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The Sales Evangelist

Scott Smyth on The Sales Evangelist Podcast

Using a multi-thread approach

  • Using data and being methodical going to market. 
  • 1% better each day is working smart. 
  • Doing less than 6 and 7-figure deals tend to be more transactional rather than emotional.
  • Make the buyer the champion internally.
  • Clients crave being smarter. 

Strategy to get these big deals

  • Getting the key people involved who can commit budget. This is usually 3-5 individuals—cross-functional Value: Solving a variety of business problems.
  • Creating the momentum or “ground swell” within the organization of your prospect.
  • Work behind the scenes.
  • Create Partnership Plan: Alignment with the prospect (pain points, desired solutions, collateral needs, etc.)

Proof it works

  • With this process, Scott’s team has gone from a 2% conversion ratio in outbound activities to 20%.
  • Approach the sales process like a game. 
  • Don’t overthink each call.
  • Review what you did well and what could be improved each week.
  • What can you do each week to improve by 1%?
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  1. This episode is brought to you in part by LinkedIn. 

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  1. This episode is brought to you in part by Calendly.

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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