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

Creating and sharing content is the new frontier, but it can feel like a chore if you’re not sure how or why to use it. In this episode, your host Donald Kelly sits down with Zach Basner, digital sales and marketing coach extraordinaire, to show you how effective this type of content can be when used correctly. Listen in as they shed some light on the effectiveness of these strategies and how they can be used to up your game as a seller. The 80% Video ·         What questions do your prospects always (or almost always) ask in your first conversation? This video should address those questions. ·         This informs your prospects and can also disqualify leads without wasting your time or theirs. 2.            The Bio Video ·         This is an employee bio video that allows a prospect to see, hear, and know the rep they’ll be in contact with. ·         This isn’t the rep’s life story! Just include anything useful for your prospect to know so they have the opportunity to build some trust in you b

We’re all trying to find creative ways to build pipeline, but sometimes it feels like we’ve exhausted every possible avenue. In this episode, your host Donald Kelly encourages you to look for leads in places you might have missed. Donald and his team use all of these methods and have done the hard work of testing them for their effectiveness. Give them a shot! 5 Ways to Build Pipeline this Quarter Current Customers: Selling to your current customers is the simplest, cheapest way to build pipeline because they already understand and believe in your product. Stay connected with them and build strong relationships so you can keep them up to date on your new offerings. Lost Deals: Deals fall through for many reasons, so it’s a good idea to check in with leaders to see if they know what went wrong. There may be opportunities to rectify some of the issues that occurred before. Existing Connections on LinkedIn: Your connections on LinkedIn, like your current customers, know of you and probably have some trust

There is absolutely nothing wrong with going to work every day for the paycheck. But if you go one step further, ask yourself, what is that paycheck for? What do you REALLY care about? In this episode, your host Donald Kelly and guest Will Yarbrough break down a word that all sales leaders should be thinking about constantly – “motivation.” Listen in to hear how you can improve yourself or your team by tapping into those unique drivers that go beyond the dollar sign.  Why Should We Go Beyond Being Money Driven? People want to spend their paychecks on the things that matter to them. There’s nothing wrong with making money, but it’s just a means to an end. Whether you’re a sales leader or an individual contributor, if you want to get better, you have to see how that fits into the big picture of your goals in life. Each decision you make should support those goals. Focusing on things other than money will reach sellers who aren’t that motivated by the money itself. This drives performance up and sets yo

You can’t control the changes that are currently happening with the economy, or the changes that are to come. What matters is how you respond in each moment. If you’re not sure how to approach selling in the current economy, fear not – our guest today brings the knowledge and experience that has helped him find great success in his business. Alex Levin is the Co-Founder and CEO of Regal.io, and he’s here today to sit down with your host Donald Kelly. Together, they share the wisdom that can get you through a tough period in the market and even help you see it as an opportunity for growth.  4 Tips for Success During Challenging Economic Times Invest in your craft. If you have enjoyed the luxury of a fairly passive sales experience during the last couple of years, now is the time to shift gears. Get better educated on how you can take a more active role in selling, rather than taking orders and filling them. Learn to create urgency. People get used to the way things are, and during a time when they’r

In this episode, your host Donald Kelly sits down with Chris Duprey, Chief Strategy Officer at IMPACT (impactplus.com). Duprey has an engaging, no-nonsense approach to sales training, and wants to help you and your team master the basics so that you can go from being decent at sales to being truly great. Check out the list below and see what’s holding your team back, then listen in as Donald and Chris delve into each one, point by point!  The 5 Habits of A Great Sales Team Have a team mentality. Top performers will burn out if they’re the only ones doing all the work. Go beyond sharing wins – share losses too. Even top sellers should be willing to talk to the team about what’s not working and why.  The best teams roleplay… a LOT. If you want to improve, practice! Work with others to get better. You’re not going to win unless you do the reps. Duprey recommends doing it weekly! The best teams watch their sales calls. Record your calls so that you can go back and review them later. Just like a sports

 Having the right mindset is crucial to being a successful salesperson. So why do we often get locked up in a mindset of fear, and how can we change that? In this episode, your host Donald Kelly and Dr. Jean Oursler (Ph.D. in Business Psychology from the Chicago School) are here to teach us about our “Caveman Brain” so that we can harness the way we are wired and make it work to our advantage.  What is Your Caveman Brain? The amygdala is a part of the brain that controls our fear responses to our environment. Dr. Oursler calls this the “caveman brain” Our “caveman brain” exists to protect us from getting hurt or dying, so we can’t get rid of it or turn it off!  We don’t have to run away from predators or protect our young from danger anymore, so nowadays, we fear things like rejection, losing our reputation, or being a pushy salesperson.  How Do We Work WITH the Caveman Brain? The amygdala only knows what it sees and hears. Pay attention to the media and information you consume! Identify your

Today’s guest brings his top-tier track record to the show to help you and your team convert your prospects into customers using his proven, customer-first approach. In this episode, your host Donald Kelly sits down with David Bennion, the VP Sales at Apollo.io, which serves over 160,000 companies and more than one million users worldwide. Bennion shares his clear-eyed, precise understanding of his team’s success and the steps it takes to get there.  As a Seller, Learn to: Identify your customer’s issue, even if they haven’t identified it themselves Quantify that problem - how impactful will solving the problem be? Ask the right questions so you can truly understand where your prospect is coming from. When they trust you enough to describe their company’s pains (or even their personal ones), show empathy! Know whether your product can actually solve their problem - and learn to graciously walk away if it can’t  Common Mistakes in Selling (And How to Avoid Them) DON’T just drive your company’s

Writing intriguing, trustworthy e-mail content in today’s market can feel like a losing game. How do you stand out from the crowd without resorting to gimmicks (which doesn’t work anyway)? Enter your host Donald Kelly and our guest James Boreham with five tips on creating e-mails that create unforgettable first impressions your clients will still be talking about years later (true story!).   Current Challenges In Email Prospecting People are flooded with information. When you reach out to someone, you’re just one out of so many notifications they’re going to see that day Buyers are burned out when it comes to e-mail. E-mail prospecting is up 30% since the beginning of the pandemic, but reply rates are down 50%   Do These 5 Things to Boost Your E-mail Open Rates Use short, intriguing subject lines. Most e-mails are viewed on mobile devices. On a smaller screen, only a small amount of text makes it to your prospect’s eyes before they decide whether it gets opened or goes to the trash.  TRY TH

Your social media presence can build your credibility, community, and pipeline… or break it. Most people don’t create content on LinkedIn, so they miss out on all of the opportunities that can come along with having a sizeable following on the platform. In this episode, your host Donald Kelly sits down with Richard Smith,  the VP of Sales for Allego. Listen in to hear how Smith grew his social media audience to the point where his content now generates conversation, interest, and qualified inbound leads. Why DON’T People Post on LinkedIn? People don’t think they have anything interesting or novel to contribute People are happy to read and don’t feel like it’s necessary to make the extra effort to post “Head trash” – people don’t want to embarrass themselves if no one interacts, or say the wrong thing and end up in trouble professionally How to Do LinkedIn Posts the Right Way Keep your day job. Smith uses LinkedIn to generate leads for his sales job, but it took years to build his audience. It’s a ma

Spring is a time for change and renewal, which means it’s time to reevaluate the sales strategies you or your company have always used. In sales, it’s crucial to set yourself apart from the competition, and we want to show you how to do just that using efficient methods that WORK. In this episode, your host Donald Kelly takes you through the Top 3 Prospecting Strategies he and his company are utilizing in 2023.    Why Do We Need New Strategies? Since the beginning of the pandemic, e-mail outreach is up 50%, but reply rates have decreased by 30% Writing a great subject line and e-mail content does no good if the person on the other end doesn’t feel motivated to reply   3 Strategies to Adopt in 2023 Create previous engagement. Before you reach out to a potential buyer, create a connection with them. Don’t just start with a cold e-mail! Use social media to gauge interest. If you work for a bigger firm, look at who follows your product on LinkedIn. That list will have prospects on it who are alr

Is putting your customer first tanking your value? You’ve heard this phrase before: “The customer is always right.” No one is going to tell you to ignore your customer’s wishes completely. But sacrificing your needs (and the needs of your business) to make your quota is a dangerous game that can leave you feeling like you lost, even when you make a sale. In this episode, your host Donald Kelly and guest Mark Raffan are here to remind us, point-blank, that a successful salesperson needs to set expectations and retain value in every negotiation.   There Is No “Win-Win” Move away from a “win-win” mindset. If you put too much effort into trying to get your customer to win, you run the risk of letting them win at your expense. Instead, hope for outcomes that you can both agree to Keep your goals in mind when selling. Don’t get so swept up in trying to meet your customer’s needs that you totally forget about your own (or your company’s). Take on deals that are profitable. Even when you’re trying to make q

Communication is key. You’ve heard this phrase before, but how does it apply to sales? Hopefully, at this point, you know from experience that selling is about more than just being an outgoing person with a great smile. If you want to be great at sales, you have to offer more to your customer. In this episode, your host Donald Kelly has a conversation with Craig Colby, the co-founder and president of OneStream Software. Colby brings his experience and dedication to the table to show us how clearly setting expectations can lead to strong, long-term relationships with customers.   Why Should We Set Expectations? Your prospect might be jaded. Have you ever wondered why your customers seem defensive as soon as you start your pitch? They’ve probably had other businesses overpromise and underdeliver, and they don’t want it to happen again. Your customer is looking for a trusted expert. You’ve put in the work to learn what your product can do, and what it can’t. Your customer hasn’t. It’s the salesperson’s

Don’t ever let anyone tell you there’s nothing new under the sun. Thought leaders don’t approach the world or their industry that way, so why should you? In this episode, Donald Kelly connects with Andy Buyting – coach, professional speaker, and best-selling author of How to Win Clients and Influence People. In this episode, Buyting introduces his proven-successful take on how to reinvent the relationship between sales and marketing which he outlines further in his 2021 book, Double Sales/Zero Salespeople. See the special offer in our Resources for a free half-hour call with one of the authors of the book!  Why the “assembly line”? Division of labor: splitting any complex process into specific tasks, and allowing people to specialize on one part of the task Application in sales and marketing: Where a typical salesperson may be responsible for generating leads and prospecting all the way through making the final sale, Buyting recommends separating the tasks among dedicated people Optimize: Once you

We are all defined by how we handle the challenges we face. The only constant in life is change, and it doesn’t matter what industry you’re in – you have to learn how to adapt. Our guest today offers his solution to how sellers can approach their job during the current market so that you can successfully, and organically reach your goals. In this episode, Donald Kelly sits down with Joe McNeill, the CRO at Influ2, to talk about the current landscape, the shortcomings of how sales are currently being done, and how to shift your focus so that you can connect with the right buyers for your product.  Challenges in Sales Today E-mail outreach is up +50% since 2020, but replies have decreased by 30%. Limited outreach methods are leading to limited results 72% of SDR teams are behind their pipeline goals. Some sales leaders think making more calls and sending more e-mails is the answer SDRs and AEs are not always getting support, so they are not as efficient in their jobs as they could be  How to Change U

Do you know that feeling you get when you spend some time planning out the week ahead? It’s that sense of peace that lets us know we’re going to achieve our goals and nothing is going to get missed. Planning seriously increases our productivity, so why aren’t we all taking the time to do this at the beginning of each week? Whether you just can’t seem to find the time or you don’t know how to get started, Donald is here to help. Take out your Google Calendar or your favorite scheduler and let’s get to it!  How to Make the Most of Your Weekly Planning Session Define your purpose for the week. Take a second to decide what you’re trying to accomplish this week. Look at your key performance indicators (KPIs), and make a plan for how you’re going to reach those things.  Plan activities accordingly. Decide what things are going to go on your calendar based on your KPIs. Highlight the “money generating activities” you do each day, and fill your day with those activities first. Put in your recurring meeting

Don’t. Be. Boring. Every time you talk to a new client, in the back of your mind, you know you’re not the first person to ever pitch to them. You might not even be the first person to pitch to them that day. You need to stand out, and more importantly, be remembered. In this episode, Donald Kelly sits down with Andie Jewett, the Senior VP of Business Development at AMP Agency. They talk about the core elements of an amazing pitch, and how to make sure you’re not making the same mistakes as everybody else. Jewett’s Background Started in account management, with clients like Blue Cross Blue Shield and NinetyNine Restaurants Now works with AMP Agency, overseeing business development and reaching out to potential clients Most Common Pitching Mistakes - and How to Fix Them Don’t jump into your pitch immediately, placing the focus on you and your product. Do your homework so that you know your client, ask them questions, and place the focus on them. Don’t recite all your great ideas or figures one aft

The days of the “spray and pray” method of selling are over. Nobody wants to be sold to, and bland, generic pitches are a dime a dozen. So how can you set yourself apart and improve your closing rates? Today, your host Donald Kelly asks Kay Miller, author of “Uncopyable Sales Secrets,” exactly that. Listen in to find out how you can identify, and sell to, YOUR Moose. Don’t forget to scroll down for an exclusive offer just for TSE Podcast listeners! Miller’s Background Miller broke through the glass ceiling in a male-dominated field, becoming successful in a short time Got hired by Walker Exhaust, the largest automotive muffler manufacturer in the country, and became the top salesperson in the U.S., earning her the nickname “Muffler Mama” What is a Moose? How do I Identify Mine? Your “moose” is your perfect customer. For a moose-hunter, the moose is their target. Any time spent hunting other animals is time they can’t spend moose hunting. Study your “moose”. Learn your ideal customer’s aspirati

In this episode of The Sales Evangelist Podcast, Donald Kelly talks with Helen Fanucci about her timely book, Love Your Team: A Survival Guide for Sales Managers in a Hybrid World. The impacts of the pandemic continue to affect how we do business in 2023. The value of remote work can be seen and felt by workers across a variety of industries, including sales. So how do you connect with your team, ensuring their success and building their skills along the way? Fanucci’s experience as a Customer Success Sales Leader at Microsoft has given her a unique perspective, and she brings her expertise to this conversation.   Three Steps for Leaders to Help Their Team Build Pipeline The 3x Rule. Have 3 times the number of customers in the pipeline than what is needed to meet the quota. Fill in the gaps. Ask your team who they’re talking to on a given account, and see how your network, connections, or position can help them get in touch with decision-makers. Use tools like Linkedin Sales Navigator. Use the to

What makes this conversation between Donald Kelly and Natasha Ho so special is not just that they’ve both found success in sales, it’s that they genuinely want others to find that same success. Listen in as they discuss the limitations many sellers create for themselves and the ways you can open up new opportunities for yourself by asking important questions.   Natasha Ho’s Background After getting her degree and working her dream job, she realized she didn’t want to progress in that line of work and found a new dream She built her own business and became successful after she learned how to sell her product Sales consulting on the side led her towards a path that was ultimately more fulfilling  Seeing Opportunities, Not Limitations High-Ticket buyers are like Santa Claus - you have to believe in them for them to exist. Your first high-ticket buyer could already be in your network, but you’ll never know unless you start to trust that they’re there. Identify prospects by listening. When you st

We know you want to set more appointments. You’ve got this - this is a skill just like any other, and you can learn how to do it. It’ll take some practice and a little bit of creativity, so there’s no better time to start. In the previous episode, Donald Kelly took you through two parts of his four-part strategy. If you haven’t heard that episode yet, it really sets the stage for this one, so go back and check it out first. Then meet us back here so you can learn to start the conversations that will lead to appointments. Set the Stage for a Dialogue - How Donald Uses the Strategy After making a list and choosing someone to reach out to, reach out with a personal touch so you can to build a connection Find the engagement path: Look for places you can connect - LinkedIn or Instagram are examples. Comment on a post asking a question, send them a video response, etc. You can mention the topic you connected over when you reach out by email, as long as it’s relevant! This can increase your reply rates It