The Sales Evangelist

The days of “spray and pray” selling are over. So how can sellers maintain a consistently full pipeline of prospects and leads? Through targeted and account-based selling. In today’s episode of The Sales Evangelist, Donald is joined by the VP of Sales Management at Crunchbase , Ang McManamon, to discuss how she uses account-based selling in her own work. Why go into account-based selling? A year a...

Sometimes the best way to close more deals isn’t by adding new people to your pipeline (though that’s always a good thing.) Instead, the best thing is to address the issues that make a deal fail before they fail. In today’s episode of The Sales Evangelist, Donald is joined by the CEO of Challenger, Andee Harris, to get her take on failed deals and how to address those issues directly with our pros...

Whether you’re the person in charge of leads, a small business owner, or anyone looking to do more business through prospecting (which should be everyone), this episode is for you. In today’s episode of The Sales Evangelist, Donald is joined by Mike Moll to learn how to attract high-quality leads without ads by using modern techniques and platforms. Sales professionals can’t rely on marketing to s...

Creating a mindset for sales involves building credibility and rapport with the prospect, that’s always been clear. But should we apply logic or emotion to our negotiations and social selling strategy? In today’s episode of The Sales Evangelist, Donald is joined by Andres Lares to discuss. The principles of negotiation are the same, regardless of the negotiation subject. As negotiators, we tend to...

Staying ahead of the curve and the competition is the key to getting ahead as a seller. In today’s episode of the Sales Evangelist, Donald discusses some of his top social selling strategies and current selling trends as we enter the second half of 2022. By definition, “modern” selling is always changing. Modern selling is the ability to use new tools, modern techniques, and social selling strateg...

Sales enablement isn’t just for major corporations; it’s for businesses of all sizes. In today’s episode of The Sales Evangelist, Donald is joined by bestselling author and VP of Enablement of PRO Unlimited, Roderick Jefferson, to discuss how we can apply sales enablement to any organization.  Three distinct factions of sales enablement: The original enablement began when sellers sold knives and v...

Many salespeople are bombarded with countless tech tools to make their lives easier. But what if one tool helped unify your department’s sales process? On today’s episode of The Sales Evangelist, Donald is joined by the CEO and co-founder of Scratchpad, Pouyan Salehi, to discuss how sellers can utilize Scratchpad to eliminate their sales stack drag. Salespeople have many tools at their disposal bu...

You can’t keep begging for a piece of the pie; you need to bake the whole pie yourself! In today’s episode of The Sales Evangelist, Donald discusses three reasons why he baked his pie (and by that, we mean creating his own business development event.) Tune in to learn about Donald’s upcoming event to master the art of social selling! Why create the event? While Donald loves West Palm Beach, Florid...

In today’s special episode of The Sales Evangelist, Donald discusses the highlights of his new book! Sell It Like a Mango, available on Amazon or at thesalesevangelist.com/mango , is full of principles, practices, and tips to sell your product through a shift in mindset and approach to sales.  The premise of the book: Donald saw many mango vendors in the street growing up in Jamaica. But they all...

Social selling is a topic many salespeople are familiar with. In today’s episode of The Sales Evangelist, Donald is joined by the CEO of Pipeline Signals and Sales for Life and pioneer of social selling, Jamie Shanks, to learn how he utilizes relationship mapping to land more enterprise deals. Three triggers matter to your audience:  Buying intent - Who is googling a keyword or downloading somethi...

Every seller wants the same things: more prospects and more sales. So why not use the best tools to help you get there? In today’s episode of The Sales Evangelist, Donald is joined by VP of Sales and Marketing at GPSLockbox Andrew Velker to discuss his favorite sales tools. Andrew’s favorite tools start with the swiss army knife of CRMs: CRMs are the first and most important part of a sales tech s...

Sales teams are constantly looking for ways to maximize productivity and increase sales, and tech stacks are a big part of that goal. Only sometimes, these tools don’t always give us the results we want. In today’s episode of The Sales Evangelist, Donald shares three common issues salespeople face in finding the right tech stack. Ask yourself: Can you use it? Leadership often implements new tools...

In today’s episode, Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master the skill of negotiating without manipulating. Negotiation isn’t manipulation: Incorporating negotiating strategies and techniques help you and your team reach its needs or goals and open the door for priorities to rearrange and be met. It’s not a winner/loser situation - negotiation...

One of the best ways to build rapport with prospects is through their topics of interest. (And what better way to do that than by podcasting?) In today’s episode of The Sales Evangelist, Donald is joined by Co-founder and CEO at Salescast Collin Mitchell to learn how he uses podcasting to build rapport with his clients. Use podcasting to build a professional relationship. People go on podcasts to...

As a salesperson, you (hopefully) enjoy interacting with your prospects. However, a typical sales mistake is forcing the prospect to fit our communication style rather than the other way around. In today’s episode of The Sales Evangelist, Donald is joined by the author of The Savage Leader and founder of Group Sixty , Darren Reinke, to discuss building rapport the way the prospect wants.  Sellers...

Building rapport with prospects is the bridge that fosters trust needed to move through the sales process. In today’s episode of The Sales Evangelist, Donald introduces our newest season of content centered around building rapport with prospects. So what are three things that sellers get wrong with rapport-building? Find out in today’s episode. Sellers put on their fake corporate persona. Just bec...

In today’s episode of The Sales Evangelist, Donald is joined by author, speak, and co-founder of Gap Wireless, Glenn Poulos, to discuss five ways to know your customer’s ecosystem. This conversation is based partially on Glenn’s recently published book, Never Sit in the Lobby , available now on Amazon. Understand your key stakeholders. Some salespeople sell simple things, and some people sell mult...

No matter what level of sales you’re in, you are bound to encounter objections. In today’s episode of The Sales Evangelist, host Donald Kelly is joined by the co-founder and former owner of Solo Stove, Spencer Jan, for an in-depth look at Spencer’s experience handling his biggest sales objection. But first, what does Spencer consider an objection?  In general, Spencer sees sales objections as a la...

Objections can strike fear into the hearts of salespeople everywhere. But what if there’s a simple formula to handle objections with confidence? In today’s episode of The Sales Evangelist, our guest Ryann Dowdy explains how we can integrate this sales strategy into our sales methodology.  Ryann’s feelings on objections: It’s about asking questions - focusing on the human to human connection and se...

In today’s episode of The Sales Evangelist, Donald is joined by COO of People.ai Art Harding. With twenty years of experience in the industry, he’s had plenty of practice overcoming B2B objections through digital transformations. What is a digital transformation? Sure, it’s Uber and Netflix. But it is not solely a technology play; it’s reimagining the customer experience and using technology to fa...

The pushy salesperson is still the preemptive perception many people think of when they think of salespeople, but in today’s world, that image is no longer accurate. Instead, closing a sale is best accomplished by overcoming objections by selling with a servant’s heart. In today’s episode of The Sales Evangelist, Donald is joined by Jim Doyle to discuss why this is so important. What exactly is th...

When most people think of objections, they think of what stops a deal from progressing. Today’s episode launches the next series on The Sales Evangelist covering the ins and outs of objections. How can you be well-equipped to handle objections with confidence and knowledge? Listen in to find out!  What is an objection? Many salespeople associate an objection with a worst-case scenario, but that’s...

In today’s episode of The Sales Evangelist, Donald is joined by Chief Revenue Officer for Service Express, Bill Golder, to learn his strategy to build pipelines and close deals.  Many sellers struggle with building a pipeline. A fully built-out pipeline is never a done deal, meaning you constantly have to adapt to determine what works the best. There are always new problems to address, and the bes...

We've learned multiple perspectives in our series over forecasting that help create a more accurate and beneficial forecast. But how can you take your efforts to the next level? In this episode of The Sales Evangelist, Donald is joined by the Director of Enterprise Sales at Envoy, Sarah Lash, to discuss proper forecasting techniques from both a selling and management perspective.  There are signif...

Forecasting (and really all parts of selling) grows more successful when you communicate value. In today’s episode of The Sales Evangelist, Donald is joined by Tom “The ROI Guy” Pisello. As an entrepreneur, speaker, and author of the book Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics, Tom specializes in value to get the most out of your efforts.  Three big trends charact...