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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

29:21

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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13:12

InMail: The Easiest LinkedIn Sales Navigator Strategy...

The Sales Evangelist ·

2026/01/26

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16:30

Three Type of Content Seller Must Post On LinkedIn |...

The Sales Evangelist ·

2026/01/23

What should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.Why You Should Be Posting on LinkedInIf you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create content, which means authentic posts are far more likely to get noticed.Instead of worrying about being

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23:22

10 Rookies Mistake You Must Avoid In 2026 | Donald C....

The Sales Evangelist ·

2026/01/19

We’re a month into 2026, so there’s no time for rookie mistakes. In this episode, I’m breaking down 10 common mistakes sellers make and how to avoid them. Catching these early can help you set yourself up for success for the rest of the year.1. Not Having Enough Deals in the PipelineOne of the biggest mistakes I see is not having enough opportunities in the pipeline. I recommend carrying three to five times your quota in active deals to protect yourself when prospects go quiet or deals fall

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26:29

LinkedIn: Once You've Connected With a Prospect,...

The Sales Evangelist ·

2026/01/16

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40:43

Here is how I closed a 6-figure deal with humor |...

The Sales Evangelist ·

2026/01/12

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19:53

8 Sales Predictions for 2026 | Donald C. Kelly - 1966

The Sales Evangelist ·

2026/01/09

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33:11

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

The Sales Evangelist ·

2026/01/05

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53:41

Sell Without Selling Out | Andy Paul - 1964

The Sales Evangelist ·

2026/01/02

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28:46

7 Steps to Making 7 Figures in Enterprise SaaS Sales...

The Sales Evangelist ·

2025/12/29

Is it still possible to reach seven figures in SaaS sales? You got into sales to build a comfortable life and enjoy a little extra. But after how last year turned out, that goal may feel far-fetched.To help you reset and refocus, I’m revisiting episode 1528 with Brandon Fluharty, sales coach and founder of Be Focused. Brandon breaks down his seven steps to start making seven figures in SaaS sales, starting with one critical shift in mindset.1. Get In The Right Environment·Find your Goldilocks

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33:13

How to Unlock Your Earning Potential This Year |...

The Sales Evangelist ·

2025/12/26

Most sales outreach blends into the noise not because sellers lack effort, but because they approach prospects the same way everyone else does. In this episode, Ashley Winston breaks down why traditional outreach tactics fall flat and how sales professionals can stand out by leading with relevance, clarity, and genuine curiosity. We explore how to create conversations that feel natural, human, and worth responding to.Why Prospects Ignore Most Sales Outreach (00:02:10 – 00:03:35)Ashley explains that

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36:53

How Properly Conduct a Discovery Call & Not Scare...

The Sales Evangelist ·

2025/12/22

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32:57

You’re Closing Too Late, Here’s How to Fix It! |...

The Sales Evangelist ·

2025/12/19

You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from closing deals at the right time.Meet Benjamin Dennehy·Meet Benjamin Dennehy, known as the UK’s most hated

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