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

If you don't understand why people buy, you may want to kiss your career as a sales rep goodbye. Also, if you're having difficulty connecting with your prospects, you may not be able to reach your monthly goals either. Luckily, your host, Donald Kelly, spoke with the perfect guest to help you understand your prospects better. In this episode, Donald interviews Eric, a business strategist and coach, about understanding the reasons behind customer buying decisions and how to improve sales conversion rates.  Eric introduces the BANK framework, an innovative tool that helps salespeople connect with customers more deeply by understanding their personality types and values. This episode explores the importance of understanding customer buying behavior and provides practical strategies for sales success. Understanding Customer Buying Behavior Eric highlights the need to go beyond traditional sales techniques and understand customers' underlying motivations. Salespeople often deliver the same pitch; some cus

In this episode of The Sales Evangelist Podcast, host Donald Kelly discusses the importance of utilizing LinkedIn effectively as a sales professional. Those working as business development representatives or trying to build a sales pipeline should tune in to this week’s episode. Donald shares three key focus areas for optimizing your LinkedIn profile to grab attention, generate more appointments, and ultimately drive sales. Utilize Your Banner ●     Donald emphasizes the often overlooked real estate of the banner on your LinkedIn profile. This space provides an opportunity to showcase your value proposition and target audience. ●     Potential prospects can quickly understand how you can help them if you clearly state who you serve and the industries you specialize in. ●     Additionally, if your company has noteworthy brand recognition, include it in the banner to further establish credibility. ●     Donald suggests using Canva to create a professional and eye-catching banner that aligns with your compan

Are you holding yourself accountable? If not, then it’s keeping you from success within the sales industry. In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with Jessica Schultz about the importance of holding yourself accountable as a sales representative. Discover what accountability means and how it can improve your sales performance. The Power of Leading by Example Jessica highlights the significance of leaders displaying the behaviors they expect from their team members.  Leading by example sets the tone for the entire organization, as it helps build trust and respect among team members.  Clear expectations should be set, and any issues that arise should be addressed through reporting and conversations with the team members involved.  She also stresses that if team members consistently fail to meet expectations despite efforts to support and guide them, leaders should be willing to cut ties and send a clear message to others. Importance of Accountability and Feedbac

Everyone needs a good book to help them build essential skills for their career. If you’re in the sales industry, you must grab a copy of “Nine Secrets to Win Deals and Influence Stakeholders” to help you learn how to negotiate better. But how is this book going to help you become a better negotiator? In this episode of The Sales Evangelist Podcast, host Donald Kelly interviews the author and negotiation training expert, Mark Raffan. He shares his insights on why negotiation is often perceived as complex and how to navigate it effectively. Also, he discusses the key principles from his book, which aim to simplify negotiation and help readers achieve better outcomes in their deals. Mark Raffan Background Mark is a negotiation trainer at Negotiations Ninja, where he helps sales leaders develop and deliver content worldwide. His job is to help people make more money, close more deals, and become better negotiators. Recently, he wrote the book, “Nine Secrets to Win Deals and Influence Stakeholders.”

In this episode, Donald speaks with Kevin, the Chief Technology Officer of the Americas at Ciena. They discuss the complexities and challenges of B2B enterprise selling.  Kevin shares insights into the evolving landscape of enterprise deals, emphasizing the importance of understanding the "why" behind a product or service offering. The conversation highlights the need for effective communication and providing memorable examples to decision-making committees, ultimately leading to successful outcomes. The Increasing Complexity of B2B Enterprise Selling As technology advances, B2B enterprise selling has become more complex and confusing. The integration of tools like AI adds layers of complexity to the selling process. It is crucial to adhere to the basics and understand the fundamentals of enterprise selling. The Role of Kevin as the Chief Technology Officer of the Americas Kevin leads a technical team of sales engineers and sales specialists at Ciena. The team's primary objective is to assist

In this episode, host Donald Kelly speaks with Jake Funk from a small startup called Salesforce in the Silicon Valley area. Jake shares his experiences and strategies for closing deals in one call. With over three years of experience at Salesforce and as a certified admin, Jake has honed his skills in simplifying the sales process and bridging the gap between client problems and solutions. Keeping it Simple ●     Jake emphasizes the importance of keeping the sales process as simple as possible to increase the chances of closing a deal in one call. He believes in the KISS principle (Keep it Simple, Stupid), which involves making it easy for prospects to buy from you. ●     Rather than scheduling multiple calls for demos and presentations, Jake believes in providing all necessary information during the initial call. This approach saves time and caters to the busy schedules of decision-makers. Demonstrating Value ●     When speaking with potential clients, Jake typically starts the conversation by getting to

You try to do everything you can to keep a prospect happy. By doing so, you believe it will prevent potential buyers from saying no to your services. However, avoiding tension within the sales process is a huge mistake.  In this episode of The Sales Evangelist Podcast, host Donald Kelly will discuss why sales reps need to create tension. He will also share different ways to create healthy tension that’ll help you close deals. Why Do You Need Tension? One problem Donald is seeing is that buyers are taking more time to decide what they should spend their money on. Because of this, sales reps need to ensure their deals, products, or services are good. Buyers' longer decision-making process also makes sales reps more fearful of creating tension. Even when they know their deals are good, sales reps are afraid to upset buyers. Sales representatives must remember that tension isn’t bad.  It’s essential to have tension to help move along the sales process. Why Do You Need Tension? Don’t hold on to the fear

Are you sending hundreds of emails, and no one is responding? You must listen to this week’s episode of The Sales Evangelist Podcast to help you discover new outreach methods.  Your host, Donald Kelly, speaks with Tom Slocum on the state of sales outreach. Listen to their advice on emailing, so potential customers will be more willing to work with you. Trends in Email Outreach During a conference, Tom discovered that many sales reps don’t follow up on emails. If you notice potential customers haven’t replied, try doing a follow-up email. When writing emails, it’s best to be creative to help make the message more personalized. You can do this by adding visualizations to bring a human effort into play. Consider including a video or voice memos to help make emails more engaging and personal. When sales reps take the extra step within their emails, it creates personalization. By taking the extra step, you make potential clients feel as though you care about their problems.  You don’t have to be supe

The most powerful online tool for sales professionals is LinkedIn. You know the platform is a goldmine for finding prospects and connecting with others in the industry. Currently, you have 400 connections on LinkedIn. But, have you even said anything to them besides Happy Birthday? Most people don’t know how to use LinkedIn properly. You may not even know how to start a conversation to make someone say more than “thank you.” In this week’s episode of the Sales Evangelist Podcast, host Donald Kelly shares his hidden strategy for starting conversations on LinkedIn. Listen to Donald’s advice to make prospective buyers reply to your messages. Don’t Engage in LinkedIn Phishing Do you send hundreds of automated emails hoping someone will bite? You do know this is basically email spam on LinkedIn, right? Instead, pretend it’s the 1950s and start conversations like people used to do. Silver Bullet: LinkedIn shares other celebrations with you besides birthdays. Donald tells you why it’s vital to pay attention to t

Another economic crisis is happening, so what does this mean for the sales industry? In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with Jeffrey Hayzlett about what to do during these challenging times. Discover how to increase your sales when the economy faces a crisis in this episode. Jefferey Hayzlett Background Jefferey has years of experience working as a primetime TV and radio host. He is now the owner and chairman of the C-suite network. The network includes radio stations, television shows, and podcast shows. He shares his knowledge of success to help others achieve their success in life. After experiencing several financial crises, he learned to turn the negatives into positives during tough times. Within this episode, he will share this knowledge to help you conquer challenging situations as a sales representative. Past Downturns Jefferey explains past financial crises, returning to the economic crisis of 1907. However, despite these challenging times, they still

What can you expect regarding AI technology and the sales industry? Is it going to replace sales representatives? How can you coach your sales reps with the use of AI? In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with John Barrow on the future of AI and the sales industry. Discover how leaders can leverage AI tools within the sales profession. John Barrows Background John Barrow owns the JB sales company, offering sales training to tech companies. He started his career when the internet was still in its fancy and saw the changes it made within the sales industry during this time. Now, he is seeing the industry change once again due to the development of artificial intelligence tools, such as Chat GPT. John knows with the changes made by AI technology, the sales industry will have to evolve with the tools to be successful. Teaching People to Be Robots Learning the sales process is becoming more difficult because leaders teach representatives how to use AI tools rat

Are you scared to make that cold call? Your heart is pounding fast, and your hands shake as you pick up the phone to call a random stranger. Are they going to take the time to listen to you? Will you be able to make a sale? Or are they going to say something rude and hang up the phone? If you’re nervous about making the phone call, you must listen to this week’s episode of the Sales Evangelist Podcast. Host Donald Kelly speaks with Larry Long Jr. on how sales representatives can overcome their fears of making the call. Listen for insightful tips on overcoming your fears of cold calling. Who Is Larry Long Jr.? ●     Larry Long Jr. is a keynote speaker and MC coach with years of experience in the sales profession. ●     He helps other sales representatives with performance coaching, sales, entrepreneurship, business, and training. ●     He now hosts The Cold Calling Podcast, where he coaches sales representatives in making cold calls. How Do You Overcome the Fear of Failure? ●     Larry shares a story of hi

Why having a sales trainer is a good idea? In this episode of the Sales Evangelist podcast, host Donald Kelly will provide four benefits to having one. If you’re ready to save time and elevate your game, listen to why you need a sales trainer to help you achieve greatness! Why Listen to Donald on Sales Training? He has years of experience as a sales representative, sales leader, and individual contributor. Based on his three levels of experience within the sales industry, he will share the difference between those who do and don’t receive sales training.  Donald shares his experience working with two companies that didn’t provide sales training. He had to figure out how to make sales independently and often struggled to close deals. When he started working with a company that provided sales training, he received a $30,000 deal within his first three months of working with them. Thanks to the third company investing in a sales training program, they were able to help their representatives improve the

For the last few years, you have relied heavily on SEO strategies to attract customers to your business. Of course, there's nothing wrong with this. But as your business grows, you may want to hire a seller to attract more leads and improve sales. But how do you know you have found the right person to improve your sales strategies? In this unique episode of the Sales Evangelist Podcast, host Donald Kelly does a live coaching session with Cat Hutchings to help her find the perfect seller for her new business. Whether you're a business owner, sales professional, or simply interested in improving your sales approach, this episode offers actionable tips and advice. Cat Hutchings Background Cat Hutchings is a successful entrepreneur and Etsy owner of Spotlight Jewelry. She also coaches other Etsy owners to become successful on the e-commerce website. Cat is in the works of launching another business, so she came to Donald asking questions on how to find the ideal salesperson to join her team.  Live Co

What makes some individuals outshine others in the sales profession? In this episode, our host, Donald Kelly, shares valuable insights on how sales professionals can thrive by mastering communication skills and taking imperfect action. As a seasoned sales expert, Kelly has built a successful empire, starting from a $39 microphone, and now running the Sales Evangelist and TSE Studios.  Join us as we delve into the key skills to help you succeed in the competitive sales world!  The Journey of Donald Kelly Kelly shares his journey in building the Sales Evangelist podcasting empire.  The skills and experience he gained as a sales professional contributed to his success. Currently, at Podcast Movement, Kelly teaches podcasters how to sell their podcasts effectively and imparts valuable sales principles.  The Key Skills for Effective Sales Communication Within the ten years of Kelly building his podcast empire and being a sales professional, he learned five effective skills that helped him succeed.

Everyone fears AI tools will steal jobs, especially in sales. However, this is far from the truth! These advanced chatbots are here to make our work easier and get things done more efficiently. You just have to learn to use the AI tools and ChatGPT to your advantage.  The host, Donald Kelly, and special guest, David Kreiger, founder of SalesRoads, explain how in this episode. They emphasize the importance of using AI to enhance the understanding of customers and prospects rather than merely automating processes. So, let's dive in and discover the power of composed audio and AI in sales. Utilizing Chat GPT for Role Playing and Coaching ●       Most people find it challenging to use Chat GPT and feel the tool doesn't create exactly what they want. ●       Kriger shares why you should give Chat GPT a persona when interacting with the tool and creating content. ●       He also provides an example of how sales representatives can role-play with the tool to create buyer personas. ●       You shouldn't rely sole

In today’s episode, our host, Donald Kelly, speaks with guest Tim Rohrer. Rohrer has years of experience in radio advertisement and is the author of “Sales Lessons From the World’s Greatest Mentor.” Discover how he learned the hard way that time kills sales. Time can kill sales: How is this possible? Tim shares his first loss while working as a radio advertisement before the days of social media. During that time, it was essential for a salesperson to have personal conversations with prospective clients. Tim found the perfect client and connected with him. He returned to his office to create a proposal and place it in a file until the meeting day. However, Tim saw him two days later, and the client asked him a question in an odd way. Tim didn’t think much about it, but his gut told him he should. When the meeting day came, he soon discovered why closing a deal is crucial when you have prospective customers where you want them. Always close a deal quickly and use tools to help you do so. F

You find the perfect client and start proposing a deal with them. When you are about to close the sale, the potential client says, “I have to think about it.” What are you going to do now?  In this episode, host Donald Kelly talks with Marcus Chan, the founder of Henley Consulting Group. Chan shares the Heart Framework to help sales reps overcome objections. HEART Framework H - Heard. Use this framework for any objection thrown your way. For example, if the objection is, let me think about it, start with the letter H for heard. You show them a little empathy and make them feel heard. E - Elaborate. Next, have them discuss what is on their mind with the letter E and elaborate on the objection. Ask, "Can you tell me more about that?" Marcus provides an excellent example of how digging deeper can help sales reps find the root objection. A - Aside from that objection. After you have them elaborate more, move on to A, aside from that objection. Do they have any other questions or comments that may make them

Quality beats quantity when it comes to lead generation, prospecting, and moving customers through your sales funnel. Knowing who to talk to and how to reach them can save you from getting caught up in drawn-out back and forths with the wrong people. In today’s episode, our host Donald Kelly meets with Dave Fink, the CEO and Co-founder of Postie. They talk about boosting efficiency and effectiveness in the sales process through focusing on ideal buyers. A Clear ICP Leads to Efficiency Casting a wide net and gathering as many leads as possible may sound like a great sales strategy, but it isn’t the most efficient. Developing specific Ideal Customer Profiles (ICPs) can help sellers identify customers that are a perfect fit. Weeding out clients won’t be a perfect fit may seem time-consuming, but in the long run, you avoid wasting time with prospects who can’t, or won’t, become customers. Engage the Right People Not everyone in the company is a decision-maker or influencer. The people who stand to benef