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

Prospecting is a critical element of the sales process. After all, how can you expect new business if you aren’t finding new prospects who can benefit from your product? In today’s episode of The Sales Evangelist, Donald is joined by entrepreneur and speaker AJ Vassar to discuss how to prepare yourself for better prospecting.  Salespeople need new clients in their pipeline.  Despite this, it’s an area where people are frequently challenged. In sales, we learn ABC - always be closing. But, just as important is the idea of the prospecting ABC - always be connecting. Connecting and establishing a network is integral to being a successful salesperson. But don’t just connect with random people; find people you can provide value to (and vice versa.) When you also focus on connecting people with others, you’ll be top of mind in all instances. And that is a critical element to have. What if a salesperson doesn't have time to connect with new people? You have to make time. Connecting people with other people makes

It’s no secret that mentors and coaches can be the extra push that gets us to the top. But how can we go about finding great mentors? In today’s episode of The Sales Evangelist, Donald is joined by Gabrielle Blackwell (GB), co-founder of Women in Sales Club (which focuses on empowering and enabling women to succeed in sales), to discuss her tactics and strategy when finding and interacting with a potential mentor. The problem: There’s a need for mentors. When GB got into sales, she wanted to be the best. However, she needed to learn more first. After suffering a concussion from a car accident, she needed to revitalize her efforts and get back on her sales feet. So, GB talked to people to evaluate if she was moving in the right direction. Sales reps and leaders need to acknowledge that you don’t have to know everything. Admitting you don’t know something requires an environment where you feel comfortable. And, upon noticing the discrepancy between what you know and what you need to know, you can ask for help.

Many salespeople rely on assumptions about salespeople - think the cringe-inducing car salesman from movies. But while there’s truth in its origins, that description is no longer true to the modern salesperson. And while the modern salesperson embraces technology to achieve more, they often fall short. The takeaway? We aren’t getting better at selling. So how can we improve? In today’s episode of The Sales Evangelist, Donald brings on sales teacher, author, and consultant Andy Paul to discuss his strategy for revitalized selling. While there are commonalities, there is more than one way to sell well. The push to sales conformity is really for management, not the seller. Because management wants something predictable. However, the real world is more complicated.  You learn, take those learnings and apply them to life. And you become the sum of your experience and knowledge. We all end up doing things differently, even if they lead to the same result. Despite all the tools and technological advancements that b

More people use LinkedIn now than ever before. Is it the promised land? Not quite. But it’s still an excellent resource to find leads, start conversations, and ultimately convert connections. In today’s episode of The Sales Evangelist, Donald is joined by authentic seller and co-host of the making Sales Social Podcast Bill McCormick to discuss generating conversations that convert on everyone’s favorite professional social media platform.  Three groups of people to understand on LinkedIn: The Lion: The people with a ton of connections they might not know very well. (Recruiters are a great example of this group.) The Purist: People who only connect with people in their industry or area. While they have high-quality connections, they don’t have very many. The Networker: People who see LinkedIn as a networking room open to connecting with new people. This group is the median between the Lion and the Purist. A critical part of every LinkedIn connection strategy is the introduction. How many times do you connec

Video is one of the most successful and valuable tactics salespeople can implement to land more meetings and reach higher sales goals. But it can be challenging to start without understanding the basics. On today’s episode of The Sales Evangelist, Donald is joined by Vidyard’s VP of Marketing and Chief Video Strategist Tyler Lessard to discuss how you can start integrating video content into your outreach campaigns. Common Video Mistakes: The largest mistake is the perception of video in today’s business world. Video is no longer a one-to-many, high-quality product like movies and advertisements. Now it’s about connection, not perfection. Video is just a new mode to communicate with prospects like phone calls, social media, and traditional email. However, short videos are a visual medium that drastically help create a connection. You don’t need a scripted, rehearsed monologue. The goal is authenticity. A viewer can see the passion and excitement for the product or service that email just can’t quite convey,

Converting web leads is the dream for virtually every B2B company. What if we told you there’s a way to increase the conversion rate for web visitors by as much as double your current rates? In today’s episode of The Sales Evangelist, Donald is joined by co-founder and CEO of Chili Piper, Nicolas Vandenberghe, to discuss how his SaaS platform does just that. Only a fraction of website visitors turns into sales leads. The key to improving your conversion rate is to automate your inbound process.  The old inbound strategy depended on a human salesperson reaching out to a prospect (typically based on a form submission.) This humanist delay can result in up to days of lag time between the form and the response. And the business world is just too fast-paced for that. Speed to Lead helps overcome this issue by automating the qualification process and scheduling meetings in real-time. Prequalification is critical to faster client acquisition. You don’t want to waste time interacting with a potential client who wo

There aren’t many people in the world who look forward to cold calling. (And if you're one of those people, you deserve an award.) But if you want to see an immediate improvement in your cold outreach, there are two things your prospects should know as soon as you start your first interaction. Find out what those are on today’s episode of The Sales Evangelist.  1: Who are you? Your initial outreach should include your name (we hope that’s obvious). Still, it should also include the relevant information about you that will ease prospect anxiety and make them more receptive to what you have to say. This information could be how you found them, like LinkedIn or at a networking event. Even better, you could reference other people in the company the prospect works with, and that they suggested the connection.  2: What do you want? Once a prospect understands who you are, the seller must explain why they’re calling. Typically, there’s a reason you selected these specific people to cold call. As a result, you (ho

Many salespeople dream of reaching the illustrious seven-figure earners club. But how can you achieve this goal? In today’s episode of The Sales Evangelist, Donald is joined by Brandon Fluharty to discuss his seven-step framework for making seven figures in enterprise SaaS sales.  There are core truths to seven-figure selling:  You’re likely selling to large enterprise companies. While you can do it with small and medium-sized companies, it is challenging. You have experience (and confidence) selling to large clients.  You need the patience to endure incredibly long sales cycles. Get in the right environment. Find your “Goldilocks” situation concerning your ideal workplace, whatever that may be. What kind of internal infrastructure do you need to feel comfortable and successful? Build a transformation mindset Seven-figure earners sell a transformation that doesn’t just solve an issue; it prevents the problem from happening again.  In SaaS, you want to be the player touching multiple parts of the busi

As we enter the new year, there’s no time like the present to set new goals and embrace the productive mindset you’ve always wanted. In today’s episode of The Sales Evangelist, Donald is joined by lifelong businessman, best-selling author, and coach Brad Sugars to discuss how you can revolutionize your thinking.  Revolutionize your mindset to get to the next level: It starts with the acknowledgment that your attitude needs to change. Brad’s formula for success: Dreams x Goals x Learning x Planning x Action. Getting to that next level involves all five of these components. Many of us are taught not to “bite off more than we can chew.” But change often means diving into the deep end and moving past our comfort zones. But why should you jump into the deep end?  Immersing yourself in a new way of doing things creates a new identity, and that identity shift is the change people need. Put yourself in situations where you aren’t the smartest or most productive person in the room. Doing so gives you the push to gr

Differentiation is critical when operating as a B2B seller. But what’s the best way to differentiate and ensure you earn more money? In today’s episode of The Sales Evangelist, Donald is joined by management strategist Lee B. Salz to understand how to effectively set yourself apart in B2B sales.  Why does Lee have a passion for B2B sales strategy? The short answer? Golden Girls. The long answer? Lee needed a job his junior year of high school, so he was hired to drive the vehicle for a dry cleaning delivery service.  Lee was fascinated that people were willing to spend more for the convenience of delivered dry cleaning. However, it was only certain people - those with long work commutes. Those who worked local found it unneceessary.  The takeaway? Understand who gets meaningful value from what you’re selling, because not everyone will. Find the people who see meaningful value in what you’re selling. Visit targetclientprofile.com to download a free worksheet to identify your target profile client. It’s not

For many salespeople, a change in mindset encourages growth as you cultivate your sales practice. And on today’s episode of The Sales Evangelist, Donald is joined by sales consultant and speaker Natasha Hemmingway to learn her 5-step formula to rewire the brain and think like a sales pro. With 16 years of corporate sales experience (and multiple years as a professional sales consultant), Natasha believes that sales changes everything. It gives us access, opportunities to impact and influence others and help solve their problems. Step One: Mindset Many sales teams focus exclusively on the numbers, hustling for new clients purely for financial gain. But this mentality just doesn’t help anyone. Selling with heart means putting the client at the front of your selling technique. Serving them should be your priority.  Selling is a partnership just as much as it is a transaction, and it is the willingness to walk away from a deal if it isn’t right for the prospect. Step Two: Communication  Communication cannot co

Many salespeople have a misconstrued mindset about mindset itself, hindering success and costing more money. In today’s episode of The Sales Evangelist, Donald discusses five common sales misconceptions and how to overcome them. So start the new year by overcoming these common misconceptions. Myth #1: Mindset is a soft skill and can’t be proven to result. Yes, motivational things are important and cool. But pep talk motivation has a purpose - it helps you perform. If your mind is game-ready, the performance will follow. Mindset isn’t just your motivation; it’s the way you think. Motivation is only a tiny (but necessary) part of that. Myth #2: I don’t need mindset, I can just hustle and complete tactics. When you get to a certain point, “hustling” only gets you so far. People who shatter records, earn promotions, and go beyond their current limit need more than hustle; they need the proper mindset. Research shows 80% of our daily thoughts are negative, and we do this to keep ourselves in our comfort zones. 

Remote and hybrid work environments can be challenging. Back-to-back Zoom calls quickly blur together, and many salespeople find that, even with note-taking, there are gaps in recollection when the follow-up meeting arrives. In today’s episode of The Sales Evangelist, Donald is joined by Richard White to discuss his sales app, Fathom, which helps address and overcome these sales issues.  Salespeople juggle note-taking, conducting conversations, and remembering essential elements of meetings for later discussions. Because of this huge workflow, it’s easy for things to fall through the cracks. So, Richard built the free app Fathom for Zoom that records, transcribes, and (most importantly) highlights key moments of calls so you can focus on having an actual conversation. In a typical call, only 15% of the conversation is note-worthy. That means 85% of the conversation probably isn’t very important. And that 85% drowns out the 15% pretty quickly. As a salesperson, you’re routinely giving pitches, answering que

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