The Sales Evangelist Podcast

Its a gut-wrenching pain to work so hard to win a prospect over only for them to tell you no. If this often happens to you, you may be doing something that strikes a deep no in your prospects.

To help you figure out what youre doing wrong and influence prospect behaviors more positively, listen to this conversation with my guest, Jake Stahl. He's here to help you rewire how you lead and sell to achieve greater success.

Meet Jake Stahl

• Jake Stahl is the creator of Neurostrategy, the CEO of Orchestraight, and a globally sought-after behavioral trainer. 
• He has trained leaders in 47 states and six countries, focusing on replacing outdated tactics with high-conversion conversations grounded in psychology and performance.
• Often called "the man who can create the perfect conversation," Jake is renowned for his ability to decode resistance in real time and fundamentally change how individuals lead, sell, and achieve success.

Why Prospects Arent Buying

• You may think prospects arent buying just because of how bad the economy is, but your unconscious actions may also be the reason.
• Jake shares how most sellers tend to make excuses, but the reality is that everyone buys based on perception and emotion. Sellers often use the wrong verbiage with prospects, failing to effectively convey that the product they offer is worth the money.
• He also details linguistic programming and future pacing, explaining how sellers can use these techniques to help prospects justify spending money on the offered product or service. 
• Jake shares how its more than just telling customers about the features and benefits; its about painting a picture so the client can see how their life will be better with the product.

Sales Leaders Helping Reps Paint Pictures

• If you pay attention to the ads for cruise ships, you'll notice that theyre not selling the features of the boat. Theyre selling the experiencelaughter in the sun and fun in the water. Switching from selling features and benefits to selling an experience like this can be hard for some reps, so how can leaders help?
• Jake says it starts with how you present yourself to the prospect. Listen to how a sentence sounds when youre using verb versus noun verbiage. For example, I love dogs, versus Im a dog lover. He goes into detail on how the difference in verbiage can help sellers change the way they sell products to prospective buyers.
• Also, Jake shares an interesting study on the power of using the word because. It holds more weight in pushing a deal forward than you might think.

How to Break Conditions

• People are conditioned to respond in certain ways, and starting a conversation off with something like, "Hi, how are you doing?" may be triggering prospects to avoid talking to you.
• Jake says this kind of introduction preconditions prospects to see you as a sales rep, and mentally, other factors start to take place without you knowing it. 
• To get a genuine conversation, you need a genuine opener. Coming up with different openers will break these conditions and help prospective buyers engage with you when you call them.

The reality is that if customers dont see how those features and benefits will make their lives better, its not just going to work for them. - Jake Stahl. 

Resources

Connect with Jake on LinkedIn 

You can also reach out to him at [email protected] 

Sponsorship Offers

1. This episode is brought to you in part by...

It's undeniable that B2B prospecting has changed, and what used to work probably isn't working for you anymore.

That's why I invited my guest, Yoni Tserruya, the CEO and co-founder of Lusha, to share insights on what's changing in the B2B prospecting world and what you can do to adapt to these changes to keep closing deals.

Meet Yoni Tserruya

• After noticing how easy it was to connect with anyone in the world thanks to social media, Yoni also observed that customers were becoming more accustomed to generic outreach. 
• He created the company Lusha to help sellers craft messages that prevent their customers from ignoring their outreach attempts.

Personalization Matters in Sales

• A friend of mine shared how some of their reps are getting 50 booked appointments per month. However, they’re sending a crazy number of emails to get those appointments. Even though they’re closing deals, it’s happening at such a slow pace that it seems pointless.
• Yoni shares how more personalization in emails is important and how it helps sellers book more meaningful appointments. He also explains how the future of sales relies on relevance to help keep their pipeline filled.

How to Become More Personal

• Thanks to AI technology, we are now able to cut down the time spent on finding data. But what you might not realize is how it can be used to make your outreach more personal.
• Yoni explains how AI tools are wonderful for all non-selling activities, while sellers should focus on building relationships and connecting with prospects. Separating the tasks between sellers and AI tools will allow outreach to stay personal.
• Yoni provides details on how his product, Lusha, helps sellers make their outreach more personal for customers. He explains how it prevents you from having to waste time switching between different products and how it makes the prospecting process easier.

“We want to make salespeople human again. We want to bring back what they love to do, what they’re good at, and what they signed up to do.” - Yoni Tserruya. 

Resources

For more help personalizing your outreach, check out the AI sales tool Lusha. 

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.

1. 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.

1. 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

Selling a product to a single customer can be challenging, but what happens when they need to advocate for your product within their organization internally?

Their internal selling efforts often fall short, causing deals to stall or fail. That's why I've brought in Todd Rychecky, General Manager and Head of Out-of-Band Management Solutions at Lantronix. 

In this episode, he'll share strategies for how sellers can empower their customers to effectively champion products to their teams, thereby keeping deals progressing through the pipeline.

Meet Todd Rychecky

• At Lantronix, Todd provides strategic leadership, financial management, operational oversight, cross-functional collaboration, and team development.  
• Before Lantronix, he was VP Sales Americas for Opengear and was responsible for developing and executing sales strategies, business development initiatives, and hiring and developing an award-winning sales team. 
• For 13 consecutive years, Rychecky and his Opengear sales teams experienced year-over-year sales growth. 
• He has a wide range of experiences, including sales, marketing, channel development, strategic accounts, OEM partnerships, business development initiatives, and product management launch initiatives.  

Understanding Internal Selling

• While sellers typically focus on external sales and buyers handle internal advocacy within their organizations, sellers still have a crucial supporting role in helping their buyers convince their teams of the value proposition.
• Todd explains that internal selling is increasingly critical for success because it requires buy-in from internal stakeholders to support new ideas and initiatives within the company.
• If your own team isn't enthusiastic about a deal, it's unlikely your customers will be either. 
• Consider implementing internal listening to understand the needs and desires of everyone on your team. This practice can significantly help build rapport, strengthen relationships, and foster trust.
• Todd shares how sellers should use the same effective tactics they employ in external selling when assisting their customers with internal selling. Ask questions to help discover internal objections and always lead with why the company should buy the product instead of the what. 

How Can Leaders Help Reps with Internal Selling

• If you're concerned about your sales team's ability to support internal selling by their customers, Todd advises that a key strategy is to cultivate relationships with multiple contacts within the prospect organization.
• Selling to more than one individual and securing broader internal buy-in significantly increases the likelihood of successfully closing a deal. To facilitate this, sales leaders should coach their reps on identifying key internal stakeholders and developing tailored communication strategies for each.

“Before you win outside the walls of your company, you’ve got to win inside them.” - Todd Rychecky.

Resources

Connect with Todd Rychecky on LinkedIn 

You can also reach him by email at [email protected] 

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.

1. This episode is brought to...

Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse?

In this episode, I’m going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly.

What Sales Mistake Did I Make?

• During one of my discovery calls, I made a simple mistake: assuming that everything would go well. I thought it was going to be so easy to close the deal that I forgot to make sure all the right people attended the meeting with me.
• The deal didn’t move through the pipeline, all because I assumed that the person I was meeting with had all the control over closing it.

How to Fix the Sales Mistake?

• Here’s what I learned from this sales mistake: instead of guessing that the person I’m meeting with is going to bring the right people along, I let them know upfront.
• As a consultant, it’s my moral obligation in the discovery call to paint the picture of what needs to happen.
• Typically, I’ll let them know I need these three people on the call to help progress the deal. I also explain why they should be there during the call and how it will move the deal forward.
• Be the consultant and embrace the awkwardness of telling them what to do. You’re the sales expert, and prospects see you as such, even when you don’t see yourself that way.
• Taking charge of who needs to be a part of the deal will keep it from falling apart during the discovery call, so don’t be afraid to speak up.

“You’re the professional. You’re the one who's done this before. Since you have climbed Mt. Everest, don’t rely on someone else's climate to tell you what’s supposed to be happening.” - Donald C. Kelly. 

Resources

• Consider using Aligned to better illustrate your stories and resonate with your prospects.
• For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.
• I'd love to connect with you on LinkedIn! Reach out if you need more support with storytelling or simply want to expand your network.

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.

1. 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.

1. 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:

Ever lie awake at night wondering where your next deal is going to come from? Does the constant stream of rejection fill your future with uncertainty?

Hearing constant "nos" can cause you to develop a scarcity mindset, and honestly, it's not only destroying your pipeline but also your company's potential.

Authentic sales expert Scott Ramey joins us in this episode to guide you through the essential shift from scarcity vs. abundance. He's here to lead and inspire sellers, leaders, and businesses to build trust, take action, and drive results by adopting an abundance mentality.

Meet Scott Ramey

• Scott Ramey, an authentic sales expert and former Fortune 500 C-Suite Executive, brings over three decades of corporate experience and more than $100 billion in successful sales. 
• As the Founder of The Ramey Group, he is a seasoned leader, speaker, and mentor. Notably, Scott served as an EVP at Transamerica, Nationwide, and Corebridge Financial, where he raised hundreds of billions of dollars and led large teams. 
• His deep expertise in business development, team building, and leadership empowers individuals and organizations to achieve remarkable success.

Scarcity Vs. Abundance Mindset: Let’s Talk About It

• Why is the scarcity vs. abundance conversation so important for us to discuss? Scott shares how it all starts with the law of vibration. What you bring to the meeting with your prospects will be felt by them.
• If you’re nervous, desperate, or upset, they will feel it no matter how much you try to hide it. The scarcity mindset tends to run prospects off, but with authentic interest, you may be able to reel them back into the conversation.
• Scott also dives into how people tend to carry their day-to-day burdens on their shoulders without realizing it, even him. 
• At 19, he had his first anxiety attack, but kept his anxiety to himself until he opened up to his daughter two years ago. He realized how much was lifted off his shoulders, just by opening up to someone. 
• He now encourages other sellers to find a mindful activity that helps them calm their minds so they’re not bringing a scarcity mindset into conversations with their prospects.

Developing an Abundant Mindset: How Can Sales Leaders Help

• Scott shares how sales leaders can help their reps with a scarcity vs. abundance mindset:
• Don’t have unrealistic expectations or quotas.
• Create an environment that’s safe to learn and develop.
• If you just start there, sales leaders can help remove the pressure from their sales reps. This will allow them to grow into an abundant mindset that helps drive sales.

“When tension exists, the outcomes will not align.” - Scott Ramey.

Resources

Learn more about Scott and his teachings at thescottramey.com

Connect with Scott 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.

1. 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