Three Case Study Helping Sellers Get Over 120% of Quota | Mark Roberge and Donald Kelly - 1837

The Sales Evangelist

In sales, you can’t rely solely on the product to close deals; you need the right strategies and mindset to get prospects to say yes to your offers. Some companies excel at this, while others need a bit of help. Join me and my guest, Mark Roberge, in this episode as we share three case studies of businesses that turned their sales success around.

Meet Mark Roberge

• Mark Roberge is a renowned expert in sales and venture capital, known for his data-driven strategies that transform businesses.
• As the fourth employee at HubSpot, he developed a scalable sales model that fueled the company's growth.
• In addition to mentoring startups, he shares his sales expertise through podcasting and speaking at major events like the Inbound conference.

Understanding the Reticular Activating System (RAS)

• Your brain filters information all the time, and often in ways that may keep you from succeeding in sales.
• We explore the Reticular Activating System (RAS) and how the brain prioritizes information it deems important.
• Your mindset and perception influence your belief in the effectiveness of your sales strategies.
• For instance, if you believe cold calling is ineffective, your RAS will filter information that supports this belief, often leading to self-fulfilling outcomes.

Sales & Psychology: The Connection

• Whether you believe it or not, psychology plays a major role in sales.
• We also believe that therapists can make some of the best sales representatives because they understand the human mind so well.
• Salespeople who focus on diagnosing customer issues and truly understanding their needs are able to build rapport and trust.

The Journey to Sales Mastery

• If you want to improve your sales skills, try role-playing for practice.
• We share a case study of how an individual increased their quota performance from 70% to 120% within three months through better engagement and refined practices.

"With a new product and a revolutionized product, no one is going to know how to buy it. You have to teach them how to buy that particular product.” - Mark Roberge.

Resources

Check out Mark Roberge’s podcast, “The Science of Scale,” for in-depth interviews with founders discussing scaling strategies.

Learn more about The Sales Evangelist Sales Mastermind Program.

Cold Call Openers

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, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.