The Sales Evangelist

Donald C. Kelly
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  • 半周一更

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. 2天前

    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 分钟

  2. 5天前

    Don't Get Sacred - How To Handel 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...

    16 分钟
  3. Why Are Prospecting Ghosting Me?

    10月27日

    Why Are Prospecting Ghosting Me?

    show notes

    17 分钟

  4. 10月24日

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

    show notes

    15 分钟

  5. 10月20日

    How to Find Companies to Work With In B2B Sales?

    show notes

    23 分钟
  6. 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 分钟
  7. 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 分钟
  8. Stories That Crush 4th Quarter Objections

    10月10日

    Stories That Crush 4th Quarter Objections

    The stories you tell your prospects can either win you deals or cost you money. And with the fourth quarter here, you don’t have time to get crushed by objections. That’s why I’m bringing back storytelling expert Matthew Pollard. He shares a practical framework and proven tactics to help you move deals forward faster, avoid the pitfalls of group decision-making, and position yourself as a trusted advisor to your clients. Meet Matthew Pollard ·  Known as the Rapid Growth guy, Matthew Pollard is responsible for five multimillion-dollar business success stories.  ·  Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, and Selling Power Magazine just named their 2023 Sales Kickoff Speaker of the Year.  ·  He’s also the founder of Introvertu.com and the bestselling author of The Introvert’s Edge book series, which has sold over 100,000 copies and been translated into 15 languages. Why Deals Stall & How to Accelerate Them ·  We start off the episode about why so many deals stall out in today’s market. Since COVID, buyers have gotten way more cautious, which means more people are involved in every decision—and sales cycles keep dragging on.  ·  Matthew breaks down the real problem: sellers overwhelm prospects with too much jargon and detail, and that just pushes them to bring more decision-makers into the mix. ·  He shows us how to flip the script by giving buyers a clear, personal reason to champion you and move forward now, instead of letting fear and red tape slow everything down. Storytelling: The Ultimate Sales Tool ·  Rather than relying on dry case studies or testimonials, Matthew emphasizes the power of emotive, client-centered storytelling. He breaks down his story framework: o   Focus on a real individual (not just a company or title). o   Highlight the emotional and opportunity costs of inaction. o   Paint a vivid transformation, showing personal and professional wins. o   Explicitly state the moral, inviting the listener to see themselves in the story’s success. Implementing the Framework ·  Matthew demonstrates how stories can turn hesitant prospects into proactive champions determined to advance their own careers—while making the organization look good.  ·  He provides practical, memorable examples, and explains how even small details (like missing a family event) can make your narrative resonate. “Nobody cares what you do until they see that you care. And then they actually care far less about what you do. They just want you to do it.” - Matthew Pollard. Resources ·  Find Matthew’s storytelling framework in his books, downloadable PDFs, or connect via LinkedIn. He also shares a bonus tip: use LinkedIn voice notes to break through stalled deals with empathy and personalization. ·  Be sure to check out my past episodes with Matthew: ep 1426, ep 1246, and ep 193.  ·  If you like more guidance with improving your sales skills, join my a...

    36 分钟
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关于

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!

信息

  • 创作者
    Donald C. Kelly
  • 活跃年份
    2013年 - 2025年
  • 单集
    1935
  • 分级
    儿童适宜
  • 版权
    Copyright 2025 © The Sales Evangelist Podcast
  • 节目网站
    The Sales Evangelist

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