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LinkedIn is a goldmine for opportunities, but the challenge many sales reps are finding is that no one is responding to their messages after connecting. In this episode and the next one coming up, I’m sharing LinkedIn tips that provide the right touch to get prospects to start engaging with you. My research will help you network better and close deals, without resorting to those silly automated messages.
Why Sending Pitch Messages Is A Mistake?
Recently I did a LinkedIn poll that said, “When you accept a connection request, what percentage of them turn into pitches right after?” Out of the 316 people who responded to the survey, 60% of them received pitches in the next line of communication and did not like it.My poll result shows that prospects really hate those automated LinkedIn messages, especially right after you just connected with them. Just because they match your ICP, doesn’t mean it gives you the authority to pitch your services. Your prospects aren’t machines who are just going to do business with you because you have a great product.Sales reps who think that prospects are supposed to say yes to their first pitches often believe that sending out hundreds of automated LinkedIn messages works. It doesn’t, and you’re making it harder on yourself to close deals by doing it this way.What Do Prospects Want?
I share more stats to help show you how to stop automating messages. For example, regarding content consumption, 40% of users between 30-49 consider LinkedIn as their primary news source. The stats I share show why people are even on LinkedIn, which is to grow their network, find industry insights, solve business problems, and engage with thought leaders.From this research, you can see why your prospects are on LinkedIn: they’re trying to find answers, solve problems, and get news.What Can You Do To Get Their Attention?
Instead of sending automated LinkedIn messages after a connection, consider sending, “Hey, thank you so much for connecting with me,” and then figure out a way you can connect back with them in the message. Prospects are networking to build a community; how can you become a part of their community without pitching to them right away? I share how you can keep the engagement going to help close a deal by simply being a friendly person.“We’re polluting everything just for a short-term win, hoping to get by. But in reality, we’re damaging ourselves, our company, our careers, and our industry. The way we pitch on LinkedIn is why 30% of people are deleting messages after they see them.” - Donald Kelly.
Resources
Connect and follow me on LinkedIn.
Do you need help with creating a podcast? Check out Bluë Mango Studios.
Join my LinkedIn Prospecting Course for more guidance.
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at
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There’s no way around it; you’re going to hear "no" repeatedly in this industry. However, how you handle those "no's" is what turns you into a better seller. My guest, Jacob Hicks, is going to show you how he turned 70% of his "no's" into future "yes's."
Meet Jacob Hicks
He is a successful sales coach passionate about empowering leaders, professionals, and entrepreneurs to achieve clarity and fulfillment in both their business and personal lives. Since 2014, he has been a sales leader who has exceeded goals, set records, and effectively led teams across diverse industries. When he isn’t working, he is dedicated to continuous growth through reading, music, investing, and mission work.What to Do When You Get Rejected
Jacob believes that all success stems from prospects telling you "no." You learn significantly more from setbacks.This is where you can reflect on what went wrong and how you can improve your deal-closing process.He also believes that without a strong follow-up system, you will not be able to grow as a seller. You can work on your closing techniques, product knowledge, and other systems, but without a strong follow-up system, nothing else will be effective.Why Following Up Is Important?
You call a prospective buyer, and they tell you they are not interested. Is there a way to still follow up, even after they have said "no"?Jacob views it as a retreat point and interprets the "no" as the buyer saying they are not interested in the product or service at this moment.His preferred line for this type of rejection is, "Would you be offended if I stayed in touch with you?" He has found that 90 to 95% of the time, people are open to you reaching out to them again.This allows you to continue following up with them a couple of times a month and provide value until they are ready to do business with you.Following Up Role-Play
Jacob and I engage in a sales role-playing scenario where he is the seller and I am the prospective buyer. He demonstrates how he handles my rejection by providing value and establishing a follow-up system. Our role-playing illustrates that a "no" can evolve into a "yes" over time."When you’re stuck in a rut, you have to do something to change the dynamic. If you’re sitting at your desk all day, get up and stand or do something different to get you out of your comfort zone, helping you remember that you’re trying a new closing technique." - Jacob Hicks.
Resources
Visit Jacob’s website for more information and resources.
Listen to his podcast to get more insider tips.
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE...
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Saknas det avsnitt?
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A big problem a lot of sellers have is they don't know who their Ideal Customer Profile (ICP) is. But, with the right framework, you'll be able to go after the right buyers every time. My guest, Ronnell Richards, founder of Sayless Academy, will share how to find your ICP and how to reach them the right way.
Meet Ronnell Richards
Ronnell Richards is a best-selling author, entrepreneur, and sales consultant with over 20 years of experience. He's put his sales and marketing expertise into comprehensive LinkedIn Learning courses and his book, "Shut The Hell Up and Sell." On top of his professional work, he mentors entrepreneurs and supports community initiatives, helping businesses succeed and creating social impact.Why You Got to Know Your ICP
Ronnell says a lot of tech companies don't actually have an ICP and just sell to anyone who comes along. But, in today's tough market, knowing your ICP stops you from getting pulled every which way and missing out on big wins. The more specific you are with your outreach and messages aimed at your ICP, the less you get lost in the crowd.What's the Difference Between an ICP and a Strong ICP?
Ronnell made 37 questions for his clients to answer about their absolute best customers.This helps them figure out all the things they have in common with those top clients.They usually find their ICP is way more complex than they thought. A strong ICP means you're targeting buyers you know you can crush it with, and avoiding those who aren't a good fit.Seeing Your ICP as a Person
It's a whole different ballgame when you see your ICP as a real person, not just a target. What's their day-to-day life like?Are they going through a rough patch? I actually just put up a LinkedIn post about this, it's titled "I'm Not Just a Sales Guy."Instead of getting bent out of shape when your ICP doesn't reply to your emails, Ronnell says it's way better to build connections and make sure your outreach lines up with what they need.The secret to building strong relationships with your ICP is having shared values. This is how you get repeat business."Relationships are everything. The reason I can still do business with someone I worked with twenty years ago is because we clicked and built a real relationship." - Ronnell Richards.
Resources
Connect with Ronnell on LinkedIn
Find more information on his LinkedIn course here
Purchase a copy of his book, “Shut The Hell Up and Sell.” Visit Ronnell’s website to learn more about him.
Sponsorship Offers
1. This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at
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Everywhere you turn, there’s a new AI tool being developed, and you may be hesitant to try them out. AI technology is here to advance how we do things, especially within the sales industry. However, people tend to use them the wrong way. Luckily, my guest, Stan Robinson, is here to share three AI techniques you can integrate into your workflow.
Meet Stan Robinson
Stan is the CEO of Social Sales Link, which teaches revenue-driven professionals to create more trust-based sales conversations using LinkedIn, Sales Navigator, and AI.Having coached over 1,000 business development professionals on social selling, Stan, who studied Psychology at Harvard and international affairs at Princeton, continues to expand his expertise through ongoing courses on sales, leadership, and AI.AI for Sales Reps: How to Work Smarter
AI tools shouldn’t replace your work ethic; instead, you should be using them to enhance your sales skills. Stan shares how sales reps should be using AI:Messaging that connects: Don’t use AI tools to create generic outreach messages. Instead, use them to tailor your messages based on a prospect’s industry, role, and unique challenges.Role-playing: Sales leaders can use AI-powered role-playing tools to help their reps prepare for real objections on calls. You can train it to act as a tough prospect with a price concern and refine responses in a low-pressure environment.Faster research: The best thing about AI technology is that it cuts down on time spent doing research. Use AI to scan industry trends, analyze competitors, and summarize prospects’ pain points. This can help you quickly understand your buyers and craft a personalized message that feels more natural.AI Should Enhance the Human Touch—Not Replace It
Sales is all about building relationships, so use AI to make your efforts more effective. Stan shares these tips to keep the human touch when using AI tools:Build trust: Buyers connect with people, not bots.Use AI for support: Let AI assist in research and messaging—but keep conversations personal.Stay in control: The best sales reps use AI strategically while focusing on building genuine connections."AI tools are not going to take your jobs. It’s the individuals who are learning how to converse with the tools who will take away the jobs. So, start using AI tools to make them work for you.” - Stan Robinson
Resources
Book a call with Stan by going to askSSL.ai.
Connect with Stan on LinkedIn.
Sponsorship Offers
1. This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting...
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You've heard me talk about multithreading over and over again. Today, I’m sharing more insight with a personal experience of mine and how I worked with multiple people in an organization to close a deal. Don’t forget to connect with me on LinkedIn and send a message with the title: "multithreading" and tell me what you liked about this episode.
Sales Challenge with Multithreading
Multithreading is where you take two or more different paths to connect with individuals in an organization. The challenge I find that most sales reps have with doing this is whether someone will get mad at them for doing it. I even had this problem when first starting out.Will they think of you as a playa? Maybe if you’re doing it with a small company, but with a bigger one, it’s actually a good idea to multithread.The thing is, you can’t be giving the same value proposition.If you’re saying the same thing over and over again, you’re going to lose.The CEO and marketing director have two different problems and responsibilities, so you’re going to have to provide two different value propositions to do multithreading correctly.My Multithreading Case Study
I share my personal experience of multithreading for my production company, Bluë Mango Studios. I engaged with Mike on LinkedIn, who was overseeing events for the organization. He wasn’t the right person for me to discuss the proposition with, so he told me who else I could connect with.I reached out to Lenny on social media, but I didn’t hear back from him. This is where I went back to Mike and asked how he saw my proposition benefiting him and the company. After talking with him some more, Mike was kind enough to let Lenny know that I was going to contact him about how I could help the organization.When you do multithreading correctly, one individual can see how your value proposition can help solve a company’s problem.Also, get out of your own head. People get busy and may not have been able to see your message yet. Give it some time and try again to get your value proposition across.“People often fail at multithreading because they’re using a generic message and not reaching out to the individuals.” - Donald Kelly
Resources
Connect and follow me on LinkedIn.
Do you need help with creating a podcast? Check out Bluë Mango Studios.
Sponsorship Offers
This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself
at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners,...
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One of the biggest mistakes new salespeople make is winging it, even after receiving training. This is going to have you leaving lots of money on the table, and the only way to turn this around is by developing a framework that actually works.
My guest, Luke Lunkenheimer, is going to share the 3 C’s Selling framework that’ll change your mindset to improve your sales game. Give it a listen; it may even help you in other areas of your life!
Meet Luke Lunkenheimer
Luke grew up as a regular guy from a small town and started out in the industry as a car salesman. For years, he did not live up to his full potential in the sales industry, losing unnecessary money. He finally figured out what he was doing wrong.After developing his new sales approach, he realized that you need a certain mindset and values in order to make it in this industry, which he is going to share with you in this episode.Now, Luke is a successful entrepreneur, owning the Paid 2 Persuade sales training platform that is transforming and empowering sales teams to achieve lasting success.What is the 3 C’s Selling Framework?
Luke shares that the sales framework isn’t something that provides a step-by-step introduction to closing a deal. Instead, it helps you differentiate a leading sales professional from someone who just does it to get a paycheck.The framework is also the foundation of what he teaches in his Paid 2 Persuade sales training course. It includes:Content: From the time of saying hello in a sales conversation, you need to know what you’re trying to accomplish right now. Are you trying to get them to buy a product from you, or are you trying to change their way of thinking?Confidence: Sales is the act of transferring your certainty onto the client. The only way you can do this successfully is by having a high level of confidence as a sales representative.Cadence: Start role-playing, practice your sales skills, and educate yourself on how to become better. Once you get into your rhythm, it’ll help you with being uncomfortable and push yourself to do better.How to Create Your Own Sales Framework
If you prefer not to use Luke’s framework, creating your own is simple. He shared some advice on how to do this:Self-education: Don’t think that because you’re not in school anymore, you should stop learning, especially in this industry. Read books or take courses to help improve your sales skills.Endure pain and get comfortable: If you haven’t realized already, in this industry you’re going to have to get used to being uncomfortable. Nothing stays the same. The key is to adapt to the change and figure out how you can do better.If you’re brand new and don’t want to spend any money, implement your own framework by tallying up all of the objections you have faced already and practice how you can overcome them. It’s a good idea to practice this with your coworkers to become better at this.With your next customer, build rapport with them and then get into inquiries to see if the objections you were having are present in this conversation. This can help you solve the objections immediately, instead of at the end of the call.“You need to invest in yourself. Nothing is more important than spending money to get better. When you see something that is different from everything else, the logical conclusion is that it is.” - Luke Lunkenheimer.
Resources
Want to improve your sales skills? Consider taking the Paid 2 Persuade training course.
Connect and follow Luke on
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I had to do it again and bring back Marcus Sheridan for another episode. Today, we’re going over details of his new book, “Endless Customer,” and he's going to share four ways to make your brand the most trusted in the industry.
Background on The Newest Book
After the rise of AI tools, Marcus noticed a major change in the sales industry. It’s getting harder and harder to produce content that will generate leads. Also, those who are not using AI technology in some form within their work are struggling the most now. On top of this, companies are having a harder time gaining consumer trust, all thanks to the advancement of AI. This is why Marcus wrote the "Endless Customer" book! To generate leads and to shine through AI, you’re going to have to become a well-known and trusted brand, which you can do with the help of his guidance.
How Can You Make Yourself Stand Out
If you’ve noticed, not too many people are using Google nowadays. Also, when you search on Google, a lot of AI answers or Reddit posts pop up too. Stop caring so much about keywords and instead start telling AI why you need to be trusted. Marcus shares that you can do this through the four pillars in his book: You have to be willing to say what others are not in your market. Get serious with video content and do what others are not. Sell in a way that others are not. You have to be more human than other brands.
In other words, stop following your industry’s set rules and disrupt. Put a personality into your brand and do things that no one else is willing to do. Marcus also shares how sales reps and industry leaders can get out of a pride cycle that they often put themselves in without knowing.
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I’m giving you another rerun again. Yes, I know, but you’re going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects.
Meet Bob Burg
Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve.
After spending some time in the sales industry, he realized that he wasn’t living up to his potential.
Until one day he had a conversation with another salesman and recalling how his parents worked to make other’s lives better, it hit him.
Instead of trying to meet quota, Bob shifts his focus on how he can serve others, and his reward happens to be more money coming into his pockets.
Great salesmanship is about the other person and how they’ll benefit from your product or service.
Focus on Value
People aren't going to buy from you because you need to meet quota or because you’re a nice person. They are going to buy from you because they’ll be better off after they do.
Salespeople need to focus on bringing value to the prospect’s life. Value comes first, and the money you receive is a natural result of the value you provided.
Value Without Attachment
Although people often suggest you should give without expecting anything in return, Bob doesn’t exactly agree with that. Instead, give value without attachment to the result.
If you’re in business serving other people, you should expect to profit greatly because you’re bringing value to the marketplace. Just don’t be attached to that result.
Give value because it’s who you are and what you do. When that happens, you create a benevolent context for success. You develop great relationships with people who feel good about you.
Communicating Value
Bob shares how sales reps can communicate value to prospects through these five elements:
Excellence
Consistency
Attention
Empathy
Appreciation
To the degree that you can communicate these things to your customer, that’s the degree to which you take price and competition out of the picture.
“Money is the thunder to lightning’s value. The value comes first.” - Bob Burg.
Resources
Listen to Bob Burg’s The Go-Giver Podcast for more mindset tips.
Join the Sales Foundation Course for a blueprint to closing more deals.
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You started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found.
It kind of makes you feel like everyone hates you. I have experienced the same situation, and I’m here to share some tips to help you out when you start a new sales position and it seems like no one can help you get started.
Find People Close to Your Proximity
If you’re struggling with finding leads, consider getting on LinkedIn and network with your connections who are close to your ICP. I share a strategy that I teach in my LinkedIn prospecting course. It’s a neat sales trick that works every single time, only when they know you already! You can also ask your proximity connections how they can give you insights on getting leads if my first strategy doesn’t work for you.
Target Accounts
When you have an understanding of those who can potentially buy from you, you can focus on your ICP and target those accounts. Per week, find two to three accounts within a specific organization that are a part of your ICP.
Tier 2 Outreach Campaign
As an individual sales rep, you may not be able to do a full cold outreach campaign. But you can use tools to help you do one on a smaller scale. I share how you can use FullEnrich to find emails and phone numbers of your prospects.
"The best time to find a job is when you have a job. So if you have a job and it’s stable, it might be a good idea to look to see what’s out there. Just make sure you maintain longevity in your current position before searching." - Donald Kelly.
Resources
Book more appointments with our LinkedIn Prospecting Course
Test out FullEnrich to find more clients
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Sometimes it's better to break the script and listen to what your client is saying when trying to close a deal. In today’s episode, I chatted with Christian Jack, founder of the Sales Dojo and a master of influence, about why it’s important for sellers to understand the psychology of persuasion. He breaks down how the human mind works when sellers become too pushy and how agents can overcome this challenge.
Meet Christian Jack
Christian Jack is a highly respected sales coach and growth consultant with a proven ability to scale businesses to multiple eight figures. He provides fractional CRO services, one-on-one coaching, and tailored sales training that empower professionals and entrepreneurs to achieve sustainable growth. His practical, personalized approach enables clients to maximize their influence, boost performance, and achieve long-term
Sales Is All About Connecting The Dots
You want to be a top-performing agent, but to get there, you need to understand that it’s not about meeting goals or persuading someone to make a decision. Sales is about helping prospects connect the dots and showing them that you’re the right person to help them. Three points can help prospects connect the dots before you try to persuade them: verbal communication, non-verbal communication, and listening to get them to open up.
Verbal Communication Comes Last
You may think that people convey verbal messages first; however, this is far from the truth. Christian breaks down how the human mind conveys verbal communication last due to its two subsets. He also explains how the social mask works when it comes to how we communicate our words to others.
Non-Verbal Communication Comes First
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Staying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal.
Meet Denise Murtha Bachmann
Denise Murtha Bachmann is a sales strategist, coach, and fractional sales leader who helps businesses humanize their sales approach while leveraging AI for smarter selling. With a deep focus on relationships, curiosity, and uncovering the probable root cause, she empowers sales teams and founders to build predictable pipelines and close more deals with authenticity. Through her Sellovatorz programs Denise is redefining modern sales by balancing cutting-edge technology with the human touch buyers demand.
Take a Step Back and Slow Down
Most sellers try to rush through the sales process to hurry up and close the deal. However, Denise shares that it's better to slow down and ask prospects questions to learn their root problem. Prospective buyers know they have a problem and want a solution to it. But if sellers take the time to help them identify the root cause of the problem, prospects will realize that money isn’t a problem when it comes to fixing it. When you give them the ability to see that you’re trying to solve the bigger problem, you build a connection with them, which builds trust and credibility with your clients. Working together will help them see that you care about them and make them want to continue through the sales process.
Prepare Yourself Before The Call
Denise shares that before you jump on a call with a client, you should take the time to educate yourself about them. Here are some things you can do before your discovery call: Have your discovery questions ready. -
We are going old school today. I’m sharing a past episode of my conversation with Tim Riesterer, co-author of The Three Value Conversations, where he shares details of his book. Check it out to learn the conversations you need to be having to master your sales craft.
Meet Tim Riesterer
Tim is the Chief Strategy and Marketing Officer of Corporate Visions. He has more than 20 years of experience in marketing and sales and is a co-founder of Customer Message Management. Tim also worked with Corporate Visions LLC, where he was the CEO until it was acquired by Corporate Visions in 2008. He brings a lot of great insights to a sales conversation, and during this episode, he offers some great thoughts relative to his book.
Importance of Value Conversations
Being a sales professional is hard! You have to provide a solution that isn’t complex and too difficult for your prospects to understand. How can you do this when you’re stuck at the proposal stage, getting caught up on prices, and unable to build your pipeline? By having conversations with prospects that help educate them and bring value to them!
The Three Value Conversations
Tim breaks down his book in full detail and shares how to overcome common sales challenges to bring value to prospects: The time for change: Feeling stuck at the status quo? Learn your prospect’s situation and get them to recognize they need to change before they buy from you. Unconsidered need: You already know your prospects' pain points, and so do they. Customers know what their problems are and may believe they have already found their solutions. To get you away from the proposal stage, help them discover their hidden problems. Finances: 80% of business deals need to be signed off by a CFO. However, only 10% of... -
Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn!
Individual’s Title
Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline. If their job role is unable to do this, then you’re not talking to the right person. Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title.
Know Their Responsibilities
Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along. If you’re getting nowhere from learning about an individual’s job title, learn what their responsibilities are within an organization. I like to use ChatGPT to learn more about a person’s job responsibilities. This can give you an idea if they’re the right person to speak to about moving forward with your offer.
How Do They Influence the Deal?
You have to sit back and think about how this person influences a deal you’re trying to make with the organization. I provide an example of how you can figure this out and use this to your advantage.
How Do They Help the Organization Make Money?
If they know how to bring money into the company, then they’re more than likely the ones who can make a deal move forward. For example, a marketing director might bring in money for the company -
No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don’t forget to download the hidden gems she shares at the bottom of these show notes.
Meet Dia Bondi
Dia has an exciting background as a leadership communications coach with over 20 years of experience. She has worked on high-profile projects, including helping Rio de Janeiro win the bid to host the 2016 Olympics. With a unique love and hobby for fundraising auctioneering she became inspired to write the book "Ask Like an Auctioneer," which focuses on making impactful asks.
Paddle Through The No
Auctioneers have a tendency to speak fast, or maybe they’re just good at doing a special chant. The chant they do allows them to keep going until they get a final bid, the highest offer. If you paid attention, the auctioneers are paddling through each offer until they are able to maximize the initial offer.
Importance of Value
Another core principle of auctioneers is not defining an offer based on the price. The price is to show the value of the product and how individuals can see that value. You may find it hard to ask for a higher price because you’re unable to get the prospect to see the value of what you’re offering. Get them to see the worth of your offer, and they’ll be ready to spend whatever amount you’re asking for.
Connect with Prospects with Storytelling
Part of your job as a seller is to understand what they really care about to help solve their problem. Just like an auctioneer, use storytelling to help you practice empathy... -
LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you’re not using it right, you won’t be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using LinkedIn.
Where Did Their Passion for LinkedIn Come From?
After struggling to find new clients, John turned to his son Mike for help. Mike had a unique strategy that helped his father find high-stakes clients in no time. Thanks to Mike’s method, he and his father are now the proud owners of Text Tonality.
Understanding What Filters Are
When you first use LinkedIn Sales Navigator, you’ll notice the many different filters within the tool. Mike noticed that people usually use the filters incorrectly in two different ways: either using too many or not enough filters. There are a certain number of filters you can use to help you find the right clients. If you DM Mike, he gives you the code to his free training to help you learn this trick.
What To Say to C-Suite Executives When You Find Them
John shares that to get your message out correctly, you first have to position yourself in front of them. They have to see how you can help them with their problem. If you can’t get them to see this, then they’re not going to spend 30 minutes on the phone with you. Start with the big problem they have to intrigue them with a solution.
Sending LinkedIn Messages Without Spamming
John and Mike share that it’s best not to send messages within LinkedIn connections. They share how sending Text Tonality messages works better after waiting a day after sending a connection request. Mike also shares how probing can help get prospects to speak to you more after they say no -
You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode.
What is the Go Around The Block Principle?
Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most. The idea is for you to prepare before the meeting by doing research on the prospect. You can use what you learn about the prospect to help connect with them better before pitching the deal again.
Deflect the Sales Objection
I share a short story on how I used a prospect's area code to help build a better connection with them before closing a deal. Of course, you won't always get this lucky, but try going on their LinkedIn profile to see if you can find a specific person, job role, or content they share to bring up during the meeting. Get the prospect to talk about something they're interested in; they will be more likely to hear your offer again.
"Your job right now is to have conversations. The more conversations you have, the more opportunity you have to get the person to listen." - Donald Kelly
Resources
Looking for a new Sales Coaching Software, try out Ambition
Do you need help creating a podcast? Visit Bluë Mango Studios
Connect and chat with me on LinkedIn
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
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After making several calls back-to-back and finally getting an answer from a prospect, you may find yourself shocked that they even decided to pick up the phone. Now lost for words, there's a thick air between the lines that quickly makes them lose interest in whatever you have to say. How can you fix this awkward silence to turn everything around? Tune in and hear the three tips I share to help you out.
Back to the Basics Series
If you go back and listen to my back-to-basics series, one of the tips I share is how to fill in the first ten seconds during a cold call.
The tips I share in this series are to slow down the call and ask specific questions that will help you stay in control. I also share a story in this episode on how you can stay on your game when a prospect answers the phone.
Provide Relevancy
The whole point of cold outreach is to provide the prospect with a solution relevant to their problem. If you can't give this to them the moment they answer the phone, then more than likely they're not going to listen to you.
"If you don't have true relevancy, then it's tough to make an effective cold call. You gotta make sure you have something that matters to them and a solution that can fix their problem." - Donald Kelly.
Resources
Looking for a new Sales Coaching Software, try out Ambition
Do you need help creating a podcast? Visit Bluë Mango Studios
Connect and chat with me on LinkedIn
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
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You can always get the best sales secrets from the top companies in the industry. In this episode, I’m chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don’t use this sales enablement AI platform, these tips will help you boost your performance and close deals faster.
Meet Josh Garrison
Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io. He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales. As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales.
Only Let AI Do Some of the Work
Are you still making the mistake of using AI to do all your work? If you haven’t realized it yet, people want a human touch, and too much AI can damage their trust in a company. Josh shares that it’s better to use AI for specific tasks. For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers.
Diversify Your Outreach
If you’re still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day. Pay attention to your prospect's daily routine. If they’re busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime.
Use Social Media the Right Way
Josh advises using social engagement strategically, particularly by commenting on LinkedIn posts. Also, social listening can help you build a presence and -
You want to move your deals through the pipeline, but you have no idea how to do it. In this episode, I had the pleasure of chatting with Bob Spina, a successful sales expert known for building and advising high-performing sales teams, on deal acceleration. Join us to hear his strategies on how to slow down and achieve greater success.
Meet Bob Spina
Bob is well-known for working with Gong and scaled it from under 21 million in revenue to the empire they are today. His focus lies in enhancing revenue processes and strategies, offering his expertise across various companies to drive successful outcomes. Currently, Bob is dedicated to advising company leaders, sharing his deep knowledge of accelerating deals and navigating multi-stakeholder environments.
The Importance of Focusing and Understanding the Industry
We discuss the necessity for sales reps to go beyond tool training and understand the industry trends and challenges faced by their target markets. Having business acumen and understanding what's on the minds of C-level executives gives salespeople a consultative edge, establishing credibility and accelerating deals.
The Power of Relevance and Relationship Building
Understanding your customer's industry and delivering relevant information can set you apart from competitors who rely on generic, automated messages. Authenticity and personal experiences, not just AI, should be at the forefront of sales interactions.
Multi-Channel Communication
Utilizing a multi-channel approach is key to accelerating deals. Bob shares the importance of connecting with prospects through a combination of LinkedIn, phone calls, emails, and personalized video messages. This approach helps in nurturing leads through the pipeline effectively.
Sales Advice...
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Is it possible to get multiple appointments on LinkedIn in just one week? Guys, I'm telling you that it is, and in this episode, I'm going to show you how I got eight appointments in five days. I promise it's no influencer trick and has everything to do with prospecting.
Take a look at your LinkedIn Connections
Go through your LinkedIn connection list and group them into potential customers, past customers, and people you know but don't know what you do. For the ones grouped in "people you know," try booking a 5-7 minute meeting by doing the most simple thing: ask permission to ask a question.
Appointment Influencers
Past coworkers could be your connection to getting appointments for a specific organization. You may have to set up an appointment with them, but at least they can probably influence a deal for you.
Look for Partners
Sometimes you have to provide opportunities to others to help you set appointments. I share how I did this with a recruiting firm and some of my sales reps. If you give to others, they will be more willing to give to you.
Post LinkedIn Polls
Creating LinkedIn polls on an industry issue and responding to those who engaged with it is a great way to find prospective clients. They're telling you what their problem is, and you can use this to your advantage. Shoot them a question to start a conversation and see if you're able to set an appointment.
"You guys get to hear from me all the time, but I never get to hear from you. I want to hear from you! Connect with me on LinkedIn, and I'll be happy to answer questions or even help you out with these tips." - Donald Kelly.
Resources
LinkedIn Prospecting Course
Sales Mastermind Group
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