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

Back-to-back meetings can drain your mental energy and, subsequently, your commission check. Working a hybrid of virtual and in-person work can be challenging while caring for your physical and mental health. In today’s episode of The Sales Evangelist, Donald is joined by master sales trainer and Sales Gravy coach Gina Trimarco to discuss her strategy to find balance in a world where salespeople are expected to do everything. Twelve years of owning a sales company (and an improv theatre) taught Gina important life lessons.  Namely, the soft skills of improv help people be more organic in their sales efforts. Donald didn’t make his college’s improv team. Not that we’re holding a grudge or anything. More importantly, in those roles, Gina realized the importance and the need to set healthy boundaries between her work and personal life.    People think they can do more than they should. This issue was drastically increased during the pandemic - we went from an in-person world to virtual seemingly overnight.  N

Without sales, companies wouldn’t generate revenue! And with hundreds of thousands of niches and topics for sales professionals, creating an effective hiring strategy is critical for companies to fill their team with qualified and creative talent. In today’s episode of The Sales Evangelist, Donald is joined by Jerry Brooner, President of Global Field Operations at Enable, to discuss his best sales hiring practices. Finding and keeping good talent is a warzone. To be clear, there is no shortage of talent. But many hiring managers just aren’t searching in the right places for the right people. For example, hiring managers who look only in major U.S. cities completely ignore the rest of the country (let alone the rest of the world.)  In reality, there are intelligent and capable people no matter where you go, and they all bring different perspectives to a team. Jerry’s strategies to recruit a diverse team:  First, think about what’s important for the company and the sales team. In most instances, that means a

It’s easy to make simple mistakes when setting goals for the new year, especially if you quickly fall back into the same habits as you did the previous year. So on today’s episode of The Sales Evangelist, Donald discusses the three mistakes salespeople make when setting goals and how you can prevent those same pitfalls. And happy birthday to Donald’s sister, Jessica!  1. Don’t set huge goals without a plan. A Harvard study revealed that people aren’t likely to succeed in huge goals. The key is to set micro-goals that are far easier to obtain and make you happier. The 12-Week Year concept is powerful because it does precisely that - breaks down an overarching goal into smaller, easier-to-obtain segments. Whether it’s to make a million dollars in sales or lose a certain amount of weight, micro-goals are far easier to obtain than a massive goal. 2. Be more descriptive when setting goals 65% of the population are visual people, and it’s natural for humans to think in pictures. If you have a goal in mind, makin

Today’s special episode of The Sales Evangelist Podcast looks back on five of the best episodes of 2021. (If you were wondering, yes, it was a tough decision.) Check out the links to visit each episode if you missed it to listen!  Episode 1508: Insight-Led Selling: Adopting An Executive Mindset To Learn How Buyers Think with Dr. Stephen Timme and Melody Astley This episode encouraged sellers to focus on how your product or service fixes a prospect’s problem. Focus on how to bring value versus the “what” of the sale. Reorient your selling practices to understand how the customer buys rather than how the seller sells.  For more great information, read their book, “Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact.” Episode 1505: How To Develop Your Account-Based Strategy Outreach Messaging with Scott Leese In this episode discussing account-based outreach strategies, Scott stressed the importance of the message above all else- if you’re going to reach out to a prosp

As we move into 2022, there’s no time like the present to set new goals and be prepared for the year ahead. So what is Donald doing to prepare for 2022?  He’s adding three books to his reading list (and you should too.) The Big Leap by Gay Hendricks:  Getting past your comfort zone can be a challenge. When it comes to quotas, commissions, and sales targets, many salespeople trap themselves into thinking that they can only do a certain amount.  But I’ll ask you this - why can’t you make more? Don’t be your own worst enemy! If your company limits your commissions, maybe it's time to find a new job to break through and get to the next level.  The Billion Dollar Secret by Rafael Badziag: This guy interviewed billionaire people and asked them what it takes to make a billion dollars. You may not get a billion dollars in sales revenue yourself, but why can’t you get six or seven figures? Get past limits you set yourself to unlock more money for you. Salespeople reap what they sow - focusing on the ideal custome

Disclaimer: This episode isn’t to convince listeners to become Christians; it’s to highlight how Jesus Christ persuaded people (a crucial sales trait.) As we near Christmas Day, we thought it would be fun to revisit an episode from the TSE Archives. In this episode, Donald kicked off his “Best Sellers in History” series with Jesus Christ. How did he start a movement, persuade people, and convince people to change their lives? Well, he sold them on the idea! And here are the seven reasons he was so successful: He Showed Sympathy and Built Rapport: Even when nobody else would, he sat with ordinary people and those marginalized by society. People didn’t understand these actions, but Jesus shared that a physician comes to heal the sick, not the healthy. In the same way, Jesus spent time with people who needed his help the most.  He made an impact: Jesus modeled how he wanted people to treat one another. As a sales rep, set yourself apart from others by understanding your prospect's pain points and then offerin

Cold outreach can be the worst part of your day for most salespeople. But if you had an easy-to-follow strategy, would that make it better? (Our answer: absolutely!) In today’s episode of The Sales Evangelist, Donald is joined by Rachel Pitts, co-host of Women Your Mother Warned You About, to discuss five cold outreach strategies to use in 2022. Rachel’s selling journey started in real estate: Rachel started her real estate journey during the 2008 market crash (AKA a lousy time to start), where she worked for ten years.  After later working in the mortgage industry, she realized her dream was to own a dance studio. And now, she is a full-time dance studio owner. (Congratulations, Rachel!) Why are people afraid of the phone? Well, there are many reasons. But namely, people believe nobody answers. But coming out of COVID, people are isolated and more willing to answer the phone. Plus, communicating over the phone is better at fostering personal connections. Many salespeople are afraid they’re bothering other

While we might be in a post-pandemic world, the myriad of zoom calls is here to stay. But, for any professional, creating and maintaining professional virtual relationships is more complex than in-person. In today’s episode of The Sales Evangelist, Donald is joined by actor, author, and founder of Selling On-Video Master Class Julie Hansen to learn how to better engage our virtual audiences.  When transitioning from theatre to camera, she had to practice communication. When everyone went virtual, Julie noticed other people struggling (as she was) to communicate through a camera. So, she created her masterclass to teach skills salespeople could apply to their virtual sales techniques. She also wrote an Amazon bestselling book, Look Me In the Eye, to further educate people in virtual communication. Communicating with a client whose video is off can be challenging. The value of having your video on is huge. Even if the prospect is unseen, looking at the camera as if they’re speaking will create a stronger re

We could spend hours discussing the importance of honing your craft. But, whether it’s perfecting your golf swing, mixing the perfect cocktail, and of course, making sales, practice is what leads to a better result. Today’s episode of The Sales Evangelist features NYT bestselling author Seth Godin. He and Donald discuss elements of his most recent book “The Practice” and how salespeople can use these principles to connect with prospects.  There is a disconnect between what selling used to be and what selling is now. A salesperson is no longer responsible for informing prospects or conducting a sale- the internet does that. A salesperson is responsible, however, for the transference of emotion. And that is the skill most salespeople need to cultivate.  How can the idea of trusting yourself from “The Practice” help an individual sales rep? Most people are their own worst boss. They’re never satisfied with their work and undermine their future potential. The challenge that comes with trusting yourself is ackn

Selling can be a complicated process, especially when prospects have multiple objections to your solution. In today’s episode of The Sales Evangelist, Donald is joined by David Smith to discuss how he uses prospect-centered selling to overcome these objections and help prospects make authentic and genuine decisions. David encountered this issue when developing senior housing communities in St. Louis. His job was easy: to fill the communities. But David’s problem wasn’t generating leads; it was converting them to make a final decision.  It’s a difficult decision to leave your home and move into a retirement community. It’s a decision many people don’t want to make, even though it is logically the right choice.  Motivational speaker Brian Tracy says there are four prerequisites to a sale: Having a product or service Being able to afford it Being able to use it Having a desire for it - this was the critical missing from David’s prospects. The solution? David had to draw motivation out of them. It’s a comp

Studies show it takes 8-12 touchpoints to convert a prospect to a client, yet many salespeople give up after the first one or two. In today’s episode of The Sales Evangelist, Donald interviews Fractional CMO and digital marketing expert Daphne Thomson to learn her strategy for effective sales follow-ups and why you should revitalize your process. First things first, the follow-up is more than just a phone call. A follow-up is a value you provide in that touchpoint, and it should be roughly 80% value and 20% sales. Because 60% of conversions occur only after the 12th touchpoint, you must have a system in place to ensure prospects regularly receive valuable messaging. See the prospect as a person, not just a lead. The connection becomes much more powerful once you relate to them on a human level. Salespeople bring in the business, so you’re indirectly responsible for a large part of your team. Hopefully, that drives and motivates you to continue to follow up. To continue to add value to prospects throughout

Account-based selling isn’t like your typical sales procedure. While both take skill and finesse, Account-based selling requires mastery over both your company and your clients. For the past year and a half, Thomas has worked for Amazon Web Services, making nine-figure deals. And on today’s episode of The Sales Evangelist, he and Donald discuss what you need to know about selling to enterprise organizations. (Fun fact: On today’s undisclosed episode of recording, it’s our guest Thomas Niewiara’s birthday!) Amazon is (to say the least) not a small organization, and they do both account-based and traditional sales approaches. Working with Amazon Web Services’ global accounts team, Thomas manages large AWS customers. Before, he did many sales and sales engineering roles from Google Cloud to a cybersecurity startup. The difference between traditional and account-based selling: the conventional model is a top-down funnel centered around creating and nurturing brand awareness. In account-based sales, you start by

ABM (or account-based marketing) is the latest buzzword in the sales world, but how can we integrate this strategy within an existing marketing strategy? More importantly, should you? On today’s episode of The Sales Evangelist, Donald is joined by the Director of Global Account-Based Marketing at ON24, Lisset Sanchez-Schwartz, to learn her approach to implementing account-based marketing campaigns successfully. Determine what ABM really means and which type you should utilize.  ABM is a cross of a full range of communications, from events to content delivery. It’s segmenting customer bases into unique groups where you can apply different and specific messages. In some cases, that could even mean a 1:1 strategy. It’s not a tactic or campaign type, but it's an orchestration amongst many team members to holistically approach an account. There are three ABM approaches: one-to-one, one-to-few, and one-to-many. Of course, the personalized you get, the more expensive it is to implement.  Determine if an ABM str

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 Gamble, and eve

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. A necessary part of the professional world, these assistants act as a filter that forces salespeople to maintain high standards and thoughtful targeting to pass. In today’s episode of The Sales Evangelist, Donald interviews Natasha Bowles, founder of Natasha Bowles Professional Staffing Agency, to learn more about how salespeople should interact with gatekeepers for more successful results.  The main priority of an executive assistant: securing the executive’s time.  If Natasha didn’t protect her executive’s time, salespeople (among others) would occupy all their time. That doesn’t mean salespeople are bad. But it does mean she ensures the salespeople she lets pass are prepared and offer a product or service genuinely beneficial to her executive’s company. Executives receive 250-1000 emails every day. She is a necessary filter

Like with any job, your sales performance will be far better with the proper mindset. A focused attitude, combined with a strong feeling of self-worth and knowing who you are as a human being, affects all areas of your life. On today’s episode of The Sales Evangelist, Donald is joined by Robert Workman to learn how to empower ourselves to have a mindset conducive to sales success. You need to have confidence in both your work and yourself.   Have confidence that you’ll show up as yourself, regardless of what meeting, event, or circumstance you find yourself in.  Many salespeople lack a strong sense of confidence but finding that confidence empowers you to do whatever you need to do to succeed. How you can be more focused as a sales professional:  Once you’re confident in yourself, you can accomplish what you know is suitable for your career rather than what other people might tell you is correct. Robert’s book Selling - The Most Dangerous Game encourages you to look at the leadership and style of work in

Whether or not you and your business utilize account-based selling, you won’t obtain the sales figures you want without the right messaging and communication. In today’s episode of The Sales Evangelist, Donald is joined by sales consultant and strategic advisor Scott Leese to learn how salespeople can ensure they’re using messaging that delivers results. How can a salesperson ensure solid messaging? Have the client explain and describe what problems and challenges they have. During the first interaction with a potential client, some businesses will try to talk about themselves. Don’t do that. Selling is more than convincing the prospect to buy your product. The first step is simply to pique their interest. The traditional mass-email strategy is no longer effective. People are inundated with vague email pitches.  While this was once a good strategy, the pendulum has now swung in the opposite direction, and the number of importance is no longer volume; it’s conversions. We have to be thoughtful, customer-foc

Every salesperson has been in this situation at some point: marketing delivers a handful of leads, only for nobody to respond after you initiate contact. While frustrating, that’s an unfortunate downfall of the lead-based selling model, and a great reason why pivoting to an account-based sales model could be beneficial for you. In today’s episode of The Sales Evangelist, Donald explains what account-based selling is and how you can implement it into your approach.  Account-based selling is an excellent approach for many businesses. Rather than utilize a traditional lead-based model, an account-based approach focuses on the ideal client account of your company and how you can attract similar clients to them. An account-based strategy will keep your marketing and sales departments unified and focused on the same target, generating more touchpoints and communications with the ideal client most likely to purchase. How to start using an account-based approach: First, make a list of the people most likely to buy

Embracing the technological capabilities of the modern-day isn’t just a good idea; it’s a necessity. On today’s episode of The Sales Evangelist, Donald is joined by Peter Kazanjy, the founder of Atrium and Modern Sales Pros (the nation’s largest sales, operations and leadership peer-education community.) As an author on early-stage sales excellent (Founding Sales), Peter is a sales expert who knows why you need to become a data-driven sales seller. What does it mean to be a data-driven seller? It’s very similar to the innovation we’ve seen in athletics and high-end professions: someone utilizes every available advantage.  Especially with people working from home, there’s an opportunity to use new information to improve rep and team performance. If you don’t utilize these new technological innovations to make data-informed decisions, you’re going to be in a bad spot. How do you sell embracing technology to managers? There are two historical reasons sales managers are typically blocked from a data-driven per