The Sales Evangelist: Sales Training|Speaking|Busi

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In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success. LinkedIn Outreach Tactics ● Data shows that sending connection requests without a message can yield a 3% increase in acceptance rates compared to those with messages. ● The human tendency to judge based on profiles quickly favors simple connection requests over potentially off-putting sales pitches. ● For optimal outcomes, engage with prospects before sending connection requests to establish a common ground. Effective Email Strategies ● Tracking emails can be crucial for marketing but detrimental in sales; focus on replies instead of opens to enhance engagement. ● Plain text emails outperform those with images or attachments, ensuring better deliverability and higher reply rates. ● Use personalization in your emails to connect deeply with leads; mention specific, relevant details that resonate with them. Multi-Channel Campaign Insights ● Engaging prospects through multiple channels increases visibility and response rates, with LinkedIn DMs achieving up to a 10% reply rate compared to email's 2-5%. ● Combining outreach methods (email, LinkedIn, etc.) helps build trust and familiarity with potential clients, driving higher engagement. ● Prioritize server matching in outreach campaigns to improve deliverability rates and overall effectiveness. Homework Challenge or Action Steps ● Test your next batch of LinkedIn connection requests without messages for improved acceptance. ● Create a plain text email outreach campaign focusing solely on obtaining replies rather than opens. "Even if that were the reply you negative, you know, I'm not interested but you're interested enough to take your time and reply to that person." ● Fernando Pires. Timestamps ● 00:00 ● Introduction ● 01:18 ● LinkedIn Outreach Tactics ● 09:51 ● Effective Email Strategies ● 17:52 ● Multi-Channel Campaign Insights ● 29:02 ● Closing thoughts Resources ● Snov.io ● Learn More About Our Services-https://snov.io ● Connect with Fernando Pires on LinkedIn-https://www.linkedin.com/in/fernandopires My LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away. And don’t forget to connect with me on LinkedIn! www.thesalesevangelist.com/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 Training. 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, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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You have about ten seconds to grab a prospect's attention on LinkedIn. If you’re spending more time scrolling than positioning yourself as a thought leader, you’re not using your profile to its full potential. Here’s how to turn it into the perfect “first discovery call.” Profile Positioning ·  If you go back to episodes 1941 and 1088 with Brynne Tillman, you’ll hear her explain why it’s time to move past the resume mentality. ·  Your profile is prime real estate. Start with a compelling banner that clearly shows who you help and how. Use a professional, up-to-date photo, and try LinkedIn’s name pronunciation feature to add a personal touch. Headline & About Section ·  Craft a headline that’s punchy and credibility-building—skip the job title and highlight the value you deliver. ·  In your About section, speak directly to your ideal client’s pain points. Use storytelling and short testimonials to build trust and connection. Target and Engage ·  Create micro-lists for targeted outreach—CFOs, CEOs, COOs—so you can personalize your messaging around real problems. ·  Before pitching a meeting, engage thoughtfully with your prospects’ posts to build rapport and show genuine interest in their needs. Homework Challenge ·  Update your banner, headline, and profile photo. Rewrite your About section to focus on the problems you solve, and build a micro-list of prospects.  ·  Also, don’t forget about using my LinkedIn Sales Navigator trial to jump-start your outreach. “Your profile needs to be a lead-generating tool. It needs to attract prospects; they need to see it. And within five seconds, know what you have to offer.” - Donald Kelly. Resources If you want to try LinkedIn Sales Navigator, start your 60-day trial here.  My LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away.  And don’t forget to connect with me 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 course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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The stories you tell your prospects can either win you deals or cost you money. And with the fourth quarter here, you don’t have time to get crushed by objections. That’s why I’m bringing back storytelling expert Matthew Pollard. He shares a practical framework and proven tactics to help you move deals forward faster, avoid the pitfalls of group decision-making, and position yourself as a trusted advisor to your clients. Meet Matthew Pollard ·  Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories.  ·  Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, and Selling Power Magazine just named their 2023 Sales Kickoff Speaker of the Year.  ·  He’s also the founder of Introvertu.com and the bestselling author of The Introvert’s Edge book series, which has sold over 100,000 copies and been translated into 15 languages. Why Deals Stall & How to Accelerate Them ·  We start off the episode about why so many deals stall out in today’s market. Since COVID, buyers have gotten way more cautious, which means more people are involved in every decision—and sales cycles keep dragging on.  ·  Matthew breaks down the real problem: sellers overwhelm prospects with too much jargon and detail, and that just pushes them to bring more decision-makers into the mix. ·  He shows us how to flip the script by giving buyers a clear, personal reason to champion you and move forward now, instead of letting fear and red tape slow everything down. Storytelling: The Ultimate Sales Tool ·  Rather than relying on dry case studies or testimonials, Matthew emphasizes the power of emotive, client-centered storytelling. He breaks down his story framework: o   Focus on a real individual (not just a company or title). o   Highlight the emotional and opportunity costs of inaction. o   Paint a vivid transformation, showing personal and professional wins. o   Explicitly state the moral, inviting the listener to see themselves in the story’s success. Implementing the Framework ·  Matthew demonstrates how stories can turn hesitant prospects into proactive champions determined to advance their own careers—while making the organization look good.  ·  He provides practical, memorable examples, and explains how even small details (like missing a family event) can make your narrative resonate. “Nobody cares what you do until they see that you care. And then they actually care far less about what you do. They just want you to do it.” - Matthew Pollard. Resources ·  Find Matthew’s storytelling framework in his books, downloadable PDFs, or connect via LinkedIn. He also shares a bonus tip: use LinkedIn voice notes to break through stalled deals with empathy and personalization. ·  Be sure to check out my past episodes with Matthew: ep 1426, ep 1246, and ep 193.  ·  If you like more guidance with improving your sales skills, join my LinkedIn Prospecting Course. 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 course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Most sellers tend to get caught up in the technical side—asking the “right” questions, handling objections, and checking all the boxes. But in the process, we often overlook something just as important: the emotional side of selling. That’s why I invited Alex Kremer, founder of Alluviance, to join me. He breaks down how the right mindset can help you close more deals and build lasting relationships. Meet Alex Kremer ·  Alex Kremer is the Founder of Alluviance, a community and organization dedicated to transforming sales and leadership through authenticity, purpose, and performance.  ·  With over 15 years of experience, he has worked with top companies like Salesforce, AWS, and Gong, and played a key role in scaling Outreach from $25M to $250M.  ·  He’s hired, trained, and led over 100 Account Executives and Sales Managers, earning President’s Club honors 7 years in a row. ·  Alex is known for helping leaders build high-performing teams and purpose-driven cultures that achieve lasting results. Beyond the Tactics: The Role of Mindset in Sales Success ·  Alex pulls back the curtain on his journey, opening up about the hidden struggles he faced even when he seemed most successful.  ·  Despite hitting top quotas and leading major accounts at Microsoft, he battled depression, highlighting a key truth: salespeople can meet every external standard and still feel empty inside.  ·  Alex explains how mental, emotional, and even spiritual health are often overlooked but absolutely crucial to sustainable, fulfilling sales success. Practical Strategies: Filling the Void and Mastering the Inner Game ·  Alex introduces the concept of “parts work,” a therapeutic approach to identifying and relating to various emotions without self-judgment.  ·  He stresses the importance of self-awareness, inviting reps to treat their emotional states with the same curiosity as they would a sales prospect in discovery.  ·  Simple practices like mindful breathing, walks without phones, and reflective journaling can create the internal space needed for clarity. Leadership in Action: Bringing Mindfulness Into Sales Teams ·  For sales leaders, Alex suggests starting meetings with grounding exercises such as box breathing or gratitude practices.  ·  Investing a few minutes in presence and connection sets a more productive tone than jumping straight to numbers. “When you connect more deeply with yourself, it allows you to connect more deeply with other people, which is very interwoven with sales.” - Alex Kremer. Resources Alex’s company, Alluviance, hosts regular retreats blending sales tactics with inner game work. Reach out to Alex on LinkedIn or the Alluviance website for future retreat details. 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 course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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