The Sales Evangelist

Donald Kelly
  • 4.9(262개의 평가)
  • 기업 운영
  • 주 2회 업데이트
The Sales Evangelist

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. 2일 전

    Mike Murphy and John Murphy | How To Use Sales Navigator To Target C-Suite Executives

    LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you’re not using it right, you won’t be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using LinkedIn. Where Did Their Passion for LinkedIn Come From? After struggling to find new clients, John turned to his son Mike for help. Mike had a unique strategy that helped his father find high-stakes clients in no time. Thanks to Mike’s method, he and his father are now the proud owners of Text Tonality. Understanding What Filters Are When you first use LinkedIn Sales Navigator, you’ll notice the many different filters within the tool. Mike noticed that people usually use the filters incorrectly in two different ways: either using too many or not enough filters. There are a certain number of filters you can use to help you find the right clients. If you DM Mike, he gives you the code to his free training to help you learn this trick. What To Say to C-Suite Executives When You Find Them John shares that to get your message out correctly, you first have to position yourself in front of them. They have to see how you can help them with their problem. If you can’t get them to see this, then they’re not going to spend 30 minutes on the phone with you. Start with the big problem they have to intrigue them with a solution. Sending LinkedIn Messages Without Spamming John and Mike share that it’s best not to send messages within LinkedIn connections. They share how sending Text Tonality messages works better after waiting a day after sending a connection request. Mike also shares how probing can help get prospects to speak to you more after they say no thank you to your first message. If you’re struggling with LinkedIn Sales Navigator, consider working with John and Mike at Text Tonality to learn more of their secrets. “Don't be afraid to follow up. People won’t get mad at you. They don't mind as long as you do it right." - John Murphy.  "You want to think about how there is an element of numbers to this. A key performance indicator that we look for is a 25% acceptance rate, which means I'm targeting the right people and my profile is resonating." - Mike Murphy.  Resources Learn more LinkedIn secrets at Text Tonality  Connect with John and Mike on LinkedIn Don’t forget about the Sales Navigator Secrets Code: wealth24 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.

    27분

  2. 5일 전

    Donald Kelly | Not Interested: Use The "Go Around The Block" Principle

    You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode. What is the Go Around The Block Principle? Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most.  The idea is for you to prepare before the meeting by doing research on the prospect. You can use what you learn about the prospect to help connect with them better before pitching the deal again. Deflect the Sales Objection I share a short story on how I used a prospect's area code to help build a better connection with them before closing a deal.  Of course, you won't always get this lucky, but try going on their LinkedIn profile to see if you can find a specific person, job role, or content they share to bring up during the meeting. Get the prospect to talk about something they're interested in; they will be more likely to hear your offer again. "Your job right now is to have conversations. The more conversations you have, the more opportunity you have to get the person to listen." - Donald Kelly Resources Looking for a new Sales Coaching Software, try out Ambition Do you need help creating a podcast? Visit Bluë Mango Studios  Connect and chat with me 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.

    10분

  3. 1월 27일

    Donald Kelly | Three Things I Do To Fix The Awkward Moment When A Prospect Answers

    After making several calls back-to-back and finally getting an answer from a prospect, you may find yourself shocked that they even decided to pick up the phone. Now lost for words, there's a thick air between the lines that quickly makes them lose interest in whatever you have to say. How can you fix this awkward silence to turn everything around? Tune in and hear the three tips I share to help you out. Back to the Basics Series If you go back and listen to my back-to-basics series, one of the tips I share is how to fill in the first ten seconds during a cold call.  The tips I share in this series are to slow down the call and ask specific questions that will help you stay in control. I also share a story in this episode on how you can stay on your game when a prospect answers the phone. Provide Relevancy The whole point of cold outreach is to provide the prospect with a solution relevant to their problem. If you can't give this to them the moment they answer the phone, then more than likely they're not going to listen to you. "If you don't have true relevancy, then it's tough to make an effective cold call. You gotta make sure you have something that matters to them and a solution that can fix their problem." - Donald Kelly. Resources Looking for a new Sales Coaching Software, try out Ambition Do you need help creating a podcast? Visit Bluë Mango Studios  Connect and chat with me 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.

    10분

  4. 1월 24일

    Josh Garrison | Apollo Secrets: Three Sales Practices You Must Abandon From 2024

    You can always get the best sales secrets from the top companies in the industry. In this episode, I’m chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don’t use this sales enablement AI platform, these tips will help you boost your performance and close deals faster. Meet Josh Garrison Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io. He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales. As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales. Only Let AI Do Some of the Work Are you still making the mistake of using AI to do all your work? If you haven’t realized it yet, people want a human touch, and too much AI can damage their trust in a company. Josh shares that it’s better to use AI for specific tasks.  For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers. Diversify Your Outreach If you’re still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day.  Pay attention to your prospect's daily routine. If they’re busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime. Use Social Media the Right Way Josh advises using social engagement strategically, particularly by commenting on LinkedIn posts. Also, social listening can help you build a presence and establish expertise without overtly selling. "Incorporating AI in a way that makes sense. Having IT do things that are going to level up your outreach, but not necessarily having IT do everything for you." - Josh Garrison.  Resources Josh Garrison on LinkedIn  Email: josh.garrison@apollo.io Apollo.io  Outbound Sales by Josh Garrison  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.

    29분

  5. 1월 20일

    Bob Spina | Excelerating Deals By Slowing Dow

    You want to move your deals through the pipeline, but you have no idea how to do it. In this episode, I had the pleasure of chatting with Bob Spina, a successful sales expert known for building and advising high-performing sales teams, on deal acceleration. Join us to hear his strategies on how to slow down and achieve greater success. Meet Bob Spina Bob is well-known for working with Gong and scaled it from under 21 million in revenue to the empire they are today. His focus lies in enhancing revenue processes and strategies, offering his expertise across various companies to drive successful outcomes.  Currently, Bob is dedicated to advising company leaders, sharing his deep knowledge of accelerating deals and navigating multi-stakeholder environments. The Importance of Focusing and Understanding the Industry We discuss the necessity for sales reps to go beyond tool training and understand the industry trends and challenges faced by their target markets.  Having business acumen and understanding what's on the minds of C-level executives gives salespeople a consultative edge, establishing credibility and accelerating deals. The Power of Relevance and Relationship Building Understanding your customer's industry and delivering relevant information can set you apart from competitors who rely on generic, automated messages.  Authenticity and personal experiences, not just AI, should be at the forefront of sales interactions. Multi-Channel Communication Utilizing a multi-channel approach is key to accelerating deals.  Bob shares the importance of connecting with prospects through a combination of LinkedIn, phone calls, emails, and personalized video messages. This approach helps in nurturing leads through the pipeline effectively. Sales Advice From Bob Spina For Leaders: Measure teams on outcomes rather than just activities. Focus on quality connections and work backward to define key activities. For Reps: Be mindful of time and focus on high-impact activities. Do thorough research to ensure every action moves the needle forward. “When you study the industry and you study the people that are in that industry, you want to make sure that you're meeting them where they're going.” - Bob Spina.  Resources Bob Spina on LinkedIn  Email: bspina@gmail.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.

    25분

  6. 1월 17일

    Donald Kelly | How I Booked Eight Appointment From LinkedIn In One Week!

    Is it possible to get multiple appointments on LinkedIn in just one week? Guys, I'm telling you that it is, and in this episode, I'm going to show you how I got eight appointments in five days. I promise it's no influencer trick and has everything to do with prospecting. Take a look at your LinkedIn Connections Go through your LinkedIn connection list and group them into potential customers, past customers, and people you know but don't know what you do. For the ones grouped in "people you know," try booking a 5-7 minute meeting by doing the most simple thing: ask permission to ask a question. Appointment Influencers Past coworkers could be your connection to getting appointments for a specific organization.  You may have to set up an appointment with them, but at least they can probably influence a deal for you. Look for Partners Sometimes you have to provide opportunities to others to help you set appointments. I share how I did this with a recruiting firm and some of my sales reps. If you give to others, they will be more willing to give to you. Post LinkedIn Polls Creating LinkedIn polls on an industry issue and responding to those who engaged with it is a great way to find prospective clients. They're telling you what their problem is, and you can use this to your advantage. Shoot them a question to start a conversation and see if you're able to set an appointment. "You guys get to hear from me all the time, but I never get to hear from you. I want to hear from you! Connect with me on LinkedIn, and I'll be happy to answer questions or even help you out with these tips." - Donald Kelly. Resources LinkedIn Prospecting Course Sales Mastermind Group 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.

    14분

  7. 1월 13일

    Donald Kelly | How Can I Turn My Connects Into Appointments?

    While working with a fellow sales rep, I noticed the many phone calls he was making and how many of them weren't turning into appointments. Does this often happen to you?  In this episode, I show you how to fix this common sales mistake and turn those phone calls into deals. If you'd like to try my tips, connect with me on LinkedIn and send me a message. Have The Right Offer  You’re getting connections, but it’s just not going the way you want it to.  To change this, start with having the right offer to provide to your prospects.  You know you have a tailored offer when some sales team members are getting appointments. Articulate The Message  Thanks to my speech debate days, I tend to speak fast. I’m sure you noticed on this podcast.  But when dealing with prospects, I slow down to help articulate the offer value to them. You can practice this with someone not in the sales industry to see if it makes sense to them. Stop Rushing  Phone calls are not a race to the finish line, so don’t rush your prospects off. Take the time to help them see the value of your sales offer.  If you’re a part of my Sales Mastermind group then you know that one of the things I teach sales reps is to ask permission to ask questions!  Be calm and collected to slow the conversation down, ask the question if the prospect lets you, and get them to understand the offer value before you let them go. “If you discover the cure for cancer, there’s no way on this beautiful Earth that you’re going to sit down and tell people about it. You’re going to find ways to get the message out there. If you believe in your offer so much, don’t rush to get off the phone. 9 times out of 10 people say they’re not interested because they didn’t listen to the offer.” - Donald Kelly. Resources Sell It Like A Mango  Sales Mastermind Group 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.

    12분

  8. 1월 10일

    Donald Kelly | My Top Five Sales Predictions For 2025

    I’m being like Edgar Allan Poe in this episode and providing you guys with my top five sales predictions for 2025. Will there be an increased use of AI tools in the sales industry? Are consumers wanting more human connection? Tune in to find out! Sales Prediction 1: Increased AI Technology Use  Yes, it’s true. AI tools are not going anywhere, and more than likely, you’re going to use them more and more this year. You’ll probably even find yourself not even realizing that you’re using them.   The downside is that 55% of consumers don’t like for companies to rely so heavily on AI technology. They believe it lacks authenticity and transparency. So, keep this in mind when you’re sending your automated cold emails to prospective customers.   Sales Prediction 3: Old-School Networking Is Winning  I also share another statistic on how AI-generated content provides a negative brand image. What’s the point of using it if your audience is going to see it as a bad thing? This is when old-school sales methods come into play: networking.   Get your face out there and attend networking events. Those within the Boomers, Millennials, and Gen X can spot AI content from a mile away.   Humans want connection, and if you’re not providing that in some way, then you’re going to lose business.   What are my sales predictions 2, 4, and 5? I gave you a teaser of some of my predictions in these show notes. To learn the rest, you’re going to have to click the play button to find out.   “82% of attendees express a preference for attending an in-person event, underscoring the value of face-to-face interaction. That piece is showing us that AI will cause us to miss big opportunities.” - Donald Kelly.   Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group 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.

    12분
모두 보기(1.9천개)

4.9
최고 5점
262개의 평가

소개

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!

정보

  • 제작진
    Donald Kelly
  • 방송 연도
    2013년 - 2025년
  • 에피소드
    1.9천
  • 등급
    전체 연령 사용가
  • 저작권
    Copyright 2023 © The Sales Evangelist Podcast
  • 웹사이트 보기
    The Sales Evangelist

좋아할 만한 다른 항목

무삭제판 에피소드를 청취하려면 로그인하십시오.

이 프로그램의 최신 정보 받기

프로그램을 팔로우하고, 에피소드를 저장하고, 최신 소식을 받아보려면 로그인하거나 가입하십시오.
국가 또는 지역 선택

아프리카, 중동 및 인도

아시아 태평양

유럽

라틴 아메리카 및 카리브해

미국 및 캐나다