1,550 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 • 237 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!

    Roderick Jefferson | What is Sales Enablement and How It Should Work

    Roderick Jefferson | What is Sales Enablement and How It Should Work

    Sales enablement isn’t just for major corporations; it’s for businesses of all sizes. In today’s episode of The Sales Evangelist, Donald is joined by bestselling author and VP of Enablement of PRO Unlimited, Roderick Jefferson, to discuss how we can apply sales enablement to any organization. 
    Three distinct factions of sales enablement:
    The original enablement began when sellers sold knives and vacuums door-to-door. The second faction arrived during the .com boom of the early 2000s. Finally, the current age of sales enablement is the present day, featuring an innovative approach focused on increasing sales productivity with a systematic, personalized, and collaborative process. Whether a small organization or a large corporation, sales enablement joins the various departments and roles to unify the end goal. Get people to have conversations instead of presentations:
    The proper discussion isn’t just the right topic - it’s talking to the right people at the right time in their language. There’s a difference between training and enablement - training is a sprint, and enablement is a marathon.  Enablement is a change in lifestyle, including talent acquisition, role-specific onboarding, and coaching for sales leaders.  Enablement should be driven from the top-down.
    It cannot be something pushed out by the owner of sales enablement. There has to be collaboration and communication across all business lines. To start this lifestyle change, remember: the further you get from the sun, the colder you get. (And sales is the sun.) Understand what the objectives are and what the KPIs are - translate it to understand the goal of sales as a department. Make sure we, first and foremost, tie everything back to the prospect. How do we ensure everything we do helps the prospect or customer increase productivity or decrease pain? Roderick’s parting advice? Start a conversation with a simple three-part question: Do you want me to listen, do you want me to coach, or do you want me to fix? As leaders, we go to fix mode. But sometimes, that’s just not what’s needed. For more great content from Roderick, connect on LinkedIn or follow him on Instagram, Twitter, and Facebook. You can find his book, Sales Enablement 3.0, on Amazon.
    This episode is brought to you in part by LinkedIn Sales Navigator.
    The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!
    Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.
    Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. 
    This episode is brought to you in part by Skipio.
    Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.
    But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.
    This episode is brought to you in part by Closers.io.
    Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us!
    Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE.
    This episode is brought to you in part by Scratchpad.
    Are you tired of a di

    • 25 min
    Pouyan Salehi | How to Eliminate the Sales Stack Drag on Your Sales Team

    Pouyan Salehi | How to Eliminate the Sales Stack Drag on Your Sales Team

    Many salespeople are bombarded with countless tech tools to make their lives easier. But what if one tool helped unify your department’s sales process? On today’s episode of The Sales Evangelist, Donald is joined by the CEO and co-founder of Scratchpad, Pouyan Salehi, to discuss how sellers can utilize Scratchpad to eliminate their sales stack drag.
    Salespeople have many tools at their disposal but often rely on their own systems.
    People are digitally duct-taping a workspace together to do the job they need rather than using a unified system. This means sellers can spend hours each week updating the next steps for management to view, creating a massive waste of time.  Scratchpad unifies sellers’ efforts by creating a space for sellers to work. Athletes have gyms, artists have studios, and salespeople have Scratchpad - a workspace for them. The end goal? Eliminate sales stack drag.
    For salespeople, drag is an important concept; it’s the burden on salespeople that prevents them from doing their best. This could be due to many reasons, from the available tech stack and new sales methodologies to product information and new competitors. Salespeople have to hit quotas and solve these challenges that create drag in their work. Sellers, on average, only spend 40% of their time selling. 
    Scratchpad gives you back time in your day, helping you reinvest that time into efforts that contribute to your bottom line.  It helps sales teams share client information to make selling seamless, eliminating additional conversations to verify information already gathered. Scratchpad was built with the seller in mind because If they love it, they’re more likely to encourage adoption to leadership.  After adoption, sales leaders often realize Scratchpad doesn’t just increase sales performance but also employee morale. From individual usage to departmental adoption:
    Everyone processes information differently, and that level of flexibility should exist within a team’s space.  Scrathpad’s deliberate customization meets salespeople where they are and is built to go anywhere with you. It removes bouncing between tabs, uniting everything you need in just one place. The concept of a new tool is thought of as another thing sellers have to learn. But anyone can start seeing value with Scratchpad after just a few minutes of use. Visit scratchpad.com to sign up and get started using this helpful platform, and connect with Pouyan on LinkedIn for more great content.
    This episode is brought to you in part by LinkedIn Sales Navigator.
    The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!
    Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.
    Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. 
    This episode is brought to you in part by Skipio.
    Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.
    But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.
    This episode is brought to you in part by Closers.io.
    Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us!
    Committed to helping sales reps make a shift, Closers.io wi

    • 27 min
    Donald Kelly | Three Reasons Why I Created A Business Development Event

    Donald Kelly | Three Reasons Why I Created A Business Development Event

    You can’t keep begging for a piece of the pie; you need to bake the whole pie yourself! In today’s episode of The Sales Evangelist, Donald discusses three reasons why he baked his pie (and by that, we mean creating his own business development event.) Tune in to learn about Donald’s upcoming event to master the art of social selling!
    Why create the event?
    While Donald loves West Palm Beach, Florida, he found that existing sales meet-ups did not really pertain to B2B sellers.  Wanting a place for B2B sellers to learn and grow alongside one another, Donald created his own! It’s all-around business development. Whether you’re a full-cycle sales rep or a frontline seller; if you’re looking to find new strategies and tips, BusDev22 is the event for you. Are you not local to Florida? Then, purchase a virtual pass to gain all the knowledge from the comfort of your home. Donald’s three reasons to make BusDev22:
    You can’t wait for people to do stuff for you; you have to take action. When it comes to the event, Donald wanted to make it happen. Take risks and try new things to succeed! Donald saw and attended other events, but they never lived up to his expectations. He knew he wanted it to be workshops - a space to take notes, interact, and learn with others. This isn’t a college class - it’s a space to learn and apply new findings. It’s something fun that helps others. If your company hasn’t quite found a way to crack the code to top-tier selling, there’s no better opportunity to learn how to get there. To find out more, go to thesalesevangelist.com/busdev to learn more and purchase a ticket.
    This episode is brought to you in part by LinkedIn Sales Navigator.
    The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!
    Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.
    Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. 
    This episode is brought to you in part by Skipio.
    Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.
    But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.
    This episode is brought to you in part by Closers.io.
    Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us!
    Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE.
    This episode is brought to you in part by Scratchpad.
    Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.
    Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 
    As one of our podcast listeners, we value your opinion and always want to improv

    • 25 min
    Donald Kelly | Sell It Like A Mango - A New Seller's Guide to Closing More Deals

    Donald Kelly | Sell It Like A Mango - A New Seller's Guide to Closing More Deals

    In today’s special episode of The Sales Evangelist, Donald discusses the highlights of his new book! Sell It Like a Mango, available on Amazon or at thesalesevangelist.com/mango, is full of principles, practices, and tips to sell your product through a shift in mindset and approach to sales. 
    The premise of the book:
    Donald saw many mango vendors in the street growing up in Jamaica. But they all sold the same product! So, why did some mangos sell better than others? Because the seller made the deal. If your product has value, you sell it at that value. Donald set up a mango stand in his front yard, but people couldn’t see him and didn’t come.  The takeaway? Get outside your comfort zone to be a successful seller. This applies to everyone - people will sell the same thing as you, so you need to stand out. In the book, Donald points out common sales misconceptions:
    Misconception 1: My role as a seller is to convince the buyer to make a purchase. The real job is to educate the buyer to know they should make a purchase. Misconception 2: The work doesn’t require a drive. Whether that’s a passion for the product or a desire to be in a better financial state, drive to sell is what will sell. What else can you learn?
    Handling and overcoming rejection. Sellers often encounter rejection, and it can be stressful and disheartening to experience. How can you bounce back? Identify and attract the right prospect. Because while your product might be able to benefit everyone, you shouldn’t try to sell to everyone. How to think like an entrepreneur. Sales reps don’t have the business on their back - if you don’t hit a quota, your business won’t fall apart. But how do you overcome adversities to succeed?  Closing. The “close” doesn’t have to be an event. Don’t blow it out of proportion! You need to understand that nothing happens until you help people commit. Help prospects commit to minor things throughout the journey, like scheduling demos and signing papers to make it easier to close later! Sell it Like A mango is a great resource, regardless of your experience as a seller. Visit thesalesevangelist.com/mango to preview the first chapter and leave a rating or review online! Let’s evangelize the world of sales.
    This episode is brought to you in part by LinkedIn Sales Navigator.
    The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!
    Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.
    Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. 
    This episode is brought to you in part by Skipio.
    Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.
    But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.
    This episode is brought to you in part by Closers.io.
    Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us!
    Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE.
    This episode is brought to you in part by Scratchpad.
    Are you tired of a dig

    • 21 min
    Jamie Shanks | How to Land More Enterprise Deals Using Relationship Mapping

    Jamie Shanks | How to Land More Enterprise Deals Using Relationship Mapping

    Social selling is a topic many salespeople are familiar with. In today’s episode of The Sales Evangelist, Donald is joined by the CEO of Pipeline Signals and Sales for Life and pioneer of social selling, Jamie Shanks, to learn how he utilizes relationship mapping to land more enterprise deals.
    Three triggers matter to your audience: 
    Buying intent - Who is googling a keyword or downloading something off your website? Product usage - Who uses which software, and how does that integrate with you? Following the human - Humans make business decisions. Whether for a customer company or a pending relationship.  How can you maintain this high-level maintenance for all your prospects if people are shuffling and moving positions in this great resignation? It’s not impossible to do it all yourself, but it’s very challenging.
    Missing sales intelligence is happening with all of your prospects because it’s just too much information for one person or team to stay on top of while maintaining their actual sales work.  For B2B sellers, nearly every account will experience a turnover, promotion, or job change in your target department each month. If you try to maintain his information yourself, identify your core customers critical to your business and focus on them. At the very least, set up alerts on LinkedIn. Jamie’s four-step guide to messaging the same person with a new job: 
    Social connection - Bring them back to how they know you. Value creation  - Explain how you can help the prospect make money, save money, or mitigate risk for their business. Knowledge or value exchange - when booking a meeting, you aren’t selling a solution - you’re providing a knowledge exchange. Give something worth spending time on. The call-to-action. Jamie’s major takeaway? If you have hundreds or thousands of accounts, it will amaze you how many sales you can unlock by having a monitored database. It’s valuable to know what’s going on. To learn more about Jamie’s companies, visit their corresponding websites at Pipelinesignals.com and salesforlife.com. Connect with Jamie on LinkedIn for more great content.
    This episode is brought to you in part by LinkedIn Sales Navigator.
    The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!
    Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.
    Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. 
    This episode is brought to you in part by Skipio.
    Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.
    But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.
    This episode is brought to you in part by Closers.io.
    Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us!
    Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE.
    This episode is brought to you in part by Scratchpad.
    Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal expe

    • 28 min
    Andrew Velker | Here is What We Have in Our Sales Stack and Why

    Andrew Velker | Here is What We Have in Our Sales Stack and Why

    Every seller wants the same things: more prospects and more sales. So why not use the best tools to help you get there? In today’s episode of The Sales Evangelist, Donald is joined by VP of Sales and Marketing at GPSLockbox Andrew Velker to discuss his favorite sales tools.
    Andrew’s favorite tools start with the swiss army knife of CRMs:
    CRMs are the first and most important part of a sales tech stack, and Andrew prefers one that satisfies two questions: First, can it connect with other tools? Second, is it easy to use? Hubspot fulfills both. Hubspot offers easy integration and is incredibly inclusive of other technical applications you might need. Use LinkedIn Navigator to connect with the exact people you want.
    Further turbo-charge LinkedIn Navigator by using Seamless.ai to connect with people you know fit your exact target demographic. Finding the right people and having the right conversations will make your prospecting life immeasurably easier. With these tools, you’ll automatically update contacts with new opportunities and touchpoints, which will dramatically diminish administrative work. Other essential tools sellers should consider:
    ZoomInfo and 6sense have robust tools to measure audience intent. For government-focused sellers, GovSpend shows what different states and government sectors purchase. SalesLoft is a powerful sales engagement platform that, when used correctly, helps keep a consistent cadence of communication to prospects. All of these tools, if used correctly, help you find time to do the things that matter more - genuine engagement with quality prospects.  Andrew’s final tool recommendation? His least sales-tech-stack tip is to use follow-ups, flags, and advanced search features to master your email inbox without the long administrative effort other organization efforts might take. To contact Andrew and further discuss his tech stack, add him on LinkedIn (@andrewvelker) or visit his company website at gpslockbox.com.
    This episode is brought to you in part by LinkedIn Sales Navigator.
    The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!
    Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.
    Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE. 
    This episode is brought to you in part by Skipio.
    Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.
    But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.
    This episode is brought to you in part by Closers.io.
    Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us!
    Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE.
    This episode is brought to you in part by Scratchpad.
    Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.
    Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s work

    • 28 min

Customer Reviews

4.9 out of 5
237 Ratings

237 Ratings

Surgical Robotics Executive ,

Great content

I find this podcast very insightful.
Week to week, great content and conversations.
Keep up the great work

tipetiel21 ,

No need to search for another Sales Podcast

Donald kelly is the man with the Sales Blueprint! He's enthusiasm is contagious. His interviewing and teaching styles are magnetic and engaging. If you are new to sales or a harden veteran, you have much to benefit from listening to this unique podcast. Listen and sell your way to the top!

maddie@podcastingyou ,

Incredible podcast!

This podcast is a must listen for anyone looking to level up their sales strategies and achieve success! Donald is an incredible host and each of his conversations with guests provide great insights and advice!

Top Podcasts In Business

Ramsey Network
Ed Mylett
Jocko DEFCOR Network
NPR
Andy Frisella #100to0
Guy Raz | Wondery

You Might Also Like

Jeb Blount
Victor Antonio
Salesman.org
John Barrows
Sales & Selling B2B
Mike Weinberg