Archive Monthly Archives: April 2017

Donald Kelly, The Sales Evangelist Podcast, Great Sales Presentations

TSE 549: Sales From The Street-“Be Interested”

Meir, Donald Kelly, The Sales Evangelist Podcast Today’s guest is Meir Ezra, an entrepreneur who went through an interesting experience during his first sales call that actually landed him a great account. Meir previously spent six years in the army, living on $6 a day, until he had to start selling, and now he has created an empire, owning many businesses around the globe.

Meir has a viewpoint that he is willing to win and lose with the same level of enthusiasm. He plays the game for playing, not for winning. Discover more of his viewpoints which you can take along with you to help you on your sales journey.

Here are the highlights of my conversation with Meir:

Meir’s biggest sales struggle:

Coming back from South Africa, Meir went to Israel and saw a system that combated fuel fraud. He needed to sell this to major companies and went to BP one day and sent a presentation.

Meir looked for the top guy, Bill, and he told the receptionist he was there to meet him. When he was escorted by the secretary to Bill, he asked Meir if he knew him. Meir responded that Bill would want to know him. Then Bill said he’s got 5 mins. Meir actually walked in the building at 10am and 8pm, they left together after dinner.

Strategies Meir used to achieve sales success:

  1. Care about the person

In order to sell, you need to care about the person in front of you. The secret to caring is not asking questions but to get an answer to your question.

  1. Get an answer to your question.

Sales is not about asking questions, it’s about getting an answer to your question. When this happens, you get  in control of the sales cycle. Second, they know you’re interested and not just interesting.

When you ask a question, get the person to look into his mind and the moment he gives you an answer, then you already have the person.

A salesman helps the client to help himself with his product or service. But you can’t help your client before they told you everything you needed to know.

Once you learn the art of getting an answer to your question, your sales closing percentage can’t go below 100%.

  1. Understand before you act.

When you actually sold is because you understood the client and when you didn’t sell is because you didn’t understand the client.

Give the customer what you know he wants. (“Know” means what you found out and not just a guess) If you give them what they want, then they’ll buy it from you.

  1. Know that it’s you.

Consider that everything is you. Stop blaming it on other people or things or situation. If the prospect is not answering, change something in you. It’s you.

Responsibility means that you are the cause for everything that happened to you and for everyone else.

Wondering what ever happened to Muir’s deal with BP?

Three months later, they signed a $100 million contract.

Meir’s Major Takeaway:

Be interested. Don’t blame anyone ever. The moment you start to blame, know that it’s you regardless of how good your excuse sounds.

Episode Resources:

Get in touch with Meir at  

Predictable Prospecting by Marylou Tyler

Join our Facebook group The Sales Evangelizers

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Affliate Marketing, Partnering

TSE 548: Traditional Affiliate Marketing Sucks…Try Performance Partnerships™ Instead

Affliate Marketing, PartneringPeople have different sentiments about affiliate marketing. While some like it, others don’t. Well, the key is in doing it right. My guest today, Robert Glazer, is going to teach us about affiliate marketing and the idea behind Performance Partnerships™.

Robert is the Founder and Managing Director of Acceleration Partners, a leading independent performance marketing firm in the U.S., helping companies launch and manage affiliate programs. They help these companies set up their programs, grow, and scale them for a higher quality affiliate marketing approach.

Robert is also Founder and Chairperson of BrandCycle, a technology, and services platform that connect life-cycle retailers with high-quality content and influencer partners in a streamlined manner. Robert is the author of the book, Performance Partnerships, which will be discussed today.

Here are the highlights of my conversation with Robert:

Robert’s coolest sales experience when he was the customer: It’s not what you do, it’s how you do it.

What is Affiliate Marketing?

Affiliate marketing is when a company and a marketing partner (called an affiliate or publisher) enter into a commission-based relationship paid for performance.

Almost every retailer or consumer company doing over a million dollars online in sales has an affiliate program.

It’s a framework or mechanism by which you devise a performance-based way to work with affiliates that can basically represent almost every conceivable form of online marketing activity.

Challenges of Traditional Affiliate Marketing:

  1. Lack of transparency
  2. Conflicts of interest
  3. Shortage of talent in the industry
  4. A general lack of complacency

4 Elements of Performance Partnerships

This refers to the high-quality aspects of affiliate marketing excluding the other parts responsible for the poor reputation.

  1. CPA Payout

CPA is Cost Per Action payout is where you pay for when you get what you want, whether be it a lead or sale, equivalent to “cash on delivery.”

  1. Transparency

You know who your partners are and what they’re doing. It’s not a “don’t ask, don’t tell.”

  1. Real partnership with publishers

This goes hand in hand with transparency where there is an ongoing relationship.

  1. Real-time tracking and payment mechanism

Both parties can have access to the trusted intermediary that keeps the system going.

2 Main Types of Technology:

  1. Traditional Affiliate Network

They handle all the tracking, payment, recruiting, and range from self-service affiliate networks to more full-service (account management).

  1. SaaS (Software as a Service) Platforms

They license you an affiliate platform. Usually, they are not called an affiliate program but a partner program. This is where a lot of growth is seen.

Why do an affiliate marketing?

With affiliate marketing, you’re basically paying for outcomes and not for inputs. However, it has to be done right. You want to do affiliate marketing once you have at least a million dollar in sales online and if you have 5-20 partners.

How to get started with affiliate marketing:

  1. Find a person or firm that knows how to do it.

Find an in-house that can run this or engage an agency that might do the technology selection for you.

  1. You need a platform or network to get started.

The essence of an affiliate program is a platform but what makes it a performance partnership program is how you run it.

Strategies for determining compensation:

  • Compensation is part of the discussion with the company in terms of the good cost of sale, what to pay per sale on Google PPC or elsewhere.
  • Be consistent.

How to keep your affiliates happy to keep pushing your product:

  • You have to keep them educated and give them content and sales material.
  • Have a contest where they get a certain contest.
  • The key is engagement.

Robert’s Major Takeaway:

It’s a matter of how not if. How do I work with partners? What types of things do I do with them? And not, should I work with partners or should I have the program? Again, would you rather pay for outcomes than pay for input? You can design a performance partnership program completely tailored to your company, your size, and your strategy. You just need someone that’s willing to sit down and have a discussion with you.

Episode Resources:

Check out the book on and visit their website at Acceleration Partners. Visit Robert’s weekly blog site.

Connect with Robert Glazer on LinkedIn and be sure to make it personal!

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

sales, sales pitch

TSE 547: This is Why Your Sales Pitches are NOT Working!

sales, sales pitchAs a sales coach, I’ve had the privilege of working with sales professionals and entrepreneurs and I’ve come to realize many different trends. One of them which I commonly see is that sales professionals tend to forget to do the basics.

Here’s one fundamental principle often overlooked by sales professionals and entrepreneurs.

It’s Not About You!

I was invited to this event as a sales expert to do some coaching where individuals who signed up for some coaching slots got to sit down with me and I learned about their challenges. In the back-end, I’d be able to get some leads added into my funnel.

Anyway, one of them was this lady working with a nonprofit and they needed to generate money so they could acquire homes they could refurbish to be converted into livable places for the homeless.

So she went to various government organizations but their pitch was totally about them. It was all about them – what they did, their problem, etc – basically it was “we-centric.” I also saw the same issue with the rest where they were just talking about them and not necessarily the buyer or prospect would get from it.

Strategies for Creating a Great Sales Pitch:

  1. Determine what value you can bring to the table.

Find out what they do to generate money. Determine what’s their goal or their overall vision and what they’re trying to accomplish. How can the product or service you have help them to do so? What value can you bring to the table? Before you go for the “ask,” do something that shows your expertise or ability to bring something to the table.

  1. Stop leading with yourself.

Make sure you come to the table with value or ways you can help their business go forward. This is a fundamental thing you need to realize.

  1. It’s not what you do, but what you can do for them.

Prospects don’t care about your widget, they care about what the widget can do for you.

  1. Quantify it.

Find a way to show money tying back to it. Be able to quantify dollars that ties back into their investment to so you can create a compelling message you can use in your pitch.

  1. Find ways to speak to what your customers want the most.

Here’s a powerful quote from Jeffrey Gitomer, “People love to buy but they hate to be sold.”

Find a way where you can make them feel they’re buying something and they found a solution to their challenge. Ask meaningful questions. Give them what’s going to matter most for them. Hit them where it hurts.

Today’s Major Takeaway:

Go back to the fundamentals and see what they want or the challenges they’re facing the most and tie your message back to that. It’s not about you and what you can do. It’s about how you can help them.

Episode Resources:

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Social Selling, Ian Moyse, Donald Kelly, The Sales Evangelist Podcast

TSE 546: Using Social Media the Right Way to Increase Sales

Social Selling, Ian Moyse, Donald Kelly, The Sales Evangelist PodcastSocial selling has become one of the hottest topics today but a lot of people are not actually doing this right. My guest today, Ian Moyse, is going to give us some clarity and super valuable insights into social selling specifically around sales development.

With about 25 years of experience in the sales leadership arena, Ian has seen a lot of shifts in sales over the years including the use of social media. So how do you actually get a grip on this relatively new way of selling to make sure you achieve the success you want?

Here are the highlights of my conversation with Ian:

What is Social Selling?

People often equate social selling to social media but it’s just about social sales engagement and most companies call it social selling. Social selling is not in a Venn Diagram that overlaps with LinkedIn. While LinkedIn is a very useful tool, social selling is a methodology, a process, a way of thinking that encompasses the use of some tools of which LinkedIn is one of them.

Social selling involves the use of social media to engage with a customer or a prospect in some manner. It could be either get a contact or an existing customer that’s offering us a better way of supporting them and engaging them.

In short, businesses use the social media platforms to business advantage.

How to get started with social selling:

  1. Have a target audience.

Instead of hitting 500, all you want is just 23 people with the right profile who want to have a conversation with you because then you can really use your skills to convert them now or use them for later.

  1. Business leaders should bring it into a business.

Sadly, many business leaders see social media as a marketing thing or pushing information out just so that it’s out there. Or they may also view it as a toy and would only consider their salespeople as selling if they picked up the phone. But the buyer dynamics has significantly changed, the way they engage and the way they can search the net to look up insights and reviews. Between 50% and 70% of the sale is done before buyers engage with a salesperson.

Second, managers often want an immediate result and you have to understand that social selling can be a long, nurturing process.

  1. Make a great first impression.

Paint a good picture of how you look as an individual. Make sure you have a good picture and you add a bit of personality in there. Customers look for your creativity in the way you present yourself. Just get the basics right first.

The first impression counts, but in today’s world, the first impression doesn’t happen when you meet them in person. It happened prior to that because they’re already looked you up online.

Testing the Look of Your Profile

Ask your colleagues or friends and get comments about the look of your profile. You can also test this in your site using It’s a free site that allows you to test the look of your photo and get comments from people who voted based on a certain set of criteria. With a little bit of free effort, you can really get that edge. It’s always the 1% difference that makes a huge difference in sales.

“The horse that wins the race by a nose gets 10x times the amount of the second place.”

So you don’t have to win by ten miles but it’s the little things that add up that could mean someone chooses you for that job or project.

  1. Nurture your prospects.

LinkedIn Sales Navigator

Again, social selling is a long, nurturing process. Identify your target list. Use LinkedIn Sales Navigator, for example, so you can mark them and group them accordingly.

Twitter Lists

You can do the same thing with a Twitter List. For example, name your targeted people as “Influencers” list and seeing they belong to that list would flatter them. Then they will look at who added them and of course, you want your profile to look good and professional. Then you can look at that list any time or share them with colleagues.

Engage with them.

Share something they posted or comment on their posts but make sure you’re doing this genuinely. Don’t be someone you’re not. Look for something where you can leave genuine comments. The real goal for this is to get them to comment back or follow back.

  1. Make it a habit.

Understand that this is a slow game. Most people, however, are not doing this. It’s adding up these small things that compound to the success you get out of this.

Ian’s Major Takeaway:

Do not ignore social media and figure out what works. You don’t have to be on everything. Get your personal brand up because there’s a lot of people in the job market so it’s very competitive. A sales leader will always look for a star. You don’t necessarily have all the answers but you’re always open to being coached and always willing to learn.

Episode Resources:

Connect with Ian on LinkedIn and Twitter

LinkedIn Sales Navigator

Twitter List

The Sales Development Playbook by Trish Bertuzzi

Check out our Facebook group, The Sales Evangelizers

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, TSE Hustler's League, The Sales Evangelist

TSE 545: TSE Hustler’s League-“Researching Without Wasting Time – Part 2”

Donald Kelly, TSE Hustler's League, The Sales EvangelistToday’s snippet taken from one of our previous sessions over at the TSE Hustler’s League is Part 2 of last week’s topic (TSE Episode 540) where we discuss ways to research on your prospects without wasting time.

Strategies for maximizing your research:

  1. Use Facebook.

Find out personal nuggets about them, basically, what matters the most. Don’t do too much research on their Facebook and come out creepy. You want to ask meaningful questions. If they vent about some issues they have, subtly bring them up in the conversation.

  1. Check the company website.

Read about them and their boss on the company webpage. Look up company announcements, recent activities, etc.

  1. Search for the individual by “name” on Google.

Be sure to put the quotation mark so the results you get are specific to this particular client.

  1. Figure out which particular product are they making the most money on.

If you can’t find it from the company itself, try to look up their competitors and see what particular product is most profitable to them. So it’s probably going to be the same thing with your prospect.

  1. Find out who is the ideal customer for them.

Do they have an avatar?

  1. Educate.

The whole point of the first meeting is to get some information but also be able to educate them and present stuff they may not have known. You may also do this through asking them.

Figure out how their email automation process is like by signing up for their newsletter. Get on the competitor’s email automation to see some of their sequences and then you can use that information to educate your prospects.

  1. Use other company search sites such as:
  • Quora (See what questions people have asked on Quora and you can bring it up in the meeting)
  • Glassdoor
  • Hoovers

Episode Resources:

Check out TSE 540: Researching Without Wasting Time – Part 1




Check out the TSE Hustler’s League

The Sales Development Playbook by Trish Bertuzzi

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Petra Foster, Donald Kelly, The Sales Evangelist Podcast

TSE 544: Sales From The Street-“Raise Your Price”

Donald Kelly, Petra Foster, The Sales Evangelist PodcastDo you sell your services by the hour? As entrepreneurs, business owners, or sales individuals, we’re okay with charging the lowest rate possible usually because we’re afraid we might lose the business if we charged them too high? But what if you could charge a higher rate and still earn that business every single time?

Today’s guest is Petra Foster, a Client Enrollment Strategist, and she’s going to share with us some insights into charging the right price which you can take to your business.

Petra helps salespeople to position themselves as the premium brand that commands high rates. Most of her clients start from at least $3,000 by creating packages that command the value. She also helps them master sales techniques so they get an immediate yes and take full payment right on the first call.

Here are the highlights of my conversation with Petra:

Strategies for selling high ticket items:

  1. Sell based on value not on price.

People think they need to charge their services by the hour so they’re selling based on price and not on deep-lasting transformation.

  1. Build your brand.

People need to position their offer and who they are in the marketplace. Being a brand is all about having a perception.

  1. The selling starts on social media.

The sales actually begin’s when someone sees you on social media. You need to be able to educate people  on their problem, that their problem can be solved, and that you’re the only person that can solve their problem.

  1. Focus on their problem and how you can solve it.

When you post on your social media platforms about your prospect’s problem as well as your solutions, that would heighten their problem and they would already pre-select themselves and book a call with you because they’ve already been pre-sold.

What happens when you focus based on hourly rates:

  • No commitment from the client so the person may not turn up every single day
  • You’re more likely to get missed payments.
  • You’re charging based on price and not on the transformation your clients go through
  • There is no end goal and no set milestones of what the person can expect when they work with you.

Why you need to sell high premium package price:

  1. Commitment

People take you more seriously. When someone is charging by the hour, what they paid is not a big deal for them and they won’t take your coaching seriously. If you charge a premium price, they’re going to turn up on time each session, they’re going to pay you one time.

  1. Results

They also get fast results and they’re going to be engaging with you more. Hence, they’re more committed because they have invested several thousand of dollars to work with you.

  1. Trust

When they pay you premium, that means they have to trust you and they need to hire you in order to achieve their dreams and their dreams are worth much more than $100 or $500.

Effective ways to find high-caliber clients:

  1. It’s not your business how much money someone has.

Your job is to educate people on their problem and not to know how much money someone has. That is not your business. Once you educate people and you’re offering so much value, then you will be attracting high-caliber people who are willing to pay whatever you ask.

  1. Continue using social media.
  1. Go to local networking events.

All you’re doing is solving a problem. You are a problem-solver first. Then when you’re able to connect with your audience on an emotional and deep level, they will pay you.

Strategies to make your packages irresistible:

  1. Understand who your target market is.

Understand what you like and the type of people you want to work with and the personalities you like. So understand who you are as a human being and what lights you up.

  1. Have an extremely compelling marketing message.

Have an emotionally charged message that clearly states who you are and what results you can give to your clients. Don’t be afraid of giving a very clear promise so you can attract people who want that solution straight away.

  1. Have a seamless sales process.

Get someone on social media to go through your pre-qualifying phase and book that consultation with you.

  1. Know how to have collaborative sales conversations that end with a yes or no.

You never want to get responses like they need to think about it or they need to speak to their partner about it but you want them to have a clear yes or no on the call.

Strategies for having a seamless process in place:

  1. Start with your brand (what you want people to think and feel about you)
  1. Know how to book consultations based on what medium you use to deliver your message.
  1. Prequalify your prospects.

They should go through an application process before they even speak to you. And you decide whether you want to speak with that person or not.

  1. Have a specific call structure.

During the call, don’t just wing it. You have to have a specific structure right from the moment they say hello all the way to the end.

Petra’s Major Takeaway:

Stop charging by the hour. Believe that you have ideal clients out there that want to pay you high rates. You’ve got the training, the experience, the expertise. You are worth so much more than what you are charging for right now. Don’t make it a big deal. Charge what you want and then know exactly how to sell.

Episode Resources:

Get in touch with Petra on and download her eBook, How to Create and Sell Premium Packages to find out about the exact system she uses for her clients to sell premium packages.

The Sales Development Playbook by Trish Bertuzzi

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Brook Borup, Donald Kelly, The Sales Evangelist Podcast

TSE 543: Documented Sales Process + Automate Tasks = Increase Sales

Brook Borup, Donald Kelly, The Sales Evangelist Podcast

TSE Tired of doing mundane tasks? What if you had a way to automate tasks to make your job easier and increase your sales? Today’s guest is Brook Borup and she shares with us some ways to automate some of the mundane tasks in your business or your life in general, to make your life much easier and achieve success faster.

Brook is the owner of My Clone Solution, a company that helps business professionals and business owners learn to automate and delegate certain tasks so they can focus more on business development.

Here are the highlights of my conversation with Brook:

Strategies for Getting Away with Mundane Tasks:

  1. Process before Login

Make sure the first thing you do is have a plan. Have written down processes for your sales plan or projects. Then you can look at that plan and figure out which pieces of the plan you can automate.

  1. Figure out where your targets are going to come from.

Figure out how you’re going to get your list or how you’re going to contact people (email, phone, in-person). Where are these people coming from? Start with that question and work all the way through your sales process.

  1. Automate your voicemail system.

Try using voice mail as your first touch point but use a system that automatically puts that voicemail in for you so you’re not doing it. This gives you more dial time.

  1. Schedule appointments right in your email.

Make sure you get their email address so you can email them and use a system where they can just click on a link and go and look at your calendar and pick the best time for them. (Now you’re not going back and forth with your emails. This saves you from having a full inbox. And it saves you time from looking at your calendar. You’re letting them do it so they’re in control. (Clients want to feel they’re in control because it makes them feel good.)

Examples of scheduling software:

Calendly (Free)

Acuity (Paid) – Aside from scheduling, this software allows you to add products in so instead of building an entire online shopping cart, you can have products that you can just send somebody a direct link to. It can also charge somebody for an appointment so they pay for that appointment before they even get on your calendar.

  1. Automate all touch points.

All touch points can be automated in a text message, an email, a phone call, or delegated to an admin. Either delegate it to software or people.

  1. Put the right people and software in place.

Make sure you put the right people and software in to make sure your system flows. So now you’ve taken your 10-step sales process into just 4 steps.

  1. Put the time up-front to automate each touch point.

The attention span of your client is nine seconds.for each touch point. Make sure that if your sales process doesn’t include an email or text marketing campaign, all touch points should be automated. It takes a lot of work and time but once the work is done, all of the stuff that comes after that is all automated. You touch where you need to when you see your stats where the person is opening every single email.

  1. Document each process.

For instance, somebody gets to email #3 and they’ve opened all three emails and are about to go into email #4, now is time for a phone call. So you have a daily task list and you know where those clients are in your sales process. There are so many tools you can use to remind you just by documenting your process.

  1. Find an ally in your business.

Find this salesperson and build this process out with them. Utilize their knowledge and utilize them to build your process. Have a company that has a specialist for everything so you can solve everybody’s problem with one project manager.

  1. Scale your business through packages.

Come up with packages and put a dollar figure on them so you can put on a whole big marketing strategy and expand your business development opportunities. Then you can just do the same for every single client because it all happens the same way, just different verbiage.

Brook’s Major Takeaway:

Don’t think you have to do it all by yourself. Find an ally in your business. Find your yin to your yang and keep them around. Find your partner. Utilize your skills because you don’t have to have everything.

Episode Resources:

Connect with Brook on and on Twitter @myclonesolution or Facebook.



The Sales Development Playbook by Trish Bertuzzi


Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.


TSE 542: How Can I Become A GREAT Sales Development Rep (SDR)?

DONALD KELLY, SDR, THE SALES EVANGELIST PODCASTToday, I’m going to share with you FIVE things to help you become a better sales development rep (SDR) or help you work better with your SDR.

First off, let’s briefly define the role of Sales Development Rep. SDRs are also referred to as your inside sales team. They help to qualify or bring in some opportunities and get some introduction meetings.

  1. Understand the rules.

Make sure you know what rules the game is governed by. Some SDRs in certain companies may have two objectives.

(1) Creating opportunities – This means creating opportunities for the Account Executive by qualifying individuals. It requires a bit more digging and to prep them to make sure it’s ready for the account executive to take over the role.

(2) Setting appointments – This means listing information, finding people, and setting the appointment.

Check out the book, The Sales Development Playbook where they teach you how they extensively define these roles. Clearly define what your role entails to make sure you’re doing your job right.

  1. Plan effectively.

Use your time wisely. Some sellers just dial for dollars but to be more effective, schedule the times when you can prospect most effectively. Personally, the best time for me to make phone calls would be mornings at 8-10 am or lunch time 12-1 pm or in the afternoon at 4-5 pm. Then in-between those times can be allocated for sending emails.

Be on top of your planner. Don’t be governed by your role. You govern your role as a seller.

  1. Shadow some great SDRs.

Shadow those who are really doing well in the company. You get to learn strategies, tactics, and terminologies that you don’t know or have never heard of before. Be open to learning but don’t be telling. Be a sponge who’s willing to learn. Take insights while checking your ego at the door.

  1. Don’t fear a “no.”

Don’t worry about prospects saying no. They probably just don’t want to be bothered at this point. Put rejections aside. Move on and go to the next one. If someone isn’t ready yet, set them up for the next round. The more no’s, the more opportunities are going to be there for you to get yes’s. No’s are also helpful for you to disqualify people.

  1. Seek to disqualify.

As an SDR, your job is to get numbers on the board. However, we can get so greedy and hungry that we want to put something up so desperately that we let everybody go through. So make sure you’re able to disqualify people. When you seek to disqualify, the better you’re going to be able to qualify people.

Lastly, make time to sit with the Account Executives you’re setting appointments for at least once a week to find out what things they’re working on and what industries you need to focus on. It’s all about working together so both of you are aligned to achieve success.

Episode Resources:

The Sales Development Playbook: Build Repeatable Pipleline and Accelerate Growth with Inside Sales by Trish Bertuzzi

Join our Facebook group, The Sales Evangelizers

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.