The Sales Evangelist

show notes

So many sellers quit within their first few months in sales. Honestly, I think many of them give up too soon. Sales isn't easy, but success often comes down to staying committed when things aren't going your way. I'm sharing why determination matters, how to push through rejection, and why the sellers who keep going are often the ones who eventually succeed.Why Determination Matters in SalesEarly in my college years, I found myself stranded in California with a friend during a business trip. We had no transportation, limited options, and needed to get back to our hotel. Instead of giving up, we stayed focused on finding a solution. Because we were determined to make it back, we noticed opportunities that we might have otherwise overlooked.That experience reinforced a lesson I've carried with me ever since: when your reason for succeeding is strong enough, you'll find a way through obstacles that might stop other people.Stop Letting Fear Hold You BackOne challenge many sales professionals face is the fear of rejection. Too often, sellers hesitate to follow up because they worry about being annoying or reaching out too many times. But if you genuinely believe your solution can help someone solve an important problem, then it's your responsibility to start the conversation.Most buyers won't remember how many times you called or emailed. They'll remember the value you helped them create.Use AI to Prospect SmarterPersistence is important, but that doesn't mean wasting time on the wrong opportunities.Today's sellers have access to AI tools that can help identify companies experiencing specific challenges and uncover prospects who are more likely to engage. Instead of blasting generic messages to thousands of people, you can narrow your focus and spend time with the accounts that matter most.The goal is simple: become more relevant and intentional with your outreach.Take a Multi-Channel ApproachProspecting works best when you meet buyers where they are. That's why I encourage sellers to combine phone calls, emails, and LinkedIn outreach. Some prospects may respond to email, while others prefer social engagement or a direct conversation. Using multiple channels increases your chances of reaching the right decision-maker at the right time.Get Back to the FundamentalsAt the end of the day, sales success still comes down to the basics.Believe in your solution. Build a targeted list. Stay focused on the people you can help. Most importantly, remain relentless when obstacles appear.The sellers who succeed are often the ones who keep moving forward long after everyone else has decided to quit.“If you have a reason strong enough, no obstacle can stop you.” - Donald C. KellyResourcesReady to transform your prospecting strategy? Check out Episode 1996 to learn a powerful new method for using Claude to achieve a refined focus.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis 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.CreditsAs 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.

One of the biggest mistakes sellers make is focusing too quickly on their product instead of understanding the deeper problem their customer is trying to solve.That’s why I wanted to bring back this conversation with Jeff Koser, founder and CEO of Zebrafy. Even though this episode originally aired during the pandemic, the principles still apply today, especially when it comes to standing out in crowded markets and building trust with buyers.Why Surface-Level Selling Doesn’t WorkJeff explained that too many sales reps stop at surface-level conversations.Customers do not buy because your product has more features. They buy because they believe you understand the real business problem they are facing and can help them solve it.That requires deeper research, better questions, and understanding the customer’s world before pitching a solution.The Importance of “Voice of the Customer”One idea that really stood out to me was Jeff’s concept of “voice of the customer.”Instead of only relying on your company messaging, Jeff encourages sellers to learn directly from customers by understanding: the problems customers believe were solved the value created after solving those problems and the measurable business impact the solution deliveredThat insight helps sellers communicate in a way that feels more relevant and customer-focused.Why Respectful Outreach MattersJeff also shared why thoughtful outreach matters more than ever.Buyers are overwhelmed with emails, automated messaging, and generic pitches. Sellers who take the time to personalize their communication and genuinely understand customer priorities immediately separate themselves from the competition.At the end of the day, the best sales conversations happen when customers feel understood, not sold to.“We have to recognize that what we’re selling may not be everyone’s priority right now, which is why every sales conversation should give people a respectful and simple out.” - Jeff KoserResourcesConnect with Jeff Koser’s website to learn more about customer-focused selling strategies, and grab a copy of Voice of the Zebra by Jeff and Chad Koser for additional insights on identifying and reaching your ideal prospects.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis 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.CreditsAs 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.

Many women in sales struggle with feeling like they’re not fully qualified for leadership roles, even when they’re already doing the work. That self-doubt can make it harder to pursue promotions and career growth. To help break this down, I invited leadership coach and tech executive Erika Chestnut to share the challenges women face when advancing their careers and how sales leaders can better support them.Meet Erika ChestnutErika Chestnut is a transformational leader with more than 25 years of experience in the tech industry.She is passionate about helping individuals and teams rethink leadership, communication, and workplace culture to create stronger performance and long-term success.Through coaching, leadership development, and strategic guidance, Erika equips professionals with practical tools to build confidence, strengthen relationships, and lead more effectively.The Confidence Gap Holding Women BackErika shares how often women underestimate their readiness for leadership opportunities.She explains that many women feel like they need to accomplish every requirement before applying for a promotion, while others are comfortable taking the leap much earlier.Erika also shares an exercise she uses with clients where they compare their current responsibilities to the role above them. In most cases, women are already doing 50% to 75% of the next position without realizing it.Many women feel pressure to constantly prove themselves through performance while still struggling to advocate for their own advancement. Erika explains how this mindset can keep high performers stuck, even when they are already operating at the next level in their careers.Why Leaders Need to Better Understand Communication StylesCommunication styles also play a major role in career growth. Erika explains how many leaders unintentionally overlook talented women because they communicate differently from more outspoken employees.She also shares how some employees naturally focus on details while leaders are often focused on outcomes. When communication styles do not align, high performers can easily be misunderstood or overlooked.Treat Your Career Like A BusinessErika shares advice on how women can become more intentional about career growth by treating their career like a business.Set goals, build relationships with mentors and stakeholders, and develop a strategy for long-term advancement instead of waiting to be noticed.“Success doesn’t come by copying somebody else. Success comes when you know who you are.” — Erika ChestnutResourcesConnect with Erika Chestnut on LinkedIn or visit her website to learn more about leadership development, career strategy, and building confidence as you grow into your next role.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content.Sponsorship OffersThis 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.CreditsAs 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.

AI can help you move faster, but it can also help you make mistakes faster. Too many sellers rely on automation while skipping the fundamentals that actually help deals close. One of the biggest problems? Poor qualification.I sat down with Gearoid Cox, CEO of SalesPipeline, to share advice on how sellers can build healthier pipelines, qualify deals more effectively, and stop wasting time on opportunities that are never going to close.Meet Gearoid CoxGearoid is the Founder and CEO of SalesPipeline, a revenue growth partner that helps SMBs build and run effective sales operations.With nearly 15 years of experience across startups and Fortune 500 companies, he has led teams of more than 100 people.He saw that many SMBs lacked the structure, talent, and systems needed to scale their sales efforts, so he built SalesPipeline to solve that problem by hiring, training, and managing high-performing sales and marketing teams.Originally from Ireland and now based in Tbilisi, Gearoid specializes in building high-performing sales systems that drive revenue growth.Why Qualification Starts Earlier Than Most Sellers ThinkQualification doesn’t always begin on the discovery call. It often starts with the outreach itself.Gearoid explains why sellers need to stop chasing volume for the sake of activity and focus more on understanding the actual problems buyers are facing.Instead of trying to book as many meetings as possible, the goal should be booking meetings with people who are genuinely qualified and have a real reason to buy.How Bad Pipeline Data Hurts Sales TeamsWhen dead deals stay in the CRM too long, it creates a false picture of what’s really happening inside the business.Sales leaders struggle to forecast accurately, reps waste time chasing stalled opportunities, and teams lose focus on deals that actually matter.Gearoid shares why sellers need to become more ruthless with pipeline management and honest about which deals are truly moving forward.The Best Sellers Think Like ConsultantsThe strongest salespeople are not simply trying to move prospects through stages. They take time to understand the buyer’s situation, the pressure they’re under, and the risks they’re trying to avoid.That shift changes everything. Instead of sounding transactional, sellers become trusted advisors who actually understand the customer’s world.“People don’t need to hear that your product is perfect. They need to know what happens if something goes wrong.” — Gearoid CoxResourcesConnect with Gearoid Cox on LinkedIn and learn how SalesPipeline helps businesses build stronger sales systems, improve qualification, and create healthier pipelines that actually convert.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content.Sponsorship OffersThis 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.CreditsAs 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.

40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals.Leverage Intent and Relevant DataA big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution.That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection.When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early.Utilize Advanced LinkedIn SearchingInstead of reaching out to everyone, focus on a smaller group of people who are more likely to respond.You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in their roles or who have been active on LinkedIn in the past 30 days.You can also look at who they are connected to, especially if they follow industry influencers or are part of specific associations. That gives you a stronger starting point for outreach.Systematize ReferralsReferrals are one of the most overlooked opportunities in sales.Most prospects are open to giving referrals, but very few salespeople actually ask for them. That is a missed opportunity.Start making it part of your process. When you are working with a client, ask if they know others who are dealing with similar challenges. A simple ask can open the door to warmer conversations.Target Niche Local EventsNot every opportunity comes from online outreach. Smaller, more focused events can be a great way to connect with people directly.Think industry meetups or informal gatherings where conversations happen more naturally.These settings make it easier to build relationships and lead to introductions that feel more genuine.The Fortune Is in the Follow-UpEven when you get in front of the right people, it does not mean much if you do not follow up.A large percentage of event attendees have the authority to make buying decisions, yet most leads never receive any follow-up at all.That is where the real opportunity is. Following up within 12 to 24 hours and staying consistent with your outreach can be the difference between being remembered and being forgotten.“Nine out of ten prospects are willing to give a referral, but only about 11% of salespeople actually ask.” - Donald C. KellyResourcesDo you need help on getting more referrals? Check out episode 1976.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content.Sponsorship OffersThis 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.CreditsAs 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.

In a niche industry, you don’t win by doing what everyone else is doing. Like David facing Goliath, you have to stand out by bringing something different to the table. My guest, Brian Uzcategui, Vice President of Sales for The Kinetic Co., is here to share how he is winning in the tissue industry and the concepts you can apply to your own work.Selling in a Niche IndustrySelling in a niche industry is not easy. You only have so many competitors and only so many customers, which means every interaction matters. Your reputation travels fast, and you cannot afford to burn bridges.In industries like Brian’s, everyone knows each other. Prices are not the differentiator. Relationships are. If you are not building trust and adding value, you will not last long.Relationships Are EverythingWhen your market is small, your network becomes your greatest asset. Brian shared that success comes from treating every customer like they matter because they do.This is a people game. You are not just selling a product. You are building long-term partnerships. One bad interaction can cost you more than just one deal.Do Not Wing ItPreparation is what separates average sellers from top performers.In this industry, you may only get a few opportunities each year to meet with a customer.When you show up, you need to be ready. Know their history, understand their needs, and come in with clear value.You are not getting extra time. You have to make your time count.Bring Something New Every TimeOne of the most powerful concepts Brian shared is simple. Always bring something new.It could be a small training, a new idea, or a way to make your customer’s job easier. When you consistently add value, your customers look forward to seeing you.You become more than a salesperson. You become a resource.“Be the leader people want to serve. A service mindset goes a long way.” - Brian UzcateguiResourcesConnect with Brian Uzcategui on LinkedIn.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis 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.CreditsAs 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.