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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

34:33

Three Ways To Increasing Velocity & Getting Cold...

The Sales Evangelist ·

2026/04/06

Getting deals unstuck can feel frustrating, especially when you reach the end of a quarter and nothing seems to be moving. Karen Kelly, one of the 100 most powerful women in sales 2025, breaks down how the way you show up in your sales process can be the difference between a deal that stalls and one that moves forward.Meet Karen KellyKaren Kelly is a sales trainer, coach, and speaker who has spent over 20 years helping sales professionals improve how they show up and sell. Having experienced the

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29:14

From Two Sales Per Year to Over 100 Qualified...

The Sales Evangelist ·

2026/04/03

Sometimes selling comes at the most unexpected moments in life. As an entrepreneur you’re selling your business to customers and you need to go from zero to hundreds fast. Eric Samson, CEO & founder of Group8A, is here to share how he went from hoping deals would come in to building a system that brings in sales opportunities every single month.Meet Eric SamsonWe’ve all experienced consultants who promise big results but fall short. For small businesses, that can be costly.Eric Samson knows this

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17:05

How My Coaching Client Got Referrals From A Rejection...

The Sales Evangelist ·

2026/03/30

It’s early in the morning, and you’re getting ready to look for prospects on LinkedIn. Every conversation is a precious gem, but how can you shine while reaching out? I have a LinkedIn strategy that helped my coaching client. I’m telling you it works because he got five referrals from using it.Breaking Through the Noise on LinkedInOne of the biggest challenges right now is standing out on LinkedIn. A strategy I’ve been using with a coaching client helped him build momentum when his pipeline was low

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29:07

The Rule of Seven For LinkedIn Sales Navigator | Josh...

The Sales Evangelist ·

2026/03/27

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21:35

Donald, What Is Your GTM Motion Right Now? | Donald...

The Sales Evangelist ·

2026/03/23

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31:48

How to Win Big Selling in a Niche Industry | Brian...

The Sales Evangelist ·

2026/03/20

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15:06

The Real Reason Your Close Rate Is So Low! | Donald...

The Sales Evangelist ·

2026/03/16

Many sellers ask the same question: how can I increase my close rate? Often the challenge is not the product or the prospect but hesitation at the moment when it is time to ask for the business. I’m sharing a few ideas that can help you confidently ask for the close and move deals forward faster.Stop Waiting Too LongOne common mistake is waiting too long to ask for the close. Sellers may say something like “let me know what you think” instead of clearly asking if it makes sense to move forward.A

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17:07

How To Get More Replies From Your Cold Outreach |...

The Sales Evangelist ·

2026/03/13

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17:07

The Fortune Is in the Follow-Up | Donald C. Kelly - 1983

The Sales Evangelist ·

2026/03/09

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23:43

What To Do When Champion Will Not Include Other Key...

The Sales Evangelist ·

2026/03/06

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23:17

How to Hit Your Number Without End-of-Quarter Panic |...

The Sales Evangelist ·

2026/03/02

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30:48

Your Quota Problem Is a Thinking Problem | Benoy...

The Sales Evangelist ·

2026/02/27

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29:21

How To Sell With Integrity In The World of AI | Mark...

The Sales Evangelist ·

2026/02/23

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24:14

How Can I Shorten My Sales Cycle And Close Deals...

The Sales Evangelist ·

2026/02/20

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17:52

I'm Running Out of Time & My Pipeline Is Weak |...

The Sales Evangelist ·

2026/02/16

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17:11

How to Get Quality Referrals To Skyrocket Your Sales...

The Sales Evangelist ·

2026/02/13

I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.Ask Your Happy CustomersThe most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network.Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople

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18:44

Are Sales Frameworks Ruining Real Conversations? |...

The Sales Evangelist ·

2026/02/09

Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence.Beyond the FrameworkI start by challenging the idea that just following a sales framework guarantees success.Every sales scenario has unpredictable human

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32:53

Your Sucks At Using AI, Here How To Fix It | Eve...

The Sales Evangelist ·

2026/02/06

There is a specific way to use AI technology to get the results you want. To show us how to do this, Dr. Eve Kedar, a community builder, enablement strategist, and educator, joins me for this episode. Drawing on her experience supporting over 18,000 AI enthusiasts, Eve shares strategies to help sales teams use AI without amplifying the overwhelm that can come with new technology.Meet Eve KedarEve Kedar is a sales enablement strategist, author, and advisor with over 15 years of experience helping

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18:03

Prospects Are Liars! | Donald C. Kelly - 1973

The Sales Evangelist ·

2026/02/02

Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal.Why Do Buyers Lie?Buyers don’t always lie intentionally. However, there’re three main reasons why they do:They feel uncomfortable saying “no.”They’re not interested but don’t want to hurt your feelings.They want to “think about it,” often as a way to avoid further discussion.Key Strategies for SellersIf you find them lying to

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32:57

Is AI Killing The SDR Role? | Kristie Jones, Dr. BJ...

The Sales Evangelist ·

2026/01/30

SDRs and BDRs are having to become more strategic and more technical to close deals. You would think that in a world of AI, their jobs would become easier or even be replaced. But buyers are more informed, and they know when a seller is not putting much effort into personalization. Joining me in this episode are two sales professors, BJ Allen and Kristie Jones, to discuss how we can better prepare sellers for these changing roles.The Evolution of Sales RolesThe role of SDRs and BDRs is changing as

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