what if their resistance isn't just about blocking, but about recognizing when your approach simply isn't up to par? In this episode, I speak with Natasha Bowles, a seasoned gatekeeper with over 25 years of experience, to uncover what truly gets her to engage with sellers. Tune in to get the inside scoop and learn how to improve your tactics to close more deals. Meet the Gatekeeper: Natasha Bowles How To Get a Gatekeeper To Open Your Emails Is It Possible To Go Around the Gatekeeper? Gatekeepers Can Move Deals Forward "Protecting my client's time is my biggest task. I need to be certain that anyone wanting to speak with them is prepared, will add value to their day, and has something genuinely beneficial to offer....

shownotes Mentioned in this episode: HubSpot and bluëmago | STUDIOS HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In the last episode, I shared some hidden gems on what prospects really want when they go on LinkedIn. I also provided some examples of how to engage with customers on the platform. But what I didn’t show you was how to turn these prospects into appointments. You’re going to find out in this part two series of my little LinkedIn rant. Connect, Share, and Engage to Generate Leads on LinkedIn Start a Newsletter “Information from you allows you to engage with people on LinkedIn.” - Donald Kelly. Resources Connect and follow me on LinkedIn. Do you need help with creating a podcast? Check out Bluë Mango Studios. Join my LinkedIn Prospecting Course for more guidance. 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: