I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working.
Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!
Donald Kelly | 5 Simple Ways To Getting Past The Gatekeeper
Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. Imagine if you had five strategies (and maybe even a bonus strategy) to get past those gatekeepers and land sales. In today’s episode of The Sales Evangelist, Donald is going to do just that.
Sean Callahan | 7 Things From LinkedIn State of Sales Report to Increase Revenue
The tactics, strategies, and practices of sales are constantly changing, and understanding how and where to adopt those changes into your sales strategy is critical to see success. So, on today’s episode of The Sales Evangelist, Donald is joined by LinkedIn Senior Content Manager Sean Callahan to go over the seven sales trends identified in the 2021 LinkedIn Sales Report.
Ruben Alvarez | Do As I Do, Not As I Say
At the end of the day, sales leaders should be able to do what they have their team to do. Because sometimes you’re telling them to do one thing when you do something entirely different. Today on The Sales Evangelist, Donald is joined by Ruben Alvarez to discuss why team leaders should lead by example, not just through talking.
Scott Roy | Setting Up and Managing an Ethical and Effective Sales System for Social Enterprises
Can sales make the world a better place? The principles we learn in sales can be used almost anywhere. And yes, that includes making the world around us a better place. Today’s guest, Scott Roy, joins us in the studio to share how he uses his sales skills to do good and help those around him.
Victoria Song | The Golden Ratio for Talking vs. Listening
Salespeople have heard the mantra thousands of times: talk less, listen more. But why? And more importantly, how? In today’s episode of The Sales Evangelist, Donald is joined by leadership advisor Victoria Song to learn how salespeople (and anyone else) can balance listening and talking.
Bryan Kelly | How to Ask More Beautiful Questions
Sales is all about solving problems. But are you going about solving problems the right way? In today’s episode of The Sales Evangelist, Donald is joined by guest Bryan Kelly to discuss how we can ask more beautiful questions, using the book A More Beautiful Question by Warren Berger as a framework.
Phase One: Why?
When we ask ‘why,’ it requires you to adjust the way you look at the world. There are three different ways to get into this mentality. First, step back and disengage. Taking a break will break up your routine and help inspiration strike. Next, challenge your assumptions. Whether they’re your assumptions or the assumptions of others, asking questions about your current process will help you find new avenues to explore. Finally, question the questions. Reframe a question to challenge the expected answer. Remember the five why’s. (Literally ask the question “why” five times in a row to get to the root understanding of the situation.)
Phase Two: Wondering “What If?”
Get everybody (including yourself) to avoid thinking about specifics. Similar to phase one, there are a few practices you can implement: Combinatorial thinking is one method where you look at combining existing practices and how that combination can lead to new possibilities. Next, you can live with the question. We often try to answer questions in the moment, but that’s not usually necessary. Instead, take time to relax and distance yourself from a problem to view the situation with a fresh perspective. Finally, think of wrong ideas. It might seem counterproductive, but this process can help lead to the concept you need.
Phase Three: Determining How
We want to jump to the “how” of a solution, but there’s a reason it’s the last stage. If you start there, you’re missing the critical time to go deeper into the question itself. Converge the ideas you’ve explored into one idea worth pursuing and share it for feedback. Give form to the ideas you’ve worked through. Before you go and ask others for feedback, bring the idea to life. In other industries, it might look like a prototype. In the sales space, write a summary, proposal, chart, or whatever would help people give the best feedback. Rapidly test and learn. If you have several potential solutions, run a quick test to see how the change affects your problem.
Bryan’s final takeaway:
Instead of jumping to the “how,” first think about the “why.” To get in touch with Bryan, visit his website getstrokeofgenius.com or connect with him on LinkedIn.
This episode is brought to you in part by Skipio.
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This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.
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