The Sales Evangelist

Prospecting is not an easy part of the sales process and sometimes, sales reps don’t have much luck with it. How do you change your luck for prospecting? Let’s talk about that in this episode.  Bad Luck in Prospecting Some sales reps just find prospecting is difficult. Donald finds that acknowledging and correcting cognitive dissonance can be helpful in amending that problem.  When it comes to cog...

How do you grab your prospects’ attention? Sales reps all have their unique strategies and in this episode, Brandan Kane talks about his methods on capturing peoples’ attention.  Getting to know Brendan Kane  Brendan Kane is a growth strategist who helps brands, corporations, celebrities, B2B, and B2Cs stand out in saturated markets. He started out in the entertainment industry managing the digita...

Getting to know Cody Butler Cody Butler is a marketing coach and consultant for lead generation sales. He helps companies with the toughest aspects of their businesses. In this episode, Cody Butler shares his expertise on how to get responses by crafting effective outreach messages.  Crafting effective outreach message One of the biggest mistakes people make is the lack of brevity. Everyone is so...

Donald didn’t believe in sales mindset training and it affected the sales process. Eventually, that belief changed. In this episode, Donald talks about how and why it changed.  Sales Mindset Training  Teaching somebody how to prospect means you’re also teaching them how to land more deals.   Donald went through a program called Thought Pattern for High Performance on CTV. It helped him understand...

Getting to know Joroen Corthout Jeroen Corthout is co-founder and CEO of SalesFlare, an intelligent CRM for SMBs selling B2B. It’s most popular among agencies and SaaS companies. In this episode, Jeroen talks about his CRM platform and all the other ways to use LinkedIn to win deals.  Use LinkedIn to win deals LinkedIn doesn’t share as much information on this platform as truly required. Sales rep...

Getting to know Scott Roy and Roy Whitten Scott Roy is the co-founder and CEO of the Whitten & Roy Partnership. It’s a sales consultancy that works with organizations to transform their sales performance. They work with 45 countries in the B2C and B2B markets.  Roy Whitten has been friends with Scott Roy for many years and they’ve journeyed through their sales careers together. Roy started in door...

Getting to know Shruti Kapoor  Today’s guest is Shruti Kapoor the co-founder of Wingman, a company that looks at the call data to provide overall analytics to sales leaders and sales teams. She started her career in finance a decade ago as an investment banker and from there, went on to build the business she has today. Analyzing B2B sales calls Since the pandemic, Shruti has learned three things:...

Getting to know Martin Heibel Martin Heibel’s career has centered around software sales and he is now the co-founder of Ciara, the company where you can find the CRM software tool he calls The Conversation Assistant. Win deals on the Phone Right now reps are having to go back to the beginning of sales relationships and take a look at what the needs of their customers actually are as their needs ma...

Getting to know Adam Springer  Adam Springer helps B2B startups with their technical sales process by offering his expertise in building systems to help businesses get to a million dollars in a year or less.  Uncovering customer pain points Uncovering pain points is especially important during the qualification stage. Pain points include the prospects’ frustrations, what causes fear, and the goals...

Getting to know Will Batista and Heidi Peters  Heidi is a digital marketing strategist and consultant. She works with Republicans, the candidate campaigns, state parties, and anyone in the political organization looking for digital efforts. Heidi specializes in various causes and online fundraising programs.       Will calls himself a reformed campaigner. He’s been doing political campaigns since...

Getting to know Jeff Fromm  Jeff Fromm has written four books over the last 10 years on Gen Z. He uses thought leadership to stimulate his sales funnel and content marketing as his inbound tool.    Diving into brand loyalty  Jeff thinks of loyalty in terms of frequency of use and price elasticity. Loyalty to a brand equates to using its products more frequently. It doesn’t doesn’t mean using the b...

Using Past Stories in Your Close  Stories are powerful as they can help promote your product or service in many ways. How can you use stories to close deals? Nathan Hirch is a long time entrepreneur who started with an Amazon business when he was still in college, selling over $25 million in product. He built his company using virtual assistants and other freelancers and within four years, he was...

I Don’t Need Anymore Training! It's a mistake for salespeople to believe they don't need any more training. This mindset isn’t productive and it certainly won’t help you improve your skills as a salesperson.  There are many people who don’t think they need to improve upon what they already know. It’s a pervasive issue and it's due to several reasons:  There is a hypocrisy that’s often present in t...

Using Direct Mail To Move Prospects Through Your Funnel Salespeople use direct mail to move their prospects through their sales funnel but how does that impact the business? Let’s talk about that in this episode. Nick Runyon loves everything about marketing. He started out promoting his parents’ and friends’ business and ever since he’s been fascinated by connecting people with problems to people...

How 5-Star Reviews Can Increase Conversion Rates Reviews are a great marketing strategy to increase conversion rates. Have you been using your reviews well? In this episode, let’s talk about reviews as a way to increase conversion rates.   Brian J. Greenberg , aka The Salesman Who Doesn't Sell, has founded businesses in e-commerce, marketing, and financial services. He has generated over 50 millio...

4 Steps to Systematic Sales Growth  Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth.  Jimmy has been in real estate for 27 years and the years have let him experience all the different marketing cycles. He was able to build a time and had over a million dollars income in a year and he’s...

Three Skills to Help You Overcome Objections Being in sales, there needs to be a level of optimism but objections are also part of the process. How do you handle objections? Alison started her career in the human resources field before she jumped into entrepreneurship. She tried building her own business four times but failed each time. It was her fifth try in 2019 that she became a success.   Ski...

How Recognizing Intent Signals Can Help Overcome Objections   Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections. Ernest Owusu leads a sales team at 6sense, an account-based orchestration platform that helps companies identify when an organization needs their help in prio...

Vulnerability - The Key to Landing More Sales Appointments In 2020   The key to surviving this year’s pandemic is being vulnerable. Donald explains the reason why in this episode.   Donald was talking to another gentleman about his experiences during the pandemic and asked how he was coping and making sure the family was doing well. This man could have skirted the issue but he didn’t. He told the...

The Top Three Issues Killing Your Sales Deals   Are your sales suffering because your deals are getting cut off? In this episode we will address some of the issues that can kill deals. George Bronten is the founder and CEO of Membrain.com , a sales enablement CRM.    Things killing your sales deals Even before the pandemic, a ssumptions are one of the reasons why deals get killed. Salespeople make...

Important Business Lessons You Can Apply Across All Areas of Life   A successful business learns from what it experiences, either through its own history or the history of others. Let’s talk about some of the important business lessons you can apply in all areas of life.    Kevin Harrington is an entrepreneur and a mentor. He’s worked with celebrities who have become entrepreneurs and with his hel...

Will B2B Sales Be Impacted by The Elections?   The presidential election of 2020 is coming. The question is, will this impact B2B sales? Let’s talk about that in this episode.    An article published in NewNorth stated that the political season impacts B2B sales but it depends on the industry and the type of customers you’re looking for. Studies have shown that multi-million dollar organizations t...

How to Reach Decision-Makers When Selling to Enterprises   When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect?  Let’s talk about that in this episode.    Erik Kostelnik is the CEO of Postal.io,  a sales marketing engagement platform that generates leads, increases sales, and improves customer retention by optimizing offline engagem...

Mistakes Salespeople Make When Prospecting   Prospecting is one of the hardest stages in the sales process. It’s where salespeople commonly make mistakes that impact the entire pitch. Learn some of the common prospecting mistakes in this episode.    Diane Helbig works with small business owners and salespeople in overcoming their struggles. She works out realistic ways for salespeople and entrepre...

Discuss and Understanding Women Leadership    Understanding women leadership is becoming an important facet of sales success today. Women now play the same roles that men have but it’s not a typical subject to talk about the challenges that women face in their careers. Linda Yates helps people and organizations tap into their most positive, profitable, and professional image.    Obstacles to women...