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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

31:04

Three Things to Make Your Next Discovery Call a...

The Sales Evangelist ·

2023/07/17

Prepare yourself: next time you pick up the phone for a discovery call, you’ll know exactly how to engage your prospect and let THEM convert themselves. In this episode, our host Donald Kelly has a great conversation with David Newman, author of the business bestseller “Do It! Marketing”. They go deep on what makes a successful discovery call, and here’s a hint: it’s not a bunch of small talk. Go Deep Fast Don’t spend your discovery call having surface-level conversations. Most sellers don’t

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25:42

A Comprehensive Guide to LinkedIn Content Strategy...

The Sales Evangelist ·

2023/07/14

If you’re not using LinkedIn to build up the front of your sales pipeline, let this be your sign to take the leap. In this episode, our host Donald Kelly has an info-packed conversation with Megan Killion, the powerhouse behind MKC Agency. You probably already know content creation isn’t just about sharing articles and posting pics. Listen in to hear proven strategies for connecting with the right audience and starting quality conversations. Content Strategy You can’t just “post and ghost”

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25:33

7 Financial Metrics Sellers Must Know to Build...

The Sales Evangelist ·

2023/07/10

Don’t be intimidated by the business acumen that gets used every day in C-suite meetings! If you want to hold your own in these conversations and earn a seat at the table time and time again, you’ll need to get educated. We’ve got you. In today’s episode, our host Donald Kelly talks with David Graswick, VP of Sales for Databook. Listen in to learn the metrics you need to understand before meeting with management. The Language of the C-suite Execs are interested in the big picture. Sellers are not

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30:32

How to Think, Act and Perform Like the Top 1% Earners...

The Sales Evangelist ·

2023/07/07

The differences between you and elite sales earners are probably more subtle and nuanced than you think. In this episode, our host Donald Kelly sits down with sales revenue and profit growth expert Doug C. Brown to talk about the traits of “elite producers.” Listen in to discover the mental patterns that might be holding you back. What is an Elite Producer? They are both “top producers” (producing articles of value at the top of their industry) and “overachievers” (consistently exceeding

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24:04

Three Phone Strategies I've Mastered to Consistently...

The Sales Evangelist ·

2023/07/03

Connecting with prospects over the phone can be daunting. Your success as a rep comes down to what you say, and more importantly, how you say it. In this episode, Donald Kelly meets with sales expert Jeremy Chen to discuss the dreaded cold call. Chen’s sales team primarily uses cold calling to generate business, but that’s not why he’s so passionate about it. He’s passionate because, in his words, “a cold call saved his life.” Always Act Like You Belong When job hunting, Chen accidentally called

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25:22

Upskilling New Team Members for Better Results | Will...

The Sales Evangelist ·

2023/06/30

Being a “salesperson” isn’t enough. It’s time to become an industry expert with powerful insights to share with your customers. In this episode, your host Donald Kelly meets with Will Diaz, Vice President of Business Development at Arrive Logistics. Diaz speaks on the 20-week training program BDRs go through when they join the team and how that investment yields results on the sales floor. Arrive’s 20-Week Training Process 4 weeks are spent in the classroom learning about the freight industry and

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17:00

"I Am Not Interested!" | Donald Kelly - 1681

The Sales Evangelist ·

2023/06/26

Whether you’re a new BDR cutting your teeth in the industry or an experienced seller, you know how it feels to hear these 3 words: “I’m not interested.” How you respond is what defines you as a salesperson and determines your success. In today’s episode, Donald Kelly brings you data from his recent LinkedIn poll and offers a way to shift your mindset so that you can turn rejection into opportunity. Poll: Most Successful Prospecting Channel 43% of sales professionals that responded to Donald’s

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25:10

Mastering the Discovery Call | Jessica Schultz - 1680

The Sales Evangelist ·

2023/06/23

The discovery call is at the heart of the sales process. If you want to make the most of it, you have to come in with a plan. In this episode, your host Donald Kelly talks with Jessica Schultz, the CEO and Founder of strategic consulting and execution firm Amplify Group. They take you from determining which prospects are worth your 30 minutes, all the way through using your disco to write a great proposal. Fail Fast - Don’t Waste Time on a Bad Fit New reps often sink a lot of time into every

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27:10

How Digital Sales Room Help Sellers Close More Deals...

The Sales Evangelist ·

2023/06/19

There’s no point in building pipeline if your buyers get dragged down by an overcomplicated sales process. Offering information on a streamlined, shareable platform just might be your business’s Holy Grail! In this episode, your host Donald Kelly meets with Gal Aga to discuss the challenges of supporting buyers at all stages of the sales process so that your deals actually CLOSE. Current Challenges B2B Sellers Are Facing Selling SaaS is complex. You’re often working with lots of stakeholders who

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38:49

How to Write Personalized Emails in Less Than 3 Mins...

The Sales Evangelist ·

2023/06/16

You know you need to personalize your outreach, but you keep getting bogged down in trying to write the perfect e-mail or phone script. If you’re trying to write quick, to-the-point e-mails that actually get opened, you’re in luck. In this episode, your host Donald Kelly opens up a great collaborative conversation with Michelle Craig and Tom Slocum. Between the three of them, they bring a variety of opinions and offer specific tools to add to your arsenal for 2023. Your Subject Line Short

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29:45

What We Did at Challenger to Fix Our Outbound Deal...

The Sales Evangelist ·

2023/06/12

It’s never been more important to make the most of your outbound leads. Hopefully you already have a clear ICP and you personalize your outreach, but how do you turn your hard work into measurable results? In this episode, your host Donald Kelly and guest Ari Brinson get into a great conversation about how Brinson’s team was able to boost meeting numbers through effective personalization. Boosting Conversion Rates for Outbound Leads Work on creating accurate customer personas to make sure

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27:08

How We 3X Our Sales Pipeline | Radhika Shukla - 1676

The Sales Evangelist ·

2023/06/09

It’s time to start seeking the wisdom of our industry leaders to build pipeline. In this episode, your host Donald Kelly talks with Radhika Shukla about her years of experience bringing teams to success in sales. Her approach is equal parts methodical, data-driven, and human-centric. Listen in as she shares the proven methods she uses with her team to find new leads and convert them into happy repeat customers. Start the Planning Process Early Identify “big bets” that you need to win. These

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31:23

How to Increase Growth Focusing on Employee...

The Sales Evangelist ·

2023/06/05

Salespeople and leaders alike have access to great tech to simplify and streamline their processes. Tech, however, isn’t everything – if a seller isn’t spending much time selling, they’re still not going to hit quotas. In this episode, your host Donald Kelly talks with Tiffani Bova about shaping the employee experience to drive success. The Connection Between Employees and Growth Employees drive revenue. Even though powerful tech is out there to help you sell, a salesperson only spends 28% of

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26:41

How to Craft Compelling Outreach Messages on LinkedIn...

The Sales Evangelist ·

2023/06/02

Whether you’re tired of receiving the same “pitches” all over LinkedIn or you’re a self-professed introvert like our guest Ben Lai, you know there’s a way to use LinkedIn to sell without selling out. Today on the Sales Evangelist podcast, Ben and host Donald Kelly tackle bringing humanity back to social media. Connection Requests: Being Other-Centric Your messaging should communicate that you care more about the person than the sale. Be courteous and authentic. Don’t use the same lines as

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26:29

Quick Social Selling Hacks You Can Mimic to Start...

The Sales Evangelist ·

2023/05/29

Social selling can be successful IF you know where to start. Many sellers waste time chasing celebrity status thinking that’s the only way to generate leads, not knowing there are options that can consistently get them to their sales targets. In today’s episode of the Sales Evangelist podcast, Donald Kelly talks with Tony Restell, the founder of Social-Hire, one of the leading social media marketing agencies in the UK. They discuss how to reach out to your target audience and convert that audience

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27:30

Why Automation is Key in Giving Revenue Teams a...

The Sales Evangelist ·

2023/05/26

When faced with new challenges, your ability to adapt will determine whether you succeed. In the past 12-18 months, the market has undergone a massive shift. In today’s episode, you’re going to get the facts you need to respond. Your host Donald Kelly sits down with Kate Ahlering (CRO at Calendly) to talk about how automation can save you time and energy so you can apply your focus to the moments that matter. Challenges In the Current Market The game has changed from placing importance on “growth

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32:24

How I Used Soft Closes to Catapult Sales & Hit...

The Sales Evangelist ·

2023/05/22

By now, someone has already told you that sales is about building relationships. If you’ve ever been lured into the trap of trying to be your prospect’s best friend only to find out they weren’t interested, you’re not alone. As you’ll hear in this episode, JC Pollard isn’t afraid to ask tough questions, and that’s how he became a top seller at Gong, hitting 190% of his quota in his first year. Listen in as he and Donald Kelly discuss “soft closing” to get the facts about where your deals are at

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36:38

How to Remove Friction, Be the Fastest, and Win More...

The Sales Evangelist ·

2023/05/19

Why do all presentations look and feel the same? Why does it feel like you have to leave your true self at the door and switch into ‘pitch mode’? Why isn’t there more storytelling? These are the big questions our guest Ravi Rajani sought to answer, and he packed this episode with so much of what he has learned. In this episode, your host Donald Kelly and Ravi Rajani get pumped about the art of telling exciting stories in a sales environment – and the energy is contagious! Understanding “STORY” in

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23:49

How to Remove Friction, Be the Fastest, and Win More...

The Sales Evangelist ·

2023/05/15

Take a moment to walk in your prospect’s shoes. Imagine you’re interested in a product and you reached out for more information, only to wait weeks to hear back. Chances are you went looking elsewhere for a more responsive seller – and if you want to BECOME that second seller, listen in. In this episode, your host Donald Kelly and Aleks Gollu, founder and CEO at 11Sight, discuss the undeniable effectiveness of video calls and rapid response time. What Causes Friction? AI chat bots, long

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28:15

3 Biggest Mistakes Sellers Make Deploying Their Dream...

The Sales Evangelist ·

2023/05/12

New reps and veteran sellers alike are looking for the missing piece in their sales game – look no further. In this electrifying interview, your host Donald Kelly speaks with Amanda Holmes, CEO of Chet Holmes International, about how her finger-on-the-pulse approach connects with the foundational elements of her father’s work (The Ultimate Sales Machine) to bring us into the future of selling. What is a Dream 100? There is always a smaller number of better buyers than there are buyers. Selling

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1,957 results

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