From Two Sales Per Year to Over 100 Qualified Appointments Per Month | Eric Samson - 1990

Sometimes selling comes at the most unexpected moments in life. As an entrepreneur you’re selling your business to customers and you need to go from zero to hundreds fast. Eric Samson, CEO & founder of Group8A, is here to share how he went from hoping deals would come in to building a system that brings in sales opportunities every single month.Meet Eric SamsonWe’ve all experienced consultants who promise big results but fall short. For small businesses, that can be costly.Eric Samson knows this firsthand. Before founding Group 8A, he ran several e-commerce businesses and saw how ineffective marketing agencies could hurt growth.That experience pushed him to build something different. He created Group 8A with a performance driven approach where the agency only grows when its clients do.Today, Group 8A is a leading digital marketing agency in New York City, helping e-commerce brands scale and increase conversions.From Hope to PredictabilityWhat would it look like if your sales pipeline didn’t rely on luck?That was the reality Eric faced. His business was built on strong operations and great service, but sales were inconsistent. Referrals came in occasionally, but there was no real system behind it. At one point, two deals a year felt like a win.Eric realized something had to change. Wishing for growth was not a strategy.Setting the Right TargetThe first shift came from setting a clear goal. Eric introduced what he calls a big, hairy, audacious goal. Instead of hoping for a few deals a year, the team aimed for two deals per month.It did not matter that the number seemed small to others. What mattered was that it pushed them beyond their current reality.Sometimes growth starts by simply choosing a target that feels just out of reach.Solving the Right Problem FirstOne of the biggest mistakes Eric made was focusing on the wrong part of the sales process. He hired experts to help close deals before he even had consistent leads coming in.That changed when he broke the process down step by step. If there are no leads, nothing else matters.Once the team focused on generating conversations first, everything else started to fall into place.Building a Scalable SystemEric and his team invested in outreach and found someone who knew how to generate appointments. From there, they optimized the process by separating high level work from simple tasks.The result. Over 100 sales appointments per month!“When you get outreach right, everything changes. When you get it wrong, you get nothing.” - Eric SamsonResourcesConnect with Eric Samson on LinkedIn or visit Group 8A to learn how his team helps e-commerce brands turn strategy into real results.If you want to think bigger and set goals that actually push your business forward, take some time to read Built to Last.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.

It’s early in the morning, and you’re getting ready to look for prospects on LinkedIn. Every conversation is a precious gem, but how can you shine while reaching out? I have a LinkedIn strategy that helped my coaching client. I’m telling you it works because he got five referrals from using it.Breaking Through the Noise on LinkedInOne of the biggest challenges right now is standing out on LinkedIn. A strategy I’ve been using with a coaching client helped him build momentum when his pipeline was low. He focused on a specific conference and engaged with people who liked or commented on the posts. From there, he sent personalized connection requests along with short videos or voice messages to show he was a real person. No pitch right away, just starting the conversation and building engagement.Turning a “No” into ReferralsOne conversation stood out. He connected with someone who had used his software before but didn’t need it anymore. Instead of moving on, he asked a simple question: who else do you know that could benefit from this? That one question turned into five referrals from a single “no.”Maximizing Every OpportunityToo many people walk away from conversations too early. Every interaction is a chance to move something forward. Sometimes that means asking for a referral, even if the answer isn’t yes.People you’ve worked with before can be some of your best advocates. And this approach isn’t limited to LinkedIn. You can use it in emails, calls, or anywhere you’re having conversations.“Your success isn’t on their mind, but when you ask, you shall receive.” — Donald C. KellyResourcesKeep 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.

I’m a big believer in LinkedIn Sales Navigator, and that’s why I’m revisiting episode 1827. Josh Shirley from Sandler joined me to share how to use the tool effectively and get real results.Josh Shirley’s BackgroundJosh Shirley is a sales professional with Sandler, a well-known sales training organization. He works with sales leaders who want a structured system that delivers predictable results. Sandler’s approach gives sales professionals the foundation they need to perform effectively from the start.Referrals: The Gold Standard of LeadsJosh shares personal experiences about how structured approaches to request referrals can significantly enhance lead generation.Using the LinkedIn Rule of SevenJosh explains that for every seven LinkedIn connections, there’s typically one person willing and able to refer you. It’s a simple concept, but it can completely change how you approach outreach.There are a few ways to apply it depending on your goals. If you’re covering a broad territory, you can use one connection to open the door to many referrals. If you’re targeting a specific account, multiple connections can help you get closer to the right person. And in some cases, it’s as direct as asking one person for one specific introduction and repeating that process over time.Using LinkedIn Sales Navigator to Find ReferralsJosh walks through how LinkedIn Sales Navigator makes it easier to find the right people to connect with. It helps you identify mutual connections who can introduce you and guide you toward the right prospects. With the right filters, you can narrow your search and make your outreach more focused and efficient.Getting Past the Fear of AskingA lot of salespeople hesitate when it comes to asking for referrals. There’s a fear of coming across as pushy or intrusive. Josh challenges that mindset and reminds us that most people are willing to help, you just have to ask.“Referrals are the most bankable form of leads you can get.” - Josh Shirley ResourcesIf you want to connect with Josh Shirley, you can find him on LinkedIn. And if you’re looking for more insights like this, take a listen to the Sales Tales Podcast.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.

I don’t believe in sharing sales advice unless I’m actively doing it myself. Right now, I’m building a podcasting agency, Blue Mango Studios, and putting these strategies into practice every day. I’m sharing what’s working as I go, so you can apply it to your own process.Lead with a Point of ReferenceOne of the biggest mistakes sellers make is reaching out without context. Buyers don’t respond because there’s no reason to.Instead, find a point of reference. That could be a post they shared, a comment they made, or a recent role change. When you lead with something relevant, you immediately separate yourself from generic outreach.That small shift makes it easier to start a real conversation.Engagement Before OutreachBefore sending a message, take a moment to engage. Like their content. Leave a meaningful comment. View their profile.These small actions build familiarity. When you do reach out, your name is no longer unfamiliar, which increases your chances of getting a response.Turn Conversations into OpportunitiesOnce you have engagement, the next step is starting a conversation. That might happen through LinkedIn, email, or a call.The key is not to rush the pitch. Focus on understanding what matters to them and how your solution fits into that.Conversations lead to opportunities. Opportunities lead to appointments.Follow Up with IntentionMost deals are not closed on the first interaction. It often takes multiple touchpoints to move things forward.That means consistent follow-up across multiple channels. Emails, calls, and continued engagement all play a role in staying visible and relevant.A Simple Motion That WorksThis approach is not complicated, but it is intentional. Break through the noise. Create engagement. Start conversations. Then follow up with purpose.That’s the motion driving results right now. And if you’re willing to apply it consistently, it can work for you too.“Break through the noise first. When you get engagement, you earn the right to start a conversation.” - Donald C. KellyResourcesKeep 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.

Many sellers ask the same question: how can I increase my close rate? Often the challenge is not the product or the prospect but hesitation at the moment when it is time to ask for the business. I’m sharing a few ideas that can help you confidently ask for the close and move deals forward faster.Stop Waiting Too LongOne common mistake is waiting too long to ask for the close. Sellers may say something like “let me know what you think” instead of clearly asking if it makes sense to move forward.A more effective approach is to be direct. For example, you might ask whether the prospect prefers to start implementation next Monday or Tuesday. When you have already completed a strong discovery and demonstrated a clear solution, this type of question feels natural and keeps momentum moving forward.Make Sure the Buyer Sees the SolutionAnother issue occurs when the seller tries to close before the buyer fully agrees that the solution solves their problem. Even the best demo will not matter if the buyer does not clearly see how it addresses their specific challenge.Before presenting a proposal, confirm that the prospect believes the solution will solve their problem. When both sides are aligned, the closing conversation becomes much easier.Keep the Close NaturalClosing should not feel like a dramatic event. When you clearly understand the problem and present a solution the buyer believes in, the next step becomes a simple and natural conversation.“When the buyer sees the problem clearly and believes in the solution, the next step becomes easy.” — Donald C. KellyResourcesKeep 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.

Most sellers think their outreach struggles come from poor timing or weak messaging. In reality, the bigger issue is that many outreach attempts focus on surface level problems instead of the real challenge prospects are facing. A few small changes can make your outreach far more relevant and much more likely to get a response.Stop Selling the Surface ProblemA common example is when sellers lead with a generic benefit like saving time or increasing revenue. Those things sound good, but almost every competitor is saying the exact same thing.The real opportunity is identifying the deeper issue that is actually causing frustration for your prospect. For example, an HR leader may not simply want a better hiring tool. Their real challenge could be finding quality candidates who truly fit their organization.When your outreach taps into that deeper problem, your message immediately becomes more relevant and harder to ignore.How to Find the Real ProblemThe key is doing the research before you send the message. One simple way to start is by using tools like ChatGPT to understand the common challenges your ideal customers face.You can also learn a lot by speaking with existing clients and asking what their biggest frustrations are. Often the first answer reveals the true problem that needs solving.Why This Changes Your ResultsWhen your outreach focuses on the real problem instead of a generic pitch, everything becomes more effective.Your subject lines become more intriguing. Your emails feel more relevant. And prospects are much more likely to respond because the message speaks directly to what they are dealing with right now.In the end, better outreach starts with one simple shift. Focus less on your solution and more on the real problem your prospect is trying to solve.“If the problem you’re presenting isn’t strong enough, your message will get ignored.” — Donald C. KellyResourcesKeep 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.

You probably thought following up on a deal would be easy, but many sellers struggle with it. I’m sharing a simple way to make the process easier and stop assuming that no response means something negative.The Data Behind Effective Follow-UpLet me share a few statistics that might change the way you think about follow-up.About 85 percent of sales require five or more follow-ups, yet 44 percent of sales reps stop after just one follow-up. On top of that, only 2 percent of sales happen during the very first contact.What does this mean for you? It means persistence matters. If you are giving up after the first attempt, you could be walking away from deals that simply needed a few more conversations.Why Many Reps Avoid Following UpNow the question becomes why do so many sellers avoid following up in the first place?In many cases it comes down to psychology. Some sellers worry about being annoying. Others fear rejection. Sometimes pride gets in the way and we think the buyer should be the one reaching back out to us.Another issue is the lack of a system. When you do not have a clear follow-up process, it becomes easy to forget to reconnect with prospects or to rely on hope instead of a plan.What Strong Follow-Up Looks LikeWhen you do follow up, avoid sending messages that simply say “just checking in.” That approach does not add value.Instead, focus on sharing something useful. You might provide a helpful insight, remind them about the next step you discussed, or share information that supports the conversation.I also recommend planning the next follow-up before you end a meeting. When the next step is already scheduled, it becomes much easier to keep the deal moving forward.“No response isn’t a no. It’s often an invitation for professionalism.” — Donald C. KellyResourcesKeep 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.

During a deal, you might spend weeks speaking with one person only to realize the real decision makers were never involved. So how do you get your champion to bring the stakeholders into the conversation? I’m bringing back an old concept that can help prevent this situation from happening again.When Your Champion Won’t Bring Others Into the DealDuring a deal, you might spend weeks speaking with one person only to realize the real decision makers were never involved. It can feel frustrating, especially when you know that IT, finance, or leadership will eventually need to approve the purchase.So how do you get your champion to include the stakeholders who actually sign off on the deal?One approach is to start thinking about the buying process earlier and making sure the right people are involved from the beginning.Start With MultithreadingOne of the best sales strategies is multithreading. This simply means building relationships with multiple people inside an account instead of relying on a single contact.When selling a solution, there are often several people who influence the decision. There may be an end user who will work with the product daily, a manager who oversees the team, and an executive who approves the final purchase.Mapping out these roles early can help prevent deals from stalling later. I like using LinkedIn Sales Navigator to identify these stakeholders and make it easier to start conversations with them.Identify the InfluencersNot everyone involved in a deal holds a formal decision making title, and that’s something I want you to keep in mind. I’ll give you a quick example. My wife once worked closely with the executive team at a company. Whenever the CEO was considering working with a vendor, he would often ask her opinion about the people he had interacted with. If a vendor was respectful and easy to work with, she would share that. But if someone treated her poorly because they didn’t think she had any influence, that feedback made its way back to leadership as well.The lesson here is simple. Everyone inside an organization can influence a deal in some way.Have an Honest Conversation With Your ChampionIf your champion continues to avoid bringing others into the process, it may be time to address it directly.Try sharing your concern. Let them know that in most successful projects there are several people involved, including technical teams and leadership. Then ask if there is a reason those stakeholders have not been included yet.Often the answer is straightforward. The champion may be busy, unsure how to involve others, or simply gathering more information before expanding the conversation.“Preemptively build those relationships so you don’t get stuck relying on one person to close the deal.” - Donald KellyResourcesKeep 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.

At the end of every quarter, many sellers feel shaken when they look at their quotas. You’re putting in the work, yet the results still aren’t where they should be. I’m sharing a few ideas from The 12 Week Year that can help you rethink the calendar quarter and develop habits that take some of the stress out of selling.The 12 Week Year MindsetInstead of thinking about your annual quota, start treating every 12 weeks like its own year. When you see the quarter that way, your focus shifts to what needs to happen right now instead of assuming you still have plenty of time.Putting the 12 Week Year into ActionFirst, define your outcome. Set a clear goal for the next 12 weeks. For example, you might set a target of closing $300,000 in new business during that period.Next, break that outcome into the activities that lead to it. If your average deal size is $30,000 and your close rate is about 25 percent, you would need around 40 qualified opportunities to reach that goal. That might translate to about 80 discovery calls, 400 meaningful conversations, and roughly 1,200 outreach attempts.Then create a weekly scoreboard. Track the numbers that actually move deals forward. This could include outreach attempts, conversations, meetings, pipeline created, and deals that are advancing. When you track these numbers each week, it removes the guesswork and keeps you focused on the right activities.Finally, build strong daily habits. Set non-negotiable time blocks that help you hit those activity numbers. For example, dedicate at least 90 minutes each day to pipeline creation. A good reminder here is that you do not rise to your goals. You fall to your daily structure.The Role of Sales ManagersSales managers play a big part in making this system work, but it is not about micromanaging. The focus should be on managing the activities that lead to results.That means making sure reps are consistently completing the daily and weekly tasks that drive deals forward. Tools like a team leaderboard, like the one in Prospectpro.io, can make it easy to see who is on track and who needs support.Every manager should be able to answer this question: Do your reps know exactly what they need to do each week to stay on pace? When managers keep the focus on activities and check in regularly, the system becomes real, not just a plan on paper."Sales are not won in the last 14 days of the quarter. They are in the first 14 days." – Donald KellyResourcesKeep 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.