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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

29:38

I'm Using Games to Close My Biggest Deals! | Rebecca...

The Sales Evangelist ·

2025/04/14

You're having wonderful discovery calls, but stakeholders are taking forever to get back to you.This tends to make deals move like molasses in winter. What if I tell you that you're going to have to get a bit creative to accelerate deals through the pipeline?Rebecca Kravitz, sales professional and co-founder of Meople, is here to share how games can grab prospects' attention and help increase deal velocity. Check it out and move deals faster with this unique method.Meet Rebecca KravitzThe concept of

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30:33

If Sales & Marketing Did This Your Number Would...

The Sales Evangelist ·

2025/04/11

Sales and marketing teams? Sometimes, they clash like siblings, which tends to hold companies back from hitting their goals.Getting every single seller in the company to have that CEO-level drive? That's a whole other challenge.Is there a way to tackle both of these sales challenges with one simple move? My guest, Garrett Mehrguth, sales and marketing expert and founder of Directive, says yes.He's here to break down how getting sales and marketing on the same page can actually empower individual

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14:13

I Tried Permission-Based Openers… Here’s What...

The Sales Evangelist ·

2025/04/07

The first ten seconds of a cold call will have your heart racing faster than a cheetah on a hunt.What do you say to keep the prospect from hanging up? How about trying a cold call opener?You might have tried them, but they didn’t work out. You probably weren’t using permission-based openers, and I’m going to tell you how to do them the right way in this episode.Cold Call Openers Give Prospects a Way OutCold call openers do work, and I recently tried them out. Actually, I tried them out a few times,

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35:41

Gatekeepers Spilled the Tea: How to Actually Reach...

The Sales Evangelist ·

2025/04/04

It's frustrating when you're trying to reach a key decision-maker, only to be stopped by their administrative assistant.It can feel like gatekeepers intentionally block your path to closing a deal.But what if their resistance isn't just about blocking, but about recognizing when your approach simply isn't up to par? In this episode, I speak with Natasha Bowles, a seasoned gatekeeper with over 25 years of experience, to uncover what truly gets her to engage with sellers. Tune in to get the inside

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24:30

I Was Telling Stories Horribly Wrog Until I Changed...

The Sales Evangelist ·

2025/03/31

Salesforce recently surveyed 7,000 B2B professionals, and the results are clear: buyers prioritize value. A significant 76% aim to maximize the return on every purchase, and 78% are being more careful with spending than before.In this environment, how can sellers stand out and win deals? One powerful way is by becoming a better storyteller. This episode dives into why storytelling is so important in today's sales landscape and offers practical advice on how to use it to close your next deal.The

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15:55

Three Simple Ways To Get Appointments On LinkedIn |...

The Sales Evangelist ·

2025/03/28

In the last episode, I shared some hidden gems on what prospects really want when they go on LinkedIn. I also provided some examples of how to engage with customers on the platform. But what I didn’t show you was how to turn these prospects into appointments. You’re going to find out in this part two series of my little LinkedIn rant.Connect, Share, and Engage to Generate Leads on LinkedInIf you remember from the last episode, I discussed how connecting and engaging with a prospect is better than

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24:58

Pitching On LinkedIn Don't Work, Do This Instead! |...

The Sales Evangelist ·

2025/03/24

LinkedIn is a goldmine for opportunities, but the challenge many sales reps are finding is that no one is responding to their messages after connecting. In this episode and the next one coming up, I’m sharing LinkedIn tips that provide the right touch to get prospects to start engaging with you. My research will help you network better and close deals, without resorting to those silly automated messages.Why Sending Pitch Messages Is A Mistake?Recently I did a LinkedIn poll that said, “When you

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22:21

What Should I Do When I Get Rejected? | Jacob Hicks -...

The Sales Evangelist ·

2025/03/21

There’s no way around it; you’re going to hear "no" repeatedly in this industry. However, how you handle those "no's" is what turns you into a better seller. My guest, Jacob Hicks, is going to show you how he turned 70% of his "no's" into future "yes's."Meet Jacob HicksHe is a successful sales coach passionate about empowering leaders, professionals, and entrepreneurs to achieve clarity and fulfillment in both their business and personal lives. Since 2014, he has been a sales leader who has exceeded

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26:06

Your ICP Suck... Do This Instead! | Ronnell Richards...

The Sales Evangelist ·

2025/03/17

A big problem a lot of sellers have is they don't know who their Ideal Customer Profile (ICP) is. But, with the right framework, you'll be able to go after the right buyers every time. My guest, Ronnell Richards, founder of Sayless Academy, will share how to find your ICP and how to reach them the right way.Meet Ronnell RichardsRonnell Richards is a best-selling author, entrepreneur, and sales consultant with over 20 years of experience. He's put his sales and marketing expertise into

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22:31

Three Simple AI Process Every Seller Should Be...

The Sales Evangelist ·

2025/03/14

Everywhere you turn, there’s a new AI tool being developed, and you may be hesitant to try them out. AI technology is here to advance how we do things, especially within the sales industry. However, people tend to use them the wrong way. Luckily, my guest, Stan Robinson, is here to share three AI techniques you can integrate into your workflow.Meet Stan RobinsonStan is the CEO of Social Sales Link, which teaches revenue-driven professionals to create more trust-based sales conversations

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30:18

The 3 C's Of Effective Selling Framework | Luke...

The Sales Evangelist ·

2025/03/07

One of the biggest mistakes new salespeople make is winging it, even after receiving training. This is going to have you leaving lots of money on the table, and the only way to turn this around is by developing a framework that actually works.My guest, Luke Lunkenheimer, is going to share the 3 C’s Selling framework that’ll change your mindset to improve your sales game. Give it a listen; it may even help you in other areas of your life!Meet Luke LunkenheimerLuke grew up as a regular guy from a

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37:35

4 Simple Ways To Become The Most Known & Trusted In...

The Sales Evangelist ·

2025/03/03

I had to do it again and bring back Marcus Sheridan for another episode. Today, we’re going over details of his new book, “Endless Customer,” and he's going to share four ways to make your brand the most trusted in the industry. Background on The Newest Book After the rise of AI tools, Marcus noticed a major change in the sales industry. It’s getting harder and harder to produce content that will generate leads. Also, those who are not using AI technology in some form within their work are

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26:10

The Go Giver! | Bob Burg - 1876

The Sales Evangelist ·

2025/02/28

I’m giving you another rerun again. Yes, I know, but you’re going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects. Meet Bob Burg Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve. After spending some time in the sales industry, he

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14:37

My Company Hates Me! | Donald Kelly - 1875

The Sales Evangelist ·

2025/02/24

You started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found. It kind of makes you feel like everyone hates you. I have experienced the same situation, and I’m here to share some tips to help you out when you start a new sales position and it seems like no one can help you get started. Find People Close to Your Proximity If you’re struggling with

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25:42

The Psychology of Persuasion | Christian Jack - 1874

The Sales Evangelist ·

2025/02/21

Sometimes it's better to break the script and listen to what your client is saying when trying to close a deal. In today’s episode, I chatted with Christian Jack, founder of the Sales Dojo and a master of influence, about why it’s important for sellers to understand the psychology of persuasion. He breaks down how the human mind works when sellers become too pushy and how agents can overcome this challenge. Meet Christian Jack Christian Jack is a highly respected sales coach and growth

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36:21

Your Selling To The Wrong Problem | Denise Murtha...

The Sales Evangelist ·

2025/02/17

Staying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal. Meet Denise Murtha Bachmann Denise Murtha Bachmann is a sales strategist, coach, and fractional sales

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34:45

The Three Value Conversations | Tim Riesterer - 1872

The Sales Evangelist ·

2025/02/14

We are going old school today. I’m sharing a past episode of my conversation with Tim Riesterer, co-author of The Three Value Conversations, where he shares details of his book. Check it out to learn the conversations you need to be having to master your sales craft. Meet Tim Riesterer Tim is the Chief Strategy and Marketing Officer of Corporate Visions. He has more than 20 years of experience in marketing and sales and is a co-founder of Customer Message Management. Tim also worked with

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08:13

4 Things You Must Know About Every Prospect You’re...

The Sales Evangelist ·

2025/02/10

Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn! Individual’s Title Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with

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29:29

Ask Like an Auctioneer? | Dia Bondi - 1870

The Sales Evangelist ·

2025/02/07

No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don’t forget to download the hidden gems she shares at the bottom of these show notes. Meet Dia

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27:25

How To Use Sales Navigator To Target C-Suite...

The Sales Evangelist ·

2025/02/03

LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you’re not using it right, you won’t be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using LinkedIn. Where Did Their Passion for LinkedIn Come From? After struggling to find new clients, John

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