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Archive Monthly Archives: December 2017

TSE 735: TSE Hustler’s League-“Keeping Their Appointments”

Today, I’m going to share some more insights into making your prospects commit in every stage of your sales process. This is another snippet taken from one of our sessions over at the TSE Hustler’s LeagueThe goal is to move the prospects slowly to the sales process. Hit every single stage. Give them meaningful commitments because this will lead to appointments. And keeping appointments will close deals.

Strategies in making valuable presentation:

1. Give value on each stage of the sales process.

Provide content but make sure you review your content and tailor it to their business. Think about what you can offer in each stage of the process.

2. Evaluation

This is the deeper discussion that you have with your customer. Share more how you can add value to their business.

3. Demonstration

Customize it to them. Get data or documents from them and include that in your demonstrations. This way, they become more committed because they’re expecting to see something that’s related to their business.

4. Learn about current challenges

Try to get other departments of their company involved.

Steps for Commitment in the Demonstration Phase

  • Deeper discussion
  • Demonstration
  • Other team members involved
  • Pricing or commitment to a proposal review
  • Set another appointment.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

TSE 734: Sales From The Street-“Crowdfunding Success and Flops”

Dorothy Anne Dauenhauer, Crowdfunding, Donald Kelly, TSEYou probable think crowdfunding is as easy as putting yourself and your cause out there, then you expect people to find you and help you. It’s definitely more than that.

Dorothy is a homeschooling mother of five and a singer-songwriter. She is also the wife of Dustin Dauenhauer who was also a guest on the show back in Episode 719 .

She’s here today to share her challenges around crowdfunding, lessons she learned along the way, and how she finally made success happen!

Here are the highlights of my conversation with Dorothy:

Challenges Dorothy faced with Crowdfunding:

Crowdfunding effort #1: They raised money to organize a benefit concert for the victims of the Typhoon Haiyan that hit the Philippines but they didn’t reach the mark.

Her challenge: To do another crowdfunding campaign for her CD that she wanted to produce. How can she make it happen this time?

Lessons Learned from Crowdfunding

1. Set an attainable goal.

  • For instance, the bottom line is you wanted to raise $10,000.
  • Ask yourself if you can raise a quarter of that ($2500) in your first week of campaign.
  • If you cannot, then your ultimate goal is too high for this specific crowdfunding budget goal. You have to lower it.

2. Create a video with a clear Call-to-Action.

Dorothy didn’t have this and this is one major mistake that she saw with their campaign. Video is very powerful today. So make sure it’s a good video. It has to be short, 2-3 minutes and no longer than five. You only have people’s attention for a few seconds. Most importantly, have one, single call-to-action, which is to donate. (Don’t ask them to share.)

3. Follow up, follow up, follow up!

  • Have your daily quota of the people you wanted to reach out. Then send in a follow up message to check if they’ve watched your video. Ask them what they think and whether they’re interested in getting involved with your campaign.
  • Don’t put the ball in their court. In crowdfunding, you have to go for that ball. If you pass it to them and not hear back in a couple of days, reach out again. And if you don’t hear back in another 2-3 days, reach out again.
  • When somebody liked your post, reach out to them. There’s a reason they pressed like. Find out if they could be a warm lead.

Bonus lesson:

Never take a no as a final!

A no just means, what other angle are will they be able to help you with? For instance, ask if they can share your post to their friends. See what they can do to help.

Bonus lesson #2:

Don’t look at supporters as people that just donate to you. But look at them as people you want to have a relationship with. They’re people you respect and you value their time. When they put their money in your project, it means they believe in you.

Results Dorothy has seen after applying these lessons:

They lowered their goal. And they ended up getting over $7000, which was the minimum they needed to produce the CD.

Dorothy’s Major Takeaway:

Whatever your cause it, remember that it’s not about you, but the people you want to help. What can you do to make them feel a part and that together you can do this? Do all this together. People want to feel they belong and they’re a part of something great. Make sure you make them feel like it’s not about you, but it’s about doing it together.

Episode Resources:

Connect with Dorothy on www.dorothyanne.com.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Jebbit, SnapChat, Taylor Belllefeuille

TSE 733: How To Get More Intelligent Leads From Snapchat Using Jebbit

Jebbit, SnapChat, Donald Kelly, The Sales EvangelistWant to know how Snapchat is able to generate more intelligent leads? Jebbit has got it covered!

Taylor Bellefeuille is the VP of Sales at Jebbit, where they’re tasked with going out and hunting new business every day. She calls her team small yet mighty. They’re partnering with companies like Snapchat, Cathay Pacific, Ebay, and more.

Jebbit is a Software as a Service (SaaS), with expertise in declared data and consumer attention and mindset through dialogues.

Today, Taylor is going to share with us the power of data capture and how this can help you generate more powerful leads and grow your business.

Here are the highlights of my conversation with Taylor:

How Jebbit is Helping Snapchat:

  • The provide an interactive piece of content insert to their add to capture more data and leads so Snapchat is getting leads
  • As part of their lead capture element, they can capture any sort of data they want (phone number, email address, name, etc.
  • They’re also able to capture declared data – which you can only get from someone through a conversation to help companies understand their customers better.

How Jebbit is Generating Their Own Leads:

1. Personalized messaging

  • Understand your potential customers before you do your outreach.
  • Understand their pain points and doing that outreach in a very personalized way.
  • Reference articles or anything you can get in front of the decision maker.
  • Make sure about the same pain points they’re facing everyday and how you’re potentially able to help.

2. Outreach

At Jebbit, they have both inbound and outbound teams as well as partnership teams that work closely with their partners to continue to drive revenue.

3. A two-step sales process

A lot of times, they have to be an evangelist for what they’re doing and the idea of declared data and mobile attractive content. It’s more of education in those spaces.

First, they get them to buy into the idea of what and why they’re doing it. Second, they walk them through the Jebbit platform where their capabilities and expertise lie.

How to Utilize Snapchat to Grow Your Business or Your Leads

  • Thought leadership
  • Building relationships
  • Maintaining personal connections
  • Understanding your customer’s interests both work-wise and personally

Taylor’s Major Takeaway:

It’s all about personalization. Make sure you understand your buyers and you personalize every message.

Episode Resources:

Connect with Taylor through email at taylorb@jebbit.com or call her at 781-248-8274.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Donald Kelly, Believing, 2018 Goals

TSE 732: That Which You Believe You Can Achieve

Donald Kelly, Believing, 2018 GoalsToday, I’m sharing a story that can help you with your selling career. It all boils down to understanding that what you believe you can achieve.

I have a  friend who shares this story with different groups of people, called The Story of the Golden Pear. This is actually a tradition they do every Christmas.

The Story of the Golden Pear

There was a farmer with a wonderful pear orchard. And it was this time of the year that the harvest is just perfect. Now, this farmer had three sons and he wanted to give the gift to the king for their great harvest.

The farmer picked some of his best pears, placed them in a basket, and had his son take it to the king, with a specific instruction to take care of the package and make sure it gets delivered.

So the first one went on and on his way to the king, he found a lady who asked him what’s inside his bag. And he lied and replied he had rocks with him. Off he went to the king and when the king opened up the baskets, there were rocks! Obviously, the son was cast into jail.

Concerned about his son, the father instructed the second son to go after his brother while taking another batch of pears to be sent to the king. Off goes the second son and meets this lade. When asked what’s inside his basket, he answer pig slosh. When he got to the palace and presented his gift to the king, true enough, they found disgusting pig slosh. So he’s cast in jail too.

So he sent his youngest son to go after his two brothers and deliver another set of pears. The lady saw him along the way and asked what’s inside the basket. He said he has some of the best pears ever which are to be delivered to the king. And sure did he have amazing pears.

Pleased with the gift, the king gave him one wish. The son asked for his brothers to be freed so they can all go home. Wish granted.

Moral of the Story

Having this negative mindset, attracts negativity. What you believe is what’s going to happen to you. If you believe you’re not going to succeed, then you’re not. It’s your decision if you want to do well or not. So think happy thoughts and envision success. Know your end from the beginning and work towards that. People like optimistic people, even if you’re still new. Your thoughts manifest your actions.

Give Yourself a Gift

Make sure you have the mindset of a winner every time you go out there. Take action and believe in yourself. What did you not accomplish this year? Don’t bring that belief into the new year. Instead, believe you’re going to accomplish it and even surpass it. You can and will. Get around with the right people.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

TSE 731: The Keys to Becoming a Successful Enterprise Sales Rep

Trong Nguyen wrote a book called Winning the Cloud: Sales Stories and Advice from My Days at Microsoft. He’s packed with some great tips and strategies today so be sure to take a listen.

Trong is a top performing technology sales rep, doing some amazing things. We’re discussing some points he covered in his book.

From being a Vietnamese refugee in the Canada, Trong has hustled his way to being a top sales professional in tec, having worked with large corporations doing enterprise sales.

Here are the highlights of my conversation with Trong:

What separates top performers from average sellers:

  • They treat their craft with passion.
  • They’re students of the game.
  • The constantly spend time tweaking and honing their skills.
  • The constantly educated themselves.

Why another sales book:

Trong wants to share the mistakes he has made along the way, with some humor in them, so people can learn from them.

Biggest mistakes new salespeople make in enterprise sales:

1. Getting mentored by old-timers and they drink to success

2. Arrogance, not confidence

The Keys to Becoming Successful in Enterprise Sales

1. Understand that winning costs.

There are sacrifice you’ve got to make if you want to win.

2. Come to the meeting prepared.

Prior to the meeting, do some basic research. Bring the facts leading to that meeting. Understand the company and what value you can bring to the table. Give them that vision of the value you can bring to the table.

3. Have lunch appointments.

Asking your customers to grab lunch or drinks would be the foundation upon you get everything established and done by. The only times Trong has found that his customers really want to meet with him is either breakfast, lunch, or dinner.

4. Understand your customer’s business.

Start with the basics like their financial statements or annual reports. Listen to their analyst calls.

Then spend a lot of time with all the executives up and down the chain of command, and go wide. Set conversations with them and interview them.

Get all data together and collate them into one mosaic to give you a picture of what their business looks like.

5. Show up!

Show up in the office and show up to the customer. Hang out at their office. It’s amazing what you can do in between meetings. Before you know it, you are the face of the company to them.

Trong’s Major Takeaway:

Sales is a craft. Treat it like an artist. Work it, hone it, be a student of the game. That’s the only way you become the top of what you do.

Episode Resources:

Connect with Trong Nguyen on LinkedIn. Watch out for Trong’s second book coming out soon.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Donald Kelly, TSE Hustler's League, Sales Process

TSE 730: TSE Hustler’s League – Make Your Prospects Commit to the Next Level

Donald Kelly, TSE Hustler's League, Sales ProcessDo you know why deals are slowing down so much?

That’s because there are no commitments at each level.

Today, I’m sharing another snippet from one of our training sessions over at the TSE Hustler’s League.

Clients Are Evaluating You

At the end of the process, what can you do to get them to commit to the next level?

Be able to make them commit to move on to the next step.

Make Your Prospects Commit at Each Stage of the Process

At each stage, give them something they can commit to. For example, give them a white paper or a video link or anything that would give them value, which they could apply to their own process.

Then ask them if you could do a follow up after they’ve consumed the content you offered them. This will let you know, they’re committing to you at each step.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Sales from the Street, Sales Coaching, Donald Kelly, TSE

TSE 729: Sales From The Street-“I’m a Sales Coach”

Sales from the Street, Sales Coaching, Donald Kelly, TSEDo you feel you’re taking too much? Or that you’re not being laser-focused on the market that you serve?

Today, our guest, Cynthia Barnes, is a B2B, women sales coach. She’s back here on the show today to talk about a struggle she face, how she overcame it, and the results she got.

Cynthia Barnes is a Metro Detroit-based executive sales and leadership coach and thought leader. As a visionary and intense leader of highly successful sales teams, Cynthia has learned that the key to reaching the Top 1% is a high level of precision combined with relentless execution.

Cynthia is Founder and CEO of Barnes Sales Institute, an executive sales coaching firm for women sales professionals and the driving force behind the National Association of Women Sales Professionals— a national sales organization that provides professional development and advocates for the advancement of women sales professionals.

Here are the highlights of my conversation with Cynthia:

Cynthia’s biggest sales struggle:

  • Not being crystal clear on the target market she serves and the services she provides
  • Trying to service customers in the level they expect you to service them even if it’s actually not your expertise (For instance, they expect you to to do marketing even when you’re expertise is in sales)

Strategies Cynthia Did to Overcome Her Struggles:

  • Cynthia is a darn good sales coach. So she knew she needed to be able to stay in her lane.
  • This takes humility and conviction, knowing that you are good at what you do.
  • It takes focus to say you’re not going to do something else.

Focusing on the Right People:

  • Stay in your lane and the right people and the right opportunities are attracted to you because you’re in your lane, your silo, your own vertical.
  • For instance, Cynthia only coaches women sales professionals. She doesn’t coach men and B2C clients. She is a B2B, women sales coach.
  • When you brand yourself as an expert in your field, there’s not enough “manpower” to handle all the people that reach out to you.

Cynthia’s Major Takeaway:

Do what you do and do it really well. Be crystal clear on your messaging, who you are, what you serve, and who you serve. Then the right people will come to you.

Episode Resources:

Connect with Cynthia Barnes on LinkedIn or send her a message at hello@nawsp.org

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.


Donald Kelly, Alex Goldfayn, The Sales Evangelist

TSE 728: How to Grow Your Business by 15% in Just 15 Mins Per Day!

Donald Kelly, Alex Goldfayn, The Sales Evangelist

Scared of calling? Well, I hate to break this, but if you want to make more sales and grow your business, you’ve got to pick up the phone more and communicate with your prospects.

Alex Goldfayn is the author of the book, The Revenue Growth Habit: Simple Art of Growing Your Business by 15% in 15 Minutes a Day. He breaks down selling and marketing, how to get your message out there in simple, bite-sized chunks. This makes it so easy for us as business owners and entrepreneurs to try these things.

Here are the highlights of my conversation with Alex:

Why People Are Not Making the Sale – Fear

We avoid using the phone because we’re afraid of rejection.

Many salespeople spend only 4 hours a week on the phone. Call people some more to pay you some more.

We think people are getting called all day long, but everybody else has the same fear of calling this person as you do. So these prospects are getting almost no phone calls.

Strategies during your call:

1. Tell them you’re thinking about them.

  • Ask them what they’re working these days that you can help them with.
  • After asking this question, be quiet. Let them answer the question.
  • Guess what? They will tell you because they’re grateful you’re calling.
  • All customers really want is to know that we care.

2.Don’t make them look stupid, to their customers and to their colleagues, and to their boss.

If you show people that you care, literally you’re doing 95% of the sale, on the spot right there.

Why another sales book:

  • Alex’s book has 23 different techniques like picking up the phone. A typical customer only knows about 20% of what they can buy from you.
  • We don’t offer our other products and services because we’re guessing they don’t need it.
  • The truth is they’re buying from competition when they could be buying from knew, if only they knew you have them.
  • And even if we tell them, some of them still don’t know.
  • The book also focuses on the right mindset in order to take these actions.
  • It also focuses on relationships, how we help people, what we do for people, how we say it, and how we make money.

Some great points from the book:

1. The key to growing your business is know how good you are and behave accordingly.

Pick up the phone. Ask for the business. Ask questions.

2. Communicate case studies to people who can buy from you.

Having a case study or testimonial is one thing. But communicating that case study and selling with it is another thing. Try to link in the customer into the case study or testimonial.

3. The 7-figure followup process

Most of the time, the customer will say yes or you get silence because they don’t like to say no.

The 3-Step Followup:

1. First is to confirm that they got the proposal.

First one should be sent within 24 hours of sending the proposal. Just write one line and then send it.

2. Use your timing based on when you think it will close.

Use your judgment based on how long your sales cycle is with this customer. Send just one line.

3. Bring out the expiration date in your final followup.

Alex’s Major Takeaway:

The secret to selling more is that there is no secret. There is only the work and the grind. There is only the communication. So let people hear from you. Talk to your customers and your prospects. Be present. Show people that you care. Pick up the phone and call them. Communicate with them so they will thank you with their money. Help people more and they will thank you with more sales

Check out www.goldfayn.com/TSE and get your download Alex’s second book for free.

Connect with Alex on LinkedIn.

Donald Kelly, Closing, The Sales Evangelist

TSE 727: Is There a Proper Way to Push My Customer to Make a Decision?

Donald Kelly, Closing, The Sales EvangelistHow can you push your product without being too pushy? Of course, we all want close deals. Who doesn’t? But the last thing you want is to come off a too push with your clients.

So how do actually make the sale without tarnishing the relationship with your clients?

Today, I’m sharing some thoughts and insights you can apply to your own conversations.

Sometimes, clients can be dragging their feet to buy something. And we allow customers to make the wrong decision because we’re afraid of “pushing” them.

Find the Median of the Pendulum

So you have the choice to push all the way to one side of the pendulum where you’re totally lenient. Or you can be on the other side being all too pushy, just like The Wolf of Wall Street.

Encourage your customers to make these decisions in their best interest.

Building Value

Create value. As a seller, help the buyer see the vision and the value in it.  Don’t assume the prospect can see the value. But sometimes, they need that added guidance.

Make sure you’re able to identify their true problem. Then make sure they understand that problem. Once they see it, it’s easier for them to see the ROI.

Asking Powerful Questions

Ask more meaningful questions instead of just “throwing up.”

Mitigating Risks

Try to mitigate the risk for your customers. Maybe you can give them a 30-day guarantee, if possible. They won’t necessarily use those but letting them know there’s a way out is self-reassuring.


Try to position this sense of urgency. You can also a time-limit proposals since giving them time restraints can also help. Also talk about the limited number.

Time Frame

Help the client create a time frame with you. Walk them through the time frame. Once they’re able to walk through the timeline with you, it makes it easier for them to recognize the urgency or the importance of following that time schedule. So break down your time frame with them from start to finish. Have them get their inputs, too.

Be Human and Ask Them

Ask them what could hold them back from making the decision. Or present how much they’ve lost from not fixing the solution, and ask them how much more are you willing to lose?


Today’s Major Takeaway:

If you’ve built enough value, they won’t see you as a jerk. They won’t see you as being pushy. They’re just going to see you as somebody who cares for them.  There are different ways to approach this but it all comes down to asking powerful questions and more personal ones. Do it from a consultative side as opposed to just as a seller.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Donald Kelly, The Sales Evangelist Podcast, Andy Paul

TSE 726: How to Help Young Sales Leaders Become Great Leaders

Donald Kelly, The Sales Evangelist Podcast, Andy PaulWhy settle with 20% close rates when you can do more?

Today’s guest is Andy Paul and he shares with us ways you can help young sales leaders become better and more successful.

Andy Paul was here on the show back in episodes 359 and 364. Since then, he’s been doing some unique stuff working with SaaS companies. He has this passion to help people continue to grow in a changing environment.

Andy also hosts his own podcast called Accelerate! with Andy Paul, where they cover a whole lot of content around leadership, marketing, and sales to help serve people holistically.

Here are the highlights of my conversation with Andy:

The Changing Environment in the SaaS Space

  • Now, there is a need for a customer-centric, performance-based sales culture.
  • From a sales-oriented process to an education-based model

Strategies for Effective Leadership:

1. Understand each step of the process.

Understand how people make decisions and how they’re influenced. Pay attention to training sales reps to understand so they can optimize the value of every interaction they have with prospect. Understand each step of the process that brings the customer closer to making a decision.

2. Focus on serving customers.

Focus on helping and serving customers to help them move from stage to stage in the buying process.

Mistakes Young Sales Leaders are Making:

Poorly qualifying prospects

1. Train people how to really qualify prospects.

  • Andy thinks qualifying prospects is more a problem of the AEs, not the SDRs.
  • As a manager, coach your account executives and sales development reps as to how they make decisions and how the evaluate and process information.
  • Do one-on-one sitting with them.
  • It’s okay to close deal but a decision has been made, rather than having a pipeline ending up with no decisions.
  • When the customer does nothing, that’s the worst that can happen. And this starts with really qualifying the prospect.

2. Re-qualify your prospects every time.

You have to qualify your prospect in every step of the process. Over time, their needs change. They become smarter and more educated. You  have to continually re-qualify them to make sure they’re still the prospect for you.

Prospects don’t have the incentive to tell you to go away. So you have to ask.

Not understanding how to use data

  • Most businesses are data-driven.
  • It’s human nature for people to want to see causation where it doesn’t exist. So we take a superficial look at data.
  • Infographics can be misleading since you don’t know the variables in creating the data set.
  • It only has value when the study you looked at consists of all companies of the same size, same type of products, or have customers of the same size.
  • We confuse correlation with causation. And we let our information biases interfere with our conclusions.

Question Everything

Take nothing at face value. Don’t just go with the flow. Analyze what’s beneath the surface and look for the missing variables. What are you not seeing? Have that obligation to not take the easy route.

Break the Rules

Don’t just say yes to everything if it doesn’t align with your strengths or with your process.

Successful professionals break the rules. Find a way to turn your people loose. Let them develop their own strengths. Let them break the rules a little bit. Then you can sort out who have the capability of succeeding.


Andy’s Major Takeaway:

Be your own person. Be authentic to yourself. Find out what you’re really good at and what you can do even better. Break the rules a little bit.

Episode Resources:

Connect with Andy on LinkedIn and Twitter @realAndyPaul. Shoot him an email at andy@andypaul.com or give him a call at 619-980-4002.

Listen to Andy’s podcast Accelerate! with Andy Paul

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

TSE 359 with Andy Paul

TSE 364 with Andy Paul

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

TSE 725: TSE Hustler’s League – “Close Early”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueToday’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League, where we primarily tackled the idea of closing, specifically, the need to close early.

The most common mistake sellers make is they start at the beginning and they want to close the deal right away. But that doesn’t happen, typically.

Start Early

You need to start early in the process to establish commitments that’s going to help the prospect close.

Some deals take months to close, even longer, especially when they still have to go through a review process within their organization.

Deals can take forever to close. But you need to understand in each stage of the process, you need to have a guideline to follow.

The key is to get them to say yes to small commitments in each stage of the process so they would eventually convert in the end.

Problem Recognition – The Unconsidered Need

If you’re reaching the prospect for the first time through cold call, have them make an early commitment early on.

What’s something you can do to make yourself stand out? Share with them something that may not even be thinking about.

After you share with them that need, try to share with them a white paper or something they can follow or study. It can be in the form of a video testimonial. Get their commitment to read your paper or watch your video.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Felipe Lodi, Donald Kelly, Sales from the Street, TSE

TSE 724: Sales From The Street -“Live Local Events”

Felipe Lodi, Donald Kelly, Sales from the Street, TSERegardless of which part in the organization you are, everyone is in sales.

Today’s guest is Felipe Lodi, an entrepreneur and sales professional. He’s sharing one of the biggest sales struggle he had, how he overcame it, and the result he has seen from it. 

Felipe is big on providing not just education, but free education through live local events.

Here are the highlights of my conversation with Felipe:

Felipe’s biggest sales struggles:

  • Creating awareness
  • How to generate the trust

Strategy he applied to build trust:

  • He began providing free events with different themes.
  • Their customers went to their events for free and they started to see them as a go-to company for education.
  • As a result, they started to buy from them months after.

Why they chose events:

Free events are not common

Big results they’ve seen from free events:

  • They were counting for referrals before. Now, they have a good flow of subscriptions coming. They no longer do cold-calling.
  • Because they provide free education, more and more people come to them.
  • People are now aware of the brand just because of the events.
  • 28 events and one year later, they are now expanding to other countries in Europe.

Felipe’s Major Takeaway:

Try to keep a small team because it’s much better to communicate when you have your team on the same page. Educate people for free. Giving stuff for free is the new marketing. Don’t sell. It must be hidden. It must be in disguise. After all, they already know you have some products you’re selling.

Episode Resources:

Connect with Felipe on LinkedIn and Facebook. Find out more about his company on WorkFlowICT.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

TSE 723: How HubSpot Scaled From 150 to 1500 People and Significantly Increased Sales in the Process

Sales professionals, sales leaders, sales owners – you can get a lot from this episode today. How can you scale your organization? And what better organization there is to look at than HubSpot.

Today’s guest is Sam Mallikarjunan. He’s a marketing Fellow at HubSpot and former Head of Growth at HubSpot Labs. He’s going to share with us how Hubspot grew from 150 to 1,500 people in seven different countries. Sam also teaches Digital Marketing at the Harvard University of Continuing Education.

Here are the highlights of my conversation with Sam:

Mistakes Most Organizations Make When Scaling

1. Losing cash faster than you’re able to acquire new cash

Cashflow is more important than your mother. So you have to be able to manage your cashflow.

2. You can’t spend money to get customers unless you’re good at keeping them.

If you’re really good at keeping your customers, you can pay your reps really well. You can give them lots of collateral to help them close the deal. Then you spend a lot of money on marketing and training.

The Consultative-Based Sales Process

When Jeff Bezos added negative reviews to the Amazon website, his goal is to make money not to sell things, but to make money when they help people make purchased decisions.

Don’t get people to make a decision that you want them to make, but coach them into a decision that’s going to be best for them.

You’d be amazed how powerful it is to not sell to somebody. A lot of times, they’ll figure it out themselves. And either buy from you or come back to you in the future to buy from you.

Strategies for Motivating Your Team:

  • Get past the “Always be closing!” mentality
  • Check out the “candle” mentality
  • Don’t make things complicated or your team is more likely to get burned out

Sam’s Major Takeaway:

The hardest thing to do is to convince people to try it. People aren’t usually driven to change unless there’s an impetus to change.Slow down your sales cycle and ask more questions. Give more answers and focus on helping. Slow that down and you’ll achieve long term business growth.

Episode Resources:

Reach out to Sam via www.samfromthevan.com or www.mallikarjunan.comOr connect with him on LinkedIn.

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Harvard University of Continuing Education


Donald, The Grinch, Sales Accountability

TSE 722: The Grinch Who Stole My Sales

Donald, The Grinch, Sales AccountabilityOftentimes, sellers blame their sales performance on the Grinch, well, on pretty much everything else but themselves. You see, it’s probably not the Grinch Or the Grinch probably is you. And the quicker you’re able to acknowledge this, the better chance of improving for the new year.

So stop whining and make it happen!

It’s probably human nature. We find something else to blame on when we’re not doing well.  I’m sharing the top reasons of salespeople that they do poorly on their sales performance:

1. My prices are too high.

2. I have no proper literature.

3. My territory is bad. It’s horrible.

4. I don’t have enough time.

We can have difficult times but we can overcome them. Here are strategies to help address each issue.

Price Is Too High

  • You might be selling to the wrong customers. Price is almost irrelevant if the value is strong enough.
  • Look at a different group of people who are more qualified. They are usually the ones that are more willing to pay.
  • It’s all about being able to build enough value. This comes down to you. Identify things affecting your customers. Then build value on that.
  • Marketing can produce leads but you can’t solely depend on them for leads. You still have to go out and hunt for yourself.

No Literature

If you have Canva, you have literature. You don’t even have to have literature sometimes. More likely, your prospects are not going to read what you send them. In fact, only a small percentage of people do that. So don’t fall into this trap.

Can material help? Of course, yes. But that’s no excuse for you to say you’re not closing deals. If you really need a literature so bad, use this free, powerful tool called Canva. Or send a link to your webpage.

Poor Territory

Territory management is key. Don’t let your territory be an excuse for not selling. You can still find some areas where you can find success.

No Time

We all have the same amount of time in a day. It all depends on how you can manage that time. Focus on things that are more crucial. Prioritize the things you need to do and don’t waste your time on unnecessary things.

Episode Resources:

Check out the TSE Hustler’s League.

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David Kerr. Sales Enablement, The Sales Evangelist, Donald Kelly

TSE 721: How Octiv Can Help Sellers Save Time and Increase Profits

David Kerr. Sales Enablement, The Sales Evangelist, Donald KellyLooking for ways to enable your sales team and boost your productivity? Think Octiv.

Today, I’m bringing in David Kerr, the CEO of Octiv. He was a former Groupon executive. He shares with us valuable insights into how you can revolutionize your sales, and what their company offers so you can increase your profits in less time.

Octiv automates and digitizes sales documents for sales professionals or marketing professionals to help them make sending documents much easier as well as speed up the sales process.

Here are the highlights of my conversation with David:

How Octiv Works

  • Create a proposal using PowerPoint, Word, or PDF and put it as an attachment.
  • Send it to Octiv.
  • It integrates with a variety of your back-end systems.
  • It assembles your document seamlessly so it’s available online.
  • When the prospect opens it, you get a notification.
  • You begin to engage and collaborate with your prospect.
  • Workflow is automated so it goes to the appropriate folks that need to sign the document.

Can Small Businesses Use it Too?


Reasons People Don’t Use Productivity Tools:

  • Fatigue from using sales applications – The average sales rep interacts with about 8 and 1/2 different technologies in order to get their sales done.
  • The concept around change management – Technology is not the end all and be all solution.

How Octiv Is Tailored Towards Marketing:

  • You can integrate with different marketing solutions including Marketo,Eloqua, etc.
  • Marketing can automate the creation and personalize their documents.
  • You can automate your presentations as well and update them.

David’s Major Takeaway:

Think about the change management piece. How are you enabling your sales team with training, technology, behaviors, and tools? Ensure you’ve got accountability across your sales team.

Episode Resources:

Connect with David Kerr on Octiv and follow him on LinkedIn and Twitter.

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

TSE 720: TSE Hustler’s League-”Reconnecting Emails”

TSE Hustler's League, Donald Kelly, The Sales Evangelist, Email MarketingFollowing up is the vein of our existence. But with poor follow up, you ain’t going to find success.

Today’s snippet from one of our sessions over at the TSE Hustler’s League is about how you should be sending followup or reconnecting emails.

Reasons for sending followup emails:

  • Letting them know you exist
  • Gathering information
  • Setting appointment
  • Closing the deal

Strategies for sending followup emails:

1. Never say you’re “just following up.”

Of course, they already know you’re following up. Do something different. Do something different. Check out UberEATS and you can have food delivered to your client and pay for it from afar.

2. Share their content on Twitter or other social media platforms.

Connect with them on social media then share some of their content. People feel good when you try to share their content.

3. Make sure your subject line stands out.

Congratulate them for something they did or something to grab their attention.

4. In every stage of your sales process, create a piece of content.

You can use this as a followup. But when you do this, make sure you’ve tied this into your past conversation. Thin of something valuable that you can offer them.

Tools that let you know your email has been opened:

Episode Resources:

Check out the TSE Hustler’s League.

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Dustin Dauenhauer, The Sales Evangelist, Donald Kelly, Prospecting

TSE 719: Sales From The Street -“Don’t Say No for The Prospect”

Dustin Dauenhauer, Donald Kelly, The Sales EvangelistThink closely. Do you ever find yourself saying no to yourself before the prospect even said no to you. Don’t say no for the prospect. Don’t decide for the prospect.

Today’s guest is Dustin Dauenhauer.  He is a member of The Sales Evangelizers Facebook community and he’s going to share with us some struggles he faced related to sales and what he did to overcome them.

Dustin is an account executive for Southwest Now Magazine and the Co-Founder of Defining Moments, Inc. They help aspiring authors, musicians, and artists reach their dreams and get their project out there.

Here are the highlights of my conversation with Dustin:

Dustin’s Struggle: FEAR

He was afraid to go in to make the sale. He would even be afraid to go in and make the sale. He’d walk up to the door, turn around, and walk away.

Strategies to Overcome Fear:

1. Be intentional with what you think about on a daily basis.

Stop that mindset of deciding for your customers. Confront your thoughts intentionally and deal with it. Remind yourself of your “why.”

2. Make a goal.

Make a goal to confront your fear. Realize the value your product/solution brings. Don’t go in for the sale right away. Build a relationship first. If you’re used to visiting 20 locations, double it up to 40. Then follow up emails or calls. The more you do it, the less fearful you become.

3. Take action.

If they say no to you, tell them, “When you’re ready, we will be here.”

Dustin’s Major Takeaway:

Success is on the other side of fear. Your goal is not only to sell them but to befriend them and genuinely care about what they’re doing. Be intentional about thinking what you’re thinking about.

Episode Resources:

Know more about Dustin on DefiningMomentsTV.com and follow him on Twitter and Facebook.

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Veronica Romney, Sales and Marketing, The Sales Evangelist Podcast

TSE 718: The Secret to Selecting the Perfect Digital Marketing Firm to Help Increase Sales

Veronica Romney, Digital Selling, The Sales Evangelist, Donald KellyThinking about social selling and hiring a digital marketing firm to do it? Not so fast, though.

Today’s guest is Veronica Romney and she’s going to shares with us some insights about what you should do and know before selecting a digital marketing company.

Veronica is the President and CEO of LoSoMo, Inc., a digital marketing agency specialized in location-based services. They help drive businesses both online and offline to bring as much relevant business to your physical store or online office.

Here are the highlights of my conversation with Veronica:

The Power of Smartphone

  • It can personalize what you’re doing.
  • Everything you do will leave a digital footprint and this will change the behavior of your devices.
  • When you do a search on your phone, it’s going to localize and personalize things for you.

Biggest Mistakes People Make with Digital Marketing:

  • Underestimating what you can do
  • Underestimating what social media can do.
  • Not understanding that everything we do is trackable
  • Failure to select the right digital marketing firm

Common Red Flags to Look for in Some Digital Marketing Firms

1. Word-of-Mouth

There is no certification for SEO experts. Word-of-mouth is not as reliable unless you get that referral at the right time and at the right place.

2. Companies that only do services for one industry can duplicate their efforts.

Work with someone who only do it for a specific industry. Most companies that only work for one industry are notorious for recycling their work. They could send word-for-word copies and that could put you in danger of plagiarizing content. Or they could copy another company’s website and things could get messed up.

3. They claim they have 97% client retention rate.

Be careful to read the fine prints. Because if you leave before the year, they could take your website from you. And your website could disappear.

Characteristics of a Good Digital Marketing Company:

1. They ask you, what is going to change between now and 2-3 months from now?

If you have a reason for this, is it worth that business?

2. They build a tech relationship that is consultative and education-based.

Strategies for Selecting a Digital Marketing Firm:

  • Be aware that your business is your arena. It’s your choice to do your business.
  • What digital marketing agencies can do is to just help you.
  • Evaluate the agency whether they have hunger in what they do.

Veronica’s Major Takeaway:

Every single thing is trackable. There is nothing hidden behind some curtain of mystic. There is data behind every product in your hand.

Episode Resources:

Connect with Veronica on LoSoMo, Inc. or send her an email at vromney@losomoinc.com. Follow her on Twitter @vromney.

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New Seller, Luck, Donald Kelly, Best Sales Podcast

TSE 717: I DON’T Believe in Beginners Luck and Here Is The Reason Why

New Seller, Luck, Donald Kelly, Best Sales PodcastIt’s your first day of work or you’re new to sales or your business and you’re getting some opportunities. You’re calling the prospects. You’re getting your way in.

Even if you don’t know anything much about the industry or the product you’re seeing success.

Is it beginner’s luck? I believe it’s more than that.

Luck is merely the place where opportunity meets hard work.

What makes new reps so different?

They’re eager. They don’t have preconceived knowledge. Whereas seasoned sellers feel so confident they don’t push themselves too much.

I listened to this podcast called How I Built This by NPR. In the show, they interviewed a girl who had no knowledge of the industry but she was able to build a thriving organization. Or the guys of Airbnb had no prior knowledge of hospitality. A lot of people don’t know what to do in the beginning.

New Sellers versus Seasoned Sellers

What they had was not beginner’s luck, but hustle. When you’re new, you hustle and hustle because you’ve got nothing to lose.

And when you’re seasoned, you’re afraid you’re going to lose something. But how can you even lose something you’ve never had?

The beginners don’t have boundaries. They do stuff and see results. And as time goes by, the start to become afraid. They start to learn about the lingo and the processes. Someone tells them not to do it because it doesn’t work.

If you want to be a top performer, continue the hustle all throughout the process. Work late, work early. Do what you need to do.

The Power of Habit

Sometimes we get stuck in our old habits and this can keep us from opportunities. And what if you changed that? Break past that. The fears you have may not even exist. So stop falling back in your comfort zone.

Are there certain habits you need to break? What habits do you think you need to go further and beyond them?

Are you making 20 calls per day? You probably can do better than that. Don’t expect the same results from doing the same thing over and over again.

Don’t be afraid. Try new things!

Episode Resources:

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Eric Clapper, Utah, BadgerMapping, Sales Leader

TSE 716: Key Principles to Accelerate Your Career from Entry Level to Sales Executive

Eric Clapper, Badgar Mapping

How do you accelerate your career in sales?

How do you make yourself stand out in a world of so many people who are doing the same things as you do?

Our guest today is going to share with us principles you can apply to your business to help accelerate your career.

Eric Clapper is the SVP of Sales at Badger Mapping. He started off as an SDR and made his way up now to SVP of Sales after five years.

His secret sauce? Being thorough.

Here are the highlights of my conversation with Eric:

Characteristics that can help share your career:

Being fearless in soliciting advice

Doing follow up questions

Be able to always know why (why your customers didn’t buy or why customers want what they want)

What can separate you from others:

Alignment of value with the company

Make sure customers are in a better place.

Do something that peaks their interest and help them to be able to refocus on the value you can bring.

Be upfront and genuine for customers to trust you.

Get back to your customers when you tell them you’re getting back to them.

Strategies for motivating your sales team:

Have good people in your team and they can help manage themselves.

Include your people in the process.

Take the time to explain to them how important they are to the company.

Eric’ Major Takeaway:

Determine the long term success of whatever you put yourself into.

Connect with Eric thru email at eric@badgermapping.com.

Episode Resources:

Badger Mapping

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