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...

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 the...

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-fo...

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 par...

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...

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...

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 produc...

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 ...

In a B2B market full of evolving technology, new products, and shifting mindsets, getting ahead of the competition is no easy feat. So how can business leaders stay on top? Thinking up new ways to address your target market’s recurring pain points is a good place to start. When it comes to the B2B sales process, there’s plenty of room for improvement and growth — from how you implement your company’s vision to the way you compensate your employees. On this episode of Evolved Sales Leade...

Branding is often said to be the most important aspect of any company. But branding is a broad term with a world of its own. So, what type of branding is the most successful in this day and age? To stand apart from the crowd, the personal brand of a company’s founder and executives must be aligned with the business’s brand. An organization that isn't supported by its stakeholders’ personal brands is going to lack the authenticity and trustworthiness that today’s consumers truly crave. On this...

Transformation is B2B’s middle name – and over the last few years, it’s been living up to it. Digital advancements, buyer behavior, data-driven insights, and thought leadership are just some of the factors contributing to the shift in the business-to-business landscape – and sales & marketing teams that aren’t already on top of the shift are lagging behind. On this episode of the Evolved Sales Leader, Omni Lab co-founder Jonathan Bland, shows sales & marketing leaders the step-by-step...

It’s nearly impossible to get through a business-focused conversation without hearing a mention of Artificial Intelligence (AI). Since the launch of ChatGPT, companies and sales leaders alike have started to consider what a future powered by AI might look like: Computers selling products? Sales people without jobs? Processes developed by robots? While there aren’t any concrete ways of telling exactly what the future of AI in the business world looks like, there are some known systems you can ...

Despite popular belief, LinkedIn is not just for social selling and networking. Salespeople (as you might see in your very own inbox) have increasingly become privy to the platform’s outreach capabilities. However, there’s a less utilized component of LinkedIn that few are taking advantage of: the platforms paid marketing tools. On this episode of The Evolved Sales Leader, Aaron Zakowski, B2B marketing expert and Founder of Zammo Digital Marketing, dives into LinkedIn’s paid marke...

In the ever changing world of business development, sales tactics like prospecting and lead generation are becoming increasingly harder to stay on top of. What are the newest trends in outreach? How do you appropriately personalize your messages? Is it even possible to gain a leg up on the competition? Though the B2B sales market is becoming complex, one platform has remained important through all of the ebbs and flows – LinkedIn. Yet, the platform’s importance makes it equally as impor...

New artificial intelligence (AI) tools seem to be popping up by the day, and the topic is creating a buzz. There are conferences dedicated to it. There are an uncountable number of articles about it. And chances are, whether you’re walking down the street, watching TV, or in a meeting at work… you’re going to hear about it. Especially in sals, there’s fear that AI will wipe out the human-centered workforce as we know it. Others are embracing the power of artificial intelligence by using it as...

Open your LinkedIn messages and start counting. How many messages are freezing cold with in-your-face sales pitches for products and services that you don’t want or need? In the case that you are reached out to about a product or service that is of use to you, a cold email – if done wrong – can be a huge turn off. Yet, restrictions on retargeting campaigns are making some sales experts believe that cold emails are now more important than ever — when they’re done right, that is. On this episod...

Hiring has long been a time consuming process. When you finally find the right fit for your needs and your team, the process just seems to slow down even more. The HR onboarding process. Individualized and team trainings. Ramping the new hire up for optimal performance. If you’ve ever asked yourself if there’s a way to cut the time it takes for new hires to become productive – the answer is yes. On this episode of The Evolved Sales Leader, consultant and trainer Marcus Chan, dissects th...

As a sales leader, you’re sure to have heard a comment or two about the possibility of artificial intelligence (AI) taking over the workforce – and possibly the world. Whether there’s truth to those comments or not, one thing is certain: AI is rapidly advancing. To keep up with its ever-changing capabilities, business development professionals are going to have to, well, keep up. On this episode of The Evolved Sales Leader, Anton Dobrzhanskiy and Miro Putkonen, founders of Finland-based...

Impactful founders and executives are constantly planning for the future and expansion of their company. Yet, knowing which levers to pull to reach the next stage of growth can be a daunting, sometimes painstakingly long, process. For this reason, finding innovative ways to approach and systematize growth is key. On this episode of The Evolved Sales Leader, Abhi Golhar, business consultant, accomplished author, and TEDx speaker, explains the engineering behind what growth levers to pull...

As humans, we hold our surgeons, engineers, and lawyers to the highest standard. The same should be true for salespeople. Afterall, sales requires an intricate level of expertise. To achieve and maintain sales proficiency, sales leaders must equip their teams with ongoing, world class training coupled with cutting edge tools and technologies. On this episode of The Evolved Sales Leader, Chris Manitus, VP of Global Sales at 7th Level Communications, gives a masters in the best prac...