You’re posting content on LinkedIn but is it actually bringing in sales leads? In this rerun episode, I sit down with Tom Abbott, LinkedIn strategist and international sales expert, to talk about how you can create content that doesn’t just get likes but fills your pipeline. If you’re tired of playing the social media game with no ROI, this episode is your blueprint.

Meet Tom Abbott

Tom is the founder of SOCO Sales Training and one of the top voices when it comes to using LinkedIn for B2B sales. He’s trained thousands of sales professionals around the world, and in this conversation, he pulls back the curtain on what’s working on LinkedIn right now. Whether you're brand new to the platform or looking to sharpen your edge, Tom delivers actionable insights that can lead directly to revenue.

Turn LinkedIn Into a Lead Machine

• Tom explains why most sellers get LinkedIn wrong and what to do instead. It’s not about being overly polished or promotional. It’s about being intentional, authentic, and consistent.

Speak to your audience’s pain points

• Don’t just talk about your product. Talk about the problems your prospects are actively trying to solve.

Use a simple post structure

• Tom breaks down the 3-part framework: hook, value, and CTA. Get attention, deliver insight, and give them something to do next.

Stay visible without being spammy

• Consistency beats perfection. Tom shares how often to post, what formats are working best, and how to balance content types.

Connect, don’t just broadcast

• The magic happens in the comments and DMs. If you’re not engaging with your audience, you’re missing the point.

"LinkedIn is a sales tool not just a résumé. Use it that way, and it will change your business." – Tom Abbott

Resources

Follow Tom Abbott on LinkedIn to see examples of his post structure in action. Check out SOCO Sales Training if you want to take your team’s LinkedIn strategy to the next level. Need help building your sales content strategy? Join my Sales Mastermind Class. Visit thesalesevangelist.com for templates, tools, and more episodes to sharpen your selling skills

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 improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey

What if you could charge more without changing a single feature of your product or service? In this powerful rerun episode, I’m bringing back one of my favorite interviews with Bob Britton, a marketing expert who has helped thousands of entrepreneurs elevate their value, boost conversions, and command higher prices. If you’ve ever felt stuck competing on price, this episode is for you.

Meet Bob Britton

• Bob Britton is a business growth strategist with a long track record of turning small businesses into seven-figure machines. He’s not just theory, Bob built and sold multiple companies using the same strategies he teaches today. One of the big secrets behind his success?
• Understanding perceived value. According to Bob, the way you frame and present your offer can make the difference between being seen as a commodity and being seen as a premium solution.

It’s Not About Price, It’s About Value

• In this episode, Bob breaks down how to make your offer feel more valuable—without actually changing what you sell. It's all about presentation, psychology, and messaging.

Simplify the decision

• When prospects are confused, they don't buy. Bob explains how to structure your offer so it feels easy and obvious to say yes.

Stack the value

• People don’t buy features, they buy outcomes. Learn how to package and position your benefits so they stand out.

Anchor your price

• If you’re not using strategic price anchoring, you’re leaving money on the table. Bob shares his favorite ways to do this without feeling manipulative.

Add scarcity and urgency

• A great offer is only as strong as the reason to act now. Discover the exact language Bob uses to ethically drive urgency.

"People will pay more when they believe your offer solves a meaningful problem, better than anything else." – Bob Britton

Resources

Want to dive deeper into pricing and packaging? Join my Sales Mastermind Class. If you’re working on messaging or need to create a premium offer, check out Blue Mango Studios. Follow me on LinkedIn for daily sales insights and strategies. Visit thesalesevangelist.com for more episodes and tools to help you sell more effectively

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 improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey

What do you do when no one believes in your vision? When every door seems closed and you keep hearing the word “no”? In this powerful rerun episode, I sat down with my good friend Alex Quin to talk about rejection, resilience, and what it really takes to build something meaningful when the odds are stacked against you.

Meet Alex Quin

Alex Quin is the CEO of UADV, a full-stack marketing agency, and the host of the Hustle Inspires Hustle podcast. He's built a name for himself in the world of marketing and branding, working with top global brands like McLaren, Red Bull, and Puma. But his journey wasn’t easy. Alex didn’t start with connections or capital. He built his business from the ground up, and at every stage, people told him it wouldn’t work. They told him “no” but he didn’t stop.

The Power of Rejection

In this conversation, Alex shares how rejection shaped his growth and why hearing “no” was one of the best things that ever happened to him. We talked about mindset, perseverance, and how to build momentum even when no one’s clapping for you yet.

Create your own lane

• You don’t need permission to start. Alex breaks down how he carved out his own path in marketing when the industry gatekeepers ignored him.

Let the "no" fuel you

• Every time someone doubts you, it adds fuel to your fire. Use rejection as a signal that you're on the right track, especially when you’re building something new or unconventional.

Focus on value, not validation

• When you stop chasing approval and start solving real problems, the right people start paying attention.

Stay true to your voice

• Don’t let “no” change your identity. You’re not for everyone, and that’s okay. The people you’re meant to serve will get it.

"Rejection isn't the end. It's just feedback that you're breaking into something new." –

Alex Quin

Resources

Listen to Alex’s podcast Hustle Inspires Hustle for more mindset and brand-building tips Connect with Alex Quin on Instagram or LinkedIn to learn from his journey Need help developing your brand or message? Join my Sales Mastermind Class Looking to launch your podcast? Check out Blue Mango Studios

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 improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey

Are your mornings setting you up for success? Or are they throwing your whole day off track? In this rerun episode, I’m diving into one of the most requested topics from the archive, how to structure your morning routine for consistent sales success. Whether you're an individual contributor or leading a team, these habits will help you focus, prioritize, and perform better every single day.

Start the Day Off Right

When I first started selling, I struggled with mornings. I’d roll into the day reacting to emails, jumping on calls, and chasing activity but not results. Everything changed when I started being intentional about how I began my day. These are simple but powerful strategies that help me stay focused and in control. In this episode, I’ll share the exact routine I follow and why it works.

The Morning Framework

Clarity is key. I start with 5 to 10 minutes of reflection, this could be prayer, journaling, or just quiet thinking. The goal is to reset and get my mind right. Then I review my pipeline so I know exactly which deals to prioritize. I write down one to three clear outcomes I want to accomplish that day. I also get moving whether it’s a workout or stretching, that physical energy helps jump start mental clarity. And finally, I stay out of email and Slack first. That’s reaction mode. I want to start in creation mode. These practices help me take control of my time, my mindset, and my performance. If you’re in sales, this will help you take control of your results.

"Control your morning and you’ll control your momentum." – Donald Kelly

Resources

Want to build a strong morning routine? Grab our free guide: Start Your Morning Like a Top 1% Seller Join my Sales Mastermind Class and level up your productivity and pipeline. Thinking about starting your own podcast? Get professional support from Blue Mango Studios.

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 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,

How do you take a company that’s been winning in the SMB and mid-market world and help it thrive in the enterprise space? On today’s episode, I chat with Adam Block, Chief Revenue Officer at Motive. Adam shares the exact strategies his team used to move upstream without losing their core customers. If you're thinking about scaling your sales motion to land enterprise-level clients, this one is a must-listen.

Meet Adam Block

Adam Block is the CRO of Motive, a company that offers an AI-powered operations platform for the physical economy. Their platform helps businesses in sectors like logistics, construction, and energy run safer and more efficient operations. Motive is used by massive organizations such as FedEx, Halliburton, and Centos and they didn’t get there by accident. Adam and his team made a strategic decision to go enterprise, but they made sure not to break what was already working.

Going Enterprise Without Breaking Your Foundation

Adam shares that Motive's journey upstream started with demand from the market. Their technology was attracting attention from larger organizations across a variety of industries. But rather than jump too fast, the team took a thoughtful approach focused on three major pillars:

Do No Harm

The team made a commitment to keep serving existing customers while building out the infrastructure for enterprise. This meant careful segmentation, performance tracking, and redefining metrics to ensure success across the board.

Rewire the Business for Enterprise

From the sales process to customer support, Adam's team rebuilt their entire operation to accommodate longer sales cycles and more complex buying processes. They also rebranded from KeepTruckin to Motive to reflect their broader market.

Hire the Right People

Talent was key. Motive built a team of top-tier sellers and developed a farm system for internal promotion. With a focus on RAD, Resilience, Accountability, and Discipline, they created a high-performing culture that thrives under pressure.

Lessons from the Field

Adam shared practical tactics for leaders looking to move upmarket:

• Don't chase enterprise at the cost of your base. Segment carefully and let each part of your business do what it does best.
• Rebranding isn't just about a name, it's about a new story. Make sure it matches your long-term vision.
• Build internal mobility. Create opportunities for junior talent to grow into enterprise roles, which lowers hiring risk and strengthens your culture.

“You have to be bold. But you also have to be intentional.” – Adam Block

Resources

To learn more about Motive, visit GoMotive.com

Connect with Adam Block on LinkedIn Thinking about starting your own podcast? Check out Blue Mango Studios. Want help improving your sales skills? Join our Sales Mastermind Class.

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

Should you email or call prospects? Which method is best for effectively reaching your clients? To find out, listen to my chat with Matt Tharp, the CEO of Hunter.io. He provides data and insights on why businesses should focus more on cold email than cold calling.

Meet Matt Tharp

• Matt might be perceived as biased towards email since he's the CEO of Hunter.io, but he was drawn to the company precisely because of its commitment to email.
• He enjoys working with fast-moving businesses that prioritize high velocity and product-led growth strategies. He believes this approach helps build a robust pipeline with marketing, while the sales motion supports and supplements that pipeline.
• Sales-driven models, heavily dependent on closing the next deal, can make it challenging for new sellers or businesses to find their footing. Relying solely on cold calling makes pipeline building particularly difficult, and the current business environment is only making cold calling harder.
• Matt shares his own experience as a decision-maker: if someone cold calls him unexpectedly, he's likely to get annoyed because it almost always interrupts something he's doing.

Marketing Strategy for Email Outreach

• Matt and his team conducted research to determine which marketing strategy prospects prefer. The results showed that 61% prefer cold emails, while less than 10% prefer cold calling. He also found that individuals in the US prefer digital outreach 71% more than calling.
• To successfully begin email outreach, Matt suggests keeping two key things in mind:

1. How you build and segment your email list.

2. How you write your content.

• He advises against trying to reach everyone when building your list. Instead, personalize it and make it relevant to your target audience. Keep your audience segments under 100 contacts to help maintain message relevance.

Subject Line Trends

• To create subject lines that generate clicks, Matt emphasizes the importance of addressing a problem the buyer is facing.
• It's better not to be overly playful. Instead, speak to a problem that prospects genuinely care about, and in the first one or two sentences, demonstrate that you are there to solve it. Then, explain how you will solve their problem. The final step involves adding a clear and easy call to action at the bottom of the email.

"Looking at current trends for business scaling investments, it's clear: phone calls are becoming less and less effective." - Matt Tharp.

Resources

If you need help scaling your business with email outreach, consider Hunter.io (I highly recommend it).

If you like more guidance with improving your sales skills, join my Sales Mastermind Class.

Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

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

If you’re struggling to make it as a seller, you may be unknowingly doing things that a top performer would never do. To help you figure out what you may be doing wrong, I’m going back to episode 1831 with my chat with Andrew Barbuto, a seasoned sales professional and author. He shares five things that top-performing sellers always do to help them succeed in finding clients and closing deals.

Andrew Barbuto’s Background

• Andrew Barbuto is an accomplished sales professional and author with a deep understanding of the intricacies of top-performing sales strategies.
• He shares his sales methodologies in his insightful book, “Top Sales Producer: How To Crush Your Sales Quota.”
• Andrew’s commitment to excellence in sales makes him a valuable resource for anyone aspiring to elevate their sales performance and effectively manage their client interactions.

Key Practices of Top Performers

• Andrew shares the five things that top performers do differently than average performers.

1. Time Management: Top performers allocate their time to maximize revenue-generating activities. Start early on your work tasks and focus only on the ones that bring in money. Also, don’t forget to put the phone down to help avoid distractions.

2. Research: You may find researching on a specific client to be long and boring, but it’s one of the most important tasks top performers do. Andrew explains that rather than adopting a broad approach, successful sellers conduct targeted research to identify and connect with the right prospects.

3. Meeting Preparation: You can avoid generic questions and tailor conversations to address specific needs by coming to a meeting prepared. This is why it’s important to research a prospect before contacting them.

4. Prospecting Activities: Andrew recommends employing a multi-channel approach with at least seven touch points, including phone calls, emails, and LinkedIn messages. This persistence helps in turning cold prospects into warm leads.

5. Leveraging CRM: Creating detailed notes will allow you to maintain contact with prospects and provide personalized value to each one of them. You can do this by using a CRM system to help strengthen your client relationships.

“Top producers typically will try to allocate as much time as they possibly can to revenue-generating activities.” – Andrew Barbuto.

Resources

Learn more sales tips from Andrew from his book,

“Top Sales Producer: How To Crush Your Sales Quota.”

Follow Andrew on LinkedIn and YouTube. Download Andrew’s cold outreach strategy to book more clients. If you like more guidance with improving your sales skills, join my Sales Mastermind Class.

Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

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

You have thousands of prospects coming to your website daily, yet 80% of them don’t even sign up for your newsletter. What can you do to turn this around?

My guest, Dan Novaes, the founder and CEO of Mode Mobile, is here to tell you how in this quick chat. His advice will make your prospects give away their emails as soon as they click on your website.

Meet Dan Novaes

• Dan Novaes is the CEO of Mode Mobile and creator of the EarnPhone. Mode Mobile is revolutionizing the mobile industry with its “Earn As You Go” software, enabling millions of users to turn daily smartphone habits into passive income.
• Under Dan’s leadership, Mode Mobile achieved 32,481% revenue growth (2019–2022), earned the #1 spot in software on Deloitte's2023 Technology Fast 500 List, and pioneered a fundraising model leveraging 30,000+ everyday investors. Now, they’re on a mission to reach1 million shareholders while tackling a $1 trillion market opportunity.

Turning Around Investor Page Troubles

• Even though his company’s landing page was doing well, he saw that his investor page was struggling to retain prospects. Dan provides the steps he and his team took to make the changes.
• Knowing that he doesn’t really know what’s going on in a prospect's world when they’re looking at the page, he decided it would be best to send reminders to entice their return.
• He also found that offering an incentive for returning entices prospects even more.
• Dan achieved a 600% return by applying this method to his marketing efforts. He spent $ 15,000 to start the efforts, and in a short period, he ended up with a $ 750,000 return.

The Most Important Components

• While conducting the marketing research, he discovered that certain components were most effective in achieving his goals.
• One was targeting the older demographics aged 55 and above. He found that boomers were more receptive than the younger generation.
• He also found that it is important to put a name to the face within the email.
• The last component Dan shares is how truly important copywriting is, even in this AI-driven world we live in today.

“People don’t invest enough in copywriting. The message has to hit just right. You don’t want to just have AI write generate copy.” - Dan Novaes.

Resources

Want to learn more about Dan? Visit Invest.ModeMobile.com

Consider using these resources for your marketing efforts: Retention and Beehiiv. If you like more guidance with improving your sales skills, join my Sales Mastermind Class. Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.

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