1,791 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 • 256 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!

    Jason Kramer | Successful Cold Email Magic Word Count

    Jason Kramer | Successful Cold Email Magic Word Count

    What’s the ideal word count for a successful cold email? To find out, tune into this episode of the Sales Evangelist Podcast.
    In this episode, I sit down with Jason Kramer to discuss the ins and outs of effective email outreach. Jason, the founder of Cultivize, shares his proven framework for enhancing email effectiveness and driving better results in the sales process. 
    Click play to gain actionable insights and strategies in email outreach.
    Meet Jason Kramer
    Jason Kramer founded Cultivize, a company dedicated to helping businesses optimize their sales process through nurtured lead generation and effective use of CRM tools. With a marketing background and deep sales experience, Jason has pioneered innovative strategies for ensuring nothing falls through the cracks. The Magic Number for a Successful Email
    One of the key takeaways from this episode is the ideal word count for an email. But what is it? To find out, tune into this episode at 3:33! This magic number ensures clarity and focus, making your emails more effective. Effective Cold and Warm Outreach Strategy
    Jason sheds light on different strategies for cold outreach and warm leads. He provides a detailed email framework that includes: 1. Introduction Email (8:11 - 9:47): Short, to the point, focusing on the problem you solve. 2. Case Study Email (9:55 - 10:54): Provide proof of your solution’s effectiveness. 3. Follow-Up Emails (10:55 - 11:47): Checking if the prospect received your previous email. 4. Reintroduction Email (12:26 - 12:59): Offering additional value and insights. 5. Continuous Engagement (13:03 - 14:29): Using CRM insights, LinkedIn networking, and even text messaging for diversified touchpoints. Best Practices for Email Subject Lines and Links
    Jason advises keeping email subject lines between a specific amount of words to increase open rates.  He also shares how many links you should have in your email to ensure higher domain quality and reduce the risk of getting flagged by spam filters. "The quality of your domain name is a big deal, right? Because if you get blacklisted or be seen as a spammer. It's going to affect not only what you're doing, it's going to affect the whole company." - Jason Kramer.
    Resources
    Afterthelead.com
    Jason Kramer on LinkedIn
    Cultivize
    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.

    • 26 min
    Sara Plowman | Friday Phone Calls: My Secret to Booking Appointments

    Sara Plowman | Friday Phone Calls: My Secret to Booking Appointments

    Are you dreading the thought of cold calling on a Friday afternoon? This episode of "The Sales Evangelist Podcast" could change that. 
    Join me and my special guest, Sara Plowman, as we delve into the art and science of cold outreach. Click play to hear her practical cold-calling strategies that have propelled her success in the competitive world of sales development and account management. 
    Sara's Journey in Sales
    Sara Plowman is a seasoned professional in the sales industry, currently serving as a Senior Business Development Manager at Pareto.  Unlike a traditional SDR, Sara is involved in the entire sales cycle—from cold outreach and booking meetings to running those meetings, closing deals, and managing accounts.  Her love for outbound sales and the hunting aspect has been a significant driver of her success at Pareto, where she has progressively taken on more responsibilities over the years. Cold Calling and the Summer Friday Strategy (5:09 - 8:36)
    If you go back to my episode with Vlad Oleksiienko, you know that many sales reps choose not to do cold-calling. However, Sara has found the perfect cold outreach strategy to book more appointments and win clients. Sara's enthusiasm for cold calling shines through as she explains her unique strategy of utilizing Summer Fridays for outreach.  Recognizing that executives are often in good spirits and more relaxed toward the end of the week, Sara has found that Friday cold calling can lead to higher appointment-setting success rates. The Importance of Just Doing It (9:26 - 12:50)
    Sara lives by the advice of “just do it.”She emphasizes that action, rather than over-planning, often leads to sales success.  Sara encourages sales professionals to take the plunge, make the calls, and see what works through real-life interactions. Sales Art: Personalized Approaches for Different Accounts (15:52 - 17:32)
    Sara elaborates on the importance of tailoring sales approaches based on the client's personality and preferences.  She stresses that effective salespeople must be flexible and adapt their cold outreach methods to what seems most promising for each unique engagement. "Timing is everything within sales. And I think you need to know when the time is right. And you're never gonna know unless you pick up the phone and give them a call." - Sara Plowman. 
    Resources
    Sara Plowman on LinkedIn
    Sara Plowman on Instagram
    Sara Plowman on TikTok
    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.

    • 25 min
    Vin Matano | My Four Part Cold Email Secret

    Vin Matano | My Four Part Cold Email Secret

    How do you get high email open rates? Discover the secret framework in this episode of the "Sales Evangelist Podcast."
    I, the podcast host, sit down with special guest Vin Matano and discuss his four-part cold email secret. I'm telling you, you don't want to miss this episode. 
    Vin shares his deep expertise in cold email outreach. Tune in to learn his effective email strategies that'll bring you tremendous success.
    Who Is Vin Matano?
    Spending six years at Demandbase, Vin started as a BDR (Business Development Representative) before moving into a closing role on the mid-market major's team.  Recently, he embarked on an entrepreneurship journey, eager to leverage his rich experience in sales. But that's not all. In this episode, Vin unveils the number one outreach channel that played a pivotal role in growing his pipeline. The reveal happens right at 1:09. And no, it's not cold calling. Can you guess what it is? Cold Emailing Success: What’s His Secret? (2:36 – 4:04)
    Many sales representatives struggle with personalized outreach. What on earth are you supposed to write?  Vin shares the ideal email structure to help you figure it out: Observation Problem Statement  Solution Call -To - Action Click play and discover why this email framework gives high open rates! Crafting Irresistible Subject Lines (4:51 - 8: 01)
    Please don't tell me you believe click-bait subject lines equals high open rates. Because it doesn't! These types of email subject lines are misleading and deceiving. You don't like to be lied to, so why should you lie to your customers? Vin and I delve into a straightforward email trick to boost customers' trust in your brand and encourage them to read your emails.  Our special tip: Don't be flashy; stay boring. This approach empowers you to take control of your email marketing strategy and build stronger connections with your audience. The Role of Multi-Threading in Prospecting (17:23 - 18:20) 
    At the very end of this episode, Vin shares how he uses multi-threading to win stakeholders.  Discover how his approach helps ensure that your email outreach is more effective and has a better chance of getting a response. “You're overcomplicating it. Reread your email, and if it needs a better flow, put a random first sentence, a random problem statement, and a random solution. If those don't talk together, it's a bad email.” - Vin Matano.
    Resources
    Vin Matano on LinkedIn
    Vin Matano on TikTok
    Vin Matano on YouTube
    Vin Matano on Instagram
    Vin Matano on X
    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.

    • 21 min
    Donald Kelly | We Are Making Some Changes

    Donald Kelly | We Are Making Some Changes

    Welcome back to another fantastic episode of the "Sales Evangelist Podcast." As your host, Donald C. Kelly, I have some big news to share!
    I'm pretty excited about this, and I know you will be too. But what's the big news?
    Don't keep yourself in suspense! Click that play button and get ready for the big reveal.
    The Sales Evangelist Podcast Updates
    I'm sure you've seen some of the changes my team and I have made. But in this special episode, I share with you what's really going on behind the scenes:
     
    Is It Over for the TSE Podcast? The TSE team has been a consistent presence in the podcasting world since 2013, and we're now at episode 1800. This long-standing commitment to providing you with valuable sales industry advice is a testament to our credibility. So, if you're looking for a reliable source, who is better than us? Listen to this episode and find out whether "The Sales Evangelist Podcast" is over. New Design If you have not noticed, the TSE brand design has a fresh new look. Let's give a special shoutout to our talented graphic designers who made it possible.  But why the sudden changes? Who am I trying to look special for? Tune in at 2:27 and discover why I created a new brand identity. I'll also share my inspiring start-up story of the original look. Why the Recent Changes?
    As the sales industry continues to evolve, so does the TSE brand. I'm not just here to provide you with valuable insights, but also to grow and adapt alongside you.  I aim to help you book more appointments and grow your pipeline, and the best way to do this is through continuous growth and change. However, I can't give you everything. Just know that more changes are coming! Are you looking for a podcast company to help you develop your brand and content? Explore TSE studios to make your ideas come to life. My team will provide you with everything you need to thrive and grow!
    “Are we shutting down the podcast? Is it perfect to stop right now at 1800?” - Donald Kelly.
    Resources
    TSE Sales Mastermind Class
    TSE studios
    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.
    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.

    • 9 min
    Marcus Sheridan | Why Sales Professionals Need Inbound Marketing and Transparency More Than Ever Before!

    Marcus Sheridan | Why Sales Professionals Need Inbound Marketing and Transparency More Than Ever Before!

    Yes, inbound marketing and transparency are still important in 2024. This is why I'm sharing a special rerun of 'The Sales Evangelist Podcast' episode 078.
    In this episode, I have the privilege of chatting with Marcus Sheridan, aka 'The Sales Lion,' on how to make inbound leads more effective for a sales pipeline. And here's the kicker: The secret to generating leads has nothing to do with meeting quotas. 
    Click play to gain invaluable insights and improve your inbound marketing skills. I promise, it's a listen you won't regret!
    Marcus Sheridan’s Background
    Marcus helps businesses embrace the power of content and inbound marketing through his personal experiences.  He and his team offer content marketing consulting & workshops, HubSpot consulting, speaking opportunities, and blogging services.  Marcus is passionate about selling and the power that comes to an organization and sales professional when they learn to incorporate inbound marketing and transparency concepts. Assignment Selling (17:16 - 21:12)
    Through an engaging example, my guest Marcus introduces the concept of “assignment selling.” Tune into his story at 17:16 and hear why providing prospective clients with valuable content should happen before direct sales engagement. Marcus also shares why this method helps build trust and transparency with potential clients.  Discover how to streamline your sales efforts, reduce repetitive interactions, and close more deals with well-prepared and serious buyers in this episode. The Impact of Online Content on Sales (24:11 - 28:35)
    Did you know that consumers now read an average of 105 pages of a website before making a purchase decision? We didn’t either.  This is why my guest dived deep into how online content impacts sales. He also explains the differences in buying behavior from ten to fifteen years ago. Listen to this episode and learn why businesses must adapt by integrating sales and marketing efforts to create a seamless experience for potential customers. Transparency in Business: Why It’s Important? (31:17 - 33:09)
    Marcus is passionate about honesty and transparency in modern business practices. He shares his core philosophy of "they ask, you answer," emphasizing why companies should address customer questions on their websites. But how does his philosophy empower potential clients before any direct engagement occurs? How does honest content help businesses filter out unsuitable prospects? By listening to this episode, discover how his approach enhances the sales process and fosters stronger, more transparent relationships between businesses and their customers. “People need to be consuming your junk before you meet with them face-to-face. Otherwise, you're setting yourself up for failure.” - Marcus Sheridan.
    Resources
    Marcus Sheridan on LinkedIn
    Marcus Sheridan International  
    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 F

    • 40 min
    Dre Baldwin | My Formula To Build Sales Discipline & Habits

    Dre Baldwin | My Formula To Build Sales Discipline & Habits

    You have a fantastic business idea and often daydream about how life will be once you make it. However, once you start putting in the work, staying excited about your big idea becomes a lot harder.
    How can you stay disciplined to ensure you become a successful sales professional? Tune into this episode of The Sales Evangelist Podcast to find out.
    Your esteemed host, Donald Kelly, engages in a captivating conversation with Dre Baldwin, a renowned speaker celebrated for his vibrant energy. Dre shares his remarkable journey from basketball to YouTube fame, offering profound insights on mindset content, the third-day concept, and the crucial aspect of professional discipline.
    Click play to discover more about staying disciplined when reaching your goals!
    From Basketball to Mindset Content
    Dre shares his background as a basketball player and transitioning to creating content on YouTube. Initially, he wanted the channel to only focus on basketball videos, but after sharing life advice, he realized he could broaden his service to a wider audience. His ability to reach people through these videos laid the foundation for his future endeavors. The Third Day Concept (2:45 - 5:11)
    You know how on the first and second day of starting something new, you’re super pumped about getting everything done. But come the third day, you’re ready to throw in the towel. Now, all your plans are on the back burner until you finally decide to work on it. This is what my guest, Dre Baldwin, means when discussing the third-day concept. It’s the critical moment when the initial excitement of starting new wears off, and the real commitment begins.  Those who continue to give their best effort even when they don’t feel like it are often more successful. Listen to Dre’s advice on overcoming the third-day concept to help you become a top sales professional. Also, if you want to dive deeper into this topic, consider getting his newest book, “The Third Day: The Decision That Separates the Pros from the Amateurs.” The book is free at thirddaybook.com, with just the shipping cost. Strategy and Execution (15:35 - 18:15)
    To achieve any goal, Dre recommends working backward from the desired outcome by asking, 'What would need to be true?'  This reverse engineering helps deconstruct the steps required and establishes a framework for consistent execution.  Dre also stresses the importance of developing an operational system to ensure the strategy is followed meticulously. Listen to Dre Baldwin on this episode of The Sales Evangelist Podcast to gain insights and practical advice to elevate your sales game. His discussion on deep emotional drivers and the importance of accountability can transform how you approach your goals. 
    If you’re ready to unlock a higher level of performance and consistency, this episode is a must-listen. Don’t miss out—tune in and take the first step towards lasting success!
    "We know what needs to happen, but now, what pieces can we put in place that support those pieces?" - Dre Baldwin.
    Resources
    Dre Baldwin’s social media accounts
    LinkedIn
    Facebook
    Twitter
    Instagram
    YouTube
    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 opini

    • 29 min

Customer Reviews

4.9 out of 5
256 Ratings

256 Ratings

Dayna W ,

Fun, engaging and informative!

This has quickly become one of my favorite business/sales related shows. Donald’s energy is amazing and the format gives you a lot of insights in a short time. Add it to your favorites!

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!

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