Why Are Prospecting Ghosting Me? | Donald Kelly - 1945

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show notes

show notes

show notes

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·&nbsp;&nbsp;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.·&nbsp;&nbsp;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 &amp; About Section·&nbsp;&nbsp;Craft a headline that’s punchy and credibility-building—skip the job title and highlight the value you deliver.·&nbsp;&nbsp;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·&nbsp;&nbsp;Create micro-lists for targeted outreach—CFOs, CEOs, COOs—so you can personalize your messaging around real problems.·&nbsp;&nbsp;Before pitching a meeting, engage thoughtfully with your prospects’ posts to build rapport and show genuine interest in their needs.Homework Challenge·&nbsp;&nbsp;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.&nbsp;·&nbsp;&nbsp;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.ResourcesIf you want to try LinkedIn Sales Navigator, start your 60-day trial here.&nbsp;My LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away.&nbsp; And don’t forget to connect with me on LinkedIn!Sponsorship Offers1.&nbsp;&nbsp;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.&nbsp;&nbsp;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.&nbsp;&nbsp;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: <a href="http://thesalesevangelist.com/survey" rel="noopener noreferrer"...

I’m digging into The Sales Evangelist archive to bring you another gem! One of the best parts about this podcast is that so many episodes share timeless sales strategies you can use for years.This rerun features Brynne Tillman, CEO and “LinkedIn Whisperer” at Social Sales Link, and author of The LinkedIn Sales Playbook. If social selling feels like a mystery, you’ll want to hear Brynne break down her 4 LinkedIn Pillars for business development.The Value of a Great LinkedIn Profile·&nbsp;&nbsp;Your LinkedIn profile isn’t just an online résumé—it’s your first sales tool.·&nbsp;&nbsp;When prospects visit your page, they’re not looking for your mission statement or how long you’ve been in business. They want to know how *relevant* you are to them.·&nbsp;&nbsp;Head to getmyssicore.com for a personalized score that rates your social selling skills.·&nbsp;&nbsp;The higher your score, the more likely buyers are to see your value.·&nbsp;&nbsp;Write your summary like a mini blog post—something that instantly helps your reader.·&nbsp;&nbsp;Highlight the challenges your buyers face, and share three to five insights they can use right away.·&nbsp;&nbsp;When you lead with value, you build credibility faster and move through the sales cycle with less friction.Pillar 1: Establish Your Professional Brand·&nbsp;&nbsp;Your professional brand is your profile. By positioning your profile to offer insight and value, you build credibility and spark curiosity.·&nbsp;&nbsp;You’re getting prospects excited to take your call. If they can learn something just by visiting your profile, they’ll imagine a conversation with you will be even more valuable.·&nbsp;&nbsp;Position yourself as a subject matter expert and thought leader.Pillar 2: Find the Right People·&nbsp;&nbsp;How are you using LinkedIn to find your buyers and influencers? If it’s true that an average of 6.8 people are involved in every major buying decision, how are you identifying all the right people within an organization?·&nbsp;&nbsp;Instead of focusing only on the champion, who else should you reach out to or engage?·&nbsp;&nbsp;Prospecting and relationship-building go hand in hand. It’s about offering real value and leveraging your network to get introductions to your target prospects and buyers.·&nbsp;&nbsp;Create search strings using your buyers’ titles, tailored to your target location or industry.Pillar 3: Engage With Insights·&nbsp;&nbsp;How are you sharing, commenting on, and engaging with content? Are you using hashtags to find the right conversations? Are you feeding your network with valuable insights that move them closer to your solution?·&nbsp;&nbsp;It’s more than just liking or sharing. LinkedIn rewards consistent engagement—sharing, commenting, and contributing to conversations.·&nbsp;&nbsp;Avoid “random acts of social.” Anything done without intention or purpose rarely leads to success, especially on LinkedIn.Pillar 4: Build Relationships·&nbsp;&nbsp;“Connecting and forgetting” is like collecting business cards that just sit in a stack on your desk. How valuable is that? That’s not a network.·&nbsp;&nbsp;There’s more value in genuinely connecting with a few people at a networking event and having meaningful conversations than there is in collecting every business card in the room. Bring that same thoughtfulness online.“There’s no reason to network differently online than you do in person.” - Brynne Tillman.ResourcesYou can also check out episode 1088 to hear the rerun with Brynne Tillman....

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·&nbsp;&nbsp;Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories.&nbsp;·&nbsp;&nbsp;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.&nbsp;·&nbsp;&nbsp;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 &amp; How to Accelerate Them·&nbsp;&nbsp;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.&nbsp;·&nbsp;&nbsp;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.·&nbsp;&nbsp;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·&nbsp;&nbsp;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&nbsp;&nbsp;&nbsp;Focus on a real individual (not just a company or title).o&nbsp;&nbsp;&nbsp;Highlight the emotional and opportunity costs of inaction.o&nbsp;&nbsp;&nbsp;Paint a vivid transformation, showing personal and professional wins.o&nbsp;&nbsp;&nbsp;Explicitly state the moral, inviting the listener to see themselves in the story’s success.Implementing the Framework·&nbsp;&nbsp;Matthew demonstrates how stories can turn hesitant prospects into proactive champions determined to advance their own careers—while making the organization look good.&nbsp;·&nbsp;&nbsp;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·&nbsp;&nbsp;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.·&nbsp;&nbsp;Be sure to check out my past episodes with Matthew: ep 1426, ep 1246, and ep 193.&nbsp;·&nbsp;&nbsp;If you like more guidance with improving your sales skills, join my <a...

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·&nbsp;&nbsp;Alex Kremer is the Founder of Alluviance, a community and organization dedicated to transforming sales and leadership through authenticity, purpose, and performance.&nbsp;·&nbsp;&nbsp;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.&nbsp;·&nbsp;&nbsp;He’s hired, trained, and led over 100 Account Executives and Sales Managers, earning President’s Club honors 7 years in a row.·&nbsp;&nbsp;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·&nbsp;&nbsp;Alex pulls back the curtain on his journey, opening up about the hidden struggles he faced even when he seemed most successful.&nbsp;·&nbsp;&nbsp;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.&nbsp;·&nbsp;&nbsp;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·&nbsp;&nbsp;Alex introduces the concept of “parts work,” a therapeutic approach to identifying and relating to various emotions without self-judgment.&nbsp;·&nbsp;&nbsp;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.&nbsp;·&nbsp;&nbsp;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·&nbsp;&nbsp;For sales leaders, Alex suggests starting meetings with grounding exercises such as box breathing or gratitude practices.&nbsp;·&nbsp;&nbsp;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.ResourcesAlex’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 Offers1.&nbsp;&nbsp;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.&nbsp;&nbsp;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 <a...

Can research-backed data really help you sell better? My guest, Lorenzo Bizzi, author of Myth vs. Science of Selling, spent four years studying what actually drives sales success. In this episode, he uncovers the gap between popular sales advice and what the data reveals, sharing practical insights you can start applying right away to close more deals and lead more effectively.Meet Lorenzo Bizzi·&nbsp;&nbsp;Lorenzo Bizzi, Ph.D., is the author of Myths vs. Science of Selling: When Research Reveals the Opposite of Common Belief.&nbsp;·&nbsp;&nbsp;Professor of business at California State University, Fullerton, he has helped over one hundred businesses increase their sales, taught in programs in 18 countries, trained over 100 CEOs, has spoken as a distinguished speaker at major international events, and has been cited over 1,000 times, in academic and popular press, such as the Financial Times, Harvard Business Review, Inc. Magazine and many others.Debunking Popular Sales Myths·&nbsp;&nbsp;Lorenzo’s research highlights several common misconceptions in sales, such as the overemphasis on likability.&nbsp;·&nbsp;&nbsp;Contrary to what many gurus suggest, traits like agreeableness and warmth do not have a significant impact on sales performance—especially in B2B environments.&nbsp;·&nbsp;&nbsp;Instead, the data shows that buyers value organization and conscientiousness over charm.&nbsp;·&nbsp;&nbsp;Lorenzo emphasizes that being organized not only builds trust but also showcases reliability, which reassures buyers and helps close deals.The Right Kind of Excitement and Care·&nbsp;&nbsp;Another key finding: not all excitement is created equal. While feigned excitement falls flat, genuine enthusiasm shown when presenting real value or solving client problems can be powerful.&nbsp;·&nbsp;&nbsp;Also, customer orientation works best in moderation. Salespeople who focus too heavily on caring for each client can neglect crucial prospecting activities, which ultimately hampers performance.Tactical Insights: What to Say and How to Say It·&nbsp;&nbsp;Lorenzo shares research-backed advice on specific tactics:o&nbsp;&nbsp;Openings like "How are you?" are less effective than asking for permission or using more thoughtful, personalized introductions.o&nbsp;&nbsp;Personal disclosures help connection, but too much isn’t necessary.o&nbsp;&nbsp;Exaggerated adjectives or humor should match the buyer’s mood—scripted or forced approaches usually backfire.The Power of Self-Improvement and Mindset·&nbsp;&nbsp;Lorenzo explains that the most transformative advice isn’t about quick tactics, but about developing the right mindset.&nbsp;·&nbsp;&nbsp;Focusing on continual growth, reflecting on what works, and becoming a true master of problem-solving makes the greatest long-term impact.&nbsp;·&nbsp;&nbsp;Sales leaders should encourage team members to assess tactics, debate what works, and find intrinsic motivation.Practical Advice for Sales Leaders·&nbsp;&nbsp;For sales leaders, Lorenzo advises a blend of tactical training and deeper coaching.·&nbsp;&nbsp;Rather than dictating actions, foster a culture of questioning, reflection, and personal growth. This helps team members internalize new practices and truly elevate their game.“What will truly make an impact and allow you to succeed in sales is the way you approach problems and reduce uncertainty for your buyer.” - Lorenzo Bizzi.ResourcesFind his book, “Myth Versus Science of Selling,” on Amazon and visit his website, <a href="http://lorenzobizzi.com" rel="noopener noreferrer"...

Do you ever struggle to explain what you do in a way that clicks with prospects? My guest, Zoltan Vardy, is here to help. In this episode, he walks us through a live roleplay to demonstrate how you can clearly articulate your company’s value and get your message across with ease. Grab a pen and paper—you’ll want to jot down his simple, practical framework.Meet Zoltan Vardy·&nbsp;&nbsp;Zoltan Vardy is a B2B sales advisor, author, and speaker who helps founders accelerate their revenue growth by sharpening their focus and structuring their sales to scale faster.·&nbsp;&nbsp;He’s generated $2 billion in sales over his 30 years as a C-suite executive and entrepreneur and has helped 200+ startups in 26 countries close high-ticket deals using The Launch Code sales framework — also the foundation of his book on founder-led sales.&nbsp;·&nbsp;&nbsp;Zoltan has had successful exits as a founder and investor and is chairman of Antavo, an enterprise SaaS tech company.The Sales Messaging Problem·&nbsp;&nbsp;Salespeople and founders often list features and benefits when talking to customers, but this can overwhelm prospects with technical jargon, leaving them feeling confused.·&nbsp;&nbsp;With so much noise in today’s digital world, clarity and brevity are more important than ever.Zoltan’s Five-Step Value Proposition Framework·&nbsp;&nbsp;Zoltan shares his five-question framework to craft a powerful value proposition:o&nbsp;&nbsp;Identify the Problem: What is your target customer struggling with? What question are they asking themselves that your business answers?o&nbsp;&nbsp;Define the Target Customer: Who are you trying to help? What are the key traits of these companies or individuals?o&nbsp;&nbsp;Describe Your Product/Service: What is your offering in clear, simple terms?o&nbsp;&nbsp;Highlight the Key Benefit: What is the main advantage your customer gains from working with you?o&nbsp;&nbsp;Clarify Your Competitive Advantage: What makes your solution uniquely compelling and difficult for competitors to copy?Live Walkthrough: Crafting a Value Proposition for Blue Mango·&nbsp;&nbsp;I volunteer my own production company, Blue Mango, as a case study. Together, we dive into each step, discussing:o The challenges faced by traditional manufacturing companies in creating engaging contento The needs of marketing leaders at these firms for more lead generation and greater brand authorityo The importance of defining Blue Mango as a content production agency with a sales focuso The main benefits: saving clients time and generating qualified leadso Blue Mango’s competitive advantage: expertise in integrating sales strategy with content productionThe Final Value Proposition·&nbsp;&nbsp;Using Zoltan’s structure, they draft a clear, compelling value proposition for Blue Mango:o&nbsp;&nbsp;&nbsp; “Blue Mango is a content production agency that helps traditional manufacturers generate leads by building a turnkey service that delivers social media and podcast content focused on supporting sales.”·&nbsp;&nbsp;Zoltan emphasizes that this message is succinct, easily repeatable in any setting, and serves as a launchpad for deeper conversation.Tips for Refining Your Message·&nbsp;&nbsp;Keep the language natural—imagine explaining what you do to a bright 12-year-old.·&nbsp;&nbsp;Avoid cramming in too many details or buzzwords.·&nbsp;&nbsp;Test your value proposition in real conversations and refine it as you go.·&nbsp;&nbsp;Remember: the purpose is to spark curiosity and open the door to further discussion, not explain everything at...