How do you effectively bring prospects into your sales funnel and convert them?

Many marketers lean into complex storytelling, but that can be overwhelming to prospects who you're just starting to get to know.

To better align your sales and marketing strategies, try thinking of your initial marketing as an invitation. You wouldn't want to overwhelm your guests with every little event detail. You would tell them a select few that they need to know and then let them decide whether to come or not.

Your brand's initial marketing outreach should be the same way: direct, concise and to the point, with more details to follow for those who are interested. This way of doing things helps you give potential buyers the exact amount of information they need to become your clients.

On this episode of The Evolved Sales Leader, Kate DiLeo, founder of the SaaS marketing tool Brand Trifecta, dives into the three key pieces of information that you need to communicate to clients before they'll convert.

Listen in as we discuss:

• Why business is a conversation not a transaction
• What it takes to build an effective pipeline
• How sales and marketing should not be siloed but a collaboration
• The role and differences between pitching and storytelling

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

In a recent sales enablement study, 74% of salespeople claimed they lost a deal due to a lower-cost competitor, but only 22% of buyers said price played into their decision. That’s a big difference! But where is this difference in perspective coming from?

To understand how a buyer goes about making a decision, you, as a salesperson or leader, have to throw out your assumptions, step into your buyer’s shoes, and ask yourself or the lead the following questions:

What are the trends in their industry?

What are the pain points in their business model?

What goals do these executives have?

With these questions answered, you can better create a winning sales strategy that converts prospects into clients.

On this episode of The Evolved Sales Leader, Steve Gielda, co-founder of the sale enablement company Ignite Selling, shares how buyers think, revealing the true reasons for lost sales and the ways to turn those losses into wins.

Listen in as we discuss:

• Determining the level of influence of key decision makers
• The decision criteria that matters most to companies
• How to validate your assumptions for more accurate client understanding
• Accelerating your sales pipeline through research, training, and critical thinking

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

When people think of success on social media, they usually think of one thing: going viral. But creating a viral post on LinkedIn isn’t an easy 1-2-3 formula. It’s a combination of creativity, information, trends, engagement, and consistency.

By focusing your efforts on learning these traits and topics, you can create your own path to going viral that will support your social media presence and ultimately your company.

On this episode of The Evolved Sales Leader, Anton Dobrzhanskiy, who co-founded the AI-powered sales SaaS company Epicbrief, takes you through his journey creating viral content on LinkedIn and what you can do to get there too.

Listen in as we discuss:

• Being intentional about what your audience wants to hear
• Capitalizing on trends early on to get ahead
• How quality engagement helps boost your post and your company’s reputation
• Using metrics and data to craft your strategy

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

Did you know that there is an entire science dedicated to performance?

It’s true – and it’s called performance science. Using both quantitative and qualitative strategies, performance science supports business leaders in defining their priorities and increasing their productivity.

But performance science goes deeper than benefiting you as an individual leader. When the principles of performance science are applied to your business, you’re able to take the abstract and concrete parts of your vision and transform them into a tangible strategy that brings success to your company, as well.

On this episode of The Evolved Sales Leader, Stanford general surgery intern and Thaxa founder Carla Fowler, MD PhD, explains exactly how performance science can improve your business strategy and leadership abilities at the same time.

Listen in as we discuss:

• The multiple disciplines that make up and influence performance science
• Translating your business dreams in to a clear reality
• How high performance requires successful prioritization
• Getting comfortable in the face of the inevitable uncertainty of running a business

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

One of the most important uses of customer relationship management (CRM) tools is to create high level reports for company executives … or is it?

Day in and day out, sales team members use a CRM to capture data and close deals, making them the end users of this essential business technology. As the end users, their ideas, goals, and understanding of the CRM are the most important to unlocking a CRM’s business potential. And when that potential is unlocked, so is your company’s.

On this episode of Evolved Sales Leader, CRM consulting firm founder Anshul Verma digs into the steps organizations need to take in order to take advantage of all their CRM has to offer.

Listen in as we discuss:

• Defining your vision and strategy for your business’s CRM
• Optimizing your CRM tool around end users’ experiences
• The importance of building trust between your sales team and the CRM
• Finding new, innovative ways to use your CRM in your sales process

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

Technology has drastically evolved over the last few years, and with it so has sales. While some tried and true methods still work, other methods haven’t stood the test of time. But knowing which are which isn’t always easy.

From AI automations to cold calling, a sales tactic has to be executed well for it to win in 2023’s competitive market. In order to succeed, you not only have to choose the right strategies but they also have to reach the right person at the right time.

On this episode of Evolved Sales Leader, B2B and sales experts Kevin Hopp, James "Saywhatsales" Buckley, and Miro Putkonen weigh in on what sales strategies they’ve seen work and succeed so far in 2023’s unique climate.

Listen in as we discuss:

• Balancing technology and authenticity in communications
• What tone to adopt in cold email and phone-calling
• The role of bots, automation, and AI in sales outreach
• How emotional growth is key to professional growth

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

Over the past few years, how we work has dramatically shifted. As a result, we’ve been pushed to rethink how we build and hone our teams. Part of that includes team culture.

But what purpose does team culture serve in your business model?

One word: productivity. A productive team culture creates trust that allows team members to work effectively together and belief in the company mission to flourish. However, this productivity doesn’t develop overnight. In order to increase your team’s productivity, you as a leader must adapt to new norms and be intentional about honing your team culture.

On this episode of Evolved Sales Leader, accomplished tech executive, CEO, and start-up investor, Doug Camplejohn, dives into strategies for creating top-performing teams through deliberate team culture.

Listen in as we discuss:

• Why leadership is not about control but trust
• How the office has and will need to change to meet new norms
• Ways to connect as team in order to build your team culture and business
• Being intentional about honing team culture leads to productivity

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.

What is the most important R in sales? Relationships.

Relationships are the key to generating leads in today’s saturated market. But building those relationships is no easy task. First and foremost, you have to consider how and where you’re going to do it.

Unsure where to start? Turn to LinkedIn. This platform has endless potential for forming authentic connections — when the right community building techniques are used, of course.

On this episode of Evolved Sales Leader, sales trainer and motivational speaker, Larry Long Jr., shares his advice about how to take your business to the next level by creating a genuine community on LinkedIn.

Listen in as we discuss:

• The difference between traditional networking and community-building
• Being intentional and mindful about your actions to level up your business
• Leveraging LinkedIn’s recommendation tool for connection
• How to bring community to your team as a leader

Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.