On today’s episode of The Sales Evangelist, Donald is joined by founder and CEO of Whale Boss, Ryan Staley. As a sales consultant who helps sales executives double their income, he’s learned from and watched many different organizations, thus knowing how you can hire top sellers with little experience at your company.&nbsp; Why did Ryan start a consultancy firm?  Ryan noticed there are many things he took for granted working for a large organization that small business owners, startups, and SaaS companies weren’t doing. That was part of the reason he founded his consultancy firm, because he wanted to coach CEOs on those things. Small businesses, startups, and SaaS companies do an amazing job building products or services, but they don’t talk to thier customers after they sell them the deal. Maintaining a structured value process will exponentially increase referrals and revenue.  Ryan’s corporate job showed him the power of a good team:  Working over sixty hours a week got Ryan to a point where all his relationships started to melt down. The constant travel and excessive hours meant he didn’t have time for family, friends, or himself. What did he do about it? He rebuilt himself and his mentality about work, and his job performance soared to new heights. He was given the opportunity to build a team to support his work. However, that meant he had to figure out what looked for in a new person. He determined 5 components he looked for in a new hire:  Did they have a hunger to be a top performer?  What was the biggest takeaway from that job and why did they leave? He would ask for people to articulate their contributions and results - if they couldn’t, their claims are BS  What do they do to develop outside of work? What’s the most important thing they spend time on outside of work?  People might default to family, but finding people with a passion and interest and what lights them up shows how coachable they are.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at  This course is brought to you in part by the , a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the ! You can visit  or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: . We’d love for you to join us for our next episodes, tune in on , , and . You can also leave comments, suggestions, and ratings for each episode you listen to!&nbsp; Read more about sales or listen to audiobooks on  and explore their huge online library. Register now to get a free book and a 30-day trial.  Audio provided by  and . 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.

Hiring Top Sellers with Little to no Sales Experience | Ryan Staley - 1469

How to Ask More Beautiful Questions | Bryan Kelly - 1470

Salespeople have heard the mantra thousands of times: talk less, listen more. But why? And more importantly, how? In today’s episode of The Sales Evangelist, Donald is joined by leadership advisor Victoria Song to learn how salespeople (and anyone else) can balance listening and talking. Why do people talk so much?  While there are many reasons, Victoria suggests that people who felt unheard as a child might overshare in an attempt to bridge understanding. In general, when we want things to go our way, we think that if we can get the other person to see it our way, they’ll agree. That leads to talking too much. In actuality, people mirror one another. So, listening rather than talking will lead someone to reciprocate and hear you.  Victoria’s top components for a golden ratio:  The talking-to-listening ratio is not a one-size-fits-all. But in general, a 50/50 split is a great place to start. However, the more escalated a conversation is, the more Victoria recommends you back off and give the other person more time to speak. It also comes down to personality - if you tend to speak first and jump into conversations, listen 70-80% of the time and vice versa.  What to do in a disagreement:  Rather than sit on opposite sides of a board room table, sit on the same side. Look at the problem from the same perspective, and by working on the same side, you’ll feel more like a team. Think about the story attached to identity. When in disagreement, we sometimes realize we aren't talking about the topic anymore. We're making up a story around our identity, making it personal. The more we can be transparent with ourselves and the other party, the more likely we are to get to a place where we can hear each other better.  Contraction vs. Expansion  Victoria’s new book Bending Reality defines two clear states a person can be in: contraction or expansion. Contraction is the state where your nervous system is activated (think fight-or-flight response.) On the other hand, expansion is a relaxed state conducive to creativity and problem-solving.&nbsp; When in a work environment, putting yourself in an environment that encourages expansion will lead to success.  How to be in a state of expansion:  One way to improve our access to expansion is to notice when our nervous system is activated.&nbsp; Notice your fuel for motivation, and use that to keep yourself in the proper headspace (both mentally and physically.) Part of accessing expansion is to start to get clear on what are your clean, sustainable fuels. Discover your purpose, uncover your values, and figure out what brings you joy. The more we can cultivate doing things we enjoy, the more we train our nervous system to be conditioned to a state of expansion.  Applying this framework to sales:  Ask yourself if you are in a state of contracting or expanding, especially when talking to prospects. Are you confident enough to ask effective questions? You want to get out of your head. It's not just about mental preparation; it’s cultivating the physical state. If you felt unprepared for a meeting, one way to cultivate the state of expansion would be to establish a sense of trust. This can come from practice and repetition.&nbsp;  Victoria’s parting advice:  Listening happens with your whole body.&nbsp; When we tune in and listen to our entire body, we understand insights and cues that we wouldn't be picking up otherwise. To get in contact with Victoria, check out her website, .&nbsp; Victoria’s book  is available for preorder! Preorder now to get free bonus access to powerful coaching techniques Victoria uses for her clients.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like...

The Golden Ratio for Talking vs. Listening | Victoria Song - 1471

Can sales make the world a better place? The principles we learn in sales can be used almost anywhere. And yes, that includes making the world around us a better place. Today’s guest, Scott Roy, joins us in the studio to share how he uses his sales skills to do good and help those around him. Scott has worked in the sales industry for over twenty years.  He and his business partner Roy Whitten created , a sales consultancy called when teams aren’t reaching their sales goals. Their main selling point (pun intended)? The DQ selling methodology. With the DQ methodology, Roy and Whitten can sell life-changing and life-saving goods and services to developing countries.&nbsp;  How do they apply selling principles to do good?  About 20 years ago, there was a sudden interest in applying business principles to address areas that typically used aid and philanthropy. When done well and ethically, the sales conversation convinces people unfamiliar with concepts to buy into these materials and supplies that will give them a better way of life. Scott’s primary example is selling water filtration systems. In areas where people use the same water source for drinking, bathing, and using the restroom, the people there are afflicted with diarrhea and other diseases. Scott’s team works to convince these people why they should use a water filtration system by explaining both the cost benefit and health benefit the people will receive.  Using DQ to make a change:  DQ is short for business intelligence, the fundamental component for Scott’s selling process. If you’re going to change behavior, you have to penetrate deeper than simply finding a problem and then selling directly to that problem. DQ selling starts with the problem and stays on the issue so the prospect can realize it is a problem worth solving.  Scott’s major takeaway:&nbsp;  Determine your purpose as a salesperson. If it’s just to pitch, persuade, and convince, that’s not necessarily wrong. But it would be so much better if you figure out how to use your skills to serve others and find passion in the people you’re serving. To get in contact with Scott and learn more about his work, visit his company . Check out Scott and Roy’s books  and .  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at  This course is brought to you in part by the , a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the ! You can visit  or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: . We’d love for you to join us for our next episodes, tune in on , , and . You can also leave comments, suggestions, and ratings for each episode you listen to!&nbsp; Read more about sales or listen to audiobooks on  and explore their huge online library. Register now to get a free book and a 30-day trial.  Audio provided by  and . 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.

Setting Up and Managing an Ethical and Effective Sales System for Social Enterprises | Scott Roy - 1472

Just like most of you, I am a real life B2B sales professional hustling in the world of software sales. If you were like me, you had no clue how to really sell when you started in sales. Over the years I’ve received training/coaching from some of the industry’s leading experts. I applied what I was learning and started seeing a significant difference in my performance and income. I started doing “BIG THINGS”! I personally feel that when you find something of value you should share it! That’s why I love sales so much. I became very passionate and started “evangelizing” about sales. A good buddy of mine, Jared Easley, then dubbed me “The Sales Evangelist”. He recommended that I further my reach by sharing sales tips to others through the medium of a podcast. Today I interview some of the best sales, business and marketing experts. They provide invaluable training of how you can take your career, business and income to a top producer’s status. I know you will enjoy it. Welcome to The Sales Evangelist!

The Sales Evangelist

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