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

Capturing your prospects' attention is more challenging than ever, thanks to our distracting world. So, how do you cut through the noise and effectively engage with potential clients?  In this episode of The Sales Evangelist Podcast, I speak with Alan Versteeg, a seasoned sales leader and head of Growth Matters. Hear his insights and strategies for grabbing your prospects' attention and turning it into meaningful business opportunities. About Alan Versteeg Alan Versteeg is the mastermind behind Growth Matters, an organization dedicated to enhancing sales management development.  His mission is to provide sales leaders with the tools they need to improve their game and, by extension, help their sales teams excel.  In this episode, Alan emphasizes the critical role of sales managers in driving sustainable sales performance and the importance of mindset in successful selling. The Importance of Mindset How important is mindset in sales? According to Alan, you can’t sell anything unless you have thi

In this episode of The Sales Evangelist podcast, I chat with Brian Town, a top salesperson and marketing firm owner from Michigan. Our discussion focuses on mindset, visualization, and confidence as crucial tools for achieving sales success. Discover his secrets to moving a sales pipeline faster than ever before! Meet Brian Town Brian Town is a sales professional who wears many hats. He is the driving force behind a successful marketing firm collaborating with major organizations to enhance brand visibility.  As a seasoned author and the top salesperson in his company, Brian brings a unique blend of expertise and experience.  His profound understanding of sales strategies has been instrumental in overcoming common challenges that sales professionals face. Importance of Mindset and Visualization Amid the uncertainties brought on by the pandemic, maintaining a positive mindset has never been more crucial.  We discuss the powerful concept of "flick back, flick up." This technique involves recalling a

What’s the number one deal killer, and how can you stop it from happening? Find out in this episode of “The Sales Evangelist Podcast.” Join me as I delve into a conversation with Feras Alhlou, a seasoned professional with a wealth of knowledge in sales strategies, business growth, and entrepreneurial advice. With a career spanning over two decades, Feras is a treasure trove of insights on deal killers, effective follow-up techniques, and customer engagement strategies that boost sales performance.  Don't miss out on the opportunity to gain from his expertise-hit play now! Feras Alhlou’s Background Feras Alhlou boasts over 25 years of experience in Silicon Valley, having navigated the highs and lows of the startup ecosystem.  Originally hailing from sunny Florida, he found himself in the tech hub of the world, where he rose to the position of Vice President at a cutting-edge high-tech company. However, after experiencing a layoff during a dry job market, Feras took destiny into his own hands by co-f

Mastering the art of cold calling is a challenge, but it's a skill that can transform your sales game. If you're looking to level up your sales techniques, this episode of 'The Sales Evangelist Podcast' is a must-listen. In this episode, I had the pleasure of discussing with Ryan Pereus, CEO and founder of Superhuman Prospecting, the practical application of cold outreach methods in building effective sales pipelines. Tune in and get ready to implement his special cold-calling techniques.  Ryan Pereus' Background Ryan Pereus is an established figure in the sales development space, having dedicated the past seven years to mastering the intricacies of cold calling in the B2B marketplace. He is the CEO and founder of Superhuman Prospecting, a company he created that emphasizes perfecting cold outreach strategies using a USA-based team.  Ryan's passion for cold calling and innate talent have allowed him to manage approximately 80 to 100 monthly campaigns.  Based out of Philadelphia, his journey and expert

Having the right mindset will always help you in the worst situations. If you don’t believe me, tune into this episode of “The Sales Evangelist Podcast.” In this episode, I chat with Casey Stubbs, an experienced entrepreneur and mentor, on the essentials of having the right mindset to set and achieve goals, overcome setbacks, and thrive in business and investing. Click play to change your negative thinking to positive ones!  Guest Introduction: Casey Stubbs Casey Stubbs is an entrepreneur and content creator specializing in investor and trader education, focusing on achieving success in financial markets.  His journey began in 2009 when he launched his website TradingStrategyGuides.com to provide educational resources for financial market participants.  Despite the initial pressure of providing for his family, Casey transformed a challenging situation into an opportunity, which has since flourished into a successful business and a rewarding career. Overcoming Setbacks Expecting and enjoying set

Do you know the most powerful trait to have as a sales professional? Find out in this episode of “The Sales Evangelist Podcast.”  In this episode, I chat with Edwin Aristor, a GTM Growth Strategist with Praxis Labs, about how curiosity can transform sales performance and foster meaningful client relationships. Click play to learn more! About Edwin Aristor Edwin Aristor is a multifaceted individual whose roles span from father and husband to sales professional and men's retreat facilitator.  Currently working with Praxis Labs, Edwin is part of the go-to-market team, focusing on promoting an immersive learning platform designed to build inclusive leadership skills. The Role of Curiosity in Sales Curiosity is a deep, authentic commitment to understanding prospects and clients.  Edwin emphasizes the importance of accepting surface-level answers and engaging in deep discovery to unpack layers of business challenges.  Tune in and hear why authentic listening and asking probing questions are corner

What’s the ideal word count for a successful cold email? To find out, tune into this episode of the Sales Evangelist Podcast. In this episode, I sit down with Jason Kramer to discuss the ins and outs of effective email outreach. Jason, the founder of Cultivize, shares his proven framework for enhancing email effectiveness and driving better results in the sales process.  Click play to gain actionable insights and strategies in email outreach. Meet Jason Kramer Jason Kramer founded Cultivize, a company dedicated to helping businesses optimize their sales process through nurtured lead generation and effective use of CRM tools. With a marketing background and deep sales experience, Jason has pioneered innovative strategies for ensuring nothing falls through the cracks. The Magic Number for a Successful Email One of the key takeaways from this episode is the ideal word count for an email. But what is it? To find out, tune into this episode at 3:33! This magic number ensures clarity and focus, maki

Are you dreading the thought of cold calling on a Friday afternoon? This episode of "The Sales Evangelist Podcast" could change that.  Join me and my special guest, Sara Plowman, as we delve into the art and science of cold outreach. Click play to hear her practical cold-calling strategies that have propelled her success in the competitive world of sales development and account management.  Sara's Journey in Sales Sara Plowman is a seasoned professional in the sales industry, currently serving as a Senior Business Development Manager at Pareto.  Unlike a traditional SDR, Sara is involved in the entire sales cycle—from cold outreach and booking meetings to running those meetings, closing deals, and managing accounts.  Her love for outbound sales and the hunting aspect has been a significant driver of her success at Pareto, where she has progressively taken on more responsibilities over the years. Cold Calling and the Summer Friday Strategy (5:09 - 8:36) If you go back to my episode with Vlad Ole

How do you get high email open rates? Discover the secret framework in this episode of the "Sales Evangelist Podcast." I, the podcast host, sit down with special guest Vin Matano and discuss his four-part cold email secret. I'm telling you, you don't want to miss this episode.  Vin shares his deep expertise in cold email outreach. Tune in to learn his effective email strategies that'll bring you tremendous success. Who Is Vin Matano? Spending six years at Demandbase, Vin started as a BDR (Business Development Representative) before moving into a closing role on the mid-market major's team.  Recently, he embarked on an entrepreneurship journey, eager to leverage his rich experience in sales. But that's not all. In this episode, Vin unveils the number one outreach channel that played a pivotal role in growing his pipeline. The reveal happens right at 1:09. And no, it's not cold calling. Can you guess what it is? Cold Emailing Success: What’s His Secret? (2:36 – 4:04) Many sales representatives s

Welcome back to another fantastic episode of the "Sales Evangelist Podcast." As your host, Donald C. Kelly, I have some big news to share! I'm pretty excited about this, and I know you will be too. But what's the big news? Don't keep yourself in suspense! Click that play button and get ready for the big reveal. The Sales Evangelist Podcast Updates I'm sure you've seen some of the changes my team and I have made. But in this special episode, I share with you what's really going on behind the scenes:   Is It Over for the TSE Podcast? The TSE team has been a consistent presence in the podcasting world since 2013, and we're now at episode 1800. This long-standing commitment to providing you with valuable sales industry advice is a testament to our credibility. So, if you're looking for a reliable source, who is better than us? Listen to this episode and find out whether "The Sales Evangelist Podcast" is over. New Design If you have not noticed, the TSE brand design has a fresh new look. Let's

Yes, inbound marketing and transparency are still important in 2024. This is why I'm sharing a special rerun of 'The Sales Evangelist Podcast' episode 078. In this episode, I have the privilege of chatting with Marcus Sheridan, aka 'The Sales Lion,' on how to make inbound leads more effective for a sales pipeline. And here's the kicker: The secret to generating leads has nothing to do with meeting quotas.  Click play to gain invaluable insights and improve your inbound marketing skills. I promise, it's a listen you won't regret! Marcus Sheridan’s Background Marcus helps businesses embrace the power of content and inbound marketing through his personal experiences.  He and his team offer content marketing consulting & workshops, HubSpot consulting, speaking opportunities, and blogging services.  Marcus is passionate about selling and the power that comes to an organization and sales professional when they learn to incorporate inbound marketing and transparency concepts. Assignment Selling

You have a fantastic business idea and often daydream about how life will be once you make it. However, once you start putting in the work, staying excited about your big idea becomes a lot harder. How can you stay disciplined to ensure you become a successful sales professional? Tune into this episode of The Sales Evangelist Podcast to find out. Your esteemed host, Donald Kelly, engages in a captivating conversation with Dre Baldwin, a renowned speaker celebrated for his vibrant energy. Dre shares his remarkable journey from basketball to YouTube fame, offering profound insights on mindset content, the third-day concept, and the crucial aspect of professional discipline. Click play to discover more about staying disciplined when reaching your goals! From Basketball to Mindset Content Dre shares his background as a basketball player and transitioning to creating content on YouTube. Initially, he wanted the channel to only focus on basketball videos, but after sharing life advice, he realized he cou

Are you struggling to close deals in today's challenging sales environment? Join your host, Donald Kelly, as I sit down with Matt Wolach, a seasoned software sales coach. In this episode of The Sales Evangelist Podcast, you’ll learn how to boost your closing rates with Matt's secret sales tactics. Tune in and take the first step toward transforming your sales game! Guest Introduction Thanks to Matt Wolach's years of software sales background, he has successfully started and exited multiple companies.  His transition to full-time sales coaching was driven by his passion for helping others improve their closing rates and achieve consistent sales success. Matt currently coaches over 270 companies worldwide, significantly impacting their sales processes and results. Why should you listen to my guest, Matt Wolach, on improving sales deals? Tune in and hear how the DEAL methodology boosts his client's sales closing rates. One client increased their closing rate from 1.9% to over 30%! Challenges in Sales

After scheduling an appointment with a prospective client, you’re confident they will close the deal once you speak with them again. However, when you enter the Zoom meeting, they’re not there. After sending several follow-up emails, it’s clear that this client got away. The follow-up game is pretty annoying, so how can you avoid this from happening ever again? Click the play button and listen to your host, Donald C. Kelly, on The Sales Evangelist Podcast! In today’s episode, I’m sharing effective sales follow-up techniques that can dramatically improve your sales process. The Importance of Follow-Ups (2:10 - 2:38) Many sales professionals fail not because of their pitch or product but because they need a consistent follow-up system. With a proper follow-up strategy, you can gain quality opportunities. Your role in the follow-up process is crucial. It's about getting prospects to reconnect with what you're selling. To learn how to do this effectively, listen to my key sales strategies that will empow

Are you a seller trying to find your dream job? Discover how in this episode of The Sales Evangelist Podcast.  Host Donald Kelly chats with guest Dan Fantasia, the CEO of Treeline Incorporated, on the crucial aspects of sustaining a sales career and excelling in job interviews.  Click the play button to learn the five tricks to help sales representatives get hired immediately!  Changing Lives Through Recruitment Treeline Incorporated, a Boston-based sales talent recruitment firm, has significantly impacted the lives of over 3500 individuals. With 23 years of experience, Dan and his firm provide invaluable advice to those seeking to change their careers. Research and Preparation: The Backbone of a Successful Job Search (4:10 - 8:43) Why is it important to research a company before the interview? Dan explains how research enables you to gauge if the company aligns with your values. Are their core values in sync with yours? Do you possess the requisite skill sets as per the job descriptions?  He also an

Today, we're going into the archive and bringing out an episode where Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master negotiating without manipulating. Negotiation isn’t manipulation: Incorporating negotiating strategies and techniques helps you and your team reach its needs or goals and opens the door for priorities to be rearranged and met. It’s not a winner/loser situation – negotiation should come from a place where you look to satisfy everyone. Low-stakes negotiation happens every day. Mastering negotiation is the key to developing long-term success. Conveying your interests isn’t manipulation – it’s telling your story to meet your needs. Barriers to entering a high-stakes negotiation: PACE: Prepare – aware – close – evaluate Prepare, think at the moment, and be as objective as possible. Be aware of both your and the other party’s interests. Uncover relevant information to reach the close. How can you expect to negotiate well if you don’t kn

Are you ready to revolutionize your sales strategy and close deals faster than ever? In our latest episode, we dive into the innovative world of sales acceleration with Andrew Kappel, a seasoned sales consultant with a knack for transforming sales strategies from the ground up.  Join us as Donald Kelly, our host, explores Andrew’s approach to crafting compelling one-page business cases that speak directly to executive needs, streamline the sales process, and drastically improve client engagement. Click play now! Andrew Kappel’s Background He has a decade of experience in sales consulting and specializes in sales strategy and sales acceleration services.  Before establishing his consulting practice, Andrew spent three years as a delivery consultant, and his duties paralleled those of a customer success team, only without a tangible product.  Andrew's extensive background in various sales environments has equipped him with a keen understanding of different industries, sales processes, and the intricat

Are you struggling to pivot sales strategies based on a single customer’s feedback? Is it hard to understand why a seemingly perfect sales approach failed? If you answer yes to both questions, you must listen to this episode of The Sales Evangelist. Host Donald Kelly chats with Brady Jensen, a leading expert in market research and customer identification, about the importance of real-world data in crafting effective sales motions and enhancing customer credibility. Click play now to learn how to build a reliable, data-driven sales process! Brady Jensen’s Background  Brady Jensen is a seasoned professional with expertise in harnessing real-world data to enhance go-to-market strategies for sales organizations.  As the CEO of Aggregate Insights, he specializes in translating non-sales interactions into valuable sales insights.  His company aims to help create stronger connections between sellers and buyers. Tune in and hear how his knowledge will boost your team's credibility and competitive advanta

Creating content on LinkedIn is essential for inbound marketing and growing a sales pipeline. But you need to figure out how to do it.  Learn how to do it in this episode of "The Sales Evangelist Podcast." In this insightful episode, Gabe Lullo, the CEO of Alleyoop, joins host Donald Kelly to delve into the transformative role of content in sales strategies.  With a focus on empowering sales development representatives (SDRs) and sales organizations, Gabe shares his journey from a hands-off LinkedIn user to a content-driven leader. Discover how this shift has exponentially boosted his company's success rates.  Click play now! Understanding Alleyoop's Mission Gabe Lullo is the CEO of Alleyoop and a frontrunner in sales development and prospecting.  He emphasizes that while Alleyoop doesn't handle sales directly, it specializes in optimizing the front end of the sales cycle, primarily using phone communication, and supports these efforts through various channels.  The primary goal is to increase opp