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The Sales Evangelist


Donald Kelly, The Sales Evangelist Podcast, LinkedIn, Trust LinkedIn is an important resource for sellers and companies, but we hardly know our hundreds of connections. It doesn’t work to pitch people that we hardly know anymore. You must build trust.

On today’s episode of The Sales Evangelist, we talk about the importance of trust and the relationships and connections the result when we build it.

Building connections

Once we realize the importance of connections, we get busy connecting with everybody. We connect with everyone in our industry and everyone in our Gmail.

And though we’re connected to a lot of people, we don’t regularly communicate with most of them. They’re simply connections.

But connections don’t necessarily translate into business.

In fact, we all have people in our lives who are important to us, but who we wouldn’t recommend to a trusted partner. We don’t want to recommend them because it will be on us when it goes bad.


Instead of working to get a huge number of LinkedIn connections, focus on building genuine connections with people you actually communicate with.

Call them. Email them. Share an article you think is relevant to them. Congratulate them on important events. Text them. Focus on personal touches.

Simply being connected on LinkedIn won’t generate revenue for your company, and your connections on LinkedIn won’t automatically turn into trusted allies.

You must build trust and become a trusted advisor.

Personal touch

We frequently talk about the fact that people like to do business with other people.

How can you create a personal touch?

Set time on your personal calendar to connect with people on LinkedIn. Respond to your new requests or send personal messages. Go alphabetically each day if it helps you break it into smaller pieces.

Instead of reaching out to people purely to sell them something, you’ll be building value. There’s a difference between connections and spam.

Share educational information like microblogs or other content you’ve created. When people see that you’re active and generating valuable content, they’ll begin to trust what you have to say.

Give before you receive

Find out what’s important to the people you’re connected with. Keep their information in the back of your head and watch out for new connections who might be a good fit for your existing connections.

If you know of a company that is hiring and you know of a good prospect, ask if you can make an introduction.

Focus on the simple things that will help your prospect be successful.

“Trust” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

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Audio provided by Free SFX and Bensound.



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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