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 in my performance. So I started a podcast to “Evangelize” what was working.

Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

Episodes

Mentioned books

Jul 28, 2023 • 27min

Three Things to Make Your Next Discovery Call a Guaranteed Success | David Newman - 1687

Prepare yourself: next time you pick up the phone for a discovery call, you’ll know exactly how to engage your prospect and let THEM convert themselves. In this episode, our host Donald Kelly has a great conversation with David Newman, author of the business bestseller “Do It! Marketing”. They go deep on what makes a successful discovery call, and here’s a hint: it’s not a bunch of small talk. Go Deep Fast Don’t spend your discovery call having surface-level conversations. Most sellers don’t go deep enough because they want to be liked and sound smart. Many sellers don’t ask questions to expand upon what prospects tell them. Instead, as David says, take off your ‘sales hat’ and put on your ‘investigative journalist’ hat. Most sales professionals think being likable is the same as being talkative. This is boring to clients – get them talking early and often! Become a Consultant David’s first question on a discovery call is: how have you arrived at where you are today? Another question David asks prospects is: do you mind if I treat you like a fee-paid client? This takes you and them out of buying-and-selling mode and puts you in a position to tell the prospect helpful information. When you have the prospect’s permission to tell them what they need to hear instead of what they want to hear, you can be real and honest. Treat Prospects Like Clients Ask: How do you see this ending up if all goes well? (Then ask: “What else?” several times!) Ask: What does that mean for you personally/professionally? What happens financially if this is successful or unsuccessful? Ask: Can you put a number on it? Don’t be afraid to get specific about numbers. Ask: Who else will notice these improvements? (This is key for finding out who else needs to be involved in this process!) “The more you treat prospects like clients and customers, the more clients and customers you will get.” – David Newman Resources Order David’s new book, Do It! Selling, from Amazon Get companion tools, videos, worksheets, and more at http://doitmarketing.com/selling Set up an exploratory chat with David! http://doitmarketing.com/call Sponsorship Offers 1. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Jul 14, 2023 • 27min

A Comprehensive Guide to LinkedIn Content Strategy for B2B Sales Pipeline Expansion | Megan Killion - 1686

If you’re not using LinkedIn to build up the front of your sales pipeline, let this be your sign to take the leap. In this episode, our host Donald Kelly has an info-packed conversation with Megan Killion, the powerhouse behind MKC Agency. You probably already know content creation isn’t just about sharing articles and posting pics. Listen in to hear proven strategies for connecting with the right audience and starting quality conversations. Content Strategy You can’t just “post and ghost”! Your engagement is necessary. Megan cautions against the use of LinkedIn pods that automate engagement using bots. Going this route won’t help you gain traction with the people you want to reach. Her number one tip for aspiring creators on LinkedIn is to use polls. LinkedIn’s algorithm results in more engagement with polls than other kinds of posts, but you have to be strategic about them. Identify Ideal Customers When you market to everyone, you market to no one. Use your ICP (Ideal Customer Profile) to narrow down the list of people you’re interested in reaching with your content. Learn your buyers’ pain points, demographics, values, attitudes, etc. Get as niche as you can. Your ideal audience should be behind you in knowledge by 3-5 years. These people will find your content engaging without feeling like it’s above or below them. Setting Up Your Process Make a list of 5-10 subjects that you are an expert on. Within each subject, identify specific teachable topics. This is going to form the basis of the content you create (at least at first). “Niche down,” just like when you define your ideal customer. Get increasingly more specific about what you know well and speak on those things. Define who you are. Identify your values and the values of your business. Know what makes you unique and capture that in your content. “Our number one metric across all channels, whether you’re cold-calling, cold-emailing, sending messages, or posting content on LinkedIn, is QC: Quality Conversations. Are you starting quality conversations and finding out more info? If you’re not doing that, that channel is a waste for you.” – Megan Killion Resources Follow Megan Killion on LinkedIn - Message her telling her you heard about her on TSE and get access to her framework! https://mkcagency.com/ Sponsorship Offers 1. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Jul 10, 2023 • 27min

7 Financial Metrics Sellers Must Know to Build Pipeline with the C-Suite | David Graswick - 1685

Don’t be intimidated by the business acumen that gets used every day in C-suite meetings! If you want to hold your own in these conversations and earn a seat at the table time and time again, you’ll need to get educated. We’ve got you. In today’s episode, our host Donald Kelly talks with David Graswick, VP of Sales for Databook. Listen in to learn the metrics you need to understand before meeting with management. The Language of the C-suite Execs are interested in the big picture. Sellers are not often taught how to have these types of business conversations – mastering this can set you apart. Anyone can say words like “revenue growth” or “back office efficiency,” but if you can become fluent in these topics and personalize discussions to your specific prospects, you’ll be invited into higher-level meetings more often. Sales leaders and sellers need to be educated before they can start having more informed, impactful conversations with buyers. 7 Financial Metrics for Sellers Revenue Growth. Executives compare their company’s revenue growth to that of their peers. They are motivated to hit targets because the company’s performance is directly linked to their bonuses and compensation. Profitability. Leaders have shifted away from a “growth-at-all-costs” mindset. In today’s market, sellers need to show how their product helps drive the company toward “smart growth.” SGNA (Sales, Growth, and Administrative Expenses). These are expenses directly linked to selling the product. The C-suite wants to lower SGNA margins, which can look like doing big deals in a shorter amount of time. Back-Office Efficiency. You may not have access to all of this information if you’re working with a private company, but you can make educated guesses based on how public peer companies are operating. Even if you’re not always correct, you’re speaking from an educated perspective. Productivity. Think of this as “revenue-per-employee.” Increasing productivity means finding ways to improve or maintain revenue from customers without increasing costs to the company. Investor Sentiment. An exec wants to make sure investors believe the company can meet Street expectations. Identify your prospect’s past issues and show how your product closes the gap between where your prospect is and their projected performance. Gross Margin. Any expenses that don’t fall into the SGNA category are considered a part of this metric. If you can help companies reduce costs in any way, you will get the C-suite’s attention. Strategic Relationship-Building With Databook Unlike a lot of other sales technology, Databook was built to help sellers create strategic narratives for their prospects. The key is to align Street expectations, management priorities, and the solutions you provide in a broader narrative. “You’re probably not going to tell these executives anything about their past performance they don’t already know. But, in my experience… if you can show how they are ranked and compared against their peer group, how that aligns with the Street expectations of your organization over the next two years, and where your solutions can help drive to that… That becomes a different narrative and a much better story that we’ve seen resonate at a much higher rate.” – David Graswick Resources http://www.databook.com Call (412) 807-9119 if you’d like to speak with David directly! Sponsorship Offers 1. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Jul 7, 2023 • 32min

How to Think, Act and Perform Like the Top 1% Earners | Doug C. Brown - 1684

The differences between you and elite sales earners are probably more subtle and nuanced than you think. In this episode, our host Donald Kelly sits down with sales revenue and profit growth expert Doug C. Brown to talk about the traits of “elite producers.” Listen in to discover the mental patterns that might be holding you back. What is an Elite Producer? They are both “top producers” (producing articles of value at the top of their industry) and “overachievers” (consistently exceeding expectations). They spend time improving their brain power, seeking out challenges, and bettering themselves. They use leverage to create better results. From each article of value they create (like a sale) they create byproducts (like referrals and networking opportunities). Adopt the Habits of Top Earners Take the time to learn what holds you back. Work on those “weaknesses” and turn them into strengths. Derive your confidence from that. Figure out your points of leverage and double or triple your efforts in those places. Don’t be afraid to invest. Use company money to encourage your growth and make your business more profitable. What You Believe Matters Your mind will find reasons not to push for more. Identify those thoughts and recognize that you can push past them if you choose to. If you allow yourself to get discouraged, you set yourself up for failure. If you believe things will go well, you will be more prepared when they do. “Elite producers really are the 1%ers. I am one, I have been one, and I went to others that I knew and I said… ‘Let’s find the real inward things that people are thinking and doing.’ I was really surprised that it wasn’t really that much different than things a top producer was doing. But there are these slight nuances that are within.” – Doug C. Brown Resources Tell Doug C. Brown you heard this episode and get access to his FREE E-book! Send an e-mail to youmatter@ceosalesstrategies.com. Sponsorship Offers 1. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Jul 3, 2023 • 25min

Three Phone Strategies I've Mastered to Consistently Build Quality Pipeline | Jeremy Chen - 1683

Connecting with prospects over the phone can be daunting. Your success as a rep comes down to what you say, and more importantly, how you say it. In this episode, Donald Kelly meets with sales expert Jeremy Chen to discuss the dreaded cold call. Chen’s sales team primarily uses cold calling to generate business, but that’s not why he’s so passionate about it. He’s passionate because, in his words, “a cold call saved his life.” Always Act Like You Belong When job hunting, Chen accidentally called the CEO of a massive Canadian company! Even though the CEO hung up on him, he got a call back a few weeks later that connected him with a job. Because Chen didn’t initially know he was calling the CEO, he didn’t have any tension or fear when he called. Even execs are just people – embrace confidence. Just Make the Call You never know where a call will take you! When Chen called the CEO of Telus, it completely changed his life. Don’t get discouraged. Hang in there and try not to take the rejection personally. Keep trying. Use a Pattern Interrupt Chen uses transparency. He actually says, “This is a sales call… Feel free to hang up on me if you don’t take sales calls.” This weeds out the prospects who aren’t interested. If the person doesn’t hang up, Chen doesn’t use industry jargon. He explains things in layman’s terms. He asks questions and LISTENS. Instead of railroading prospects, he lets the prospect explain their pain. Remember Your Purpose Stay on target. In your first call, all you need to do is book an appointment, not make a sale. You might gain some insights into your prospect’s pain points. Take note, but don’t try to explore the whole story. Offer them a specific time (and place if you’re meeting in person). “Just make the call. I know that a lot of reps that I deal with today, they’re nervous, they don’t feel like their leads are the greatest, their territory sucks, whatever. Make the call. You have no idea where your next call is going to take you.” – Jeremy Chen Resources Reach out to Jeremy via e-mail: jeremy@jeremychensales.com For more information, check out: JeremyChenSales.com Sponsorship Offers 1. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Jun 30, 2023 • 27min

Upskilling New Team Members for Better Results | Will Diaz - 1682

Being a “salesperson” isn’t enough. It’s time to become an industry expert with powerful insights to share with your customers. In this episode, your host Donald Kelly meets with Will Diaz, Vice President of Business Development at Arrive Logistics. Diaz speaks on the 20-week training program BDRs go through when they join the team and how that investment yields results on the sales floor. Arrive’s 20-Week Training Process 4 weeks are spent in the classroom learning about the freight industry and the ins and outs of the company. A few weeks are spent in an ops brokering program with a sales mentor. Lastly, there are several weeks spent ramping up and then finally, sellers are released onto the floor. What Are the Results? No one can sell something they don’t understand. Sellers also can’t take people through the sales process without knowing how each stage works or how to troubleshoot issues as they arise. Buyers are going to choose products and companies that provide value. Sellers that are personable and knowledgeable are part of what a company should offer. It does require capital to invest in a 20-week program and that’s not feasible for everyone! A company should aim to provide education and support to sellers as much as they can. Transform the Mindset Sellers need to think of themselves as business consultants, not just salespeople! This means they need an understanding of the industry and current events surrounding it. Diaz encourages sellers to examine how they’re going to be perceived by an outsider. Prospects might look you up on social media - how do you present yourself? In a conversation with a prospect, the seller’s confidence and command of the situation will depend on how prepared they are to be on those calls. “The way your people develop and how they’re going to start seeing results is going to be a reflection of how much engagement they get from you and how intentional was it?” – Will Diaz Resources Will Diaz on LinkedIn http://arrivelogistics.com for career opportunities or to learn more about Arrive! wdiaz@arrivelogistics.com Sponsorship Offers 1. This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator. Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Jun 26, 2023 • 18min

"I Am Not Interested!" | Donald Kelly - 1681

Whether you’re a new BDR cutting your teeth in the industry or an experienced seller, you know how it feels to hear these 3 words: “I’m not interested.” How you respond is what defines you as a salesperson and determines your success. In today’s episode, Donald Kelly brings you data from his recent LinkedIn poll and offers a way to shift your mindset so that you can turn rejection into opportunity. Poll: Most Successful Prospecting Channel 43% of sales professionals that responded to Donald’s LinkedIn poll said the phone is most effective for them. This beats the second-most effective channel, social media, by 15%. Use Data to Find the Right Prospects Using tools like SalesNavigator, you can put your ICP into LinkedIn and use trigger events to identify sales targets that will be interested in what you have to offer. Identify a person in an organization that meets relevancy criteria: your product is relevant to their role and relevant to an issue they face. Social media can also help clue you in to trigger events. Look for blogs, posts, and other content that reflect problems your product can solve. What Happens If They’re “Not Interested”? Your prospect may not want to talk to you because you’ve created an interruption, or because they already have a product in place. Don’t be pushy! Find out why they’re not interested and then exit the conversation. You may get pointed in the right direction! Meaningful outreach and meaningful conversation are key. Use your quick call to gain information. “A conversation is meaningful when [sellers] get intel that can help move the possibility of that deal forward. That’s critical.” – Donald Kelly Resources Donald’s LinkedIn poll - Feel free to reach out to him and start a conversation! Check us out at http://thesalesevangelist.com! Sponsorship Offers This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator. Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

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