You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.

What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from closing deals at the right time.

Meet Benjamin Dennehy

· Meet Benjamin Dennehy, known as the UK’s most hated salesperson, all thanks to his amazing marketing campaign.

· He shares how sellers often make the mistake of closing when prospective buyers are expecting them to.

· Don’t forget that you’re the one with all the power when it comes to choosing the right time to close a deal.

The Sales Matrix: Closing At The Wrong Place

· When first starting in the industry, Benjamin discovered that most sellers live in a system they don’t realize they’re part of. This is another reason why sellers tend to close deals at the wrong time.

· There are also two systems when sellers are out in the field: the buyer's system and the seller’s system. The problem arises when these two systems intertwine, making the buyer appear as the winner.

· Due to conditioning, buyers are aware that if they say no to a seller, the seller won't stop. So, they think of other ways to try to keep sellers from continuing without actually saying no.

· Benjamin delves into the list of reasons why prospective buyers give objections or deceive sellers to prevent a deal from moving forward. I'm sure you’ve heard plenty of these!

· He also explains how the matrix is designed to prevent sellers from exerting control in closing deals, and how their buying habits lead them to sympathize with prospective buyers when they express their objections.

How to Get Out of the Sales Matrix

· To get out of the sales matrix, Benjamin shares that sellers must start closing at the beginning of the first meeting. When you try to close at the end, you give the buyer complete control over what happens next.

· At the start of the meeting, Benjamin does three things to get a prospect to say no:

o Get permission from them to say no. If they believe the product is of no use, then there's no point in continuing the conversation. This will also let you know if the person you're speaking to is the decision-maker.

o When speaking with the CEO, he asks a series of questions to determine if he can actually assist their company with their problem. If there's no "no" in these answers, then he moves on to the third step.

o This is when he'll discuss how they can move forward together to close a deal.

· The method works because if prospects aren't logically saying no, then they have to agree to move forward.

“We've been told a lie that the person with all the money has the power. But in reality, money only has power when someone wants it.” - Benjamin Dennehy.

Resources

Follow Benjamin on LinkedIn, YouTube, and Instagram.

Don't forget to DM the code TSE for a link to his two free courses.

You can also learn more about him on his...

show notes

show notes

show notes

show notes

show notes

It can pay off to borrow sales strategies from outside your usual lane. My guest, Kam Dasani, entrepreneur and investor, brings B2C secrets into the B2B sales world and uses what he has stolen from consumer marketing to make smarter moves. In this episode, he breaks down the tactics that helped him grow faster and shows how you can use them to triple your pipeline.

Meet Kam Dasani

Kam Dasani is a former Silicon Valley tech sales rep who went from earning 120K a year in B2B sales to building a seven-million-dollar business. He applied key B2C secrets he had stolen from consumer marketing, using directness, pre-qualification, and transparency to transform his B2B approach and accelerate growth.

Today, he helps others build passive income through trading and investing while encouraging sales professionals to take smart risks, stay authentic, and focus on what truly drives results.

Why B2C Secrets Belong in B2B Sales (00:01:19 – 00:03:59)

Right off the bat, Kam goes into showing how stolen B2C secrets can transform B2B sales, especially with their marketing tactics.

From Tech Sales to Entrepreneurship (00:04:07 – 00:06:12)

Kam explains how he went from earning 120K a year in tech sales to building a seven-million-dollar business. His contrarian mindset and willingness to take calculated risks shaped the B2B sales approach he uses today.

Identifying B2B Sales Gaps (00:08:10 – 00:16:54)

Kam highlights common gaps in B2B sales, including weak training, fear of asking tough questions, and reliance on conventional tactics. He shows how embracing risk and applying stolen B2C secrets can overcome these challenges.

B2C-Inspired Sales Process & Qualifying Leads (00:17:01 – 00:26:47)

Kam shares how he leverages Instagram ads, direct messaging, and pre-qualification processes to improve lead quality. Using these B2C secrets in B2B sales allows him to build a stronger, more efficient pipeline.

Results & Key Takeaways (00:29:15 – 00:34:12)

Kam reveals the ROI from transparent, pre-framed sales calls and targeted campaigns. He emphasizes that allowing reps to be authentic, rather than forcing a strict “culture fit,” drives real results in B2B sales.

"Imagine if we could take some B2C secrets and apply them to B2B sales to fill your funnel and create far more opportunities than you have right now, increasing sales and generating more commission." - Kam Dasani.

Resources

Follow Kam Dasani on Instagram at @profitwithkam and connect with him on LinkedIn to stay inspired by his journey and strategies. Head to bluemangostudios.com to see exactly how my podcasting agency can help you create and grow a podcast that entertains, educates, and brings in quality leads.https://www.instagram.com/profitwithkam

Subscribe on LinkedIn https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7396352571981889536

Sponsorship Offers

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. 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.

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....

In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success.

LinkedIn Outreach Tactics

● Data shows that sending connection requests without a message can yield a 3% increase in acceptance rates compared to those with messages.

● The human tendency to judge based on profiles quickly favors simple connection requests over potentially off-putting sales pitches.

● For optimal outcomes, engage with prospects before sending connection requests to establish a common ground.

Effective Email Strategies

● Tracking emails can be crucial for marketing but detrimental in sales; focus on replies instead of opens to enhance engagement.

● Plain text emails outperform those with images or attachments, ensuring better deliverability and higher reply rates.

● Use personalization in your emails to connect deeply with leads; mention specific, relevant details that resonate with them.

Multi-Channel Campaign Insights

● Engaging prospects through multiple channels increases visibility and response rates, with LinkedIn DMs achieving up to a 10% reply rate compared to email's 2-5%.

● Combining outreach methods (email, LinkedIn, etc.) helps build trust and familiarity with potential clients, driving higher engagement.

● Prioritize server matching in outreach campaigns to improve deliverability rates and overall effectiveness.

Homework Challenge or Action Steps

● Test your next batch of LinkedIn connection requests without messages for improved acceptance.

● Create a plain text email outreach campaign focusing solely on obtaining replies rather than opens.

"Even if that were the reply you negative, you know, I'm not interested but you're interested enough to take your time and reply to that person." ● Fernando Pires.

Timestamps

● 00:00 ● Introduction

● 01:18 ● LinkedIn Outreach Tactics

● 09:51 ● Effective Email Strategies

● 17:52 ● Multi-Channel Campaign Insights

● 29:02 ● Closing thoughts

Resources

● Snov.io ● Learn More About Our Services-https://snov.io

● Connect with Fernando Pires on LinkedIn-https://www.linkedin.com/in/fernandopires

My LinkedIn Prospecting Course will show you exactly how to start attracting more prospects right away.

And don’t forget to connect with me on LinkedIn! www.thesalesevangelist.com/linkedin

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 Training.

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.