The Sales Evangelist

Using a multi-thread approach Using data and being methodical going to market.  1% better each day is working smart.  Doing less than 6 and 7-figure deals tend to be more transactional rather than emotional. Make the buyer the champion internally. Clients crave being smarter.  Strategy to get these big deals Getting the key people involved who can commit budget. This is usually 3-5 individuals—cro...

On today’s episode of The Sales Evangelist, Donald speaks with professional speaker, author, and sales trainer, Paul Reilly. They discuss Paul's book “Selling Through Tough Times”, how to thrive through a downturn, and 6 steps to staying mentally strong.  A “Tough Timer” mindset A tough-timer mindset is about finding the opportunity in a struggle, being steadfast, and staying humble.  During tough...

Thanksgiving is a great time to show gratitude for the things you have and the people around you. In today’s episode our host, Donald Kelly, brings you what Sellers and Sales Leaders are Grateful for. Amidst all of the challenges going on in the world right now, there are still things to be thankful for. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. T...

On today’s episode of The Sales Evangelist, our host, Donald Kelly is joined by Rob Ashton to discuss the power of writing and three things that you need to understand to convert more prospects when writing emails. Reading is not speaking We are born with structures for speaking, but writing takes years of dedicated practice in order to rewire the brain.  Because reading is so complicated we don’t...

On today’s episode of The Sales Evangelist, Donald talks with the head of sales at Transcend, Mike Orlick. They discuss the importance of use cases, how to effectively utilize them, and how to better provide value to your clients.  What is a use case and how do you utilize it?? A use case comes down to the business outcome and what they mean for your client.  Mike suggests getting quotes from prev...

On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with Matt Dixon about how top performers overcome customer indecision. At the beginning of the pandemic, sales went entirely virtual overnight. Matt, and his team, studied 2.5 million recorded sales calls to answer the questions: what possesses a customer to go through an entire sales process and then not follow through, and...

Right now, more so than ever, it is critical for salespeople to learn how to navigate in a tight economy. On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with the co-founder of DocSend, Russ Heddleston, about how to listen more, use the prospect's language, and how do ONE thing well for them.  Why won’t order-takers survive in a tight economy? Over the last few years, mor...

If you are a BDR, SDR, or AE you are going to benefit from today’s podcast. In today’s show, Donald talks with Jenner Smith about three ways to train and ramp your team in half the time.  What problems arise when training a sales team? Productivity. Jennifer says that it is all about spending as much time as possible doing the thing that drives the most impact.  Scale yourself Scaling yourself is...

On today’s episode of The Sales Evangelist, Donald talks with Greg Nutter about three critical pillars of effective selling. Greg has been a consultant for 17 years and is the author of his book P3 Selling .  Three areas that B2B salespeople need to understand Problem Understand the problem, influence the perception of those problems, and message back to those problems about how well their solutio...

The sales process seems to be getting more difficult and if you don’t know what you are doing it can be scary. On today’s episode of The Sales Evangelist, Donald talks with salespeople Ari and Kristen about how to overcome the fear of cold calling.  What makes cold calling scary? No being prepared to have conversations with high-level executives and to overcome their objections. If you learn what...

What are things you can do to improve the handoff to your AE? On today’s episode of The Sales Evangelist, Donald talks with high school teacher turned salesperson Taylor Clawson about how to improve the handoff from SDR to AE.  What problem does ineffective communication bring?  Deals collapse because they make the environment seem unprofessional and give the impression that you are not knowledgea...

As a BDR, nothing is more frustrating than doing all the work to book a demo and the prospect doesn’t show up. On today’s episode of The Sales Evangelist Donald talks with Nicolas Sosa, an automation specialist at IBM, about how to make sure you book demos that actually show up.  Why don’t people show up?  There are things that you can control, and things that you simply cannot control. You cannot...

No matter what you’re doing right now, cold outreach should be a part of everyone's game. On today’s episode of The Sales Evangelist, Donald talks with Tanner Stewart, an account executive at Home Care Plus, about three tips he has for every BDR doing cold calls.   Biggest challenges sellers face when it comes to cold outreach? Know which people to call in the first place. If you’re calling hundre...

Sales and marketing have the same goal: to close more deals to make their organization more revenue. The relationship between sales and marketing professionals can be a powerful tool if connected properly. However, meaningful and practical connections are often lost between the two. In today’s episode of The Sales Evangelist, Donald is joined by the CMO at Allego, Wayne St. Amand, to learn deal-cl...

As technology, tools, and culture evolve, sales strategies evolve alongside them. In today’s episode of The Sales Evangelist, Donald is joined by the Director of Integrated Marketing at LinkedIn Sales Solutions, Garnor Morantes, to learn about “deep selling” - a powerful new way to connect and build sales-enabling relationships. Being loud and clear about the messaging is the best way to make new...

To some people, building outreach sequences for prospects is easy. However, for most people, that isn’t the case. In today’s episode of The Sales Evangelist, Donald is joined by the co-creator of the Money Sequence, Miranda Morrison, to explain how she built a sequence that doubled engagement upon implementation. Sequencing, especially in tech sales, is critical. Before the money sequence, Miranda...

For many people, entering the sales profession can seem overwhelming. What are the right strategies, tactics, and mindset to do the best job possible? In today’s episode of The Sales Evangelist, Donald is joined by the Account Executive at Challenger, Brendan Kelly, to learn his takeaways and thoughts after working in sales for six months.  Before starting his job, Brendan assumed he would just ma...

The best-sellers aren’t always the most charismatic, understanding, or intelligent. Sometimes, all it takes is an organized, structured, and productive day. In today’s episode of The Sales Evangelist, Donald is joined by tech sales Account Executive William Padilla to learn how he structures his day to make sales, make connections, and impact his work.  Many old-school sales organizations are buil...

For many sellers, there’s too much to do in too little time. So how can we find the extra time in our day to accomplish everything we want? In today’s episode of The Sales Evangelist, Donald is joined by author, speaker, and the founder of The Free Mama , Lauren Golden, to understand how we can implement time management strategies to get more done in less time. Productivity is only so much of time...

Cold emails are a hallmark of modern selling, yet many salespeople don’t include the correct information to yield the right results. In today’s episode of The Sales Evangelist, Donald is joined by content expert and sales professional Luke Charlton to learn how sellers can write better cold emails to see more success. How can sellers write better emails? When you start sending people new informati...

Stories are a part of the sales process, but there are better strategies and tools to help sellers refine their storytelling abilities. In today’s episode of The Sales Evangelist, Donald is joined by sales speaker and managing partner of Amp, Todd Mitchem, to learn how he utilizes storytelling to make more sales.  What’s wrong with storytellers today? Sellers tell stories thinking they should be s...

Video content is a powerful tool to help any seller accomplish their selling goals. However, it’s only powerful when executed and distributed properly. In today’s episode of The Sales Evangelist, Donald is joined by digital marketing professional and owner of KickStart Dental, Chris Pistorius, to learn how any seller can capitalize on video production to garner prospects’ attention. What are thing...

Whether you’re a sales professional or work in another industry, hearing the word ‘no’ can get anyone in a negative mindset. In today’s episode of The Sales Evangelist, Donald is joined by Harry Spaight, a sales coach and consultant who wants to help every salesperson overcome their fears to find sales success. Why does discouragement affect us so badly? As sellers, we frequently take rejections p...

Anyone in sales sends emails. (If you don’t, we’re a bit concerned.) But how can you go about sending emails effectively that generate results? In today’s episode of The Sales Evangelist, Donald discusses five things you need to be aware of to send an effective email.   You don’t need to tell them your name.   Your email is full of precious information, and emails already have the ‘from’ section,...

When it comes to improving sales, all it might take to reach your goals is a shift in mindset. In today’s episode of The Sales Evangelist, Donald is joined by Justin Cunningham to learn how any sales professional can stand out, transform, and optimize their mindset for better performance.  You won’t be able to sell until you believe you can sell. Adjust your beliefs. Try integrating a value-based...