The Sales Evangelist

You have thousands of prospects coming to your website daily, yet 80% of them don’t even sign up for your newsletter. What can you do to turn this around?My guest, Dan Novaes, the founder and CEO of Mode Mobile, is here to tell you how in this quick chat. His advice will make your prospects give away their emails as soon as they click on your website.Meet Dan NovaesDan Novaes is the CEO of Mode Mobile and creator of the EarnPhone. Mode Mobile is revolutionizing the mobile industry with its “Earn As You Go” software, enabling millions of users to turn daily smartphone habits into passive income.Under Dan’s leadership, Mode Mobile achieved 32,481% revenue growth (2019–2022), earned the #1 spot in software on Deloitte's2023 Technology Fast 500 List, and pioneered a fundraising model leveraging 30,000+ everyday investors. Now, they’re on a mission to reach1 million shareholders while tackling a $1 trillion market opportunity.Turning Around Investor Page TroublesEven though his company’s landing page was doing wel

No matter what you’re doing right now, cold outreach should be a part of your game. I’m returning to episode 1605 with Tanner Stewart, Sr. BDR Manager at Activated Insights, where he shares three tips on how to handle every single cold call. Meet Tanner StewartAt the time of the interview, Tanner was an account executive at Home Care Plus. Previously, he worked as a BDR with the same company for approximately two years. In these roles, he gained experience in conducting cold outreach every day. Now he is a Sr. BDR Manager with a new company, Activated Insights. The Biggest Challenge Sellers Face When It ComesTo Cold OutreachTanner shares how most sellers don’t know which prospects they should call in the first place to close a deal. He shares that if you’re calling hundreds of the wrong people every day, you’ll have little success. It’s best to focus on the right people and the right message to reach your goals.3 Things Every BDR Must Master When Doing Cold CallsBe a human, treat your pros

Sometimes, all it takes to have a strong pipeline is having a well-organized routine. Since it’s summer, you may be getting a bit hectic and find it hard to do this.I’m going back to episode 1600 with my guest, William Padilla, Mid-Market Account Executive, who shares how he structures his day to reach his goals. His advice will help you understand how being well-organized can be impactful to your work.  Meet Will PadillaDuring the interview, Will shared how he started as a regular sales guy with the tech company, GRIN. He went on to become a top-performing sales agent and an account executive for the company within two years. Now, he is a mid-market account executive for the company, Aspire.  Planning And Prepping Your DayDon’t go into your day winging what you plan to do. For example, Will realized he was too distracted and hit his metrics only by scrambling on a Friday afternoon.He decided to structure his day, achieving all his late-stage interactions in the morning to reserve his afte

t seems like every time you turn around, cold calling is being painted as the worst thing a seller can do. Now, Apple has created a new feature that's making this sales method even worse. Luckily, in this episode, I'm going to provide you with some ways to handle this situation and still close deals through cold calling.iOS 26: Call ScreeningIf you remember from the last episode, I told you what we'd be discussing today: Apple's newest feature, iOS 26: Call Screening.It's a feature that lets you ignore unwanted calls from numbers you don't know. Call Screening essentially helps you decide if a call is actually worth answering or if it's just an annoying telemarketer. The trick is that call screening lets you answer unknown callers in the background. Once they share their name and reason for calling, it appears on your screen. You can then decide whether to answer or ignore it.Apple’s New Feature Is Not Going To Stop Cold CallingYou might think this new feature will prevent you from hitting your quota, bu

No matter what anyone says, cold calling isn’t dead. The digital world just made it harder than it used to be.This is why I’m revisiting episode 1730 with my guest, Gabe Lullo.  He shares his expertise and insights on cold calling and sales strategies in this ever-evolving landscape. Is Cold Calling Dead?Addressing the prevalent debate, Gabe firmly asserts that cold calling is far from dead.Supported by data and real-life experience, he emphasizes the effectiveness of cold calling in qualification, call-to-action, and appointment setting, debunking the myths surrounding its relevance in the current sales environment.Modern Sales ApproachGabe stresses the importance of an omnichannel approach, integrating call, email, and social platforms to establish meaningful and relevant connections with prospects. He emphasizes the need for high-volume activity paired with a relevant message, highlighting the power of personalization and the human touch in driving engagement.Strategies for Relevant Messagin

I hope you enjoyed my funny intro, because it would be nice if you could call on Ghostbusters when prospects decide not to follow up with you. In the last few episodes, we've focused on strategies to ensure prospects attend scheduled meetings. I'm exploring this topic more with my guest, Steven Schneider, CEO & Co-founder of TrioSEO. He shares what he and his team are doing to keep clients from ghosting appointments.Meet Steven SchneideSteven Schneider collaborated with two fellow sales experts to help scale multiple businesses into 6- to 8-figure enterprises by optimizing their SEO keywords on their websites.Even though he runs a multimillion-dollar SEO agency, he still struggles with clients who frequently fail to show up for appointments. He's sharing tactics that you can use in your sales approach.How His Company Handles Ghosting ProspectsNo matter how much you prepare for the follow-up or how many reminders you send, sometimes prospects simply don't show up for the meeting. I asked Steven h

You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from closing deals at the right time.Meet Benjamin DennehyMeet Benjamin Dennehy, known as the UK’s most hated salesperson, all thanks to his amazing marketing campaign. He shares how sellers often make the mistake of closing when prospective buyers are expecting them to. Don’t forget that you’re the one with all the power when it comes to choosing the right time to close a deal.The Sales Matrix: Closing At The Wrong PlaceWhen first starting in the industry, Benjamin discovered that most sellers live in a system they don’t realize they’re part of. This is another reason why sellers tend to close deals at the wrong tim

Did you know that having an engaged audience on LinkedIn can help you build your pipeline? Of course, you probably have no clue how to do this, but that's why I invited my guest, Benjamin Douablin, to the podcast. He's going to show you why this technique works for sellers and how to get started with building an audience on LinkedIn.Meet Benjamin DouablinBenjamin Douablin is the Co-Founder and CEO of FullEnrich, a company dedicated to enriching professional emails and mobile phone numbers for diverse teams. With a rich background in business development, sales management, and entrepreneurship, Benjamin has cultivated a strong expertise in sales and digital transformation. He previously founded Salesramp and served as a Sales and Partnership Manager at Jellyfish, where he honed his skills in driving growth and building strategic alliances.Benjamin's academic journey includes studies at the London School of Business and Finance (LSBF), and his earlier career in the military reflects his resilience, le

Every time the marketing team sends you a new lead, they end up not showing up. Why do they keep sending prospects who won't even come to a meeting? When will they ever do their job right?Maybe we just need to help them out a bit. Join me in this episode with Alisha Conlin-Hurd, marketing and sales expert, where she shows us how to work with the marketing team to get the right leads to book appointments.Meet Alisha Conlin-HurdAlisha Conlin-Hurd is the Founder of Persuasion Experience, a 7-figure marketing agency helping 7- and 8-figure businesses turn paid ads into predictable lead machines.She’s launched over 600+ funnels across 120 niches, generating tens of millions in client revenue. Her proprietary frameworks—DNA Blueprint Method™ and Endless Leads Framework™—have helped countless businesses double their revenue in under 90 days. Alisha now runs her business remotely while traveling the world full-time.Why Do No Shows Happen?I've listed several reasons why prospects often ghost us:Not showing enough

Thank you, Martin, for going back in time with The Sales Evangelist podcast. Thanks to him, we're going back to episode 1177 where I deep-dived into why leads are creating more work for us.In this episode, I share why many small organizations struggle with their inbound sales and how to fix it. The challenge is always deciding who should follow up on them and how to do it effectively.The Sales TeamAssume that a sales team is composed of three people: the marketing person who does almost everything, the junior assistant who helps with content creation, and the outsourced person who does the marketing strategies. Among the three, who should follow-up the lead? Not all leads are created equal. This means that before deciding who will follow up the lead, the lead should be evaluated first.You don’t want your salesperson pitching to a lead that in the end would go to another competitor.Do a Pre-QualificationDo a pre-qualification in your organization to know if the people you are going to have the conversatio

Are you relying on crystal balls, bones and feathers, and teabags to know whether you will hit this month’s goals or not?Well, been there and done that and I’m telling you, “voodoo selling” just doesn’t work because you can’t quantify it.In today’s episode, I am talking with Robert Harper and together we will shed light on the repercussions of voodoo selling and what you can do to ultimately be HIGHLY effective in sales. I have talked about this over and over, and again, PROCESS is key. Rather, GREAT PROCESS is key.More About My Special GuestRobert is a serial entrepreneur who currently owns five companies, four of them are in the midwest that do B2B integration, like access controls and CCTV, making buildings safe and comfortable. His other business endeavor is a virtual company that provides virtual solutions to business owners.What Is “Voodoo Selling?”Voodoo selling is based on guessing and hope rather than on planning, implementing strategies, or using metrics.Salespeople forget that they’re creative

I’ve made it 1,900 episodes of The Sales Evangelist podcast. Not quite at 2,000 yet, but I’m close.But since I’m still going strong, I thought it would be a good idea to share the nine biggest sales lessons I've learned from hosting this podcast. Hopefully, one of these lessons will help you grow your sales pipeline too.1. There's No One Way of SellingEveryone is always asking me, “What’s the number one method of selling?” If you want my honesty, there isn’t one.From all of my interviews, I've found that it’s best to focus on who you’re going to sell to and how to break through the noise to grab their attention.I also recommend just testing out the different sales methods we share on this podcast. If it works for you, great; if it doesn’t, then try another one.2. Always Be ProspectingI’m a firm believer that a seller should always be prospecting, even when you’re closing deals. If you have options in the sales pipeline, great. But you should also always be figuring out how you can do a better job at sale

Someone recently asked me, “How can I send an email that prospects actually like and reply to?” I’m going to answer this question and share three types of emails that land appointments for sellers. Check it out and be sure to connect with me on LinkedIn.Level 1: Probing EmailsThis email shares that you’re unsure if the prospect is the exact fit for your company or if they even have a problem. You just know that they match your ICP, and asking them questions will let you know if they need your services or not.Despite what you think, there are benefits to sending probing emails. This is how you get an idea of what a company needs help with, at least from the ones who respond. Even though it’s the weakest cold outreach level, it’s still beneficial.Level 2: Relevant EmailsWhen probing emails become less effective, it’s time to switch to sending a relevant email. This is where you look for specific triggers that are causing a prospect to have issues.For example, maybe you start reaching out to people who have HubS

For this episode, we’re going back to episode 1431, featuring my chat with Ollie Whitfield. He shares how you can use LinkedIn features to your advantage. Listen to learn how to use LinkedIn voice messages and videos to schedule more appointments.Using LinkedIn Voice Messages for Effective AppointmentsThe LinkedIn voice message is something new and not many people have seen it before. That’s why many are prompted to open it and listen to it.LinkedIn voice messages show that you’re giving effort; it’s a slightly elevated way of showing your desire to build a connection with others.Showing your face or letting other people hear your voice improves your outreach. A mere text cannot convey your body language or your tone.A video message allows the prospects to see your mannerisms and that helps in building trust between people and implores them to do business with you.Improving Your Video Messages or Voice Messages on LinkedInThink of it as a very targeted approach. You can’t send video messages or voice messages

It may be easier for you to copy and paste a ChatGPT-generated email for your cold outreach, but it’s probably not landing the results you want from your prospects. Instead, get on the phone and dial your potential clients to close a deal. Before you tell me that you can’t do it, I’m telling you that it’s way easier than you think. Why I Think Phone Calls Are BetterAfter working with various organizations and sales reps, I've noticed how phone calls have been proving more effective for them.Following the pandemic, many of us grew tired of constant online interactions. Everyone is craving genuine human connection now, and this includes your prospects.Those hundreds of automated messages you’re sending? They're making your prospects feel disconnected from you and believe you’re not genuine. Phone calls allow you to build real trust, helping them feel connected to you and less like you’re just after their money.Also, when you take the time to actually converse with your prospects, building rapport becomes m

I’m a strong believer that you should sell to B2B buyers the same way you sell to B2C prospects. If you don’t believe this, you should listen to this conversation with B2C expert, Josh Koplin. He’s here to share why B2B prospects want the same experience as B2C customers and how you can give it to them.Meet Josh KoplinAs Co-founder and CRO of EDEN, a home services SaaS startup, Joshua Koplin spearheads the company's mission to equip contractors with innovative technology, fostering business growth and exceptional customer experiences. His extensive experience in finance, innovation, and business development includes leading the IPO for Japan’s largest renewable energy developer, RENOVA Inc., and previous roles in investment banking and M&A at J.P. Morgan.Adopting a B2C Experience into the B2B WorldThe B2B prospects in the fancy offices are also the same ones doing B2C buying. They see what it takes to make someone buy, and they want that same experience when a B2B seller is offering them a service or

It’s 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 you’re 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 StahlJake 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 Aren’t BuyingYou may think prospects aren’t buying just because of how bad th

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 TserruyaAfter 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 SalesA 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 s

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 RycheckyAt 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-

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