The Sales Evangelist Donald Kelly

You have a fantastic business idea and often daydream about how life will be once you make it. However, once you start putting in the work, staying excited about your big idea becomes a lot harder.
How can you stay disciplined to ensure you become a successful sales professional? Tune into this episode of The Sales Evangelist Podcast to find out.
Your esteemed host, Donald Kelly, engages in a captivating conversation with Dre Baldwin, a renowned speaker celebrated for his vibrant energy. Dre shares his remarkable journey from basketball to YouTube fame, offering profound insights on mindset content, the third-day concept, and the crucial aspect of professional discipline.
Click play to discover more about staying disciplined when reaching your goals!
From Basketball to Mindset Content
Dre shares his background as a basketball player and transitioning to creating content on YouTube. Initially, he wanted the channel to only focus on basketball videos, but after sharing life advice, he realized he could broaden his service to a wider audience. His ability to reach people through these videos laid the foundation for his future endeavors. The Third Day Concept (2:45 - 5:11)
You know how on the first and second day of starting something new, you’re super pumped about getting everything done. But come the third day, you’re ready to throw in the towel. Now, all your plans are on the back burner until you finally decide to work on it. This is what my guest, Dre Baldwin, means when discussing the third-day concept. It’s the critical moment when the initial excitement of starting new wears off, and the real commitment begins.  Those who continue to give their best effort even when they don’t feel like it are often more successful. Listen to Dre’s advice on overcoming the third-day concept to help you become a top sales professional. Also, if you want to dive deeper into this topic, consider getting his newest book, “The Third Day: The Decision That Separates the Pros from the Amateurs.” The book is free at thirddaybook.com, with just the shipping cost. Strategy and Execution (15:35 - 18:15)
To achieve any goal, Dre recommends working backward from the desired outcome by asking, 'What would need to be true?'  This reverse engineering helps deconstruct the steps required and establishes a framework for consistent execution.  Dre also stresses the importance of developing an operational system to ensure the strategy is followed meticulously. Listen to Dre Baldwin on this episode of The Sales Evangelist Podcast to gain insights and practical advice to elevate your sales game. His discussion on deep emotional drivers and the importance of accountability can transform how you approach your goals. 
If you’re ready to unlock a higher level of performance and consistency, this episode is a must-listen. Don’t miss out—tune in and take the first step towards lasting success!
"We know what needs to happen, but now, what pieces can we put in place that support those pieces?" - Dre Baldwin.
Resources
Dre Baldwin’s social media accounts
LinkedIn
Facebook
Twitter
Instagram
YouTube
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.
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 opini

Are you struggling to close deals in today's challenging sales environment? Join your host, Donald Kelly, as I sit down with Matt Wolach, a seasoned software sales coach.
In this episode of The Sales Evangelist Podcast, you’ll learn how to boost your closing rates with Matt's secret sales tactics. Tune in and take the first step toward transforming your sales game!
Guest Introduction
Thanks to Matt Wolach's years of software sales background, he has successfully started and exited multiple companies.  His transition to full-time sales coaching was driven by his passion for helping others improve their closing rates and achieve consistent sales success. Matt currently coaches over 270 companies worldwide, significantly impacting their sales processes and results. Why should you listen to my guest, Matt Wolach, on improving sales deals? Tune in and hear how the DEAL methodology boosts his client's sales closing rates. One client increased their closing rate from 1.9% to over 30%! Challenges in Sales (3:33)
Within the episode, Matt shares how many Account Executives (AEs) and Sales Engineers (SEs) feel undersupported in their roles. He also highlights how organizations that lack systems struggle with consistent sales closing. Listen to him explain how proper guidance helps sales teams stop using discounts to move deals forward.   The Perfect Deal Process: DEAL
Matt introduces his transformative methodology called the Perfect Deal Process, an acronym that stands for Discovery, Educate, Associate, and Lead, offering a promising path for sales professionals to enhance their sales processes. Discovery Process: Do you suffer from the curse of knowledge? Many sellers assume they know the buyer's problems, but honestly, they don't. At 7:12, you’ll hear Matt explain how the discovery process builds trust with buyers and makes them realize the urgency of their situation. Educate: At 14:28, you’ll learn why you must educate buyers about their issues and potential solutions.  Associate: Discover why connecting the product or service to the buyer's needs is essential at 15:42.  Lead: Why is taking charge of the sales process vital? Tune in at 16:12 and find out at 16:12.  In this episode of The Sales Evangelist Podcast, Matt Wolach shares invaluable insights that can revolutionize your sales approach. He lays out the 'Perfect Deal Process' that has helped over 270 companies skyrocket their close rates.
If you need help with consistent sales or are looking to fine-tune your strategy, this episode is a must-listen. Plus, Matt offers some fantastic free resources to get you started on the right path. 
Don't miss out on these game-changing tips—tune in now to elevate your sales game!
“Discovery is equally important for your buyer as it is for you.” - Matt Wolach.
Resources
Matt Wolach on LinkedIn
Matt Wolach’s website
Free Sales Scorecard  
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.
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,

After scheduling an appointment with a prospective client, you’re confident they will close the deal once you speak with them again. However, when you enter the Zoom meeting, they’re not there.
After sending several follow-up emails, it’s clear that this client got away. The follow-up game is pretty annoying, so how can you avoid this from happening ever again?
Click the play button and listen to your host, Donald C. Kelly, on The Sales Evangelist Podcast! In today’s episode, I’m sharing effective sales follow-up techniques that can dramatically improve your sales process.
The Importance of Follow-Ups (2:10 - 2:38)
Many sales professionals fail not because of their pitch or product but because they need a consistent follow-up system. With a proper follow-up strategy, you can gain quality opportunities. Your role in the follow-up process is crucial. It's about getting prospects to reconnect with what you're selling. To learn how to do this effectively, listen to my key sales strategies that will empower you to close deals and engage prospects. Sales Fundamentals: Follow-Up Techniques 
What are the follow-up secrets I share within this episode? Below are some of the methods you'll learn more about when you tune in: Appointment Scheduling: I will share how you can avoid endless follow-ups and ensure your prospective client attends the meeting. Tune in at (3:32)! Vary Follow-Up Timing: Don't fall into the trap of calling a prospect at the same time every day. Click play at 7:56 and find out why mixing up your phone call schedule is better to increase the likelihood of catching them at a convenient time.  Text Message Follow-Ups: Text messaging is a powerful tool for modern sales professionals. Hear my example at the 8:44 checkpoint on correctly sending text message follow-ups. Implementing a Follow-Up System
Do you need help creating a structured follow-up system? I share how to do this and why organization helps maintain a steady flow in your sales pipeline. Consider testing these follow-up techniques in this episode to enhance prospect engagement and improve their overall sales process. For more insights and advanced sales strategies, connect with me on LinkedIn, Donald C. Kelly. 
Also, join our mastermind group at thesalesevangelist.com, and let's work together to boost your sales performance. Here’s to maximizing your sales pipeline and closing twice as many deals!
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.
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.

Are you a seller trying to find your dream job? Discover how in this episode of The Sales Evangelist Podcast. 
Host Donald Kelly chats with guest Dan Fantasia, the CEO of Treeline Incorporated, on the crucial aspects of sustaining a sales career and excelling in job interviews. 
Click the play button to learn the five tricks to help sales representatives get hired immediately! 
Changing Lives Through Recruitment
Treeline Incorporated, a Boston-based sales talent recruitment firm, has significantly impacted the lives of over 3500 individuals. With 23 years of experience, Dan and his firm provide invaluable advice to those seeking to change their careers.
Research and Preparation: The Backbone of a Successful Job Search (4:10 - 8:43)
Why is it important to research a company before the interview? Dan explains how research enables you to gauge if the company aligns with your values. Are their core values in sync with yours? Do you possess the requisite skill sets as per the job descriptions? 
He also answers a question that many new salespeople wonder, "Should you focus on one specific industry or be open to all types of jobs." Listen to the episode to discover the answers.
Why Are You a Good Fit? (10:05 - 14:38)
To determine if you're a good fit for the company, it's crucial to consider your skillset as a seller. Dan offers distinct advice for salespeople at different stages of their careers- those who are just starting out and those who have been in the industry for years. 
How do you ace the most common interview question, "Why do you think you're a good fit for the company." Reading job descriptions and understanding the company's core values will help you formulate a smooth answer.
Be Present (14:39 - 21:36)
You will only make it far if you strive to improve as a sales rep. Listen to Dan's story of how being distracted can cause you to be less engaged during the interview process. His example shows how important it is to ignore distractions to be within the present moment. 
Know Your Story (21:52 - 25:30)
What does it mean to know your story? You must understand what you bring to the table for a successful interview.
Listen to Dan's knowledge on why knowing yourself will immediately get you hired during the interview.
Close After Every Interview (25:52 - 29:16)
What does it mean to close after every interview? It’s your turn to be asking the questions. But what type of questions should you ask? Dan shares several examples of the questions you should ask after the interview.  
Learn the art of interviewing in this episode of The Sales Evangelist Podcast. Our special guest, Dan Fantasia, shares excellent tips on how to get your start in the sales industry. Click play now to hear his insights!
"You have to research the company. Do not take that for granted!” - Dan Fantasia.
Resources
Treeline Inc.
Dan Fantasia on LinkedIn
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. 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 i

Today, we're going into the archive and bringing out an episode where Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master negotiating without manipulating.
Negotiation isn’t manipulation:
Incorporating negotiating strategies and techniques helps you and your team reach its needs or goals and opens the door for priorities to be rearranged and met.
It’s not a winner/loser situation – negotiation should come from a place where you look to satisfy everyone.
Low-stakes negotiation happens every day. Mastering negotiation is the key to developing long-term success.
Conveying your interests isn’t manipulation – it’s telling your story to meet your needs.
Barriers to entering a high-stakes negotiation:
PACE: Prepare – aware – close – evaluate
Prepare, think at the moment, and be as objective as possible. Be aware of both your and the other party’s interests. Uncover relevant information to reach the close.
How can you expect to negotiate well if you don’t know what you want?
There are many pieces of leverage at play when in negotiation. Be mindful of those levers to explore and realize what solution honors both parties.
Understand the solution from their perspective:
Negotiating conveys interests and beliefs – it’s an opportunity to connect and learn to know, like, and trust another person.
As a seller, asking questions about the other party helps you learn more about them and why they’re not siding with you on the issue.
Even if you know the answer, never make an assumption. Let the other party be heard. 
Be intentional with silence:
Practice what you say, and teach yourself not to ramble after speaking.
Some people think of it as a game – just practice not talking, and you’ll grow more comfortable with it.
We listen least actively to people we know. Practicing silence can interrupt that cadence and convey attention to the other party.
Susie’s final takeaway? Anchor ideas you want others to know early on to allow the other party to get their head around it. For more great content from Susie, visit her website for more information or connect with her on LinkedIn. You can find her book, The Art of Everyday Negotiation without Manipulation, on Amazon. (Visit negotiationlove.com for giveaways and other great content as well!)
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. 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.

Are you ready to revolutionize your sales strategy and close deals faster than ever? In our latest episode, we dive into the innovative world of sales acceleration with Andrew Kappel, a seasoned sales consultant with a knack for transforming sales strategies from the ground up. 
Join us as Donald Kelly, our host, explores Andrew’s approach to crafting compelling one-page business cases that speak directly to executive needs, streamline the sales process, and drastically improve client engagement. Click play now!
Andrew Kappel’s Background
He has a decade of experience in sales consulting and specializes in sales strategy and sales acceleration services.  Before establishing his consulting practice, Andrew spent three years as a delivery consultant, and his duties paralleled those of a customer success team, only without a tangible product.  Andrew's extensive background in various sales environments has equipped him with a keen understanding of different industries, sales processes, and the intricate dynamics of complex deals. Creating Impactful Business Cases
Business case development is crucial for securing executive buy-in and facilitating successful internal selling strategies.  Listen to Andrew’s expertise in developing a brief yet powerful business case that centers on the SP 30 framework. From listening to this business case framework, sellers can create successful sales pitches through situational awareness, problem identification, and strategic stakeholder engagement. Leveraging Technology and Consulting Expertise
Andrew discusses how his consulting services integrate technology solutions to address specific sales pain points. Thanks to his background in enterprise data security and customer success, Andrew understands the importance of adapting sales approaches to fit transactional businesses and complex sales environments. Learn how change management is vital in seamlessly integrating CRM systems and other technologies to enhance business processes. Cold Outbound Prospecting and Effective Communication
Are you looking for some successful cold outbound prospecting techniques?  Listen to Andrew’s cold outreach strategy for more fruitful conversations with potential clients. His strategy blends empathy, precise communication, and visual communication in sales to enhance the effectiveness of a sales pitch.  Turn in to discover how these elements lead to better business trust-building with customers.  Strategy for Business Growth
Hear Andrew’s business growth strategies that can help companies scale efficiently while managing challenges effectively. He illustrates how tailored sales acceleration services can dramatically impact growth trajectories, especially with solid sales strategy planning. In this episode, you’ll uncover the pivotal role of concise, impactful business cases, and how they can magnetically draw in executive attention and approval. Join us in this compelling conversation to elevate your sales game by understanding and implementing refined sales strategies that guarantee results. 
"You must build trust, rapport, and acumen with the person you work with." - Andrew Kappel.
Resources
Andrew Kappel on LinkedIn
Benchmark Signal Consulting
The 3-Part Business Case Framework
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.
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