The Sales Evangelist

Donald C. Kelly
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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

  1. How To Sell With Integrity In The World of AI

    2 DAYS AGO

    How To Sell With Integrity In The World of AI

    show notes

    29 min
  2. How Can I Shorten My Sales Cycle And Close Deals Faster?

    5 DAYS AGO

    How Can I Shorten My Sales Cycle And Close Deals Faster?

    You’ve been working on closing a deal for the last six months, but you thought you would have closed it three months ago. Why didn’t you reach your deadline sooner? I’m going to tell you why in this episode and show you how you can shorten your sales cycles. Why Are Your Sales Cycles Longer? I’ve found there are several reasons sellers experience longer sales cycles:Fear of making mistakesJob security concernsReliance on decision-making committeesBut remember, you’re a consultant. Your job is to guide buyers to understand why your product is the solution to their problems. Don’t be an order taker. Lead with confidence to help move deals forward faster. Introduce a Mutual Action Plan Early The first step I share to shorten your sales cycles is creating a mutual action plan. You go over clear expectations and timelines with the prospect to let them know what their buying journey will look like. Multi-Threading There are way more people involved in closing a deal than you think. At first you may be talking to Sally, then Billy, then Jen. Keeping up with so many stakeholders can get confusing fast.If you don’t have a clear way to track relationships, tools like LinkedIn Sales Navigator can help you organize an account map and piece together your conversations across contacts. Understand Individual Stakeholder Value Yes, you’re trying to close the deal faster, but don’t rush through the sales cycle. Instead, identify what matters most to each stakeholder involved in the buying decision. Ask questions to uncover specific priorities and pain points for every committee member, not just your main prospect. De-Risk the Purchase With so much noise being thrown at buyers, they often don’t feel safe making decisions or find it difficult to move forward. Provide multiple purchasing options, bring in testimonials, and address concerns directly to help stakeholders feel more confident. “Every conversation you have with the team, bring it back to the value. Because the value is going to be different for each individual.” — Donald Kelly Resources Keep track of your sales activity and boost your results with the Prospect Pro sales tool. Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments. Visit Blue Mango...

    24 min
  3. I'm Running Out of Time & My Pipeline Is Weak

    16 FEB

    I'm Running Out of Time & My Pipeline Is Weak

    show notes

    18 min
  4. How to Get Quality Referrals To Skyrocket Your Sales

    13 FEB

    How to Get Quality Referrals To Skyrocket Your Sales

    I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline. Ask Your Happy Customers The most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask. If you are not asking, you are leaving opportunities on the table. Request Referrals from Non Buyers Do not overlook the conversations that do not end in a sale. Even when someone tells you no, that does not mean the relationship is over. It is still perfectly reasonable to ask if they know someone who is dealing with the challenges your product solves. When you position it around helping others, the request feels natural and value focused. Leverage LinkedIn Connections You can also take a more proactive approach by using tools like LinkedIn Sales Navigator. Look at your customers’ first degree connections and identify people who match your ideal client profile. Then ask for a specific introduction. This method takes more effort, but when you are intentional about who you want to meet, the results can be powerful. "Your goal is to get them to be able to be your evangelists." — Donald Kelly Resources Keep track of your sales activity and boost your results with the Prospect Pro sales tool. Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments. Visit Blue Mango Studios for help in creating podcast production content. 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...

    17 min
  5. Are Sales Frameworks Ruining Real Conversations?

    9 FEB

    Are Sales Frameworks Ruining Real Conversations?

    Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence. Beyond the Framework I start by challenging the idea that just following a sales framework guarantees success.Every sales scenario has unpredictable human factors, so sticking strictly to a process is not enough. You have to be ready to adapt and read the situation in real time. The Power of Reviewing the Tape One of my biggest recommendations is to listen back to your recorded calls, either on your own or with someone you trust. This gives you a more objective perspective on what is working and what is not. I also suggest using tools like ChatGPT to analyze transcripts or get external feedback. It is a great way to spot patterns you might miss. Taking and Maintaining Control Before every call, set an agenda and make sure both you and the prospect are aligned on the outcomes. If you give up that control, the prospect will take the lead and that usually leads to ambiguity or stalled deals. Staying in control does not mean being pushy. It means guiding the conversation toward results. Always Secure a Next Step Never leave a meeting without scheduling the next step. I have lost deals in the past because I did not do this, and it kills momentum fast. Make it a habit to lock in what comes next before the call ends. Courage to Ask the Tough Questions Going through the motions is not enough. Developing the art of sales means reading between the lines and asking the uncomfortable questions. That is what separates great sellers from everyone else. You have to be willing to challenge your prospects in a way that adds value and drives clarity. "There's a lot of gray areas in sales, especially when you're dealing with humans who tend to be unpredictable." - Donald Kelly Resources Keep track of your sales activity and boost your results with the Prospect Pro sales tool. Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments. Visit Blue Mango Studios for help in creating podcast production content. Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a...

    19 min
  6. Your Sucks At Using AI, Here How To Fix It

    6 FEB

    Your Sucks At Using AI, Here How To Fix It

    There is a specific way to use AI technology to get the results you want. To show us how to do this, Dr. Eve Kedar, a community builder, enablement strategist, and educator, joins me for this episode. Drawing on her experience supporting over 18,000 AI enthusiasts, Eve shares strategies to help sales teams use AI without amplifying the overwhelm that can come with new technology. Meet Eve Kedar Eve Kedar is a sales enablement strategist, author, and advisor with over 15 years of experience helping sales organizations move from scattered training to scalable systems that actually drive results. She’s the author of Build a Kicka$$ SalesTeam and Build a Kicka$$ Online Community, and works with SaaS and tech leaders to improve ramp time, execution, and alignment.Eve brings a practical lens to AI adoption, focusing on cognitive diversity, real workflows, and helping sales teams use AI as a thinking partner, not a replacement. Empowering Sellers Through Cognitive Diversity We begin by talking about how effective AI integration starts with recognizing the unique strengths each seller brings to the table. Eve explains that instead of forcing uniformity, leaders should support and amplify those differences with the right tools. She shares stories of helping one seller who is highly data driven and another who is a natural storyteller use AI prompts tailored to their individual styles. The goal is not to replace human skills, but to enable them. Practical Steps for AI Adoption We also break down simple, actionable steps sales leaders can take right away. For example, setting up a team chatbot such as ChatGPT that is loaded with your company’s sales processes can give both new and experienced reps targeted guidance.This helps them become more independent while also personalizing their development.Eve reminds us that leaders do not need to master every AI tool. What matters most is encouraging curiosity, exploration, and the sharing of best practices. Maintaining Humanity, Curiosity, and Creativity Another major theme in our conversation is balancing productivity with preserving the human touch. Eve suggests gamifying prompt writing, celebrating creativity, and encouraging bold curiosity so teams do not become overly reliant on automation. While entry level roles may evolve as AI takes over repetitive tasks, sellers will be expected to think more deeply and build stronger relationships than ever before. Community and Collaboration We also discuss the importance of leveraging AI communities, both internally and externally. Creating space for open dialogue and experimentation allows teams to learn from one...

    33 min
  7. Prospects Are Liars!

    2 FEB

    Prospects Are Liars!

    Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal.  Why Do Buyers Lie? Buyers don’t always lie intentionally. However, there’re three main reasons why they do:They feel uncomfortable saying “no.”They’re not interested but don’t want to hurt your feelings.They want to “think about it,” often as a way to avoid further discussion. Key Strategies for Sellers If you find them lying to you, try these strategies to get the truth out of them: Seek honest answers by asking tougher, more direct questions.Never assume a prospect’s motives, instead get to the real issue.Practice probing with family or friends to build confidence.Avoid desperation and maintain control throughout the process.Don’t wait. Address hesitations immediately rather than letting deals linger. “Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald Kelly Resources Keep track of your sales activity and boost your results with the Prospect Pro sales tool. Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments. Visit Blue Mango Studios for help in creating podcast production content.  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, a...

    18 min
  8. Is AI Killing The SDR Role?

    30 JAN

    Is AI Killing The SDR Role?

    SDRs and BDRs are having to become more strategic and more technical to close deals. You would think that in a world of AI, their jobs would become easier or even be replaced. But buyers are more informed, and they know when a seller is not putting much effort into personalization. Joining me in this episode are two sales professors, BJ Allen and Kristie Jones, to discuss how we can better prepare sellers for these changing roles. The Evolution of Sales Roles The role of SDRs and BDRs is changing as buyers become more independent and better informed through AI and easy access to information. Sales is no longer just about cold calling and emailing. Today’s sellers need stronger critical thinking skills, deeper product and industry knowledge, and the ability to add value much earlier in the buying process. AI’s Impact on Sales Processes AI is reshaping sales, from prospect research to reviewing discovery calls. This shift is pushing teams to be more intentional about their processes and committed to continuous learning. Kristie encourages both students and sales teams to experiment with new technology, even when it does not work perfectly, because that is where growth happens. Soft Skills Take Center Stage While technical skills are becoming more important, we agree that soft skills still separate good sellers from great ones. Kristie highlights the importance of building trust, negotiating effectively, and handling objections. As more routine tasks are automated, sellers who can connect with buyers, educate them, and solve real problems in a personalized way will stand out. Advice for Educators and Leaders The focus should be less on rigid outreach sequences and more on creative problem solving, personalization, and value-driven conversations. Try to prepare your students for modern sales roles by blending technical knowledge with strong communication skills throughout your curriculum. “Everything's changing about the seller, because everything's changing about the buyer.” - Kristie Jones  Resources Find Kristie Jones on LinkedIn or visit kristiekjones.com. For more sales education resources, listen to “Sales 101: The B2B Sales Classroom.” Keep track of your sales activity and boost your results with the Prospect Pro sales tool. Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments. Visit Blue Mango Studios for help in creating podcast production content.  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 a...

    33 min
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About

I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

Information

  • Creator
    Donald C. Kelly
  • Years Active
    2013 - 2026
  • Episodes
    2K
  • Rating
    Clean
  • Copyright
    Copyright 2025 © The Sales Evangelist Podcast
  • Show Website
    The Sales Evangelist

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