1,760 episodes

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!

The Sales Evangelist Donald Kelly

    • Business
    • 4.9 • 255 Ratings

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!

    Derek Rahn | The Data Says To Go Small & Niche Right Now

    Derek Rahn | The Data Says To Go Small & Niche Right Now

    It's all in the data, right?
    But what's good is the data if you don't know how to utilize the information?
    In this episode of "The Sales Evangelist Podcast," Host Donald Kelly chats with Derek Rahn about current sales data trends and the need for sellers to niche down within their industry.
    Tune in and discover how to help you build your pipeline and close twice as many deals as you are now.
    Derek Rahn’s Background
    Derek has over 15 years of experience in sales and marketing, specifically within the B2B space. He is the VP of demand generation of Lead Genius, which crafts tools to help companies find their ideal customers. His position allows him to see the current trends and changes within the sales industry. Challenges in the SaaS Landscape
    One challenge Derek sees within the SaaS industry is that too many team members interact with one customer. This harms the client's relationships with the company and can easily cause misunderstandings. He suggests limiting the number of employees speaking with potential clients during the sales process. Derek also noticed that sales representatives have too much going on with their daily workloads. For example, IC roles are becoming more management-oriented due to the increased team size. He explains whether this has a positive or negative impact on sales companies. Current Sales Data Trends
    One trend that Derek notes is the rise of verticalization within the industry. The old method of selling was based on geographical areas, and sales reps would know the insides and outs of the business within this region. However, the way sales companies niche down is different now, thanks to remote work. The focus shifts towards pain points, subject matters, and specific industries.  For example, there used to be only two well-known CRMs that were used for all industries. Now, there are millions of CRMs for specific industries. The second trend Derek observes is that sales companies must actively target SMBs. This is because there’s a need to continue growing revenue, and more data tools are needed to help sales teams reach SMBs. Utilizing the Data as a Sales Leader
    Derek shares how sales leaders can utilize data effectively to help their teams reach goals. He suggests starting with the ICP and segmenting it into different, unique categories. He also explains how he helped a company break down its ICP categories and their benefits. The money is in the data!
    Pay attention to your data if you want your sales company to reach its fullest potential. This is where you’ll find everything you need to grow your business.
    Listen to this episode to discover how to use data effectively and why you must niche down!
    “If teams want to see more success, automation is the only way to achieve this.” - Derek Rahn.
    Resources
    Derek Rahn on LinkedIn
    Lead Genius 
    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 B

    • 28 min
    Patrick Tinney | The Biggest Mistakes Sellers Make When Negotiating

    Patrick Tinney | The Biggest Mistakes Sellers Make When Negotiating

    Wanna know the secrets to mastering the art of sales negotiation?
    Once you learn them, you'll never go hungry again!
    But first, you must tune in to hear this episode of "The Sales Evangelist Podcast." Host Donald Kelly chats with Patrick Tinney, author and founder of Centroid Training & Marketing.
    They delve deep into the world of sales negotiation and strategic planning. Patrick also explains why these sales techniques are a lost art in the industry and the biggest mistakes most sellers make.
    Listen and discover how to become a better sales negotiator in this episode. Also, don't forget to grab your copy of Patric Tinney's books down below. He shares a world of sales knowledge within this episode and his books!
    Patrick Tinney’s Background
    Patrick is the author of four books. The one he shares and discusses within the episode is “Unlocking Yes: The Revised Edition.” He was among the first to write a sales negotiation book after Brian Tracy. Only a select few are brave enough to share their knowledge of sales negotiation. This is due to its complexity; you need the right experience to teach others.  Common Mistakes and Challenges in Sales Negotiation
    Partick discusses how, in the Far East, people live for negotiation. However, in North America, people prefer to avoid the negotiation process and find it uncomfortable. He also shares how some sellers are afraid to make mistakes during negotiations. But you shouldn't let this stop you from trying to negotiate.  In the world of business, mistakes are bound to happen. It's also the best way to learn the sales negotiation process. Another mistake Partick finds is how most sellers hammer their potential buyers into decisions. They are always rushing to make deals, which is a huge mistake. It's better to wait it out, and he shares why in the episode. Becoming a Better Strategic Planner Negotiator
    Patrick shares why more sellers need to consider SWAT analysis and business cases. He discusses why this is important and how it can make everything easier for professional buyers. Patrick debunks the myth that using the SWAT analysis is useless. He discusses how sellers can leverage their threats and weaknesses to become better negotiators. Patrick shares his sales philosophy of becoming a better strategic planner. It’s to remove negative risks and replace them with positive ones.  His last advice is to think about what a great deal looks like at the end of the sales process. This episode is a must-listen for those struggling with sales negotiation and strategic planning. You’ll discover invaluable advice from Patrick’s knowledge within the sales world.
    Tune in to hear this insightful chat with host Donald Kelly and special guest Patrick Tinney!
    “If you don’t have the chomps, you just can not speak with great clarity.”  - Patrick Tinney.
    Resources
    Centroid Training & Marketing
    Patrick Tinney on LinkedIn
    Unlocking Yes - Revised Edition: Sales Negotiation Lessons & Strategy
    Perpetual Hunger: Sales Prospecting Lessons & Strategy
    Nothing Stops Me: Sales Success from Adversity
    The Bonus Round: Corporate Sales Lessons & Strategy
    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

    • 27 min
    Donald Kelly | 4 Simple Steps For Handling Any Objection

    Donald Kelly | 4 Simple Steps For Handling Any Objection

    A potential buyer just told you no on a deal you have been trying to close for months.
    Should you accept this objection or use sales techniques to help them change their minds?
    In this short and sweet episode of the Sales Evangelist Podcast, host Donald Kelly shares four steps for handling objections with you. Discover these techniques and how they can help change a potential buyer from saying no to yes.
    Tune in now and test these sales methods with your prospects.
    1. Mindset
    Donald discusses that most sellers start thinking negatively when a prospect says they’re not interested in their products. Sometimes, it’s due to them really not being interested, and you’ll be able to tell by their actions.
    However, some prospects don’t know if they can decide on a potential deal. Donald explains how to switch negative thinking into positive thinking to help these prospects decide. 
    2. Why
    Donald explains why some prospects may view a potential deal as a threat. Your job is to figure out why they have this viewpoint.
    They may have had a bad experience with a different vendor and see your product as the same as theirs. Ask deeper questions to figure out the problems.
    3. Value/Risk
    Once you understand why they have negative viewpoints, Donald discusses how you can help prospects see the value in your product. 
    Help potential clients understand their unknown risks and tell them how your product can eliminate them.
    4. Invitation 
    Once you provide value to your prospect, give them an invitation to set a meeting with you.
    Donald shares how to invite prospects to schedule a meeting and close a deal.
    Dealing with sales objections is never easy, especially when you don’t know how to combat them correctly. However, if you listen to this episode, you’ll learn how to handle objections.
    Tune in to hear this exciting five-minute episode of The Sales Evangelist Podcast.
    “The idea behind an objection is that there’s a need for more clarity.” -Donald Kelly.
    Resources
    The Sales Evangelist Sales Mastermind
    Donald C. Kelly 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 in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
     

    • 7 min
    Dr. Jean Oursler | The REAL Truth Behind Why You're Not Prospecting Enough

    Dr. Jean Oursler | The REAL Truth Behind Why You're Not Prospecting Enough

    Having the right mindset is crucial to being a successful salesperson. So why do we often get locked up in a mindset of fear, and how can we change that? In this episode, your host Donald Kelly and Dr. Jean Oursler (Ph.D. in Business Psychology from the Chicago School) are here to teach us about our “Caveman Brain” so that we can harness the way we are wired and make it work to our advantage. 
    What is Your Caveman Brain?
    The amygdala is a part of the brain that controls our fear responses to our environment. Dr. Oursler calls this the “caveman brain” Our “caveman brain” exists to protect us from getting hurt or dying, so we can’t get rid of it or turn it off! We don’t have to run away from predators or protect our young from danger anymore, so nowadays, we fear things like rejection, losing our reputation, or being a pushy salesperson. How Do We Work WITH the Caveman Brain?
    The amygdala only knows what it sees and hears. Pay attention to the media and information you consume! Identify your personal fears. Know what is holding you back and why. Use positive self-talk to give the caveman brain information to overcome your fears. Think of these as affirmations or talking yourself up. [Tweet "Almost everything that’s happening in your life that isn’t happening the way you want it to comes down to your caveman brain. When you realize that and you start to fix that, everything else falls back into place.” – Dr. Jean Oursler"]
    Resources
    https://cavemanbrain.com/
    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.

    • 27 min
    Amanda Holmes | 3 Biggest Mistakes Sellers Make Deploying Their Dream 100 List

    Amanda Holmes | 3 Biggest Mistakes Sellers Make Deploying Their Dream 100 List

    New reps and veteran sellers alike are looking for the missing piece in their sales game – look no further. In this electrifying interview, your host Donald Kelly speaks with Amanda Holmes, CEO of Chet Holmes International, about how her finger-on-the-pulse approach connects with the foundational elements of her father’s work (The Ultimate Sales Machine) to bring us into the future of selling.
    What is a Dream 100?
    There is always a smaller number of better buyers than there are buyers. Selling to your better buyers is smarter and cheaper than selling to anyone else. When he was a seller, Chet Holmes spent his energy focusing on his ideal clients rather than selling to 20,000 prospects. “In your face, in your space, in your place.” Chet Holmes used a lot of marketing tactics WITHOUT spamming. Aim to be interested instead of interesting! Identify YOUR Dream 100
    Start by going through your contacts and identifying the people who could be in your Dream 100 – without social media. Don’t get overwhelmed – start with a Dream 5 or Dream 10! Place your focus there, and build on it. 3 Dream 100 DON’Ts
    It doesn’t need to be “100”. The most important thing to do is find your better buyers – the customers who are really right for you. It doesn’t need to be people outside of your sphere. After looking through your contacts, check your social media, your CRM (customer relationship management), and other places in your SOI (sphere of influence). Bigger isn’t always better. Even if big accounts bring in a lot of money, they may not be profitable, and they may not need you. You may not like working with them, which makes them NOT a dream client! "My father was a fifth-degree blackbelt. He realized that there are only so many ways that you kick or you punch, and it’s just a matter of practicing these things over, and over, and over again. He’s famous for the saying, ‘Mastery isn’t about doing 4,000 different things, it’s about doing 12 things 4,000 times.” – Amanda Holmes

    Resources
    http://ultimatesalesmachine.com (Chapter 4 of the book is free!)
    Reach out to Amanda directly @amanditaholmes on Instagram
    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.

    • 28 min
    Donald Kelly | We Already Have A Vendor

    Donald Kelly | We Already Have A Vendor

    Nothing is more frustrating than hearing a potential customer tell you they already have a vendor and don't need your services. Having spent so much time researching them, you feel it was all for nothing.
    Now you're wondering if you should try to convince them your services are better than their current vendor. But what tactic can you use to help win them over?
    In this episode of the Sales Evangelist podcast, host Donald Kelly shares his best strategy for handling the common sales objection, "We already have a vendor; we're not interested."  He'll show you how to uncover the prospect's true interest, provide value, and keep the conversation toward a potential deal.
    Listen to this five-minute episode to unlock the secret approach to turning these objections into opportunities.
    Understanding Objections
    Donald emphasizes that objections don't always indicate disinterest but rather a lack of information. 
    It's crucial to understand the prospect's specific needs and ensure that your solution is relevant to their challenges. 
    Identifying the right fit and relevant problems is essential in addressing objections effectively.
    Engaging the Prospect
    By acknowledging the prospect's statement (e.g., "We already have a vendor"), Donald suggests taking the conversation in a different direction. 
    He emphasizes the importance of catching the prospect off guard and demonstrating an understanding of their concerns and potential areas for improvement.
    Uncovering Pain Points
    Through skillful questioning, sales professionals can uncover pain points or dissatisfaction with the current vendor. 
    A deeper dialogue can be initiated by asking open-ended questions and displaying genuine interest in the prospect's challenges.
    Presenting a Solution
    Donald advises presenting a compelling solution that directly addresses the identified pain points. 
    By showcasing the unique value of your offering and how it can effectively resolve the prospect's challenges, you can open the door to further discussion and potential collaboration.
    Effective Communication
    Utilizing effective communication techniques, such as active listening and mirroring the prospect's language, is pivotal. 
    By demonstrating genuine empathy and understanding, sales professionals can build rapport and trust, laying the groundwork for productive conversations.
    Closing the Deal
    The episode highlights the significance of transitioning the conversation towards a potential next step, such as setting up a follow-up call or meeting. 
    Donald stresses the importance of articulating the value proposition clearly and effectively to drive the prospect's interest in further exploration.
    Handling these types of objections doesn't have to be a dead-end but can actually be an opportunity to showcase your value. In this episode, Donald unpacked the best strategy for navigating this common objection, providing actionable tips to turn these conversations around and set the stage for successful deal closures. 
    This episode is a must-listen if you're serious about enhancing your sales game. So, tune in to the Sales Evangelist podcast and equip yourself with the tools to handle objections and thrive in turning them into opportunities. Don't miss out on this invaluable insight to unleash your sales potential!
    "Objections don't necessarily mean somebody's not interested. It's that they don't know enough to be able to be truly interested." - Donald Kelly.
    Resources
    The Sales Evangelist Sales Mastermind
    Donald C. Kelly 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 Na

    • 6 min

Customer Reviews

4.9 out of 5
255 Ratings

255 Ratings

DJSKOL ,

Fantastic!

Short and friendly episodes with high value take home points. I truly recommend this podcast to anyone who’s looking to improve their sales skills.

D Triathlete ,

Sales Wisdom with a Side of Wit

Every episode is like grabbing coffee with a sales guru. Can't thank you enough, Donald - your show's my sales talk playbook!

Sam Kal. ,

Highly recommend for anyone in sales

I am an avid podcast listener and read many sales related books. I enjoy the topics and guests on this show. Utilizing the tips I have learned from this podcast has made me one of the top BDR performers at my company.

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