The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

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Sinopsis

The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald

Episodios

  • Ask Everyone For A Referral | Donald Kelly - 1776

    27/03/2024 Duración: 06min

    You have a client on the phone, and they decide not to close the deal.  Do you? Tell them to have a good day and hang up, or ask if they know anyone else needing your services. In this episode of "The Sales Evangelist Podcast," host Donald C. Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation. Tune in to elevate your sales prowess and harness the power of referrals! Utilizing Untapped Potential Donald discusses the importance of recognizing the untapped potential in every interaction.  He encourages sales professionals to assume that everyone they speak with knows someone who could benefit from their services. The Art of the Ask From his own experiences, Donald shares a simple yet powerful approach to requesting referrals.  He outlines the process of respectfully inquiring if the contact knows anyone who could b

  • My Best Advice For Finding & Keeping Top Talent | Lori Richardson - 1775

    25/03/2024 Duración: 23min

    Are you tired of the high turnover rate in your sales team? How do you identify and retain top sales talent?  In a world where finding the right sales professionals can be challenging, Lori Richardson, a seasoned sales strategist with over 20 years of experience, joins Donald on "The Sales Evangelist Podcast" to share her invaluable insights on bringing in the right talent and keeping them motivated for long-term success.  In this episode, Lori offers practical advice for both sales professionals and leaders, shedding light on the qualities to look for in salespeople, the role of effective leadership, and how to identify the right company culture. If you're ready to revolutionize your sales team and boost your own sales career, you won't want to miss this episode! Qualities of Successful Salespeople Lori emphasizes the importance of key qualities in successful salespeople. She highlights the significance of coachability, strong will, and the ability to accept rejection without being deterred.  Lori a

  • The Perfect Questions To Ask In Your Next DISCO | Chet Lovegren - 1774

    22/03/2024 Duración: 26min

    Are you tired of lengthy, drawn-out discovery calls that seem to go on forever without getting to the heart of the matter? Imagine condensing those time-consuming conversations into just 15 minutes while delivering maximum impact.  In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Chet Lovegren to reveal the secrets behind shortening discovery calls while achieving outstanding results. Chet, a master at sales consulting, shares practical role-playing examples and outlines four key questions that can transform your discovery process. You'll witness practical demonstrations on identifying challenges, understanding their context, gauging expertise, and establishing implications—resulting in streamlined yet effective discovery interactions.  Tune in to revolutionize your discovery calls and enjoy results that speak for themselves! The Essential Four Questions for a Successful Discovery Chet highlights the importance of the four key questions that form the foundation of a suc

  • Stop Lazy Prospecting | Donald Kelly - 1773

    20/03/2024 Duración: 06min

    Are you ready to revolutionize your approach to finding prospects? Do you sit back and hope they'll come to you, or are you casting wide nets on LinkedIn, crossing your fingers for a response? Let's face it. These tactics scream "lazy prospecting." But fear not! In this thrilling episode of The Sales Evangelist, the charismatic Donald Kelly is here to transform your strategy. Dive into this power-packed five-minute episode and unravel the secrets behind proactive prospecting. Say goodbye to the old ways and hello to a new era of engagement. Don't miss out! What Is Lazy Prospecting? What exactly is lazy prospecting? In the episode, Donald explains it’s making a phone call without researching the prospect. When prospecting, you should do your prep work. This involves seeing who else works in the organization and looking at the individual’s LinkedIn profile. However, most sellers take this time to scroll through their phones, hoping for the best. Donald explains how most sales representatives become lazy p

  • The Data Says To Go Small & Niche Right Now | Derek Rahn - 1772

    18/03/2024 Duración: 28min

    It's all in the data, right? But what's good is the data if you don't know how to utilize the information? In this episode of "The Sales Evangelist Podcast," Host Donald Kelly chats with Derek Rahn about current sales data trends and the need for sellers to niche down within their industry. Tune in and discover how to help you build your pipeline and close twice as many deals as you are now. Derek Rahn’s Background Derek has over 15 years of experience in sales and marketing, specifically within the B2B space. He is the VP of demand generation of Lead Genius, which crafts tools to help companies find their ideal customers. His position allows him to see the current trends and changes within the sales industry. Challenges in the SaaS Landscape One challenge Derek sees within the SaaS industry is that too many team members interact with one customer. This harms the client's relationships with the company and can easily cause misunderstandings. He suggests limiting the number of employees speaking

  • The Biggest Mistakes Sellers Make When Negotiating | Patrick Tinney - 1771

    15/03/2024 Duración: 27min

    Wanna know the secrets to mastering the art of sales negotiation? Once you learn them, you'll never go hungry again! But first, you must tune in to hear this episode of "The Sales Evangelist Podcast." Host Donald Kelly chats with Patrick Tinney, author and founder of Centroid Training & Marketing. They delve deep into the world of sales negotiation and strategic planning. Patrick also explains why these sales techniques are a lost art in the industry and the biggest mistakes most sellers make. Listen and discover how to become a better sales negotiator in this episode. Also, don't forget to grab your copy of Patric Tinney's books down below. He shares a world of sales knowledge within this episode and his books! Patrick Tinney’s Background Patrick is the author of four books. The one he shares and discusses within the episode is “Unlocking Yes: The Revised Edition.” He was among the first to write a sales negotiation book after Brian Tracy. Only a select few are brave enough to share their know

  • The REAL Truth Behind Why You're Not Prospecting Enough | Dr. Jean Oursler - 1769

    11/03/2024 Duración: 27min

    Having the right mindset is crucial to being a successful salesperson. So why do we often get locked up in a mindset of fear, and how can we change that? In this episode, your host Donald Kelly and Dr. Jean Oursler (Ph.D. in Business Psychology from the Chicago School) are here to teach us about our “Caveman Brain” so that we can harness the way we are wired and make it work to our advantage.  What is Your Caveman Brain? The amygdala is a part of the brain that controls our fear responses to our environment. Dr. Oursler calls this the “caveman brain” Our “caveman brain” exists to protect us from getting hurt or dying, so we can’t get rid of it or turn it off! We don’t have to run away from predators or protect our young from danger anymore, so nowadays, we fear things like rejection, losing our reputation, or being a pushy salesperson. How Do We Work WITH the Caveman Brain? The amygdala only knows what it sees and hears. Pay attention to the media and information you consume! Identify your p

  • 3 Biggest Mistakes Sellers Make Deploying Their Dream 100 List | Amanda Holmes - 1768

    08/03/2024 Duración: 28min

    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 to your better buyers is smarter and cheaper than selling to anyone else. When he was a seller, Chet Holmes spent his energy focusing on his ideal clients rather than selling to 20,000 prospects. “In your face, in your space, in your place.” Chet Holmes used a lot of marketing tactics WITHOUT spamming. Aim to be interested instead of interesting! Identify YOUR Dream 100 Start by going through your contacts and identifying the people who could be in your Dream 100 – without social media. Don’t get overw

  • We Already Have A Vendor | Donald Kelly - 1767

    06/03/2024 Duración: 06min

    Nothing is more frustrating than hearing a potential customer tell you they already have a vendor and don't need your services. Having spent so much time researching them, you feel it was all for nothing. Now you're wondering if you should try to convince them your services are better than their current vendor. But what tactic can you use to help win them over? In this episode of the Sales Evangelist podcast, host Donald Kelly shares his best strategy for handling the common sales objection, "We already have a vendor; we're not interested."  He'll show you how to uncover the prospect's true interest, provide value, and keep the conversation toward a potential deal. Listen to this five-minute episode to unlock the secret approach to turning these objections into opportunities. Understanding Objections Donald emphasizes that objections don't always indicate disinterest but rather a lack of information.  It's crucial to understand the prospect's specific needs and ensure that your solution is relevant to the

  • Three Overlooked LinkedIn Practices You Need To Adopt | Brandon Lee - 1766

    04/03/2024 Duración: 30min

    How do you move beyond having a network of connections on LinkedIn to leveraging it to drive meaningful conversations and opportunities? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with Brandon Lee, the founder of FistBump, on the best practices for maximizing your impact on LinkedIn.  Discover powerful techniques for engaging with prospects, creating compelling content, and establishing genuine connections that lead to tangible results. Tune in to hear essential strategies for utilizing LinkedIn to drive sales success. Brandon Lee’s Background Brandon founded Fist Bump, which offers a done-for-you and done-with-you model aimed at C-suite sales leaders looking to leverage LinkedIn more effectively.  The service appeals to individuals seeking guidance on improving their LinkedIn utilization and those lacking the time to do it themselves. LinkedIn as a Sales Tool Donald and Brandon discuss the critical role of LinkedIn in B2B sales and business. They tackle the com

  • The Framework for Closing 6-Figure Deals | Dr. Darnyelle Jervey Harmon - 1765

    01/03/2024 Duración: 29min

    Are you ready to elevate your sales game and close those six-figure deals? In this episode, Dr. Darnyelle Jervey Harmon joins host Donald to share her insights on transforming sales mindset and strategy. Dr. Darnyelle has a wealth of experience and knowledge working with business leaders to achieve significant revenue growth and success.  Her approach integrates business growth strategy, talent development, leadership development, and sales psychology. Discover how to revolutionize your sales approach and cultivate a mindset that drives unprecedented success. Tune in to this episode with Dr. Darnyelle Jervey Harmon and ignite your journey to selling millions! Overview of Dr. Darnyelle Jervey Harmon's Work Dr. Darnyelle Jervey Harmon is the founder of Incredible One Enterprises, a company that specializes in helping business leaders reach their revenue goals. The focus is on driving revenue growth and achieving millionaire status. Transforming Sales Mindset Dr. Darnyelle emphasizes the importance

  • This ONE Strategy 3X My Pipeline | Donald Kelly - 1764

    28/02/2024 Duración: 08min

    Do you want to learn a simple strategy to improve the quality of your deals? If so, you must tune in to this quick 5-minute episode of “The Sales Evangelist Podcast.”  In this episode, host Donald Kelly shares a simple yet powerful strategy that served as a game-changer in significantly improving the quality of deals in his pipeline. He stresses the impact of accountability and how it transformed his sales approach, leading to a remarkable three-fold increase in revenue. Discover the secrets to boosting your sales performance through the power of accountability. With the right mindset and strategy, you can achieve remarkable sales success. The Power of Accountability Donald emphasizes the crucial role of accountability in driving sales performance, drawing from his experience as a CEO striving to maintain consistent prospecting efforts amidst a busy schedule.  He acknowledges the lack of individual accountability many sales professionals face and the transformative effect it can have on productivity and r

  • Sleep + Productivity = More Sales | Tanessa Shears - 1763

    26/02/2024 Duración: 24min

    How do sleep and sales relate? You’ll have to listen to this exciting Sales Evangelist Podcast episode to find out. Host Donald Kelly delves into the crucial topic of sleep and its impact on sales performance with guest expert Tanessa Shears.  Tanessa, a specialist in wearable tech and health hacks, discusses how improving sleep quality can lead to increased energy, clarity, and better problem-solving skills, making it a foundational element for a successful sales career. Tune in now to gain access to Tanessa's wealth of knowledge and uncover actionable strategies to optimize your sleep quality, enhance your energy levels, and revolutionize your sales performance. Impact of Sleep on Sales Professionals Tanessa highlights the common tendency among sales professionals to neglect quality sleep to pursue productivity and achieve sales targets.  The "hustle and grind" culture often leads to sacrificing sleep and neglecting personal health while striving for professional success.  She emphasizes the det

  • Your Stuff Just Not Relevant To Me! | Julie Thomas - 1762

    23/02/2024 Duración: 27min

    When looking for potential clients, do you actually take the time to do proper research? Or do you quickly scan their website and pitch to them, hoping they'll reply?  If you do not research properly, you'll never join the top 10% sales representatives club. In today's fast-paced sales environment, it's becoming increasingly essential for sellers to ensure they're selling the right products to the right people. Discover why value selling is vital in this episode of "The Sales Evangelist Podcast." Host Donald Kelly speaks with Julie Thomas, the CEO of Value Selling Associates, about the challenges facing sales teams and the power of value selling.  Julie shares insights into the changing dynamics of sales, the key to grabbing the attention of potential buyers, and the importance of being authentic and customer-centric in sales. Click the link to listen now and discover strategies to propel your sales success to new heights. Value Selling and Julie's Background Donald congratulates Julie on her book an

  • Donald Tip - Follow Up, Follow Up, Follow Up! | Donald Kelly - 1761

    21/02/2024 Duración: 07min

    Are you struggling to follow up with your prospects and close more deals effectively? Imagine if you could learn a proven method to follow up with potential clients that actually works. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly delves into the crucial aspect of follow-up in sales. He emphasizes the importance of strategic, persistent, and creative follow-up methods to nurture prospects and drive sales success. Tune in to discover practical tips to enhance your follow-up process, supercharge your sales pipeline, and double your closed deals! Importance of Follow-Up Donald begins by highlighting the common pitfall of salespeople failing to follow up with prospects effectively. He stresses that a lackluster "just following up" approach is ineffective and doesn't make a lasting impression.  Acknowledging the complexity of prospects' lives and competing priorities, he emphasizes the need for sales professionals to take proactive steps to stay top of mind. Strategic Approach to

  • Stop Approaching Prospects As Subservient But As a Peer | Jim Vaselopulos - 1760

    19/02/2024 Duración: 27min

    How do you approach your prospects as a sales rep? Do you send them hundreds of emails when you connect with them, or do you take the time to build a relationship with them? In this episode of "The Sales Evangelist Podcast," you'll find the best way to approach prospects. Host Donald Kelly speaks with guest Jim Vaselopulos, a CEO consultant and leadership expert, on selling and building long-term relationships in business-to-business (B2B) sales.  Jim shares the keys to building long-term client relationships, behaving as a peer, and delving into consultation-oriented sales. You'll also witness a role-play scenario showing how to engage with potential clients at a peer level and focus on solving their real business challenges. Click play now and prepare to gain a wealth of wisdom that will transform your sales game forever! Embracing the Role of Salesperson Jim candidly shares his initial reservations about the sales profession, describing his reluctance and skepticism due to preconceived notions abo

  • 1st Connections: Yours Lowest Hanging Fruits on LinkedIn | Brynne Tillman - 1759

    16/02/2024 Duración: 24min

    What’s the best way to get referrals on LinkedIn? Find out in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly speaks with Brynne Tillman, an expert leveraging LinkedIn for sales outreach.  Brynne provides valuable insights and practical tips on using LinkedIn to secure referrals. Her game-changing strategies will help you master the art of building valuable relationships, sparking meaningful conversations, and closing more deals.  Ready to supercharge your sales game? Listen to this electrifying episode now! Brynne Tillman’s Background Brynne is a renowned expert in LinkedIn outreach, particularly in helping sales professionals establish credibility and start conversations with potential customers.  She highlights the importance of leveraging social proximity and delivering value through LinkedIn outreach to facilitate genuine conversations and identify potential opportunities. Understanding Referrals on LinkedIn Brynne emphasizes the significance of understanding social proxi

  • I Want Some Love TOO: I Never Get Any Engagements On My LinkedIn Posts! | Donald Kelly - 1758

    14/02/2024 Duración: 08min

    You spent a week crafting the perfect LinkedIn post and are ready to share it. However, after five hours, you only get crickets on your post.  Maybe if you wait a few days, someone will acknowledge it. Two days later, you receive one like on your LinkedIn post. Frustrated, you scream, “Why is no one paying attention to my content on LinkedIn!” In this episode of The Sales Evangelist Podcast, host Donald C. Kelly discusses the importance of generating engagement on LinkedIn. He provides valuable insights on creating compelling content to capture the attention of potential prospects.  Donald outlines three key strategies to boost engagement: focusing on top-of-funnel discussions, addressing objections, and curating relevant content. Discover the best way to get attention on LinkedIn in this five-minute episode. Understanding Your Audience for Effective Content Creation Donald emphasizes the significance of understanding the needs and interests of one's ideal customers. He recommends aligning content with top-

  • Effective Discovery That Helps Prospects Create a Vision | Paul Butterfield - 1757

    12/02/2024 Duración: 25min

    Are you tired of the same old tactics falling flat in your sales discovery calls?  Everyone wants to make a sale, but too often, the approach is to pitch the product or service right out of the gate. Is there a better way to connect with your prospects and truly understand their needs before you dive into your sales pitch?  Host Donald Kelly speaks with guest Paul Butterfield on having a solid strategy for sales discovery in this episode of "The Sales Evangelist Podcast." Paul dives deep into the importance of understanding the customer's journey and shares insights on creating a unified, customer-focused experience across various teams.  He emphasizes the need for a robust discovery process and how it can significantly impact the quality of the buyer's experience. Tune in to hear how effective discovery calls can revolutionize your sales approach and elevate your success in closing deals. Paul's Experience and Expertise Paul is the founder of the Revenue Flywheel Group, focusing on enabling B2B compa

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