Find My Catalyst Podcast Guest Donald Kelly - Host of The Sales Evangelist Podcast - 110
Donald Kelly joins us on the podcast, I think he is the first Miami Dolphins fan we have had on the show. We recorded this episode in August, and date it a bit with talk of 3 quarterbacks & 4-2 Jets records, given that the Jets are currently 1-3.
Donald started off as a B2C Sales rep, and made the transition into B2B before starting the TSE Podcast, the Sales Podcast Network, and his coaching & training practice. I hope you enjoy the discussion as much as I did. Thanks for your patience with the Jets vs Dolphins banter.
Questions Addressed- Who is Donald Kelly?
- What are some things that happened last year that have led to this year's success?
- What was the struggle between "I need to bring in others", instead of "doing it myself"?
- What patterns has Donald Kelly identified while recording 950 episodes?
- What is Donald's approach to helping people solve problems?
- Everybody can sell, what does this mean?
- Dolphins/Jets talk
- When Donald first made the transition from B2C to B2B, it was like being smacked in the face
- This experience reinforced the importance of training. Donald was fortunate to work with an organization who valued training.
- Donald started sharing his experience on his podcast in 2013.
- TSE the startup launched in 2015
- 2018 has been Donald's best year yet - why?
- Focus
- Thinking Big - not limiting himself or his team by thinking small.
- Overcoming Imposter Syndrome was important.
- Use what you know, and leverage this to build a community.
- Donald added a BDR in 2018 and a virtual assistant
- I can do it, does not mean I should
- When thinking about the transition from B2C to B2B, realize that the sales principles are the same. However, the value you bring changes
- Get past your beliefs, outside of your echo chamber.
- There is an advantage to having other eyes on a task
- Anyone can sell. If they have the desire
- Process is critical
- Coaching and guiding people
- Planning and structure - prioritize and execute
- If your body is the business, sales is the lifeblood
- For every problem, there is a solution
- Identify the problem, then go 5 WHY's deep
- The first problem is likely not the real issue
- Don't just prescribe a solution
- Discover
- Identify what we have done in the past to fix it
- Put a plan in place
- Experiment
- Know that your client wants to win
- Everyone can Sell
- There is a process, follow the process
- Identify your process
- Know your buyers
- Donald knows his team better than I do.
- Dolphins are 3-1
- Jets are 1-3
- TSE Hustler's League
- Sales Podcast Network
- Podcast Movement
- Simmons Episode of TSE
- 12 Week Year
- EP 80 OODA Loop with Dave Berke
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Catalyst Sale
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.