The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

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The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald

Episodes

  • Mistakes to Avoid | Jasmine Black - 1458

    11/06/2021 Duration: 26min

    Do you wish you had a list of things to avoid when looking for your next sales gig? We brought an expert to do just that - Jasmine Black. As the owner of BrainChild PSM and with over 15 years of corporate sales experience, Jasmine understands both sides of the metaphorical sales coin. In today’s episode of The Sales Evangelist, she gives you the inside scoop on mistakes B2B sellers should avoid to land their next job. What should B2B sellers avoid when searching for their next gig? Don’t wait for your next opportunity to fall in your lap.  Learn to be assertive without being overly aggressive in interactions throughout the hiring process. Remember, you want to show how you can provide value to the organization, not just show up to the office with your resume. Position yourself as a thought leader in the organization. Tell them challenges you see and explain how you’ve resolved similar issues in the past. Or even provide a plan to utilize in the future once you have the position.  Don’t engage without intenti

  • Your Resume Isn't Your Story | Simon Tecle - 1457

    09/06/2021 Duration: 21min

    The resume is an integral part of the professional world. But while it does show off your prior work experience, it doesn’t show who you are as a person. What motivates you, or why are you applying for that specific job? Simon Tecle, VP of Sales at SyncroMSP, joins us on today’s episode to explain how you can tell your story at your next interview, sans resume, to begin the next step of your career with confidence and success. The resume is not your story. A typical interview response is to admit, “I don’t have experience in x,y, or z.” Don’t let your resume be the anchor in your conversation, especially if you know you lack the experience to capitalize on it. The hiring manager already knows you have a lack of experience, and they wouldn’t be talking to you if that was a deal-breaker. Why do we feel so tied to our resume experience? Because resumes are critical in the corporate world. However, stories convey key skills to a job we don’t put on our resume. Are you ex-military? Talk about your time manageme

  • How To Answer Difficult Sales Interview Questions | Kathleen Steffey - 1456

    07/06/2021 Duration: 15min

    Going into an interview can be tough. Whether it’s your very first interview or your twentieth, the nerves never go away completely. You don’t want to sound like an idiot, right? But what if you had a cheat sheet and knew the most common questions salespeople tend to mess up? That’s exactly what we did for today’s episode of The Sales Evangelist. Today we’re joined by Kathleen Steffy, founder and CEO of Naviga Recruiting, to learn how to answer difficult interview questions and secure your next sales gig.   Question One: Anything related to your sales process.  A VP of Sales might ask an interviewee about their selling process from beginning to end. Even if that salesperson knows their approach, they often just don’t know how to articulate it. If someone can’t walk through their process, a leader might think they lack depth or aren’t methodical. Think about your process in advance, write it down, and go from there.   Question Two: Tell me where you came in against quota? You have to know when you came in a

  • What are Sales Professionals Looking for in 2021? | Dan Fantasia - 1455

    04/06/2021 Duration: 23min

    Moving to a virtual workplace means companies can hire better and faster while reducing employee cost and turnover. But are there benefits to returning to the brick-and-mortar model of 2019? In today’s episode of The Sales Evangelist, Donald interviews Dan Fantasia, founder of the sales career advancement company Treeline Inc. to discuss what sales professionals look for in their 2021 work environment. What are sales professionals looking for in 2021? Most employees prefer virtual roles over in-person. So if you’re thinking of reintroducing your company to the office, you might want to reconsider. If someone is sold on the remote option, they might start looking for a new opportunity. The pros and cons of having a brick-and-mortar company versus operating remotely: In a virtual job, it’s more challenging to build camaraderie outside the office. However, there are ways to facilitate this relationship.  Dan’s company participated in a virtual wine tasting, and they start each morning with a zoom call to stay

  • Three Secret Strategies You Can Use To Land Your First Sales Job | Donald Kelly - 1454

    02/06/2021 Duration: 13min

    Are you trying to find your first sales job or looking to stand out from the competition to land that first gig? Look no further, because on today’s episode of The Sales Evangelist, Donald Kelly shares three strategies to find your first sales job. Strategy One: Befriend recruiters for the type of jobs you’re trying to land. Recruiters have a vested interest in finding great people - it means they get more money. So don’t be afraid of interacting with them! To find the right recruiters, go to any recruiting website to see which industries specific people recruit for. Search for them on LinkedIn, connect with them, and see which companies they hire for.  Once you find the recruiters and build a relationship, you’ll have an opportunity ready for you when looking for your next career step. Strategy Two: Network, network, network Your network is your net worth. If you go on social media and ask your network for job recommendations, you’ll get a ton. Not all of them will be good, but there will be opportunities

  • The Importance of Learning by Osmosis | Zachary Ballenger - 1453

    31/05/2021 Duration: 22min

    Before the pandemic, salespeople could hear and learn from their peers through unscheduled interactions. But with water-cooler conversations at an all-time low, how can we continue to learn from our team members? On today’s episode of The Sales Evangelist, we’re joined by Zach Ballenger, co-founder of Casted, to discuss how companies can continue to foster spontaneous conversations in the virtual office.  What is learning in osmosis? Learning by osmosis uses that desktop chatter you don’t expect to hear. It’s walking by your coworker right when he gives an excellent pitch or when you casually see how your colleague organizes her work on her computer—organic learning through unscheduled interactions. A lot of salespeople don’t want to go back to an office post-pandemic. While there are many benefits to virtual work, losing the ability to develop unscheduled conversations is one element that is unfortunately lost. What are the benefits of osmosis learning? It facilitates unexpected growth opportunities. With

  • How BDRs And SDRs Should Use LinkedIn During COVID19! | (RERUN) Amanda Staffon and Jason Behnke - 1452

    28/05/2021 Duration: 30min

    The pandemic changed the way we sell. Or even how do we sell? Using LinkedIn as a resource for BDRs and SDRs to make sales, even during COVID-19, can help lead you to success. Today on The Sales Evangelist Donald is joined by Amanda Staffon and Jason Behnke, former business development representatives at BlueGrace Logistics, to learn how they used LinkedIn throughout the pandemic as a tool to supplement and advance their sales process. Selling in a difficult time While the pandemic threw a wrench in everyone’s professional lives, an opportunity was created: to help those in need.  Amanda and Jason found themselves focusing even more on building relationships and being available for their prospects. With COVID-19, the necessary questions have shifted from understanding company strategies to understanding if their basic needs are being met as an organization. Prospecting today  Now that the end of COVID is in sight, salespeople are running at high speeds to make up for the lull of 2020.  Rotating between pho

  • How to Use Video to Increase Sales After Covid | Darin Dawson - 1451

    26/05/2021 Duration: 27min

    President and Co-founder of BombBomb Darin Dawson joins us on today’s episode of The Sales Evangelist to discuss the importance of utilizing video in sales after COVID-19. Running sales marketing and customer success for his video platform company gives Darin key insights to make your post-pandemic sales successful. The importance of video for sales in the post COVID era: The pandemic taught us how to create a new and different customer experience: video. Even once the pandemic ends, people might not be keen to leave the video approach because people can be unique, creative, and (most importantly) themselves.  Any business can replicate and develop new features, but there is no way to replicate people. And video allows people to capitalize on the people and the relationship you’ve built with your prospects. Video is personal, not personalized. Relationships aren’t built over text on a screen: Use video for the back and forth dialogue typically done through text. Video capitalizes on a salesperson’s relatio

  • Reopening After COVID: How Can My Small Business Survive? | Annie P. Ruggles - 1450

    24/05/2021 Duration: 28min

    Today on The Sales Evangelist, we’re joined by the Founder and Dean of The Non-Sleazy Sales Academy, Annie P. Ruggles. Annie has spent the last decade harnessing her Hulk-like disdain for hard sales and tacky self-promotion to help others sell their services without feeling slimy, queasy, or untrue to their ethics. And on today’s episode, she’ll explain how we can maneuver these tactics for sales in a post-COVID world. How do I ensure that my business will succeed in a post-pandemic world? Change areas of your selling that aren’t right for your message and delivery. You no longer have the excuse of COVID to keep those bad habits. Consider the post-pandemic a clean slate to look at your selling procedures and identify where more education or skill is needed. We tend as small business owners to sell and manage our sales folks to sell to people exactly like us. Cast a wider net.  Balance your emotional storytelling with the details and KPIs. What are some other things salespeople do that may be subtly eroding

  • What Every Seller Needs To Know About Selling Post COVID-19 | Donald Kelly - 1449

    21/05/2021 Duration: 15min

    Here’s a fun fact: Only 33% of decision-makers feel their organization is ready to get back to in-person work. What does this mean for the sales professional? In today’s episode of The Sales Evangelist, Donald shares three insights salespeople should remember as we adjust to the inevitable post-COVID return to office work. Over the next four to six episodes of the podcast, you'll hear Donald talk with different sales leaders, authors, and sales coaches about what you need to know as we get back into the office full time. Only a third of decision-makers feel their company is ready to return to the office. This Market Watch article details this statistic and that many decision-makers feel going back to the office will be unpredictable and potentially chaotic. What should the salesperson expect when they come back to the office? Sales may slow down, and your sales process might take longer. Those decision-makers will have many fires to put out with the return to the office. They’ll have to ensure employee sa

  • What's Between Your Ears is Your Biggest Obstacle, NOT Who's in Front of You | Austin McCulloh - 1448

    19/05/2021 Duration: 23min

    On today’s episode of The Sales Evangelist, Donald is joined by Austin McCulloh, consultant and founder of Austin McCulloh Advising. Austin shows people how to prospect virtually, whether using LinkedIn, Facebook, or other methods to take advantage of online opportunities. During his professional career, he’s learned that what's between your ears is your biggest obstacle, not who’s in front of you. Overcome your mental challenges. None of us are perfect, so stop trying to live up to an impossible standard. Some salespeople spend an hour researching before a main call only to get a prospect voicemail. How much excitement and energy do you have now to make that next call? Have a counsel or advisor around you - people you can bounce ideas off. Especially those better than you. Read The Four Agreements by Don Miguel Ruiz to understand and overcome your own self-limiting beliefs. Develop a process. Some salespeople feel out a sale as it goes because they believe that’s what a successful salesperson can do. In

  • What Do I Need To Do To Succeed In Sales? | Junior Germain - 1447

    17/05/2021 Duration: 13min

    Today on The Sales Evangelist, Donald is joined by Junior Germain - intern extraordinaire at The Sales Evangelist. When he’s not hitting the books at BYU-Idaho, you can find Junior assisting the TSE team in all things social media, PR, and marketing. Today’s episode is a quick Q&A, where Junior asks Donald his questions about one topic: what do I need to do to succeed in sales? Question 1: How do I overcome mental fatigue as a salesperson? When people tell you no, view it as a part of the sales game. (Meaning they aren’t rejecting the person; they’re rejecting the role.) That person might be in the middle of cooking dinner, watching a great Netflix show, or preparing for work. If you try to make a sale (especially when inconvenient for the prospect), you’ll inevitably get rejected. Question 2: How do you overcome the fact that you’re interrupting their daily schedule?  You’re providing a helpful service or product - something of worth to your prospects. Your job is to help them realize that. You don’t

  • 5 Ways Rookies Can Sell Like the Pros | Tony Morris - 1446

    14/05/2021 Duration: 25min

    New sellers struggle to make sales because they lack the skill and experience to ask well-crafted questions and build rapport with their prospects. In this episode of The Sales Evangelist, guest Tony Morris tells us the five ways for new sellers to sell like pros. As an author, podcaster, entrepreneur, and speaker for sales conferences worldwide, Tony knows how any beginner in the sales world can stand out.    Follow the 80/20 rule (but in the proper order) Sales reps should apply the 80/20 rule when talking to prospects: listen 80% of the time and speak 20% of the time. (We have two ears and one mouth, so use them in that order.) Many salespeople use the 80/20 rule, but reversed. Tony’s first tip for new sellers: talk less and listen more.  When you encourage your prospect to talk more, you learn more about their needs and how you can help them.   Ask the right questions.  What makes a bad question? Any question that prompts a one-word answer. These questions are impersonal and don’t provide insight into

  • Better Sales Through Better Storytelling | James Ontra - 1445

    12/05/2021 Duration: 25min

    Today on The Sales Evangelist, we’re joined by Shufflrr CEO and co-founder James Ontra to discuss the importance of storytelling in sales. What’s Shufflrr? They help companies transform humble PowerPoints into invaluable business assets. Even better, your entire company can present and share from those same decks. It’s a paradigm change in presentation management that’s long overdue.   Why are presentations so important? Presentations are an integral part of the business world. From product information to case studies to introductions, companies communicate to each other through presentations.  We typically think of presentations as a single document, but it’s more nuanced than that. Every presentation is a story, and every slide is a scene. Within Shuffler, you can drag and drop slides to create custom stories, and your entire company can present and share from those same decks. Meaning, those coworkers presenting in London or Hong Kong will be unified with the same platform.   How do we tell better storie

  • Why Are Sales So Important and How To Do It Right…Every Time | Francois Lupien - 1444

    10/05/2021 Duration: 28min

    On today’s episode of The Sales Evangelist, we’re joined by coach, speaker, and presenter Francois Lupien. From Tae Kwon Do Canadian champion to a top real estate agent to serial entrepreneur, Francois has worn multiple hats and now dedicates himself to helping entrepreneurs increase their net worth and accomplish their goals. Today, he lets us know why sales are important and his approach to doing it right every time. But first, why are sales so important? Nothing happens until a sale is made, regardless of the field. A sale is needed for a business, just like fuel is needed for any car. For the client, you are an essential cog in the wheel. There are many problems and many solutions, but the salesperson’s job is to ensure the solution is brought to the problem. As a salesperson, you need to be Sherlock Holmes: inquisitive, curious, and 100% focused on the person in front of you. Genuine interest in the client is your first role. Francois’s tips to be excellent in sales: Questions are the answer. If you a

  • How to Draft Sales Questions According to Your Customer's Personality | David Garcia - 1441

    03/05/2021 Duration: 23min

    Today on The Sales Evangelist, we’re joined by David Garcia. The current CEO of the pre-employment background check company ScoutLogic Screening, David’s 25 years of experience in B2B sales and marketing has made him well-accustomed to asking the right questions. With a specialty in big enterprise deals, David developed a strategic sales method to optimize his success chances. He’ll share some of that methodology by telling us four things to consider when drafting sales questions based on a customer’s personality. Rethink your role in the sales process.  Sales is shifting away from a sales-driven approach. Consider yourself more akin to an intelligence agent. (Think Carrie Mathison from Homeland.) Why is this important?  Because sales today is 80% research and 20% asking questions. Salespeople are versed in researching a company: check reports, Twitter feeds, social media; you can learn a lot that way. But when David says research, he means to learn about the buyer - the person on the other end of the call o

  • Ask Powerful Questions During Inbound Meetings Without Interrogating Your Prospects | David Goings - 1440

    30/04/2021 Duration: 28min

    On today’s episode of The Sales Evangelist, we’re joined by David Goings, self-professed sales nerd and current SMB team lead at LogicGate.  David believes in making an impact in the prospect’s sales journey. Sales, at its core, should bring a positive impact to your customer’s lives. You might do that through your products and services. But also, sometimes it's just in the experience that you have with the customer. From an inbound perspective, you need to consider where the customer may be in the buying process. With an inbound conversation, the prospect may have already identified that problem internally.  In an outbound conversation, you may have just pique someone's interest. But the prospect is still identifying the problem.  David’s Three Tips to Avoid Conversations Feeling Like an Interrogation Change your mindset. You need to come in and understand that your job is to help the other person, not to make a sale. You morally can't pitch products and solutions until you know the prospect’s current sit

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