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. The Science Behind Closing More Deals

    HACE 23 H

    The Science Behind Closing More Deals

    show notes

    29 min
  2. How to Create a Value Proposition That Works

    HACE 4 DÍAS

    How to Create a Value Proposition That Works

    Do you ever struggle to explain what you do in a way that clicks with prospects? My guest, Zoltan Vardy, is here to help. In this episode, he walks us through a live roleplay to demonstrate how you can clearly articulate your company’s value and get your message across with ease. Grab a pen and paper—you’ll want to jot down his simple, practical framework. Meet Zoltan Vardy ·  Zoltan Vardy is a B2B sales advisor, author, and speaker who helps founders accelerate their revenue growth by sharpening their focus and structuring their sales to scale faster. ·  He’s generated $2 billion in sales over his 30 years as a C-suite executive and entrepreneur and has helped 200+ startups in 26 countries close high-ticket deals using The Launch Code sales framework — also the foundation of his book on founder-led sales.  ·  Zoltan has had successful exits as a founder and investor and is chairman of Antavo, an enterprise SaaS tech company. The Sales Messaging Problem ·  Salespeople and founders often list features and benefits when talking to customers, but this can overwhelm prospects with technical jargon, leaving them feeling confused. ·  With so much noise in today’s digital world, clarity and brevity are more important than ever. Zoltan’s Five-Step Value Proposition Framework ·  Zoltan shares his five-question framework to craft a powerful value proposition: o  Identify the Problem: What is your target customer struggling with? What question are they asking themselves that your business answers? o  Define the Target Customer: Who are you trying to help? What are the key traits of these companies or individuals? o  Describe Your Product/Service: What is your offering in clear, simple terms? o  Highlight the Key Benefit: What is the main advantage your customer gains from working with you? o  Clarify Your Competitive Advantage: What makes your solution uniquely compelling and difficult for competitors to copy? Live Walkthrough: Crafting a Value Proposition for Blue Mango ·  I volunteer my own production company, Blue Mango, as a case study. Together, we dive into each step, discussing: o The challenges faced by traditional manufacturing companies in creating engaging content o The needs of marketing leaders at these firms for more lead generation and greater brand authority o The importance of defining Blue Mango as a content production agency with a sales focus o The main benefits: saving clients time and generating qualified leads o Blue Mango’s competitive advantage: expertise in integrating sales strategy with content production The Final Value Proposition ·  Using Zoltan’s structure, they draft a clear, compelling value proposition for Blue Mango: o    “Blue Mango is a content production agency that helps traditional manufacturers generate leads by building a turnkey service that delivers social media and podcast content focused on supporting sales.” ·  Zoltan emphasizes that this message is succinct, easily repeatable in any setting, and serves as a launchpad for deeper conversation. Tips for Refining Your Message ·  Keep the language natural—imagine explaining what you do to a bright 12-year-old. ·  Avoid cramming in too many details or buzzwords. ·  Test your value proposition in real conversations and refine it as you go. ·  Remember: the purpose is to spark curiosity and open the door to further discussion, not explain everything at...

    40 min
  3. My LinkedIn Influenced 50% of Chili Piper’s Open Pipeline

    26 SEP

    My LinkedIn Influenced 50% of Chili Piper’s Open Pipeline

    Can LinkedIn really influence 50% of your company’s pipeline? The short answer: yes. My guest, Alina Vandenberghe, co-founder of Chili Piper, joins me to share exactly how she made it happen. You’ll hear how she leveraged LinkedIn to drive more deals—without needing a massive following or traditional influencer status. Meet Alina Vandeberghe ·  Alina Vandenberghe shares how her personal LinkedIn efforts drive an astonishing 50% of Chili Piper’s open pipeline.  ·  She busts the myth that only people with massive followings can have impact—her 42,000 followers create over 6 million impressions thanks to targeted, authentic engagement. Influence vs. Influencer: Changing the Narrative ·  We discuss the difference between “influencing” and being an “influencer.” She shows how you don’t need to be a celebrity or content-creator archetype to influence potential customers and pipeline—focus instead on genuinely impacting your audience.  Overcoming Hesitation: From Fear to Purposeful Posting ·  Alina opens up about her initial fears of posting online, shaped by a quiet childhood and introverted tendencies.  ·  The turning point came during the Ukraine crisis, when her desire to help others outweighed her fear of attention, reframing the idea of influence as a force for good.  The Core of Content: Authenticity and Helpfulness ·  The secret to Alina’s successful posts? She removes the pressure to generate leads, focusing instead on providing value and helping her audience.  ·  Alina emphasizes starting with the right intention—if your “why” is to help, your content will naturally resonate. Inspiration for Any Industry ·  Even in “boring” industries, Alina encourages sales reps to post what they learn daily, insights from customer conversations, or improvements in their sales craft.  ·  As you gain confidence, share customer stories and industry trends relevant to your audience. Posting Frequency and Building the Authenticity Muscle ·  Alina posts two to three times a week, ensuring she’s inspired and has time for real engagement.  ·  She stresses that authenticity is a muscle built both online and in everyday interactions—accepting quirks and being real, with yourself and others.  "It's not the number of followers that counts, is the right kind of follower." - Alina Vandeberghe. Resources ·  Want to reach Alina or learn more about Chili Piper? Connect with her on LinkedIn. ·  B2B Social Media Guide If you’re trying to grow inbound and don’t know how to use LinkedIn for yourself or your team, this is for you. The most straightforward quick guide on how to turn B2B social into viral, buzz‑worthy content that builds brand and generates pipeline. 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...

    26 min
  4. How Influencers Drive Sales Pipeline

    22 SEP

    How Influencers Drive Sales Pipeline

    Should salespeople become influencers? I’m a firm believer in this, and my guest, Michael Manzur, Founder & CEO of Flood Me Social, is back to discuss the importance of thought leadership and influencer marketing. He shares how building genuine influence and community online is the modern path to driving real results. From Audience to Community · You can’t just focus on your ideal audience as an influencer—you have to build a community.  · Michael explains how sales professionals can use social media platforms like LinkedIn to create meaningful conversations, provide value, and position themselves as trusted thought leaders. · In today’s world of AI, influencer salespeople must do more than simply attract an audience—they need to create engagement that fosters stronger connections, leading to more opportunities and qualified leads. Common Mistakes Companies Make with Influencer Campaigns · Michael points out how many organizations jump into influencer campaigns without first aligning their business objectives with their social media and influencer marketing efforts.  This often leads to confusion about goals and results. · Companies frequently delegate influencer marketing to already overloaded social media managers, causing burnout and a lack of focus on what’s truly driving results. · There’s often a disconnect among stakeholders, where campaigns are judged solely on surface-level metrics like impressions or comments, instead of tracking whether those efforts actually lead to sales or real business outcomes. The Impact of AI on Influencer Marketing · AI is beginning to disrupt influencer marketing by allowing brands to experiment with AI-generated creators, sometimes achieving results at a fraction of the traditional cost. · Despite technological changes, Michael noted that “the best practices don’t change”—AI influencers still need effective calls to action and strong community engagement to move the needle in sales. Steps for Sales Leaders and Executives · Start by understanding best practices in influencer marketing and ensure every campaign is tied back to clearly defined business objectives and sales targets. · Participate actively in the right communities, not just by broadcasting messages but by engaging—commenting on posts, sharing insights, and building thought leadership, particularly on platforms like LinkedIn. · When running influencer campaigns, carefully select the right creators, create detailed creative briefs, outline clear calls to action, and constantly monitor for results that matter—such as actual leads or conversions, not just likes or impressions. "The best way you can access influencer marketing and sales is just by sharing your thoughts in the community that you participate in." - Michael Manzur. Resources · Take a few minutes to check out the Goldman Sachs creator economy article and see for yourself how this massive shift is reshaping marketing and sales. Let this be your motivation to explore influencer campaigns, engage your communities, and make sure you’re not left behind. · Revisit episode 644 of the podcast with Micahel and learn more about what he had to say about getting social on social media.  · Reach out to Michael on LinkedIn for insights and consulting in faith-based, wellness, or broader B2B influencer marketing

    27 min
  5. The Hidden Pipeline for Top Sales Talent

    19 SEP

    The Hidden Pipeline for Top Sales Talent

    I’m so excited about this episode. I have a good friend and co-host of our new podcast joining me. We’re here to introduce Sales 101: The B2B Classroom. It’s a podcast for sales professors on how you can help guide the next generation of sellers in our industry. Students and those already in the industry can still listen in — we share plenty of tips that can help you as well. Growth of College Sales Programs ·  BJ and I have taught sales at Brigham Young University for years. We’re starting to notice the growth of college sales programs compared to 20 years ago. BJ shares that there’s been a 50% increase in sales programs. ·  What’s so great about this is that students are able to gain sales skills before entering the field. It’s also an untapped recruiting source for modern B2B organizations. Hands-On Training in Academia ·  College sales programs allow students to gain real-life skills using frameworks like Challenger, SPIN, and MEDDIC, as well as industry tools (Salesforce, HubSpot). ·  They get time to role-play, use simulations, and gain practical hands-on experience. ·  For example, I shared a story about how students at BYU won sponsorship deals for their local theater. Integration of AI in Sales Education ·  I play a clip from Professor Barry on how he’s using AI tools to enhance role play, research, and call analysis while teaching his students. ·  This shows how college sales programs can help students learn to use AI-powered techniques for outreach, efficiency, and analytics. Why Listen to Sales 101: The B2B Classroom ·  Besides hearing our handsome voices, you’ll learn directly from sales college professionals and industry leaders about what’s working and what’s not. You’ll also hear firsthand from students about their real experiences in the field. ·  This podcast bridges thegap between academic sales programs and real-world B2B selling.  ·  We spotlight the latest trends in sales education, share best practices from top university programs, and reveal how savvy companies are tapping into this talent pool to build their sales teams of the future. “We have one goal and that is to get our students jobs. We understand in order to get our students jobs, that theory doesn’t cut it alone.” - Dr. BJ Allen. "They're not only getting the book smart. They're getting learning from industry leaders, from guest lecturers, and they're getting practice." - Donald Kelly.  Resources Sales 101: The B2B Classroom Podcast 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 a href="https://tsesales.typeform.com/to/UCMfjZbX" rel="noopener noreferrer"...

    25 min
  6. The Planning Hack That Prints Money

    15 SEP

    The Planning Hack That Prints Money

    Planners, tablets, Google Calendar — you’d think with all these tools, you’d be able to stay on track with the tasks that bring in money. So why do silly distractions keep pulling your focus? Check out my strategy that will cut the noise and help you focus on what matters most. Every Monday Problem ·  You wake up feeling unbothered—until you remember everything you need to get done. ·  Suddenly, the pressure builds on your shoulders, and your mind may even jump to the worst-case scenario: freezing in the moment and not getting anything done. How to Shut the Noise ·  As a sales professional and business owner, I know how overwhelming it feels once you start thinking about all the tasks on your plate. ·  The best way I’ve found to avoid getting stressed is to start with the most critical tasks first. Tackling the hardest items right away gets them out of the way and sets you up for the best results throughout the day. Remember Kevin O’Leary’s 80/20 quote! ·  In this episode, I share my personal strategy for choosing which critical tasks to focus on and how to prioritize them so you can stay in control of your day. “You can have time in your day to breathe. Take a walk in the park, go to the gym, and focus on your physical health. You can’t do the work if you aren’t healthy.” – Donald Kelly Resources ·  If you like more guidance with improving your sales skills, join my Sales Mastermind Class. ·  Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.  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/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, a...

    16 min
  7. The Relationship Currency

    12 SEP

    The Relationship Currency

    AI can do a lot, but it’s ineffective when it comes to building relationships with prospects. Even though creating connections is important, most sellers tend to struggle with this.  I invited my guest, Ravi Rajani, a sales coach and author of Relationship Currency, to join me in this episode to discuss his newest book. He shares what inspired him to write this book and why sellers need to focus more on building relationships to create strong pipelines. The Origins of "Relationship Currency" · To start, Ravi discusses what inspired him to write his first book. He shares a funny story about talking to his mentor about the idea of writing a book while having a second baby on the way.  · Looking back on his career and life, he noticed how much his relationships influenced his success. He learned that by building trust and communication skills, other sellers can achieve the same success. The Central Role of Trust · Would you be friends with your bestie if you didn't trust them? Your prospects feel the same way when it comes to doing business with you.  · Trust is the glue that holds relationships together. In his book, Ravi talks about the "Three Cs" of trust: o  Connection (the emotional bond) o  Character (your invisible values) o  Competence (showing expertise without being overbearing) ·  You need all three to establish lasting trust, whether with clients, colleagues, or partners. The Art of Listening and Empathetic Questions ·  Ravi explains how surface-level questions yield surface-level relationships, but conscious questions develops deep relationships.  ·  A “conscious question” is rooted in positive intent and service. For example, instead of “How are you?” ask something you know the other person is emotionally invested in. Five Habits to Build Relationship Currency · Here are the five habits that help build the Three Cs: o  Transform Your Internal Story: The relationship you have with yourself sets the tone for all others. o  Ask Conscious Questions: Rooted in service and positive intent; paired with deep listening. o  Unearth Your Charisma: True charisma makes others feel significant. o  Tell Stories That Inspire Change: Especially social proof stories—show, don’t tell. o  Become the Trusted Guide: Help others achieve their goals without self-interest, bringing all habits together. Ravi’s Advice for Leaders: Model the Change · If you want your team to be more passionate or authentic, you need to model that energy and intention yourself. · Reinforce these behaviors by acknowledging team members who practice them. · Genuine compliments go a long way—they activate the same brain areas as financial rewards! “I believe that the only currency that has mattered is relationships. And the only currency that will matter moving forward is relationships, especially in a world increasingly being shaped by AI.” - Ravi Rajani. Resources Ravi Rajani Book | Speaker, Coach & Consultant | Ravi Rajani Ravi Rajani’s mission is to help B2B tech sales teams ditch feature dumping for storytelling so they can get their prospect’s attention, become trusted advisors and win more relationships. 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

    35 min
  8. Donald Kelly | Three Unconventional Prospecting Methods That Are Making A Come Back

    8 SEP

    Donald Kelly | Three Unconventional Prospecting Methods That Are Making A Come Back

    show notes

    14 min
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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!

Información

  • Creador
    Donald C. Kelly
  • Años de actividad
    2013 - 2025
  • Episodios
    1.9 k
  • Clasificación
    Apto
  • Copyright
    Copyright 2025 © The Sales Evangelist Podcast
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    The Sales Evangelist

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