The Sales Evangelist Donald Kelly

Are you a seller trying to find your dream job? Discover how in this episode of The Sales Evangelist Podcast. 
Host Donald Kelly chats with guest Dan Fantasia, the CEO of Treeline Incorporated, on the crucial aspects of sustaining a sales career and excelling in job interviews. 
Click the play button to learn the five tricks to help sales representatives get hired immediately! 
Changing Lives Through Recruitment
Treeline Incorporated, a Boston-based sales talent recruitment firm, has significantly impacted the lives of over 3500 individuals. With 23 years of experience, Dan and his firm provide invaluable advice to those seeking to change their careers.
Research and Preparation: The Backbone of a Successful Job Search (4:10 - 8:43)
Why is it important to research a company before the interview? Dan explains how research enables you to gauge if the company aligns with your values. Are their core values in sync with yours? Do you possess the requisite skill sets as per the job descriptions? 
He also answers a question that many new salespeople wonder, "Should you focus on one specific industry or be open to all types of jobs." Listen to the episode to discover the answers.
Why Are You a Good Fit? (10:05 - 14:38)
To determine if you're a good fit for the company, it's crucial to consider your skillset as a seller. Dan offers distinct advice for salespeople at different stages of their careers- those who are just starting out and those who have been in the industry for years. 
How do you ace the most common interview question, "Why do you think you're a good fit for the company." Reading job descriptions and understanding the company's core values will help you formulate a smooth answer.
Be Present (14:39 - 21:36)
You will only make it far if you strive to improve as a sales rep. Listen to Dan's story of how being distracted can cause you to be less engaged during the interview process. His example shows how important it is to ignore distractions to be within the present moment. 
Know Your Story (21:52 - 25:30)
What does it mean to know your story? You must understand what you bring to the table for a successful interview.
Listen to Dan's knowledge on why knowing yourself will immediately get you hired during the interview.
Close After Every Interview (25:52 - 29:16)
What does it mean to close after every interview? It’s your turn to be asking the questions. But what type of questions should you ask? Dan shares several examples of the questions you should ask after the interview.  
Learn the art of interviewing in this episode of The Sales Evangelist Podcast. Our special guest, Dan Fantasia, shares excellent tips on how to get your start in the sales industry. Click play now to hear his insights!
"You have to research the company. Do not take that for granted!” - Dan Fantasia.
Resources
Treeline Inc.
Dan Fantasia 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: 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 i

Today, we're going into the archive and bringing out an episode where Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master negotiating without manipulating.
Negotiation isn’t manipulation:
Incorporating negotiating strategies and techniques helps you and your team reach its needs or goals and opens the door for priorities to be rearranged and met.
It’s not a winner/loser situation – negotiation should come from a place where you look to satisfy everyone.
Low-stakes negotiation happens every day. Mastering negotiation is the key to developing long-term success.
Conveying your interests isn’t manipulation – it’s telling your story to meet your needs.
Barriers to entering a high-stakes negotiation:
PACE: Prepare – aware – close – evaluate
Prepare, think at the moment, and be as objective as possible. Be aware of both your and the other party’s interests. Uncover relevant information to reach the close.
How can you expect to negotiate well if you don’t know what you want?
There are many pieces of leverage at play when in negotiation. Be mindful of those levers to explore and realize what solution honors both parties.
Understand the solution from their perspective:
Negotiating conveys interests and beliefs – it’s an opportunity to connect and learn to know, like, and trust another person.
As a seller, asking questions about the other party helps you learn more about them and why they’re not siding with you on the issue.
Even if you know the answer, never make an assumption. Let the other party be heard. 
Be intentional with silence:
Practice what you say, and teach yourself not to ramble after speaking.
Some people think of it as a game – just practice not talking, and you’ll grow more comfortable with it.
We listen least actively to people we know. Practicing silence can interrupt that cadence and convey attention to the other party.
Susie’s final takeaway? Anchor ideas you want others to know early on to allow the other party to get their head around it. For more great content from Susie, visit her website for more information or connect with her on LinkedIn. You can find her book, The Art of Everyday Negotiation without Manipulation, on Amazon. (Visit negotiationlove.com for giveaways and other great content as well!)
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.

Are you ready to revolutionize your sales strategy and close deals faster than ever? In our latest episode, we dive into the innovative world of sales acceleration with Andrew Kappel, a seasoned sales consultant with a knack for transforming sales strategies from the ground up. 
Join us as Donald Kelly, our host, explores Andrew’s approach to crafting compelling one-page business cases that speak directly to executive needs, streamline the sales process, and drastically improve client engagement. Click play now!
Andrew Kappel’s Background
He has a decade of experience in sales consulting and specializes in sales strategy and sales acceleration services.  Before establishing his consulting practice, Andrew spent three years as a delivery consultant, and his duties paralleled those of a customer success team, only without a tangible product.  Andrew's extensive background in various sales environments has equipped him with a keen understanding of different industries, sales processes, and the intricate dynamics of complex deals. Creating Impactful Business Cases
Business case development is crucial for securing executive buy-in and facilitating successful internal selling strategies.  Listen to Andrew’s expertise in developing a brief yet powerful business case that centers on the SP 30 framework. From listening to this business case framework, sellers can create successful sales pitches through situational awareness, problem identification, and strategic stakeholder engagement. Leveraging Technology and Consulting Expertise
Andrew discusses how his consulting services integrate technology solutions to address specific sales pain points. Thanks to his background in enterprise data security and customer success, Andrew understands the importance of adapting sales approaches to fit transactional businesses and complex sales environments. Learn how change management is vital in seamlessly integrating CRM systems and other technologies to enhance business processes. Cold Outbound Prospecting and Effective Communication
Are you looking for some successful cold outbound prospecting techniques?  Listen to Andrew’s cold outreach strategy for more fruitful conversations with potential clients. His strategy blends empathy, precise communication, and visual communication in sales to enhance the effectiveness of a sales pitch.  Turn in to discover how these elements lead to better business trust-building with customers.  Strategy for Business Growth
Hear Andrew’s business growth strategies that can help companies scale efficiently while managing challenges effectively. He illustrates how tailored sales acceleration services can dramatically impact growth trajectories, especially with solid sales strategy planning. In this episode, you’ll uncover the pivotal role of concise, impactful business cases, and how they can magnetically draw in executive attention and approval. Join us in this compelling conversation to elevate your sales game by understanding and implementing refined sales strategies that guarantee results. 
"You must build trust, rapport, and acumen with the person you work with." - Andrew Kappel.
Resources
Andrew Kappel on LinkedIn
Benchmark Signal Consulting
The 3-Part Business Case Framework
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

Are you struggling to pivot sales strategies based on a single customer’s feedback? Is it hard to understand why a seemingly perfect sales approach failed?
If you answer yes to both questions, you must listen to this episode of The Sales Evangelist. Host Donald Kelly chats with Brady Jensen, a leading expert in market research and customer identification, about the importance of real-world data in crafting effective sales motions and enhancing customer credibility.
Click play now to learn how to build a reliable, data-driven sales process!
Brady Jensen’s Background 
Brady Jensen is a seasoned professional with expertise in harnessing real-world data to enhance go-to-market strategies for sales organizations.  As the CEO of Aggregate Insights, he specializes in translating non-sales interactions into valuable sales insights.  His company aims to help create stronger connections between sellers and buyers. Tune in and hear how his knowledge will boost your team's credibility and competitive advantage in sales scenarios. Real-World Data for Go-to-Market Professionals 
Brady shares how go-to-market professionals can leverage real-world data and refine their sales strategies.  Hear how this approach helps sellers understand buyer’s behavior and assists in tailoring the sales process to meet the customers' exact needs. Sales and Marketing Alignment: The Key to Consistent Success 
Brady shares that true sales and marketing alignment begins with both teams having a profound understanding of each others’ roles.  Discover how this partnership fosters a conducive environment for strategic accounts and helps nurture leads more effectively. Identifying and Avoiding False Sales Patterns 
Don’t make the mistake of identifying misleading sales patterns to detriment the sales process.  Brady explains how sales and marketing alignment is crucial in avoiding biases that often mislead sales strategies.  Listen to this episode to discover why you need to focus on feedback analysis and win-loss analysis to understand what strategies worked and which didn’t.  He also shares how this approach helps sellers find their Ideal Customer Profile (ICP). Actionable Strategies for Sales Reps and Leaders
Brady shares three actionable tips for reps and leaders to improve sales methodologies. But to know what they’re, you must click play and listen to this episode! Today's discussion with Brady Jensen highlights crucial techniques like customer identification and enhancing sales motion. You’ll also learn why it’s essential to integrate sales training with strategic insight into buyer behavior and market research. Tune into this episode to equip you with the knowledge to excel in the competitive world of B2B sales.
"It's really about bringing insights from people in a non-sales context to help sellers understand exactly who they're selling to, what they care about, what motivates them, and helping translate that into a selling motion that helps your prospects feel like you get them." -Brady Jensen.
Resources
Aggregate Insights
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

Creating content on LinkedIn is essential for inbound marketing and growing a sales pipeline. But you need to figure out how to do it. 
Learn how to do it in this episode of "The Sales Evangelist Podcast." In this insightful episode, Gabe Lullo, the CEO of Alleyoop, joins host Donald Kelly to delve into the transformative role of content in sales strategies. 
With a focus on empowering sales development representatives (SDRs) and sales organizations, Gabe shares his journey from a hands-off LinkedIn user to a content-driven leader. Discover how this shift has exponentially boosted his company's success rates. 
Click play now!
Understanding Alleyoop's Mission
Gabe Lullo is the CEO of Alleyoop and a frontrunner in sales development and prospecting.  He emphasizes that while Alleyoop doesn't handle sales directly, it specializes in optimizing the front end of the sales cycle, primarily using phone communication, and supports these efforts through various channels.  The primary goal is to increase opportunities for clients to drive revenue. The Importance of LinkedIn and Content for Sales
Donald and Gabe discuss the strategic use of LinkedIn and content creation as essential tools in sales.  Gabe, having seen over a 100,000% increase in impressions year-over-year since heavily investing in LinkedIn content, stresses the massive potential content holds for generating business leads and enhancing company visibility. Content Creation vs. Traditional Outreach
Gabe explains how previously, as an agency, their focus was on quietly promoting clients' brands in the background.  Initial content experiments showed promise, leading to a more extensive commitment to content production, which complemented traditional outbound efforts. This dual approach has led to record-breaking business months, with half of their new deals sourced from content-related activities. Frontline Strategies: Empowering SDRs with Content
Gabe points out the practical application of content in day-to-day sales operations. He advocates for equipping SDRs with ready-to-use content crafted by high-credibility figures in the company, typically the CEOs or recognized industry leaders. This strategy ensures that the SDRs are not just cold calling but engaging potential clients with meaningful content that establishes trust and authority from the outset. Tips for Creating Effective Sales Content
Gabe suggests starting simple with text posts and gradually moving to more engaging formats like videos, which have proven to offer the highest engagement.  He shares how Alleyoop has embraced an all-hands-on-deck approach in content creation, with various team leaders contributing to their robust content strategy. Tune in to unlock the powers of sales content creation with Gabe Lullo. Integrating content-driven sales strategies is crucial to truly thrive and not just survive. 
Your investments in your content today pave the way for tomorrow's successes. Click play to elevate your sales game through content! 
"Get comfortable with being uncomfortable." - Gabe Lullo.
Resources
The Sales Evangelist Podcast episode 1730
Gabe Lullo 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

Do you want to master the art of effective closing? The only way for you to become one of the greats in enterprise sales is by listening to an expert. 
In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with David Blaha, a seasoned professional with a 30-year track record, including pivotal roles at American Express and his current position as Chief Revenue Officer at Extend.
Listen to these proven strategies to gain practical closing skills for enterprise-level sales. Click play now!
David Blaha’s Background
David Blaha's rich negotiating background starts from his impactful years at American Express.  After American Express, David transitioned to working with startup companies, enhancing their growth trajectories before joining Extend as the Chief Revenue Officer. Through his story, you'll discover the importance of continuous learning and growth to develop a positive mindset for enterprise sales. Enterprise Sales: A Strategic Approach
The secret to effective closing in enterprise sales is to remember it's an ongoing process. Never fall into the trap of believing that this step only matters at the end of the sales cycle.  David shares how this approach establishes connections and secures smaller commitments throughout the negotiation.  New Sales Motto: It's a marathon, not a sprint!  If you like to rush through deals, you might want to stop. Donald and David both share how enterprise selling is like running an ultra-marathon. Sellers need persistence and strategic pacing, no matter how big or small the sale is! Negotiation and Relationship Building
Peak curiosity and ask questions to understand customer needs to help you close deals. David shares how these seller's techniques build trust, create genuine connections, and offer tailored solutions to customers. One of the top negotiation skills sellers must master is non-adversarial tactics. David advocates for radical candor and transparency, aiming for mutually beneficial outcomes rather than merely focusing on margins. Key Principles of Enterprise Sales
David shares his five essential principles for sales professionals: 1. Mindset: Maintaining a positive mindset is crucial, especially when facing rejections and diverse opinions from various stakeholders. 2. Connection: Building internal connections within organizations is vital to understanding different departmental goals and leveraging these insights. 3. Discovery: Conduct thorough discovery phases to tailor solutions based on explicit customer feedback and needs. 4. Adapting/Adjusting: Flexibility in adjusting offerings to align better with client expectations ensures long-term satisfaction and contract retention. 5. Negotiation: Strategic negotiation focuses on growth and long-term relationships rather than short-term wins. To achieve long-term success in enterprise-level sales, you must master effective closing. Commit to negotiation transparency to build customer trust; you'll become as great as our special guest.
Listen to this episode and hear David Blaha's refined approach to the sales process. Take these tactics and apply them to your dealings, ensuring a trajectory of growth and success in the intricate world of enterprise-level sales.
"Radical candor and transparency in negotiations are key. It's about negotiating in good faith and aiming for growth rather than just focusing on margins." - David Blaha.
Resources
David Blaha’s email: David@paywithextend.com
David Blaha 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 Lin