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The Sales Evangelist

Will Yarbrough on The Sales Evangelist Podcast There is absolutely nothing wrong with going to work every day for the paycheck. But if you go one step further, ask yourself, what is that paycheck for? What do you REALLY care about? In this episode, your host Donald Kelly and guest Will Yarbrough break down a word that all sales leaders should be thinking about constantly – “motivation.” Listen in to hear how you can improve yourself or your team by tapping into those unique drivers that go beyond the dollar sign.

Why Should We Go Beyond Being Money Driven?

  • People want to spend their paychecks on the things that matter to them. There’s nothing wrong with making money, but it’s just a means to an end.
  • Whether you’re a sales leader or an individual contributor, if you want to get better, you have to see how that fits into the big picture of your goals in life. Each decision you make should support those goals.
  • Focusing on things other than money will reach sellers who aren’t that motivated by the money itself. This drives performance up and sets you apart from a hiring perspective.

How Can Leaders Help?

  • Spend a lot of time with your team members. Make time for one-on-ones where you can ask questions and understand the things that motivate them. Each person is unique, and their motivations can be complex.
  • Using the REKS framework, help team members identify how to proceed toward their goals.
  • Be the coach in their corner, providing both encouragement and accountability. All the greats have coaches who help them practice and improve.
  • Helping every team member achieve their goals is important – when one person cashes in on the improvements they’ve made, they’ll share their successes with the rest of the team, and that increases buy-in from their peers dramatically.


Will Yarbrough on LinkedIn


Sponsorship Offers

  • This episode is brought to you in part by Scratchpad.

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  • This episode is brought to you in part by LinkedIn.

Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial – simply go to Linkedin.com/TSE.

  • This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.


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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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