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

On last week’s episode of The Sales Evangelist Hustler’s League, we heard from a member who was caught off-guard when a customer he thought was happy canceled their contract. We sought ways to help him identify what went wrong and to prevent the cancel from happening again. As you know, on each episode of The […] The post TSE 865: TSE Hustler’s League-“Prevent The Cancel” appeared first on The Sales Evangelist.

Sales From the Street gives us an opportunity to hear from other sales professionals about the challenges they face and how they approach them. Today’s challenge is scaling a sales force. On today’s episode of The Sales Evangelist, Dimitar Stanimiroff explains how he handled building and scaling a sales force while he was still managing […] The post TSE 864: Sales From The Street: “Drink Your Own Kool Aid” appeared first on The Sales Evangelist.

Many sales professionals rely on their talent and work ethic to help them succeed. They believe that if they go more and do more, they’ll achieve greater returns. They fail to realize that strategy is the key to real growth. Brian Margolis, the author of The Index Card Business Plan for Sales Pros and Entrepreneurs, has developed […] The post TSE 863: The Index Card Business Plan appeared first on The Sales Evangelist.

Cold calling is always a challenge. If you’re in a role that requires you to spend all of your time doing cold outreach, it will mentally drain you. You may find yourself thinking that you can’t deal with even one more rejection. Many people discover they never knew cold outreach would be so hard. Today […] The post TSE 862: I Didn’t Think Cold Outreach Was Going To Be This Difficult appeared first on The Sales Evangelist.

When companies make a conscious effort to attract women, it’s good for the business on all levels. Women are often more consistent at exceeding quotas, and they’re strong leaders as well. But there’s another component as well: stepping up and standing out as women in sales. On today’s episode, we’re talking with Barbara Giamanco, host […] The post TSE 861: Stepping Up And Standing Out As Women In Sales appeared first on The Sales Evangelist.

Sales reps in small firms often have to do much of their own work. They do their own prospecting, conversions, and account maintenance, and they have to keep track of a lot of things. When a prospect says “I want to cancel,” we find ourselves questioning our decisions and wondering where we went wrong. On today’s […] The post TSE 860: TSE Hustler’s League-“I Want To Cancel” appeared first on The Sales Evangelist.

Too many organizations continually miss the target when they hire new team members. To be an effective sales leader, you must be intentional about growing your team: fill up your pipeline with great reps just like you would with great clients. In that way, hiring is like sales. On today’s episode of The Sales Evangelist, […] The post TSE 859: Sales From The Street-“Hiring is Like Sales” appeared first on The Sales Evangelist.

Many companies stumble blindly when they are creating a referral plan. Referrals can pay dividends for companies, but it’s important for companies to have a plan when designing a referral plan. On today’s episode of The Sales Evangelist, Jay Gibb of CloudSponge shares insights about creating a referral plan and discusses some of the mistakes […] The post TSE 858-Three Things You Should Remember When Creating a Referral Program appeared first on The Sales Evangelist.

It’s impossible to sell if you can’t ever connect with a human. Sales reps often spend their days talking to voicemails and deleting undeliverable emails. But what if I could give you a tool to allow you to connect with just about anyone? Today on The Sales Evangelist, we’ll talk about Hunter.io, and the power […] The post TSE 857: Use Hunter.io To Connect With Just About ANYONE! appeared first on The Sales Evangelist.

Outbound prospecting is a vital part of every sales process, but when it’s based on static data, it’s bound to fail. Static data might help you find the right person, but they might not be a valid prospect. Intent-based marketing can help you eliminate cold outreach and improve your outbound process. Today on The Sales […] The post TSE 856: How To Use Intent-Based Marketing & LeadSift To Eliminate “Cold Outreach” appeared first on The Sales Evangelist.

Want to change the way you sell? Think about the prospect. Seek one individual you can help every day, and it will change the way you operate. Today on The Sales Evangelist Hustler’s League, we discuss how to empathize with your prospect and put yourself in his shoes. By doing so, you’ll add value and […] The post TSE 855: TSE Hustler’s League-“Think About The Prospect” appeared first on The Sales Evangelist.

Every sales professional knows the challenge of convincing a customer to choose your organization over your competitors’. We all understand the value of learning to communicate in order to be successful in business. On today’s episode of Sales From The Street, Thomas Chambers shares the challenges he faces in his role as VP of sales […] The post TSE 854: Sales From The Street:”Communicate” appeared first on The Sales Evangelist.

    The sales industry has gotten a bad rap. Many people buy into the idea that the sales industry is bad or manipulative. They have a hard time selling authentically because they haven’t completely invested themselves in sales. But what if you could learn soul-centered sales? Today on The Sales Evangelist, Samantha Alvarez explains […] The post TSE 853: The Biggest Roadblock To Learning Soul-Centered Sales appeared first on The Sales Evangelist.

Sometimes, rules survive long enough to become folklore. We adopted them as our own even if they aren’t necessarily good for us. As sales professionals, we must break the rules. Today on The Sales Evangelist, we discuss the importance of taking educated, calculated risks in order to improve our process. I’ll tell you about a risk […] The post TSE 852: Break The Rules…Take A Risk! appeared first on The Sales Evangelist.

Sometimes as new sales professionals, we see other people’s successes and we assume they are natural sellers. While we struggle to “hunt and kill” so we can eat, they seem to generate reciprocal, repeatable business. We don’t initially understand that every part of our business that is repeatable should be part of a sales process. […] The post TSE 851: Jimmy Burgess’ 3-Step Sales Process appeared first on The Sales Evangelist.

    If your prospect views your product or service as a luxury item, your sales process may not matter.  If he sees it as unnecessary, or as a step that will create extra work, he’ll likely delay making a decision on it. Today on The Sales Evangelist Hustler’s League, we discuss how sales professionals […] The post TSE 850: TSE Hustler’s League-“Luxury Item” appeared first on The Sales Evangelist.

Jaron Rice found himself facing a challenge that he didn’t create. His industry had a horrible reputation for being less-than-transparent, and even deceptive. In order to succeed, his struggle was two-fold: he had to find new prospects, and he had to be different. On today’s episode of Sales From The Street, Jaron explains how he […] The post TSE 849: Sales From The Street:”We Had To Be Different” appeared first on The Sales Evangelist.

The odds are not in your favor. There are 100,000 ideal prospects in the U.S., but there are also 100 competitors. You aren’t sure when your prospects will be ready to buy. You aren’t even sure if they already have a solution to the problem you’d like to help them solve. But what if you […] The post TSE 847: My Two Newest Sales Outreaching Tools appeared first on The Sales Evangelist.

Big clients can be great for companies who don’t have the resources to constantly pursue small clients. They can help you reach sales goals and they provide repeatable business. But how do you connect with big prospects who are barely online or on social media? Today on The Sales Evangelist, we’ll talk to Melinda Chen, the […] The post TSE 846: How to Connect With Big Prospects Who Are Barely Online or on Social Media appeared first on The Sales Evangelist.

      When your pipeline is empty at the end of the month despite phone calls, emails, and appointments, you may find yourself wondering how you missed quota. You can, however, prepare for next month to make sure it doesn’t happen again. On today’s episode of TSE Hustler’s League, we talk about the fundamentals […] The post TSE 845: TSE Hustler’s League-“Three Things” appeared first on The Sales Evangelist.