show notes

show notes

Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal.

Why Do Buyers Lie?

• Buyers don’t always lie intentionally. However, there’re three main reasons why they do:
• They feel uncomfortable saying “no.”
• They’re not interested but don’t want to hurt your feelings.
• They want to “think about it,” often as a way to avoid further discussion.

Key Strategies for Sellers

• If you find them lying to you, try these strategies to get the truth out of them:
• Seek honest answers by asking tougher, more direct questions.
• Never assume a prospect’s motives, instead get to the real issue.
• Practice probing with family or friends to build confidence.
• Avoid desperation and maintain control throughout the process.
• Don’t wait. Address hesitations immediately rather than letting deals linger.

“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

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: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast,

show notes

Yes there’s a ton of things you can do on LinkedIn Sales Navigator. However, if you’re still struggling to use it and find prospects, you need to focus on one tool at a time. In this episode, I’m going over how to use InMail the right way to get prospects. I’m telling you, it’s one of the easiest ways to book appointments, and I have data to prove it.

How to Make Responsive InMail Campaigns

1. I did a test with my podcasting agency, BlueMangos Studios, and the data is shocking. Out of 31 recipients, I saw a response rate of 20%. All I had to do was make the subject line for my InMail campaigns catchy and curiosity-driven. Then I made the body of the message direct and personal.
2. Do you know why this worked so well? Because I focused on prospects who actually needed my services. It worked so well that I only had to spend about half an hour of work to see results within two days.

Simplicity Drives Results

1. When it comes to InMail, less really is more. I keep my messages short, direct, and tied to something that actually matters to the prospect. Instead of leading with a long explanation about my company or offer, I ask one simple question that connects to their role or a problem they are likely dealing with.
2. Most people are checking LinkedIn on their phones, so your message has to be quick to read and easy to respond to. A simple yes or no is often enough to get the conversation started. That simplicity is what drives higher response rates and opens the door to appointments and meaningful follow up.

“All of us have one of the easiest ways to maximize LinkedIn Sales Navigator, and we're not even doing it appropriately. Instead, we're spamming people.” - Donald Kelly

Resources

Sign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

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...

What should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.

Why You Should Be Posting on LinkedIn

• If you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create content, which means authentic posts are far more likely to get noticed.
• Instead of worrying about being judged or feeling like you need to be an expert, I want you to see LinkedIn as a place to engage your niche market and start real conversations.

Three Types of LinkedIn Posts That Work

• Mistakes and Lessons Learned: One of the easiest ways to create content is by sharing mistakes and lessons from your own experience. Talking about what went wrong and what you learned makes your posts relatable and builds trust. When you are honest and a little vulnerable, people are more likely to engage and respond.
• Personal Insights: You do not have to talk about sales all the time. Sharing personal insights like hobbies, challenges, or goals helps people connect with you as a person. Whether it is working on your golf game or focusing on better health, these posts humanize you and often lead to stronger conversations with prospects.
• Industry Trends and Data: Posting about industry trends or data gives your audience something valuable to think about. Share insights you are seeing in the field or information from reports you trust. When you consistently bring useful information to your network, you position yourself as a resource and stay top of mind with potential buyers.

"Thanks to the COVID era, people want to know you on a personal level. They want to see your personality online." - Donald Kelly

Resources

Sign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

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...

show notes

Sales enablement is meant to make selling easier, yet many teams struggle to see real results from it. In this rerun episode, Ahmad Munawar breaks down why most sales enablement efforts fall short and what leaders must do to turn enablement into a true revenue driver. We explore alignment, execution, and how enablement should support sellers in real conversations, not just live in documents and dashboards.

Why Sales Enablement Misses the Mark (00:02:12 – 00:03:45)

1. Ahmad explains that sales enablement often becomes content-heavy but action-light.
2. Teams create playbooks, tools, and training without tying them directly to how sellers actually sell.
3. Enablement fails when it is disconnected from daily selling behavior.

The Gap Between Strategy and Execution (00:03:45 – 00:05:30)

1. Many organizations design enablement strategies in isolation.
2. Ahmad highlights how lack of alignment between leadership, marketing, and sales creates confusion and inconsistent execution in the field. Alignment is what turns strategy into results.

What Sellers Actually Need From Enablement (00:05:30 – 00:07:15)

1. Enablement should help sellers:
2. Start better conversations
3. Handle objections confidently
4. Move deals forward faster
5. Ahmad emphasizes that practical guidance always beats theoretical frameworks.

Why Content Alone Does Not Change Behavior (00:07:15 – 00:08:55)

1. Simply giving sellers more content does not improve performance.
2. Ahmad explains that enablement must reinforce skills through repetition, coaching, and real-world application.
3. Behavior change requires reinforcement, not information overload.

Measuring Enablement Impact the Right Way (00:08:55 – 00:10:35)

1. Instead of tracking content usage alone, Ahmad encourages teams to measure:
2. Conversation quality
3. Deal progression
4. Rep confidence and consistency
5. Enablement success should be visible in pipeline movement and close rates.

How Leaders Can Support Enablement Adoption (00:10:35 – 00:12:20)

1. Leadership buy-in is critical.
2. Ahmad shares how managers play a key role by reinforcing enablement in one-on-ones, pipeline reviews, and coaching sessions.
3. What leaders reinforce is what sellers...