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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

20:12

Here's How I'm Planning In 2023 & You Should Copy It...

The Sales Evangelist ·

2023/01/02

In today’s episode of The Sales Evangelist, our host Donald Kelly goes over some lessons he’s learned about planning throughout 2022, and how YOU can use those lessons to build a pipeline and convert sales to boost your profits. Sellers losing focus and not planning: Too often, sellers get lost in the MYRIAD of different tools, techniques, strategies, and ideas they utilize. All of these are important, yes, but they’re only tools. They shouldn’t be a seller’s main focus. The first lesson: Utilize

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10:34

Three Changes You Will See From Me In 2023 | Donald...

The Sales Evangelist ·

2022/12/30

In today’s episode of The Sales Evangelist, our host Donald Kelly goes into three changes he’ll make going into 2023. These three changes will help YOU to make more sales and perfect your craft as a seller. The first major change of 2023: The first upcoming change is a slight shift in branding. The podcast’s name, logo, and design will ALL remain the same. However, there will be a slight shift in branding as well as the podcast’s cover. The second major change of 2023: The second major change

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22:50

The Number One Thing 87% of Buyers Say They Want From...

The Sales Evangelist ·

2022/12/26

Going into 2023, with a changing business landscape, buyers are looking for something DIFFERENT. In today’s episode of The Sales Evangelist, Donald Kelly goes into what buyers are now looking for, and how you can meet their needs. What are buyers looking for in the upcoming year? According to the State of Sales, from Salesforce, 57% of buyers prefer engaging with companies and sellers through digital means. Along with preferring digital communication, buyers have also said that they prefer YOU to

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23:19

Selling Will Be Harder In 2023 But Here Is How You...

The Sales Evangelist ·

2022/12/23

In today’s episode of The Sales Evangelist, Donald Kelly discusses why 2023 will be a difficult year for sellers. He also discusses how, despite the upcoming challenge, how you as a seller can continue to succeed in your field. What exactly is going to be different about 2023? Ever since the pandemic, inflation rates and the general cost of living have STEADILY increased. This makes people far, FAR more hesitant to actually spend money. Why should someone buy your product or service when money is

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28:27

Sales Lessons from Sport: Planning Is Liberating, Not...

The Sales Evangelist ·

2022/12/19

In today’s episode of The Sales Evangelist, Donald Kelly meets with Paul Owen, the owner of Sales Talent, to discuss the importance of planning when it comes to sales, and why all salespeople should have some sort of a plan to maximize their performance. The importance of planning in the world of sales: Many salespeople will go into a deal without a plan in mind. Instead, they simply rely on their past experiences and instincts. This CAN work in some instances, but having a plan is always better

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25:13

The Top Three Issues Sellers Face When Closing |...

The Sales Evangelist ·

2022/12/16

In today’s episode of The Sales Evangelist, Donald talks to the owner of 1 Call Closers, Richard Mugica, about the top three issues sellers face when finalizing a sale, and how you can overcome them to help increase your sales to potential buyers. The top three challenges sellers face when finalizing a sale: The first challenge that sellers face is focusing on the SCIENCE of closing, instead of the ART of closing. The second biggest challenge that sellers face is being too nervous. The third

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25:42

How To Leverage Video Throughout The Sales Process |...

The Sales Evangelist ·

2022/12/14

Video can be a crucial part of the sales process. People love stories. Video is a great way to share your service or product story. Chad Laken joins Donald today on how to utilize videos throughout sales process. Video is powerful Video can be daunting and somewhat intimidating. Using video in emailing a prospect adds a deeper touch. It takes 8-12 touchpoints. Video expands your ability to build trust. Individualize your video for a stronger impact. Your video is a great way to introduce you and

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27:58

How to Think Like a Strategist When Selling to...

The Sales Evangelist ·

2022/12/12

Thinking like a strategist when selling to corporate deals will get you to the closing table. The order taking days are gone! Donald chats today with Douglas Cole who is a sales leader at LinkedIn, an advisor with start-up accelerators in North America, and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto. Author of The Sales MBA. Dominant Themes in the Sales Process Sales Strategist - the company's competitive position and

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25:42

The 3 Rules for Effectively Selling to Millennials |...

The Sales Evangelist ·

2022/12/09

More than 50% of the workforce are millennials. Millennials are now the predominant decision-makers in B2B purchasing decisions. Tom Burton, author of The Revenue Zone joins Donald to discuss the top three rules for effectively selling to millennials. Change is Inevitable Younger buyers have no tolerance for the traditional B2B model. They want to do their own research and control their buying journey. Preference is to avoid talking to salespeople. 80% more millennials are likely to buy if the

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33:58

Three Key Insights You Must Know When Selling To...

The Sales Evangelist ·

2022/12/08

Relationships are important Doing business in Europe has some similar characteristics to doing business in the United States. Data privacy is one of the critical aspects of doing business effectively. Need to understand the payment platforms and the rules. Sensitive to the borders and cultures. Getting down to business is totally acceptable – don’t be offended. What to be aware of in selling to Europeans You have to be GDPR compliant to avoid a deal going south. Germany is extremely strict on

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23:23

What You Need To Do To Hit Your Enterprise Sales...

The Sales Evangelist ·

2022/12/05

Problems facing salespeople today Salespeople are struggling to make sales quota more today than ever. Technology isn’t necessarily closing more deals. Training is more focused today on tactics. Sales strategy needs to be the focus. Sales system to fill the gap Being willing to call an audible when in your sales process - being willing to adapt. Great quarterbacks do this. Changing your pitch based on who you are selling to. Pro-baseball pitchers do this. Taking time to be prepared before the

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30:06

How to Do 6 and 7-Figure Deals Over the Phone | Scott...

The Sales Evangelist ·

2022/12/02

Using a multi-thread approach Using data and being methodical going to market. 1% better each day is working smart. Doing less than 6 and 7-figure deals tend to be more transactional rather than emotional. Make the buyer the champion internally. Clients crave being smarter. Strategy to get these big deals Getting the key people involved who can commit budget. This is usually 3-5 individuals—cross-functional Value: Solving a variety of business problems. Creating the momentum or “ground swell”

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23:27

Selling Through Tough Times | Paul Reilly - 1616

The Sales Evangelist ·

2022/11/28

On today’s episode of The Sales Evangelist, Donald speaks with professional speaker, author, and sales trainer, Paul Reilly. They discuss Paul's book “Selling Through Tough Times”, how to thrive through a downturn, and 6 steps to staying mentally strong. A “Tough Timer” mindset A tough-timer mindset is about finding the opportunity in a struggle, being steadfast, and staying humble. During tough times, progress is more important than performance. When you are facing tough times you need to

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12:16

What Sellers and Sales Leaders Are Grateful For |...

The Sales Evangelist ·

2022/11/25

Thanksgiving is a great time to show gratitude for the things you have and the people around you. In today’s episode our host, Donald Kelly, brings you what Sellers and Sales Leaders are Grateful for. Amidst all of the challenges going on in the world right now, there are still things to be thankful for. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to

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37:58

Why Clear Use Cases Enable Sales Teams to Sell...

The Sales Evangelist ·

2022/11/21

On today’s episode of The Sales Evangelist, our host, Donald Kelly is joined by Rob Ashton to discuss the power of writing and three things that you need to understand to convert more prospects when writing emails. Reading is not speaking We are born with structures for speaking, but writing takes years of dedicated practice in order to rewire the brain. Because reading is so complicated we don’t do it in real-time. Our eyes skip through the page and our brains fill in the rest. Reading is much

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28:44

Why Clear Use Cases Enable Sales Teams to Sell...

The Sales Evangelist ·

2022/11/18

On today’s episode of The Sales Evangelist, Donald talks with the head of sales at Transcend, Mike Orlick. They discuss the importance of use cases, how to effectively utilize them, and how to better provide value to your clients. What is a use case and how do you utilize it?? A use case comes down to the business outcome and what they mean for your client. Mike suggests getting quotes from previous clients who have had success with your product and then targeting similar individuals in your ICP

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31:57

The Jolt Effect - How Top Performers Overcome...

The Sales Evangelist ·

2022/11/14

On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with Matt Dixon about how top performers overcome customer indecision. At the beginning of the pandemic, sales went entirely virtual overnight. Matt, and his team, studied 2.5 million recorded sales calls to answer the questions: what possesses a customer to go through an entire sales process and then not follow through, and what do the best salespeople do to avoid that happening to them? The answer is the JOLT effect. What do

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28:58

Surviving Enterprise Sales In a Tight Economy | Russ...

The Sales Evangelist ·

2022/11/11

Right now, more so than ever, it is critical for salespeople to learn how to navigate in a tight economy. On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with the co-founder of DocSend, Russ Heddleston, about how to listen more, use the prospect's language, and how do ONE thing well for them. Why won’t order-takers survive in a tight economy? Over the last few years, more and more order-taking roles are being pushed to automation. The role of the salesperson is changing

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31:04

3 Ways to Train and Ramp Your Team in Half the Time |...

The Sales Evangelist ·

2022/11/07

If you are a BDR, SDR, or AE you are going to benefit from today’s podcast. In today’s show, Donald talks with Jenner Smith about three ways to train and ramp your team in half the time. What problems arise when training a sales team? Productivity. Jennifer says that it is all about spending as much time as possible doing the thing that drives the most impact. Scale yourself Scaling yourself is all about figuring out the core things you are good at and spending as much time on them. Take the

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28:58

Three Critical Pillars of Effective Selling | Greg...

The Sales Evangelist ·

2022/11/04

On today’s episode of The Sales Evangelist, Donald talks with Greg Nutter about three critical pillars of effective selling. Greg has been a consultant for 17 years and is the author of his book P3 Selling. Three areas that B2B salespeople need to understand Problem Understand the problem, influence the perception of those problems, and message back to those problems about how well their solution addresses it. Greg sees salespeople constantly talking about the product. Without the context of the

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1,957 results

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