The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

What makes the top ten percent of sellers different from the other ninety percent? Listen to this episode of the Sales Evangelist podcast to find out. Donald sits down with Kristie Jones in this riveting episode to discuss strategies for excelling in the sales industry.  Kristie, an expert working with early-stage startups, shares her extensive experience in formalizing sales processes and managing hiring practices. This episode delves into the intricacies of selecting the correct sales role, leveraging one's strengths, and the importance of personal development for career success. Tune in and gain insightful advice on helping young sales professionals reach their full potential. Choosing the Right Sales Role Kristie explains the motivation behind her book, addressing the common pitfall of entering unsuitable sales positions.  She stresses the vital role of self-awareness in sales success, advocating for individuals to understand themselves before attempting to comprehend the prospect.  Drawing pa

Do you need help finding your ideal prospects on LinkedIn? In this five-minute episode of the “Sales Evangelist” podcast, you’ll discover seven ways to find the perfect clients. Host Donald Kelly shares simple methods to help sales representatives find clients they really want to work with.  Discover the seven best ways to find the right LinkedIn contacts. 1. Use LinkedIn Sales Navigator Donald stresses the point of finding clients who need your services. He suggests creating an Ideal Customer Profile (ICP) to help you find the right ones. One of the best ways to do this is using LinkedIn Sales Navigator. You can use the spotlight filter to find engaging people posting on the platform. You can use your ICP to target potential customers based on their industry, interests, and the companies they work for. Also, pay attention to how often they post on LinkedIn. Potential clients are more likely to engage with you than ignore you. 2. Look at the Engagement on LinkedIn Posts Consider looking for

An article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness.  Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians.  The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success:  Win the morning Do hard things Embrace feedback Learn from failure Choose

Have you ever wondered how the sales process is in Europe? One of the key differences between American and European outreach methods is phone usage. European sales representatives rely less on phone calls than in America when contacting potential customers. But why is this, and could it be a better outreach strategy? In this exciting episode of the Sales Evangelist podcast, host Donald Kelly speaks with guest Kiran Ramaiah, a sales expert, on European outreach strategies. Sales representatives across the globe rely less on spamming their prospects and instead focus on building authentic relationships when selling. Tune in and discover why it’s better to follow this method. Understanding GDPR and Sales Outreach in Europe The General Data Protection Regulation (GDPR) has significantly shifted the landscape of sales outreach in Europe.  Consent is paramount, with emails and LinkedIn messages being the go-to methods, while phone calls require prior consent.  Kiran and Donald discuss how prospecting in Europ

Do you have a clear vision of what you want for 2024? If not, then you are already setting yourself up for failure. This year should be about improving your income, succeeding, and thriving in the sales industry. But the only way to do this is by establishing a clear vision for yourself. In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives into the importance of creating a vision as a salesperson. He provides practical insights and tips on how sales professionals can develop a vision, set effective standards, and achieve their goals to thrive and succeed in 2024. Understanding Vision, Mission, and Standards Donald clarifies the distinction between vision and mission. He highlights that while the mission statement reflects current actions and objectives, the vision pertains to future aspirations and long-term goals. Drawing from an example by the Lassian blog, he illustrates how a sales professional's vision may encompass aspirational goals, such as becoming the top performer in thei

Have you ever noticed how hostile the world is today? You go to turn on the news, and the reporter is discussing the latest shootings or the war in Russia. When you scroll through social media, you notice the many arguments people are having over the slightest disagreement. What about your inner self? Do you find your mental health in a primarily negative state? When one bad thing happens to you, do you fixate on it all day? With so much negativity around, how can you change it to thrive in a more positive environment? In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Anthony Iannarino, the author of the book "The Negativity Fast." Tune in to discover the health risks of negativity, the benefits of gratitude, and why you need to grab a copy of this book. Negativity Fast Background After the shutdown and people returning to their regular routines, Anthony noticed how everyone around had a negative aurora around them. Everybody complained about everything, no matter how m

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it. Who is Chris Beall? Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend. The Number One Objection Sellers Face: In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”. What triggers this objection? Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly. One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do somethin

It’s the end of the year, and you’re enjoying the good food, presents, and holiday spirits. But you still need to complete some tasks before December is over. In this short episode of “The Sales Evangelist Podcast,” host Donald Kelly shares three things sellers must do by the last week of December. What are those three tasks? Tune in and find out! They may set you up for bigger wins in 2024. 1. Be Transparent With Past Potential Customers ·         You want to tell your past potential buyers that you’re still trying to close the deal, but not how you think it should be done. ·         Donald shares excellent examples of how to do this correctly. ·         Remember, it’s not about you and trying to close deals. It’s about how you and the product can help solve their issues. ·         Donald discusses how you can take advantage of LinkedIn in the episode. If you need help, consider taking the LinkedIn Sales Navigator course. 2. Reconnect With Customers and Connections ·         You probably have hundreds or tho

Here’s one thing you’re not taking the time to learn: the human mind. Understanding why people buy things allows you to have the upper hand in the sales process. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly invites Phil Agnew, the UK's number one marketing podcast host, to share insights on psychological nudges that can benefit salespeople.  With his background in marketing and expertise in behavior science and psychology, Phil brings to light six psychological effects that can significantly impact sales. Tune in and learn how psychology greatly influences people’s buying decisions. Understanding the Effects The episode features a comprehensive discussion of six effects psychologists and behavioral scientists discovered over the years.  These effects are anchoring, scarcity, reciprocity, social proof, the Prattful effect, and the labor illusion. Anchoring and Its Impact on Sales Phil explains the anchoring effect, which is the concept that individuals are anchored to the initia

How do you get people to know you before they meet you? In this five-minute episode of “The Sales Evangelist Podcast,” host Donald Kelly will tell you exactly how. Donald emphasizes the importance of creating a point of reference and humanizing oneself in prospects' eyes before initiating sales conversations. Discover valuable insights on building connections with potential prospects before engaging with them. Building Relationships on LinkedIn Donald discusses the challenges of reaching prospects through traditional means, such as emails and phone calls, and highlights the effectiveness of creating a point of reference on LinkedIn.  He suggests that LinkedIn serves as a social gathering spot and provides an opportunity to bridge the gap between a sales professional and a prospective client by allowing them to see the human side of the individual. The "Get to Know Me" Post One of the key strategies that Donald shares is the concept of the "Get to Know Me" post on LinkedIn.  He encourages liste

No matter what you do, you never reach your monthly sales goals. You try every sales technique in the book, but your quota is nowhere near where it should be. Maybe you’re a sales leader with one or two reps meeting their monthly quota. But, the rest is struggling to make it. How can you quickly change this around and ensure every seller on your team meets their numbers? Tune in and listen to this week’s episode of “The Sales Evangelist Podcast.” In this episode, we delve into the world of sales leadership with Gretchen Gordon, the president and founder of Braveheart Sales Performance, a sales consulting firm.  Focusing on small and medium-sized businesses, Gretchen leads a team dedicated to maximizing organizational growth and developing individuals in sales roles and sales leadership positions. Grab your notebook and pen and listen to her insightful advice for sales representatives.  The Importance of Effective Sales Leadership Gretchen provides insights into the crucial role of effective sales lea

Are you ready to learn top sales tricks from a seasoned professional? Tune into this episode of The Sales Evangelist Podcast. You’ll learn sales psychology techniques to win clients over in five minutes or less.  Host Donald Kelly sits down with Brian, an experienced entrepreneur and sales strategist. They discuss the ins and outs of masterful sales techniques and negotiation psychology.  This compelling episode offers listeners an in-depth overview of Brian's robust background in business and sales and the wisdom he's encapsulated in his book and coaching programs.  Brian’s Background Brian is a seasoned entrepreneur with a wealth of experience in business, having started and sold multiple companies across different industries.  His entrepreneurial journey also includes running a coaching program designed to aid other entrepreneurs in navigating the complex world of business.  Brian has not only applied his extensive sales knowledge practically but has also authored a book focused on sales and negotiat

Many sales representatives believe that doing outbound with LinkedIn takes a lot of work. But not with these five simple techniques. In this unique episode of “The Sales Evangelist Podcast,” host Donald Kelly shares five ways to do daily outbound prospecting on LinkedIn. Tune in and discover these short and sweet tips.  1. Reach Out to People You’re Already Connected With Donald discusses this as one of the easiest ways to do outbound on LinkedIn.  2. Utilize the “Permission To Ask a Question” Technique He shares the importance of reaching out to clients within your networking connection.  3. Pay Attention to Who Engages With Your Posts These people can be potential clients!  4. Celebrations If you see someone celebrating something, start a conversation with them.   5. See Who Is Following Your Company They’re already following your brand, so reach out to them. There you have it! Short, sweet, and juicy LinkedIn outbound techniques. To build your pipeline and close more deals, sub

You made five hundred cold calls in one day. In four hundred calls, no one answered, and in another fifty, the potential clients said a hard no. In twenty-five calls, you received maybes; in the last twenty-five calls, the potential buyers said yes. With you making so many calls in one day, you figured more people would say yes. This is why so many sales representatives believe cold calling is dead. Bust, honestly, it’s not. It’s just the old methods of cold calling are dead. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with guest Gabe Lullo about the new cold calling techniques. Gabe shares his expertise and insights on cold calling, sales strategies, and staying relevant in the ever-evolving sales landscape. Discover the importance of relevant messaging, personalization, human touch, and effective communication in this insightful episode. Is Cold Calling Dead? Addressing the prevalent debate, Gabe firmly asserts that cold calling is far from dead. Supported by data

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn’t the only part of the equation; you first have to get their attention! In today’s episode of The Sales Evangelist, Donald is joined by Dr. Stephen Timme and Melody Astley to discuss their recent book Insight-Led Selling, which details how to learn how buyers think. But first, why did they write a book? Ultimately, Stephen and Melody wanted to create a resource their clients and community could utilize. It’s harder than ever to sell to enterprise sellers (yes, people say that every year. But it’s true!) And COVID-aside, the subscription-based economy is growing. There are more stakeholders than ever before in traditional buying processes. At the same time, implementation costs for platforms are lower, making it easier to switch between service providers. They interviewed many executives to see how they felt about sales.  From AT&T, Coca-Cola, Proctor and

Oh no! It’s happening again. The biggest search engines are making changes. But, this time, it’s to protect people’s email accounts. Sellers sending out over 500 emails per day may want to stop because there will be repercussions for doing so.  In this episode of "The Sales Evangelist Podcast," host Donald Kelly addresses the recent strict changes announced by Yahoo and Google regarding email outreach.  How will these changes affect your sales approach? What are the limits to how many emails can you send now?  Tune in to this week’s episode and learn how to adapt to these recent changes. Understanding Yahoo and Google's Changes Donald breaks down the changes announced by Yahoo and Google, highlighting that bulk senders who dispatch more than 5000 emails per day must adapt to align with the heightened requirements.  These changes aim to shield end users from spam and potential security risks associated with excessive unsolicited emails. Insights Derived from Mailgun Referencing insights from Ma

In this episode of the TSE podcast, host Donald Kelly speaks with development lead Brain Liebel from Ambition. They dive deep into the rhythms of successful sales strategies and performance to redefine the sales approach.  Donald and Brian unpack the essence of human interaction in sales, the strategic 'snowball effect' of building a robust sales pipeline, and how to turn data from sales conversations into tactical gold. Let's sift through the invaluable insights from this rich discussion. Human Interaction: The Core of Sales In today's world, where automation and technology are prevalent, the importance of human connection can sometimes be underestimated. However, Brian underscores the irreplaceable value of human-to-human interaction, especially during the initial conversations in the sales pipeline.  Using analogies from lead utilization, he emphasizes the need for salespeople to focus on engagements ready to blossom instead of wasting potential opportunities. Creating a Documented Sales Process

In this episode of the Sales Evangelist podcast, host Donald C. Kelly explores the common pitfalls of salespeople and emphasizes the importance of understanding and providing what buyers truly want. By shifting the focus from selling to educating, sales professionals can build trust, provide valuable insights, and ultimately close more deals. Common Mistakes Made by Salespeople Donald highlights the tendencies of salespeople to rely on automated emails and fail to listen to buyers' needs truly.  He also underscores the issue of pushing products or services onto buyers without understanding their actual requirements.  These common missteps contribute to a lack of trust between sales professionals and their potential clients. The Essence of Selling By redefining the essence of selling, Donald emphasizes the importance of persuading someone of the merit of a solution rather than simply pushing products or services.  He delves into the concept of buyers seeking solutions to their problems, as opposed to being

What inspires you to be the best sales representative in your company? Is it to take a vacation to Hawaii?  Is it to earn enough to buy your significant other a horse? Or maybe you just want to have money and live comfortably.  Despite naming off different common wants most people want in their lives, many salespeople don’t know what they really want. So, how do you dig deeper into your wants and discover your real desires? In this episode of the TSE podcast, host Donald Kelly speaks with Travis Ashby, a seasoned sales professional, on the deeper desires of salespeople beyond monetary incentives. Travis shares his journey of finding his purpose and how it led him to create a platform that helps sales leaders understand and support their team's goals and ambitions. The Changing Landscape of Sales Incentives Travis highlights how the world of sales has evolved, particularly in light of recent events like COVID and the "great resignation."  He explains that today, salespeople are looking for more than