The Sales Evangelist

Donald C. Kelly
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  • 創業
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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. Selling From The Heart

    3 天前

    Selling From The Heart

    show notes

    31 分鐘

  2. 11月3日

    How We Got An 800% Increase In New Meeting Through Cold Calling

    How can you structure your day to hit an 800% increase in new appointments? My guest, James Donaldson, founder and CEO of Stakki, joins me to share how his team achieved it through cold calling. He shows that success is not just about working hard. It is about working smart with the right process and structure. Before the 800% Growth: The Spray-and-Pray Struggle (00:05:17–00:08:53) ·  Before the wins, things were messy. James Donaldson explains how the team was working hard but not necessarily smart.  ·  They were calling big lists, hoping something would stick, but there wasn’t much structure or tracking. It was very “spray and pray.” No real follow-up system. No focus on the right prospects.  ·  And they weren’t even measuring simple things like how many times they dialed a specific prospect.  ·  Sound familiar?  The Mindset Shift: It’s Not Just “Booked or Not Booked” (00:09:22–00:14:13) ·  James talks about a major turning point. They stopped treating every cold call like it’s a win-or-lose situation.  ·  Instead of thinking, “Did I book the meeting or not?” they started paying attention to all the good things that can happen before a yes.  ·  Maybe the person asks for more info, gives a referral, or wants a call back. Those are wins, too.  ·  Once reps started tracking these “gray area” outcomes in the CRM, they could finally build momentum and stack more meetings over time. Systems, Scripts, and Tech: How They Scaled Their Outbound (00:17:11–00:23:10) ·  So how did they jump to 800% growth? James breaks it down.  ·  They created repeatable cold-call structures: quick permission-based openers, short value statements, and clear calls to action.  ·  Then they organized their CRM so reps always knew who to call next, what status each prospect was in, and how to follow up.  ·  No more wasting time guessing. With feedback loops built in, the team stayed focused, confident, and way more productive. Final Advice for Sales Teams (00:25:47–00:26:07) ·  James leaves you with this: focus on the processes that help you have more quality conversations.  ·  If something doesn’t lead to more human connections or better feedback, cut it. Keep it simple. Keep it repeatable. That’s how you win. "The most important thing on the cold call is that initial introduction, getting permission, giving them something to be curious about." - James Donaldson. Resources Connect with James on LinkedIn or visit Stakki.io to unlock massive growth in your outbound sales efforts. Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals.  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

    32 分鐘
  3. Don't Get Sacred - How To Handle ANY Sales Objections

    10月31日

    Don't Get Sacred - How To Handle ANY Sales Objections

    There comes a time in every seller’s career when a prospect raises an objection. Don’t see it as a negative. Think of it as a pause in the sales cycle. In this episode, I share two ways to turn that “not right now” objection into a yes. Understanding Objections in Prospecting (00:01:49 – 00:04:07) ·  When prospecting, objections like “not interested” or “send me more information” are common.  ·  Stay calm and confident rather than panicking or rushing to offer discounts. Always search for the root reason behind the objection. The Art of Questioning (00:04:07 – 00:07:41) ·  For objections that arise later in the sales cycle, try a probing and empathetic approach. ·  My go-to methods include asking for permission to inquire further, repeating the objection for clarity, and using the “five whys” technique to uncover the true underlying issue. This often reveals surprising factors, such as long-standing relationships with other vendors. Moving Toward Solutions (00:07:41 – 00:13:56) ·  Once you’ve identified the real objection, use creative solutions, like offering trials or beta tests, to address concerns without “breaking up a good marriage.”  ·  Be sure to provide options and customize your response based on the prospect’s situation. Key Steps to Master Objections (00:13:56 – 00:15:29) ·  To master objections, try these steps: o  Acknowledge and appreciate the objection. o  Ask thoughtful, probing questions. o  Offer practical and relevant options. o  Collaborate on possible solutions and establish next steps. “The way I view an objection is not necessarily a no. An objection is a reason that the prospect has that is preventing them from moving forward through the sales process.” - Donald Kelly.  Resources Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals.  And don’t forget to connect with me on 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 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/surveya...

    21 分鐘
  4. Why Are Prospecting Ghosting Me?

    10月27日

    Why Are Prospecting Ghosting Me?

    62% of buyers regularly ghost salespeople. Want to change that? In this episode, I share five sales tips to get your prospects engaged, respond, and move closer to becoming customers. Reason #1: Lack of Information Sharing (01:55 - 03:27) ·  If neither side has enough information, prospects may leave the conversation due to a lack of perceived value. ·  Always use phrases like “Tell me more” or “Is there anything else?” to dig deeper and uncover critical details. Reason #2: Selling to the Wrong Person (03:27 - 05:02) ·  You want to avoid focusing all of your attention on end-users who lack buying power. ·  Take the time to identify who is part of the buying committee and who plays a role in the decision-making process. Reason #3: They’re Just Shopping Around (05:02 - 07:25) ·  Prospects may ghost because they are simply researching vendors. Be direct: ask who else they are considering and what criteria matter most.  ·  Then, schedule a follow-up after they’ve completed their research to make a clear “apples to apples” comparison. Reason #4: No Clear Next Steps Established (07:25 - 09:20) ·  A lack of scheduled next steps leads to more ghosting. Set expectations at the start of meetings and always allocate the last five minutes to plan next steps. This shows professionalism and increases follow-through. Reason #5: Changing Priorities (09:20 - 10:53) ·  Prospects’ priorities can shift, causing deals to stall or disappear. Always discuss their sense of urgency and what might deprioritize the project. This helps you understand their true motivation. “About 50% of the time, salespeople aren’t securing a next step in their meetings. If you’re getting ghosted, that’s probably why.” - Donald Kelly. Resources Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals.  And don’t forget to connect with me on 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 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/surveya...

    17 分鐘
  5. 5 Sales Techniques Sellers Love To Do But Your Prospects HATE!

    10月24日

    5 Sales Techniques Sellers Love To Do But Your Prospects HATE!

    Prospects are smarter now, and they know our sales methods. They even have a few that they really hate, yet sellers still try them. In this episode, I’m calling out five outdated sales tricks and sharing practical alternatives that actually work. 1. Interrogating with BANT ·  Prospects often dislike the BANT method (Budget, Authority, Need, Timing) because it feels like an interrogation. It can make them hold back instead of sharing the real challenges they face. ·  Instead, focus on genuine connections. Listen carefully, ask thoughtful follow-up questions, and give prospects the time they need to open up. 2. Asking for the Decision Maker ·  Don’t start by asking, “Who’s the decision maker?” It can make prospects feel like a gate is being put up. ·  Instead, ask about their internal processes or who is part of their committees. This helps you understand how decisions are made without alienating your champion. 3. Following Up Too Soon ·  If your discovery call was yesterday, don’t rush to follow up today. Prospects need time to digest how you can help. Following up too soon or too often can make you seem desperate and overly focused on the sale. ·  Instead, end your call with clear next steps. This way, everyone knows when and how the follow-up will happen. 4. Creating False Urgency ·  You see artificial deadlines and last-minute “deals” all the time. Sometimes they work, but prospects are less likely to fall for them today. In fact, it can do the opposite of what sellers want. It pushes buyers away. ·  Instead, let urgency come from the buyer’s own timeline and challenges. You’ll uncover these through thoughtful conversation. 5. Starting with a Fake Conversation ·  Don’t open with, “Hey, how are you doing?” or “Hey, how’s South Florida?” Prospects know when a conversation is fake, and it wastes their time. ·  Be transparent. Tell them who you are, why you’re calling, and reference something genuinely relevant. Bonus: Cold Outreach Without a Value Prop ·  Don’t send generic mass emails or messages. Look for a trigger, personalize your approach, and make sure you offer something truly relevant to the prospect. “Successful sales reps talk 30 to 40% of the time and let buyers talk 60 to 70%. Listening creates opportunities.” - Donald Kelly.  Resources If these sales tips helped, my Sales Mastermind Course for more guidance. Got questions? Reach out to me on 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 Foundation. Improve your connection on LinkedIn and land three or five...

    19 分鐘
  6. How to Find Companies to Work With In B2B Sales?

    10月20日

    How to Find Companies to Work With In B2B Sales?

    Finding B2B prospects isn’t as hard as it feels when you know where to look and what to focus on. Most people struggle because they are spending their time in the wrong places or chasing companies that are not ready to buy. In this episode, I am walking you through five sales strategies that help you find the right B2B companies faster and with less effort. 1. Leverage LinkedIn Sales Navigator ·  Sales Navigator gives you access to one of the most powerful databases for B2B prospecting. It helps you identify decision-makers who have recently stepped into their roles, when they are often most open to new solutions.  ·  The advanced search and account filters make it easier to narrow in on the right prospects without wasting time.  ·  (And yes, I also have a course that walks you through how to use it properly.) 2. Utilize Third-Party Databases ·  LinkedIn is great for identifying people new to their roles, but their contact information isn't always accurate. That is where third-party tools come in.  ·  Platforms like Apollo, Lusha, Lemlist, and Liskit provide direct emails, phone numbers, and intent data so you know whether a company is actively researching your type of solution.  ·  It is a smart way to confirm interest and ensure you reach the right person at the right time. 3. Tap Into Referrals ·  Referrals remain one of the best ways to generate high-quality leads. It may feel old school, but it still works.  ·  The real issue is that most sellers never ask, and clients are usually willing to give them when asked.  ·  Even a cold contact can point you to the right person if you approach them correctly. 4. Reconnect With Your Existing Network ·  Don’t forget about the people already in your phone, inbox, or LinkedIn connections. Take the time to warm them back up.  ·  A simple “permission to ask a question” message can reopen a conversation without pressure.  ·  Try using a tool like Connect the Dots can also show hidden overlaps in your network and make reintroductions easier. 5. Build Partnerships ·  Partnerships kind of take the marketing aspects off your hands for a bit. Collaborate with agencies, consultants, or service providers who already work with your target audience. ·  It creates shared value and opens doors that would be harder to access alone. Bonus Tip: Use LinkedIn Posts and Hashtags ·  Remember, LinkedIn is a social media platform! When you post, comment, or engage with content, include relevant hashtags.  ·  This helps the algorithm show your content to more B2B prospects who are already looking for solutions like yours. “Concepts and ideas can be great, but if you’re not applying them, they won’t work.” - Donald Kelly. Resources If these prospecting tips helped, my LinkedIn Prospecting Course for more guidance. Got questions? Reach out to me on 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 a href="https://www.hubspot.com/products/sales" rel="noopener noreferrer"...

    23 分鐘
  7. B2B Prospecting on LinkedIn (Part 1) — Stop Scrolling, Start Positioning

    10月17日

    B2B Prospecting on LinkedIn (Part 1) — Stop Scrolling, Start Positioning

    You have about ten seconds to grab a prospect's attention on LinkedIn. If you’re spending more time scrolling than positioning yourself as a thought leader, you’re not using your profile to its full potential. Here’s how to turn it into the perfect “first discovery call.” Profile Positioning ·  If you go back to episodes 1941 and 1088 with Brynne Tillman, you’ll hear her explain why it’s time to move past the resume mentality. ·  Your profile is prime real estate. Start with a compelling banner that clearly shows who you help and how. Use a professional, up-to-date photo, and try LinkedIn’s name pronunciation feature to add a personal touch. Headline & About Section ·  Craft a headline that’s punchy and credibility-building—skip the job title and highlight the value you deliver. ·  In your About section, speak directly to your ideal client’s pain points. Use storytelling and short testimonials to build trust and connection. Target and Engage ·  Create micro-lists for targeted outreach—CFOs, CEOs, COOs—so you can personalize your messaging around real problems. ·  Before pitching a meeting, engage thoughtfully with your prospects’ posts to build rapport and show genuine interest in their needs. Homework Challenge ·  Update your banner, headline, and profile photo. Rewrite your About section to focus on the problems you solve, and build a micro-list of prospects.  ·  Also, don’t forget about using my LinkedIn Sales Navigator trial to jump-start your outreach. “Your profile needs to be a lead-generating tool. It needs to attract prospects; they need to see it. And within five seconds, know what you have to offer.” - Donald Kelly. Resources If you want to try LinkedIn Sales Navigator, start your 60-day trial here.  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! 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: a href="http://thesalesevangelist.com/survey" rel="noopener noreferrer"...

    21 分鐘
  8. 4 Pillars to Leveraging LinkedIn for Business Development

    10月13日

    4 Pillars to Leveraging LinkedIn for Business Development

    I’m digging into The Sales Evangelist archive to bring you another gem! One of the best parts about this podcast is that so many episodes share timeless sales strategies you can use for years. This rerun features Brynne Tillman, CEO and “LinkedIn Whisperer” at Social Sales Link, and author of The LinkedIn Sales Playbook. If social selling feels like a mystery, you’ll want to hear Brynne break down her 4 LinkedIn Pillars for business development. The Value of a Great LinkedIn Profile ·  Your LinkedIn profile isn’t just an online résumé—it’s your first sales tool. ·  When prospects visit your page, they’re not looking for your mission statement or how long you’ve been in business. They want to know how *relevant* you are to them. ·  Head to getmyssicore.com for a personalized score that rates your social selling skills. ·  The higher your score, the more likely buyers are to see your value. ·  Write your summary like a mini blog post—something that instantly helps your reader. ·  Highlight the challenges your buyers face, and share three to five insights they can use right away. ·  When you lead with value, you build credibility faster and move through the sales cycle with less friction. Pillar 1: Establish Your Professional Brand ·  Your professional brand is your profile. By positioning your profile to offer insight and value, you build credibility and spark curiosity. ·  You’re getting prospects excited to take your call. If they can learn something just by visiting your profile, they’ll imagine a conversation with you will be even more valuable. ·  Position yourself as a subject matter expert and thought leader. Pillar 2: Find the Right People ·  How are you using LinkedIn to find your buyers and influencers? If it’s true that an average of 6.8 people are involved in every major buying decision, how are you identifying all the right people within an organization? ·  Instead of focusing only on the champion, who else should you reach out to or engage? ·  Prospecting and relationship-building go hand in hand. It’s about offering real value and leveraging your network to get introductions to your target prospects and buyers. ·  Create search strings using your buyers’ titles, tailored to your target location or industry. Pillar 3: Engage With Insights ·  How are you sharing, commenting on, and engaging with content? Are you using hashtags to find the right conversations? Are you feeding your network with valuable insights that move them closer to your solution? ·  It’s more than just liking or sharing. LinkedIn rewards consistent engagement—sharing, commenting, and contributing to conversations. ·  Avoid “random acts of social.” Anything done without intention or purpose rarely leads to success, especially on LinkedIn. Pillar 4: Build Relationships ·  “Connecting and forgetting” is like collecting business cards that just sit in a stack on your desk. How valuable is that? That’s not a network. ·  There’s more value in genuinely connecting with a few people at a networking event and having meaningful conversations than there is in collecting every business card in the room. Bring that same thoughtfulness online. “There’s no reason to network differently online than you do in person.” - Brynne Tillman. Resources You can also check out episode 1088 to hear the rerun with Brynne Tillman....

    28 分鐘
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簡介

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!

資訊

  • 創作者
    Donald C. Kelly
  • 活躍年代
    2013年 - 2025年
  • 集數
    1936
  • 年齡分級
    兒少適宜
  • 版權
    Copyright 2025 © The Sales Evangelist Podcast
  • 節目網站
    The Sales Evangelist

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