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.

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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

Tired of endless voicemails and angry prospects? Even studies show that the most troubling part of the sales process for sellers is prospecting.

I have four tips in this episode to help you out. Go ahead and give it a listen, it’ll give you the strength to keep pushing through and land more deals.

Stay Motivated

• What I like to do every morning is say a little prayer. This helps me get ready for the day and work on getting more clients.
• Even if you’re an atheist or practice a different faith, you can still do affirmations to help send out positive vibes.
• Set a goal in the morning to pray or say mantras to set a positive focus on your subconscious thinking.

Have a Checklist

• I like to use my sales planner to create a goal to help me push through prospecting. For example, I might say I want to do 20 meaningful outreach activities and get at least five conversations with the end goal of gaining at least one appointment. This simple task keeps me focused on prospecting to reach my goal.
• Try reading the book Go for No by Richard Fenton and Andrea Waltz to help you push through the “nos” to get to the “yeses.”

Use Call Openers

• I tested some call openers in episode 1887, and a lot of the time they do work. Test them yourself and see how they work for you the next time you do cold calling.

There’s Always Success

• You might be going through the storm now, but it won’t always last. Eventually, you’ll be seeing sunny days and rainbows in your career as long as you push through and don’t give up.

"Our solution serves a purpose, and our job is to go out there and find the person who needs it. Saying that mantra each day helps you perform better in your prospecting." - Donald Kelly.

Resources

Curious how "no" can lead to "yes"? Check out Go for No!

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 permission-based cold calls 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:

You're having wonderful discovery calls, but stakeholders are taking forever to get back to you.

This tends to make deals move like molasses in winter. What if I tell you that you're going to have to get a bit creative to accelerate deals through the pipeline?

Rebecca Kravitz, sales professional and co-founder of Meople, is here to share how games can grab prospects' attention and help increase deal velocity. Check it out and move deals faster with this unique method.

Meet Rebecca Kravitz

• The concept of using board games to capture prospects' attention comes from Rebecca and her co-founder creating a game for her grandfather's 80th birthday. After seeing how amazed he was by it, they decided to build customizable gaming software for the B2B world.
• She believes that sales is all about active listening and understanding the challenges, needs, and persona of the buyer. Board games allow companies and sellers to listen to their customers and provide solutions to them.

Bringing Gaming Into the Sales Process

• Rebecca says it’s best to bring gaming into the sales process at the beginning, immediately following a call. You can provide a demo so they can get a feel for the customized board game and how your product benefits them.
• Another perfect time to use it in the sales process is when the deal is stalling and you need to make it move faster through the pipeline.
• Also, you don’t have to come up with the game rules; Meople does all of that for you.

How Can Meople Help Close More Deals?

• Building customizable games for your prospects—how on earth is this better than traditional sales methods?
• Rebecca shares that Meople is like a specialized gift for your prospects. The more thought you put into a gift, the more it resonates with the person receiving it. Your prospects see that you’re putting care and effort into their problems and trying to help them solve them.

“Sales is all about trust and relationships. Making something that shows you care helps create authentic relationships.” - Rebecca Kravitz.

Resources

Learn more about gamefication in sales at Meople.co.

Connect with Rebecca on LinkedIn and Instagram.

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.

2. 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. 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...

Sales and marketing teams? Sometimes, they clash like siblings, which tends to hold companies back from hitting their goals.

Getting every single seller in the company to have that CEO-level drive? That's a whole other challenge.

Is there a way to tackle both of these sales challenges with one simple move? My guest, Garrett Mehrguth, sales and marketing expert and founder of Directive, says yes.

He's here to break down how getting sales and marketing on the same page can actually empower individual sellers to think and act like the CEO. Tune in to hear how this alignment can make some serious magic happen.

Meet Garrett Mehrguth

• Garrett Mehrguth founded Directive in 2013, which is the largest independent B2B performance marketing agency in the world. Today, Directive boasts a diverse team of more than 130 professionals, located around the world, including the USA, LATAM, Canada, and London, servicing brands like Dropbox, Wiz, AWS, and Gong.
• He believes true company growth only happens through sales and marketing team collaboration. When both teams ask questions and follow up, they can start thinking outside the box to find leads and close deals.

Collaboration Foundation

• What’s the first step to get sales and marketing teams working together? Garrett says sellers need to start attending the weekly marketing meetings.
• Don’t just say you need to spend more time cold-calling to meet quota; the meeting may help you learn how to perform better with inbound sales and develop solution-selling skills.
• Not only do you have to understand your product, but you also have to understand your customer and articulate the product’s value to them.
• Sellers who attend the marketing meeting will be able to bridge the gap between how both teams convey value to leads in their messages.

Paid Social vs. Search in the AI World

• Garrett suggests considering paid search as someone in marketing and paid social as someone in sales to understand the difference.
• He also shares how sales reps tend to believe that paid search ads are better due to their win rates.
• However, you could probably become the seller of the year by learning how to do more value and solution selling from outbound and paid social methods.

Sales & Marketing Account-Based Selling

• Garrett built his business based on sales and marketing teams using the same account list. Six years ago, with 10,000 accounts to reach, he directed his sales and marketing teams to use account-based selling.
• He shares why he is so passionate about this sales method and why sellers do themselves a disservice by not being obsessed with the product.

“You should know the product better than anyone. The second you become the most obsessed person with the product is the second you get promoted, and the second you start hitting quota.” - Garrett Mehrguth.

Resources

Connect with Garrett on LinkedIn.

Learn more about his company at Directive Consulting.

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.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not

The first ten seconds of a cold call will have your heart racing faster than a cheetah on a hunt.

What do you say to keep the prospect from hanging up? How about trying a cold call opener?

You might have tried them, but they didn’t work out. You probably weren’t using permission-based openers, and I’m going to tell you how to do them the right way in this episode.

Cold Call Openers Give Prospects a Way Out

• Cold call openers do work, and I recently tried them out. Actually, I tried them out a few times, and they usually work out well.
• What I do differently is give the prospect an option to end the call. It helps them feel they have a way out when they decide to leave.
• Think of it as you’re at the movies and know the emergency exit is right beside you. Knowing this gives you comfort in case you have to hurry up and leave.

Permission-Based Openers Work

• If you don’t believe me on permission-based cold calls, then believe the stats:

It lowers resistance:

• Permission-based openers, such as “Did I catch you at a bad time?” have a 40% increased rate on cold calls than those that dive straight into the pitch.

Builds trust quickly:

• When you tell them you’re doing a cold call, you become more trustworthy and less seen as a pushy seller. Prospects actually appreciate transparency, and 88% of them say that trust is the key factor in who they buy from.

Gives the prospect control:

• Letting them say yes to you asking for permission to continue with the call creates this micro-agreement that continues throughout the sales process. Research even shows that a small yes will increase compliance with further requests by over 60%.
• Permission-based openers also take the pressure off you from trying so hard to convince prospects to stay on the phone. They permitted you to stay on the call, so now all you have to do is let the sales process flow through.

“I definitely think cold calling works. There’s some money in those calls!” - Donald C. Kelly.

Resources

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 permission-based cold calls 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.

2. 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. 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

It's frustrating when you're trying to reach a key decision-maker, only to be stopped by their administrative assistant. It can feel like gatekeepers intentionally block your path to closing a deal.

But what if their resistance isn't just about blocking, but about recognizing when your approach simply isn't up to par? In this episode, I speak with Natasha Bowles, a seasoned gatekeeper with over 25 years of experience, to uncover what truly gets her to engage with sellers. Tune in to get the inside scoop and learn how to improve your tactics to close more deals.

Meet the Gatekeeper: Natasha Bowles

• Natasha Bowles is the Founder of Natasha Bowles Professional Services, a staffing agency specializing in virtual and in-house administrative support.
• As an executive-level administrator for over 25 years, Ms. Bowles has been a gatekeeper for high-profile individuals like medical professionals, property managers, venture capitalists, and notable public figures.
• She's not offended by the term "gatekeeper" at all, seeing it as her job to protect the time of the people she works with. Before letting just anyone chat with her clients, she needs to be sure they're prepped, will actually bring something valuable to the table, and have something that will genuinely benefit them.
• Natsha shares how execs tend to get about 250 to 1,000 a day! If you're not bringing anything worthwhile, it's her job to keep you from wasting their precious time.
• Gatekeepers are the first line of defense for decision-makers, and if you can't get past them, you won't be talking to the executive who calls the shots.

How To Get a Gatekeeper To Open Your Emails

• Gatekeepers see right through the holes in an executive's business, and they know when generic cold-calling emails are a total waste of their client's time.
• To get your emails noticed by gatekeepers, Natasha says you've gotta do your homework on the company and show that knowledge in your email.
• Think of it like this: if you're trying to get an investor to fund your pizza place but emailing someone who only invests in tech, it screams you didn't bother to do your research.
• In your emails, include things like who the relevant department head is, some stats, a problem the company is facing, and why they need to know about your product. Show some initiative and prove you've looked into the company and why you genuinely believe your solution can help them.
• Also, don't be rude to the gatekeeper! They'll remember it, and it could come back to bite you. Natasha shares a personal story about dealing with a rude client and what happened.

Is It Possible To Go Around the Gatekeeper?

• It's possible to bypass the gatekeeper. But honestly, it will be tough because executives usually don't pay much attention to their own emails. They rely on the gatekeeper to handle it because their time is just that valuable.
• Natasha points out that even if you do get lucky, you might still end up talking to the gatekeeper anyway.

Gatekeepers Can Move Deals Forward

• You don't always have to talk directly to the CEO to get a deal moving. Gatekeepers and executives often have a strong relationship, and sometimes the gatekeeper can even be given the green light to make decisions if the CEO trusts them enough.
• The gatekeeper might actually be the person you need to convince to close a deal. So, do your best to win them over when you reach out. Find that sweet spot where you show you know your stuff and how it can benefit the company.

"Protecting my client's time is my biggest task. I need to be certain that anyone wanting to speak with them is prepared, will add value to their day, and has something genuinely beneficial to offer....

Salesforce recently surveyed 7,000 B2B professionals, and the results are clear: buyers prioritize value. A significant 76% aim to maximize the return on every purchase, and 78% are being more careful with spending than before.

In this environment, how can sellers stand out and win deals? One powerful way is by becoming a better storyteller. This episode dives into why storytelling is so important in today's sales landscape and offers practical advice on how to use it to close your next deal.

The Power of Storytelling in Sales

• When you hear "storytelling," you might picture something from a book. But in sales, it's about crafting a narrative that draws buyers in. Think of it this way:
• The Buyer as the Hero:
• They're on a journey to achieve their goals.
• The Problem as the Villain:
• Something is blocking their path – maybe it's a lack of time, confusing regulations, or overwhelming complexity.
• You as the Guide:
• As a sales professional, you're there to help them conquer that villain with your solution.
• Effective sales storytelling positions you as a trusted guide, helping the buyer see how they can overcome their challenges and achieve their objectives – becoming the hero of their own story.
• And don't worry, your "story" doesn't have to be a long, drawn-out saga. Sometimes, a well-crafted illustration is all it takes to paint a picture and help a potential client understand their problem and your solution.

How Storytelling Can Help You Close More Deals

• Businesses are now incredibly strategic about their spending. Think of it like this: if you were trying to sell me a pen, and I said I'm determined to use my current one until it's completely dry before buying another, that's the kind of thinking businesses have right now. The economy has made them very cautious about spending money unless it's absolutely essential.
• And it's the same for consumers. No matter how much product knowledge we throw their way, if they're not willing to spend, it won't make a difference.
• What will make a difference is learning how to connect with them on an emotional level. People are driven by their emotions, and if we keep focusing solely on logic, we'll struggle to close deals.
• In the episode, I share a simple storytelling example about someone with a flat tire. It shows how creating a relatable scenario can connect with a prospect emotionally and close a deal.

How to Become a More Engaging Storyteller

• Instead of listing what your solution does, paint a picture of what life will be like after using it. Think about it – people connect with visions of success and relief, not just a list of features.
• To become a better storyteller, focus on helping people see their own challenges clearly. Don't just mention a problem; describe the frustrating situation they're likely experiencing. Make them think, "Yes, that's exactly what I'm dealing with!"
• People aren't looking for a sales pitch; they're looking for someone who can guide them through their difficulties. Show them you understand their business and the obstacles they face, and you'll become a much more compelling storyteller.

"Don't just say you understand a business and their challenges; demonstrate it. Storytelling is the key to showing them you truly grasp the issues they're facing." - Donald Kelly.

Resources

• To further enhance your storytelling skills, I recommend Donald Miller's "Building a StoryBrand 2.0."
• Consider