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PODCAST

The Sales Evangelist

Donald C. Kelly

I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement

business entrepreneurship

All Episodes

23:36

How To Close Complex B2B Enterprise Deals With...

The Sales Evangelist ·

2023/09/25

In this episode, Donald speaks with Kevin, the Chief Technology Officer of the Americas at Ciena. They discuss the complexities and challenges of B2B enterprise selling. Kevin shares insights into the evolving landscape of enterprise deals, emphasizing the importance of understanding the "why" behind a product or service offering. The conversation highlights the need for effective communication and providing memorable examples to decision-making committees, ultimately leading to successful

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28:37

The B2B Sales One Call Close Strategy | Jack Funk - 1706

The Sales Evangelist ·

2023/09/22

In this episode, host Donald Kelly speaks with Jack Funk from a small startup called Salesforce in the Silicon Valley area. Jack shares his experiences and strategies for closing deals in one call. With over three years of experience at Salesforce and as a certified admin, Jack has honed his skills in simplifying the sales process and bridging the gap between client problems and solutions. Keeping it Simple ● Jack emphasizes the importance of keeping the sales process as simple as possible to

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12:23

Creating Healthy Tension | Donald Kelly - 1705

The Sales Evangelist ·

2023/09/18

You try to do everything you can to keep a prospect happy. By doing so, you believe it will prevent potential buyers from saying no to your services. However, avoiding tension within the sales process is a huge mistake. In this episode of The Sales Evangelist Podcast, host Donald Kelly will discuss why sales reps need to create tension. He will also share different ways to create healthy tension that’ll help you close deals. Why Do You Need Tension? One problem Donald is seeing is that buyers are

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19:43

The State of Sales Outreach | Tom Slocum - 1704

The Sales Evangelist ·

2023/09/15

Are you sending hundreds of emails, and no one is responding? You must listen to this week’s episode of The Sales Evangelist Podcast to help you discover new outreach methods. Your host, Donald Kelly, speaks with Tom Slocum on the state of sales outreach. Listen to their advice on emailing, so potential customers will be more willing to work with you. Trends in Email Outreach During a conference, Tom discovered that many sales reps don’t follow up on emails. If you notice potential customers

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11:46

The #1 Way To Start Conversation on LinkedIn | Donald...

The Sales Evangelist ·

2023/09/11

The most powerful online tool for sales professionals is LinkedIn. You know the platform is a goldmine for finding prospects and connecting with others in the industry. Currently, you have 400 connections on LinkedIn. But, have you even said anything to them besides Happy Birthday? Most people don’t know how to use LinkedIn properly. You may not even know how to start a conversation to make someone say more than “thank you.” In this week’s episode of the Sales Evangelist Podcast, host Donald Kelly

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23:39

How to Use a Downturn to Double Sales | Jeffrey...

The Sales Evangelist ·

2023/09/08

Another economic crisis is happening, so what does this mean for the sales industry? In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with Jeffrey Hayzlett about what to do during these challenging times. Discover how to increase your sales when the economy faces a crisis in this episode. Jefferey Hayzlett Background Jefferey has years of experience working as a primetime TV and radio host. He is now the owner and chairman of the C-suite network. The network includes

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24:34

Death of the Average Sales Reps: The Future Sales Rep...

The Sales Evangelist ·

2023/09/04

What can you expect regarding AI technology and the sales industry? Is it going to replace sales representatives? How can you coach your sales reps with the use of AI? In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with John Barrow on the future of AI and the sales industry. Discover how leaders can leverage AI tools within the sales profession. John Barrows Background John Barrow owns the JB sales company, offering sales training to tech companies. He started his

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26:04

Just Make The Call! | Larry Long, Jr. - 1700

The Sales Evangelist ·

2023/09/01

Are you scared to make that cold call? Your heart is pounding fast, and your hands shake as you pick up the phone to call a random stranger. Are they going to take the time to listen to you? Will you be able to make a sale? Or are they going to say something rude and hang up the phone? If you’re nervous about making the phone call, you must listen to this week’s episode of the Sales Evangelist Podcast. Host Donald Kelly speaks with Larry Long Jr. on how sales representatives can overcome their fears

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18:50

4 Benefits of Having a Sales Trainer | Donald Kelly -...

The Sales Evangelist ·

2023/08/28

Why having a sales trainer is a good idea? In this episode of the Sales Evangelist podcast, host Donald Kelly will provide four benefits to having one. If you’re ready to save time and elevate your game, listen to why you need a sales trainer to help you achieve greatness! Why Listen to Donald on Sales Training? He has years of experience as a sales representative, sales leader, and individual contributor. Based on his three levels of experience within the sales industry, he will share the

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53:10

[LIVE COACHING] What Should I Know Before Hiring My...

The Sales Evangelist ·

2023/08/25

For the last few years, you have relied heavily on SEO strategies to attract customers to your business. Of course, there's nothing wrong with this. But as your business grows, you may want to hire a seller to attract more leads and improve sales. But how do you know you have found the right person to improve your sales strategies? In this unique episode of the Sales Evangelist Podcast, host Donald Kelly does a live coaching session with Cat Hutchings to help her find the perfect seller for her

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11:10

5 Things Every Seller Must Master to Be Great! |...

The Sales Evangelist ·

2023/08/21

What makes some individuals outshine others in the sales profession? In this episode, our host, Donald Kelly, shares valuable insights on how sales professionals can thrive by mastering communication skills and taking imperfect action. As a seasoned sales expert, Kelly has built a successful empire, starting from a $39 microphone, and now running the Sales Evangelist and TSE Studios. Join us as we delve into the key skills to help you succeed in the competitive sales world! The Journey of

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22:40

3 Tactical Ways ChatGPT Can Help You Set More...

The Sales Evangelist ·

2023/08/18

Everyone fears AI tools will steal jobs, especially in sales. However, this is far from the truth! These advanced chatbots are here to make our work easier and get things done more efficiently. You just have to learn to use the AI tools and ChatGPT to your advantage. The host, Donald Kelly, and special guest, David Kreiger, founder of SalesRoads, explain how in this episode. They emphasize the importance of using AI to enhance the understanding of customers and prospects rather than merely

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25:56

How to Create Value and Urgency by Asking Better...

The Sales Evangelist ·

2023/08/14

Many sellers struggle with pushing clients to close a deal because they don't want to appear too strong. In this episode of the Sales Evangelist podcast, host Donald Kelly speaks with L'areal Lipkins, a B2B sales team consultant. L'areal shares insightful questions to drive urgency and motivate prospects to act more quickly. Who Is L’areal Lipkins? L'areal owns Lipkins Consulting Group and works with B2B sales teams to sell value. She helps teams optimize their sales processes by applying guided

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22:53

How Time Kills Deals and Ways to Move the Sales Along...

The Sales Evangelist ·

2023/08/11

In today’s episode, our host, Donald Kelly, speaks with guest Tim Rohrer. Rohrer has years of experience in radio advertisement and is the author of “Sales Lessons From the World’s Greatest Mentor.” Discover how he learned the hard way that time kills sales. Time can kill sales: How is this possible? Tim shares his first loss while working as a radio advertisement before the days of social media. During that time, it was essential for a salesperson to have personal conversations with

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25:02

How To Get Over Any Sales Objection! | Marcus Chan -...

The Sales Evangelist ·

2023/08/07

You find the perfect client and start proposing a deal with them. When you are about to close the sale, the potential client says, “I have to think about it.” What are you going to do now? In this episode, host Donald Kelly talks with Marcus Chan, the founder of Henley Consulting Group. Chan shares the Heart Framework to help sales reps overcome objections. HEART Framework H - Heard. Use this framework for any objection thrown your way. For example, if the objection is, let me think about it,

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27:21

How to Identify Key Stakeholders and Properly Engage...

The Sales Evangelist ·

2023/08/04

Quality beats quantity when it comes to lead generation, prospecting, and moving customers through your sales funnel. Knowing who to talk to and how to reach them can save you from getting caught up in drawn-out back and forths with the wrong people. In today’s episode, our host Donald Kelly meets with Dave Fink, the CEO and Co-founder of Postie. They talk about boosting efficiency and effectiveness in the sales process through focusing on ideal buyers. A Clear ICP Leads to Efficiency Casting a

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22:39

This is How BDRs & AEs Should Collaborate In 2023 |...

The Sales Evangelist ·

2023/07/31

It’s challenging to be in sales right now, and keeping up isn’t enough – it’s time to get ahead of the curve. Bringing AEs and BDRs together to learn from each other will make your organization stronger and more cohesive. In today’s episode, our host Donald Kelly meets with Katie Swick, the Global Sales Enablement Lead at Stripe, to hear how her team’s collaborative approach to learning has revolutionized the way they sell. A Symbiotic Relationship When AEs help educate BDRs, the BDRs in

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26:08

How to Engage Economic Buyers and Get Them to Talk |...

The Sales Evangelist ·

2023/07/28

Midway through the sales process, you might find your deals stagnating because you’re just not talking to the right people. In today’s episode, our host Donald Kelly talks with Jakub Hon about connecting with the stakeholder who can make that final call. We’re sure you’re going to get a lot out of this interview. For more from Jakub, check out his webinar on August 2nd at 8 AM Eastern! Recognize the Buyer The buyer is someone who can say yes, even when the team says no, or vice versa. They have

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14:01

Stop Saying "Just Bumping This Up" | Donald Kelly - 1689

The Sales Evangelist ·

2023/07/24

It’s time to level up and set yourself apart in an executive’s inbox, but you know it’ll never happen as long as you keep parroting the same lines your prospect gets from every other seller. In today’s episode, our host Donald Kelly gets into why we should NEVER use the phrase “just bumping this up” in a follow-up e-mail. Listen in to hear the things you should say instead! The Problem With Saying “Just Bumping This Up” When you say, “Just bumping this up,” you’re prioritizing yourself in their

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22:32

The Power of Optionality to Close More Deals | Joe...

The Sales Evangelist ·

2023/07/21

One size does NOT fit all! Having the power to customize a product or service to fit our needs makes us feel confident in how we’re spending our money. The same is true for our prospects. In today’s episode, our host Donald Kelly meets with Joe Ardeeser, the Founder/CEO of Smart Pricing Table, to talk about using optionality to build trust and give agency to customers. Ways to Offer Optionality Provide different service lines. If you have a customer who uses one of your services, tell them what

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