Sales Hustle is now Sales Transformation
June 11, 2021

Episode #109 Sales as a Profession with Jarrod Best-Mitchell

Jarrod Best-Mitchell joins Collin Mitchell in this episode of the Sales Hustle Podcast. First, let’s hear from Jarrod as he takes us back on how he started in sales to become the top 56 leaders in sales on the LinkedIn watchlist now. More importantly, Collin and Jarrod talk about social selling on LinkedIn, which one of the many specialties of Jarrod.

Jarrod Best-Mitchell believes he only has one job in his life, and that is Sales. Jarrod has been in sales roles since 2006. With the years of experience he acquired, Jarrod started to share his knowledge with individuals and organizations to help them improve their sales performance and achieve their goals.

He is super fortunate to have worked for international companies such as Digicel, DHL, Nokia, Microsoft & Samsung in his career.

Since starting sales, training has helped companies in Telecoms, FMCG, Real Estate, Tech Start-Ups, Oil & Energy, Insurance, Airline, and SaaS.

To find out more about Jarrod Best-Mitchell, connect with him on the links below.

Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!

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Episode 109 - Jarrod Best-Mitchell

Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales change makers across various industries. The only place where you can get what you're looking for too. Uh, your sales game today's episode is brought to you by sales cast sales cast helps sales professionals transform the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin Mitchell. What is happening? Sales hustlers. Welcome to another episode. I've got a fantastic guest. We're going to have a lot of fun. Uh, today I've got Jared best Mitchell. Jared's recognized as one of the top content creators on social media is on LinkedIn in the Caribbean and was recently named on scaled the 2020s.

[00:00:49] 2021, LinkedIn watchlist, top 56 leaders in sales. Jared and I are going to be talking about social selling LinkedIn. And why are people still scared to sell in the current circumstances? And, uh, we'll see where it goes. Jerry. Welcome to south hustle. Good afternoon, Cullen. Woo. Thank you so much for having me.

[00:01:08] Yeah. Awesome man. Excited to be before we jump in here, just give us the short version, the cliff notes version of your, of your sales story. Um, I've been in sales my entire life since 2006. Um, starting with Digicell, which is the largest telecom certified in the Caribbean. Left after five years in charge of their public sector, literally because I was born, I have a short attention span.

[00:01:32] So if I'm the challenge, I tend to find something new. Um, went to DHL for one year, which is the other thing about, and I'm in love with the color yellow. I'm very obsessed with it. I was dad obsessed when I said, Hey, let's go to DHL because it's yellow. And I've gone to companies such as Microsoft, Nokia, Samsung.

[00:01:49] All being successful and just being ridiculously obsessed with seals, not just selling for myself, but, um, helping customers that happen, individuals in sales roles become better. And at the, at T in November, 2019 is when I saw the sign from the universe to leave the corporate world and venture onto my own, and actually started doing sales training, LinkedIn training, which I do, um, not just in Trinidad, but equipment in any world.

[00:02:14] And as I say, just having fun every single day, doing it. All right. Awesome. You kept it short and sweet man. So one thing that you stuck out that, that, that I don't hear people say very often is you're obsessed with sales. Tell me, tell me more about that. I think for anybody who loves what they do in any field, like, think about it.

[00:02:38] Um, Colby branch was obsessed, magic magic. Michael John was obsessed, all the great athletes, all the great inventors and people in our time, they were obsessed about one thing. And I remember being at Digicell and when I got the job there is when I realized, Hmm, maybe the sales thing really is for me. And.

[00:02:57] That's when I just started to learn as much as I can. I was always open to learning something new, whether it be a new technique, a new approach to sales. I was always one to definitely be out there to try it and definitely be okay with getting rejected because that was the only way to learn. So I just became ridiculous the obsessed.

[00:03:13] And I think when I left the GSL. I was the top performing person, even though I was in a public sector role, which was very challenging, but I was green it by 20%. And I left because I literally said, I wonder if I'm good at sales and mobile, or if I'm good in sales, just in general. And I was like, let's go test that out.

[00:03:31] I'm okay if I feel, but let's go test it out to see like that's I was about it. It was just to see if everything I was learning was applicable to one industry or was it applicable to the entire profession? Wow. I love that. Um, that takes a level of confidence that you don't see in a lot of sellers today, but I would say it's a good fit.

[00:03:53] I still pushed him. He could see I'm okay. Would feel it because I don't want to, like, I'm just kind of pushing away. I can't be stuck in a company for like in one role for like five, six years. Cause I don't see how it can be challenged, but for me it wasn't about confidence. It's just trying to, as I'm very self-aware.

[00:04:09] So for me, it's just trying to understand. Jarred where your boundaries are, where, what are you great at? What are you good at? What are you bad at? It was just testing the waters. Yeah, no, I love that.  you said, you know, you did that in, in going to a new role, but then also in, within your role, um, being willing to try new things.

[00:04:27] Right. And I think that that's. Where a lot of salespeople can struggle with, you know, whether they're trying to figure out how to use LinkedIn or figure out how to, you know, you, you, you know, start to incorporate social selling or, you know, not sure how to navigate the certain circumstances. Right? Fear holds them back from familiar, trying these new things in their role to level up their skills and, you know, sell the way that the new, you know, a modern buyer wants to buy today.

[00:04:55] Yeah, correct. So for me, I think what really works was that when I learned the information, as soon as I learnt it, I shared it with others. And I think that's what really helped me because I got their perspectives. But some of those lessons, because they wouldn't tell where they also tried it. So, um, as you said, I was very obsessed with like platforms like LinkedIn from early.

[00:05:14] Um, I've been on a 10, 2009. But, um, I became known because I was one of the few persons who was putting out content. And I think, you know, LinkedIn's reissue, I think on a one to 3% of LinkedIn's entire B is actually post content. So for me doing that to Trinidad, it stood out and I was always the one who was just like, if I learn something, I'm going to share it with everybody that I know.

[00:05:36] And that's just literally how you just start building and increasing your knowledge because nothing goes in a silo. Yeah. So, so what are some things that you see are working on LinkedIn today that people should be trying? If they're not, I would go with my biggest thing, um, which is of course putting content out.

[00:05:55] I know a lot of places are fearful of it, but content like this, this is a CNF. I would say content is what content is the journey that you take a prospect along to becoming your customer. And for me, I just put all content there that answers as many questions that people may have about me. And I know it works because persons, when they reach out to me, I like, I saw your profile.

[00:06:19] I saw your content. I want to see if, what you do will, to me, it's never about telling me more about yourself. It's about jarred. Let me give you my scenario and let me see if you repeat it back in your words, how it works. And so my, my, my clients, or my prospects are at the buying stage. I don't have to work that much to actually convince them.

[00:06:36] And I think if you understand about putting that content out, that's where you get the ball rolling. The other magic that I do, which I see few people doing, and over the years I have done is shown 20, 21. I may have lapsed on it a bit, but when I connect with people on LinkedIn, I sent you a video. That is just a thing I do.

[00:06:55] It's a personalized video. It's not generic. So I think when we connect to color and you've got a miss it's color and thanks so much for connecting. Really looking forward to engaging with you on your content. Our none pitchy message, just to say hi, express some gratitude and wishy individual, all the best, those two things.

[00:07:12] And I think I felt I'm feeling a little neglected. I don't think I got a video, Jared. I think I got a voice DM. I'll give you. I'll give you a pass, man. I got a voice DM. I will check color and hold on. I'm taking off my phone. That is not possible. Hold on. Hey, maybe, maybe you weren't in a place to, to do a video.

[00:07:34] I don't know. Yes. Correct. You got a voice. Yes. I wasn't in a place where I could have, I apologize, but  second best thing to video, right? Like you can't do a video. Maybe you're still one of those people, and I'm not saying this is the case for you, but there's still some people that are still uncomfortable on video.

[00:07:52] Right? Like that's a challenge. Yeah, but actually meeting people face to face. So why are you uncomfortable with video before we got into lockdown? And before we switched up a picture while we were doing face to face, so how will you uncomfortable then? Like, to me, I treat LinkedIn and all of the social media platforms.

[00:08:08] It's just the real world in digital. So if I met you in real, am I going to pick up my phone and texts and say, hi, nice to meet you, call it. No, I'm going to send you a video. I want you to see my face. I want that connection to start and because so few people do it. I stand out. Yeah. So give me, give me kind of the, the structure of the video, right?

[00:08:28] Like reaching out to your prospects or somebody connects with you, you know, keeping it as short, you know, what are some tips, things to do things not to do with, with, with following this recipe of, of using video in that initial interaction in the LinkedIn DMS? Oh yeah. So when the person connects with me or I connect to them, whichever way.

[00:08:49] What I do is I go to their profile and I check them all to see what I can learn about them, to context into that conversation. I checked to see if they have a post. So if they post something that I like, I could mention that into the conversation. But the key thing to note is a couple of things. I don't start my conversation by saying, hi, this is Jared or a good morning.

[00:09:08] No, I don't do any of those things. I start with your name. I say Colin. Even if you check your voice note, I say colon, then I might say, happy Wednesday, happy Thursday. How are you doing? I don't start with anything but your name. Cause I want to get your attention cause that's going to stand out. And then I just go into simple gluten, thanks so much for connecting I'm was just looking at one of your pieces of content.

[00:09:30] You shared a recent podcast with Marcus Chan, and I really love when you'll have this type of interaction about this particular topic, really looking forward to engage with more of your content. And besides that, I just want to wish you all the best for 2021. That's awesome. I love that. Um, yeah. Sorry.

[00:09:48] Yeah. Yeah. So that the key there is like people. Remember how you, you know, I talk about this all the time, sales, hustlers, but you're going to hear it again. People remember how you make them feel. Right. And in the structure of that message, you're hitting all the marks of making them feel good. Right?

[00:10:06] You're, you're starting with catching their attention and using their name, which is the first thing that they hear. Right. You're you're showing that you took the time and you care enough to check out their profile, check out a piece of content. You're saying something thoughtful about it and. People on the platform, want people to follow their content, right?

[00:10:26] So you're already talking about adding value in something that, you know, there's a really good chance that they care about. And then the key there is you didn't ask for anything, nothing, but I use that as the catalyst to start everything in terms of my process for social selling. Because if you respond to me and I have about a 50% response rate, which is pretty good, But when you respond to me, if you fit my ICP, then I go into my process because I could use your profile to context what it is that qualifies you as my ICP.

[00:11:02] So I may look at someone's profile and I said, Hey, I noticed you've been coming to know about this particular sales topic. What has been your challenge, which you guys said that. And I start that conversation. And I, what I do is that I try to think up of at least a minimum five questions to ask that individual about them without mentioning anything that I do.

[00:11:21] It is a great, um, strategy, because like, think about it. You and I are talking here, I'm seeing colored Michelle's name. If I go on your LinkedIn profile, I see all about you. There's no need for me to start talking about myself. That person has seen it. That's why they could connect. But if I start talking more about them, I already have them thinking, okay, this is weird because this was sent, this is legit.

[00:11:44] Trying to figure me out versus talking anything about themselves. And if you go check out process of about five to 10 questions, they will automatically asks. So Jared, tell me about you. Now. You've asked a lot about me and they become more genuinely interested. And those persons in a lot of cases, they either take my service or they recommend somebody who needs my service or both.

[00:12:06] So either way. It's a win-win yeah. All right. Sales house are, you're going to have to listen to that piece again, because the, what, what Jared's talking about here is he's showing genuine that he's genuinely curious about the person and, and, and, and by doing that, it stands out so much and is so different than what they're used to getting, which is people talking about themselves or what they do or how they think they can help.

[00:12:33] Then it makes them then curious. About you, Jared. Right? Am I getting that right? Yep. That's exactly it. And let me give one final tip on this. If you ever come across a prospect or a contact name on LinkedIn and you can't pronounce the name, that is the best conversation starter ever, because I messaged someone and I might say like, I'll give you the perfect example.

[00:12:56] Somebody from Germany, once connected with me, her name is spelled G O K E. And I said, Nope, there's no way that is exactly how you pronounce it. And thankfully out, a friend of mine living in Germany and she told me how to pronounce it. So it's a Yuki not joke. So I immediately, when I messaged her, I said, Hey, how are you?

[00:13:17] Okay. And. I researched your name before I messaged you because I wanted to get it right. I know your name is probably very common in Germany, but in the Western side and English countries, you know what they would represent. And I didn't want to get that wrong, but I just wanted to say, thanks for connecting your key.

[00:13:34] Hope all is well, wishing you all the best for 2021. Yeah. Yeah. Like that started my conversation. Yeah. I took that one minute conversation just to show that I'm interested research and put it into context in my first message. Yeah. And, and the key here, Jared is people are just, I mean, people in sales, you know, always just think they're too damn busy.

[00:13:59] To take these extra little steps, but these extra little steps, don't take a lot of time, but they're essential to having high quality engagement, relationships and conversations with people. You know, it shows that you care and you take the time because you really never know. I mean, the simplest thing of not pronouncing somebody's name properly immediately, if we go back to people, remember how you make them feel right.

[00:14:27] And if you would have called her. Joking. I don't think you would've made her feel pretty good. Her first impression of Jared would not be very good. It would be like, but here's the interesting thing. I did a Sufi on LinkedIn with that about if, if somebody gets your name wrong, like on a cold call or somebody reaches out to you and they pronounce the name wrong, is that a big deal?

[00:14:50] And I had, I think. Over a thousand responses and 61% said, no, so, but, but, but, but I respect that, right. What's a big deal. Right? So it's interesting, but what somebody thinks is a big deal versus what somebody else thinks is a big deal. There could be, it could be different, right? And, and, and it also, and there's a lot of variables that matter.

[00:15:11] They're like, what kind of day are they having? Right. Right. I mean, and so I like so many, sometimes I like it too. You know, I love what you did there, where you took the time and did the research and then, and then, you know, mentioned that. Um, but also if you're not sure. Just be honest and say, you're not sure.

[00:15:28] Hey, I don't want to mess up your name here. I'm not sure how to pronounce it. Do you, do you mind helping me out? Yep. Works. Trust me. It is one of the best ways to start a conversation with a prospect, but on a city is. Okay. So now I want to take a step back a little bit. Cause we talked about the, the video and the DM and we kind of went in that direction.

[00:15:46] Um, but one of the, one of the key things that you mentioned about, uh, part of your, you know, social selling and LinkedIn strategy is, is posting content. And I think this is where a lot of sellers get confused because they're like, Hey, everybody's telling me I gotta invest in my personal brand. I need to level up my profile.

[00:16:04] It shouldn't look like a resume. I need to be posting content. And a lot of them are unsure. What do I post? Right? And so they might be posting stuff that the company is putting out or resharing stuff or whatever. So where do they start and what should they be posting? What type of content first way, first way they should start as optimizing their profile.

[00:16:25] And the reason I say this is that an optimized profile by itself will get you business. It won't get you as much business as posting content, but just having it optimized so people can find you is key. If you want to pause company. In for what I see people doing is that they go to their company's page and they share bad idea.

[00:16:45] Don't recommend that what I recommend you do is you copy and PST image. You create it as your own post. And then you put your two words, cert, why is this important to your customers? Don't just share it as product info, share it as if you explain, and to our company in front of their face. Listen, Mr.

[00:17:03] Customer, the reason why this is important for you is because this is going to increase your productivity. This is going to help eliminate X and Y this actually allows your team to do this, which you're not able to do before. And not only that, we've actually been able to do it for the top, the fortune 1000 companies for this year.

[00:17:19] We actually market leader. That type of context works in your relatives that you would share company info. What I've seen now, because companies are kinda trying to envied a individual's LinkedIn profile because my LinkedIn profile is mine. It's not the company's own, but I know for a lot of companies is there's area lead who's on LinkedIn or creates insurance advisor.

[00:17:42] She's actually puts in some marvelous content. That is, that is being vetted by her compliance team. But it's just to me, should I tell, puts an audio right. Type, but in full that doesn't really cross the line. So there is a way to get it done, where you can be yourself, like how you speak to our customer and post that content.

[00:17:59] The tip I would give everyone is that you need to think about your conversations at the end of the day, all of us have so many conversations that we overthink it because it's second nature. I look at every conversation I have and I think what was he messaging that conversation and kind of help others.

[00:18:13] And I put that information out. But I put it in on none of must be. I don't see. I spoke to Colin Mitchell to California. No, I say had a great conversation. One of the top podcasts assaults in the U S and the topic was focused around X and Y and that's how I framed the conversation. And then I talk about the takeaway.

[00:18:30] Yeah. So there are ways to do it. It just takes a little bit of trial and error, but. It's super important that you have content into your strategy for 2021. Yeah. Yeah. All right. So I love, I love two tips there you gave for, for, for posting content for sellers, right? Number one, take the company stuff don't just share from the page.

[00:18:48] Maybe take an image. Maybe even post the link in the comments. Right. But the post. Should have your thoughts, right? Your take on it, or sort of your recap, right. From, from the way that you break it down or maybe adding something to it. Right. Uh, I love that as a, as a simple way to kind of get started. Right.

[00:19:08] And then that can, you know, after doing that for awhile, you might start to kind of build that muscle of just starting to create some original content. Right. Um, it's so great to get started. And so then I, and then I like the other example that you gave Jared, um, Which is to be thinking of the conversations that you have.

[00:19:26] Right. We're, we're having conversations with prospects, you know, internal in the team, external with Gail prospects, customers, partners, you know, and so you really gotta have content on your mind. All of the time, you know, how can I turn this conversation into an anonymous piece of content or adding some value to the people that might care about this same thing that I talked about with this prospect, or might have this same problem that we're working on solving, or might have this same issue that we have solved for this particular customer.

[00:19:59] So you got to have content on your mind all the time to be coming up with these ideas, um, and just. Just in your role with what you're doing the so, so are you actually like documenting some of these or like creating some sort of like process around turning conversations that you're having into content ideas?

[00:20:17] The, so Jesse has to be, I was talking to a content manager on this. I actually don't use content Canada's or anything. All I have is I have my own number added to WhatsApp and when I have ideas, I put it there. And when I'm ready to put it out, I just go back to WhatsApp and I check to see the ideas. So like, after I'm finished with you, uh, some videos to record, I just go straight to WhatsApp 1, 2, 3, right?

[00:20:41] So the three topics. And if you've ever seen my videos, you'll notice there's no editing. I do videos in one tick. I don't, cause that takes up too much time. I probably do two or three takes, but eventually just one flow of the content. So if you want to make it easier for yourself, Add your own number to WhatsApp, where you can send video, voice recordings and pictures so that you can easily pull information out when you need it to repurpose it into content.

[00:21:08] That's what works for me. Yeah. That's an awesome little hack right there, you know, because you, you get an idea and you're in the thick of the day and it's not, you don't have time to record. And then, you know, that idea might be gone and you might forget it. So, so having a process for. Documenting it keeping track or putting it somewhere like you mentioned, and WhatsApp is, is huge so that, you know, you're not sitting there like, okay, now I need to come up with some content ideas.

[00:21:34] Um, you just have basically a place to pull from ideas and, and maybe some of those ideas make the final cut. Maybe some of them don't right in the moment they might. Yeah. Feels like a great idea. And then when you're ready to record, like, Hey, that might not been such a great idea. Yeah. Yeah. Cause, but you see, that's the beauty of it too.

[00:21:51] Like I can pick up my phone and I'll go and I'm like, write that. All right. That idea was crap. How did I even get there? But it's just the fact that we have so much things going on in our brain. Like it's a dump so that it doesn't take up too much time and I could focus on selling. Like, that's how I look at things like it's literally about, okay.

[00:22:08] Let's if we have information going around in our minds, how can we take that and put it into content? That's that's how I look at things. And I can tell you even, do I have that method? I still miss stuff because I'm sure all your sales hustlers would agree. You always get content when you're in the shower or right before bed.

[00:22:26] That's what only you tonight. It's like, yay. Jarred. Think about this. Here's the scenario. And I literally have to jump off from my bed and rush across to my phone on. Yeah, yeah, no, I don't know what it is about the shower, man, but I get a lot of ideas in the shower and I have a, um, I don't use WhatsApp, but I use, I have a slack channel that's ideas.

[00:22:51] And so I just, yeah. Pound the keyboard really quick in that slack channel, like got to get this out man, before I forget it. And I would say half of them ended up being decent half of them, like, man, it seemed like a good idea in the moment. I would take 50% of ideas every single day of the week. Once I could get it out there.

[00:23:09] But there's no, it's really an interesting one where you're like, why do I have to, I want to bless us. We switched behind the bathroom on going to bed on why those are the two places where ideas come, but that's how it is. Yeah. So you have a conference coming up right around the corner. Tell the sales hustlers about this conference.

[00:23:27] Why should they care about it? Where can they find out more about it? All that good stuff. Yeah. So I have, uh, myself and my business partner, we founded, uh, uh, a team called Sears as a profession. It starts with us doing. Um, Instagram lives and it, and then it evolved into networking events and then it evolved into sales conference.

[00:23:46] So really only people who actually do a sales conference in the Caribbean, specifically dedicated to seals. Um, this is our third year doing it. Um, given the pandemic, we are still doing it 100% virtual. Um, it's it's because, and what we focus on is Jesse Hall approached the seals and this year, the topic is mind share before market share.

[00:24:06] How do you get top of mind with your buyers when they're ready to make the purchase? So I am speaking on social, selling my business partners, talking about how you utilize, HubSpot's your CRMs. We have our keynote speaker out of Israel. Um, she's just, she's a HubSpot leader. She's actually going to be talking about how sales and marketing needs to be put together.

[00:24:26] We have different leadership modules. We have content marketing for B2B businesses. We have whole, they use virtual events to create, um, seals. Um, we have data mining involved because in terms of how we sell to our customers, we need the data to understand what are they looking for? What are their challenges?

[00:24:43] So we are covering it from a completely wide landscape, but very niche specific on topics to help sales professionals. And the beauty about this is that we are using everyone local. So they're all from Trinidad and Tobago, even the keynote speaker, even though she's in Israel, she is from Trinidad. Um, but it is a, it is a conference that's just designed to help you take.

[00:25:03] One or two actionable items, put it into your business and see a business group. Cause I think that's what a lot of people don't look at when they go to conferences or go to events like you've paid for a conference, but have you prepared your mind to say, all right, if I'm going to see this conference, what does he, one key takeaway I'm looking for to implement and they don't look at it that way.

[00:25:22] They go our conference and then they sit down thinking they will is going to change. Action is what makes a world change. So. People who come to our conference, they take action on those small items. And as I see they expand on it. So we are very happy to be doing it for the 30 year. And you can buy tickets and old website, which has seals as a professional

[00:25:42] And you were definitely enjoyed on June 17, just learning from a Caribbean perspective, how important seals are, especially now where the economy is. And I would be biased in saying this, but I think they see hustlers would agree. Nothing happens until a sealers meet. We have the most important rule right now in the world.

[00:26:01] And you cannot underestimate how important you are to the recovery of every single economy. Absolutely. I think all the sales hustlers would agree with that. Jared, we will drop the link for you. Sales hustlers in the show notes. Jared, thanks for coming on today. If you enjoyed today's episode, please write us a review, share the podcast with your friends and as always we're listening.

[00:26:22] For your feedback. Thank you for tuning in to this episode of sales hustle. Are you a sales professional looking to take your sales career to the next level? If the answer is yes, then I want you to go over to sales, check us out. And if you feel that you are ready, set up a time, um, to talk with me and my co-founder Chris, I'm your host call him Mitchell.

[00:26:47] And if you enjoyed this episode, feel free to leave us a review. And share the podcast with your friends.