The Sales Evangelist

A salesperson usually has a list of questions they want to ask a prospect. After all, understanding the prospect and their business is necessary to know if and how you can help them and their business. But often, these questions come across as overly prying. How do you fix this? By using Donald’s four tips to avoid sounding like you’re prying in their business. Build rapport before you ask questio...

Today on The Sales Evangelist, we’re joined by David Garcia. The current CEO of the pre-employment background check company ScoutLogic Screening , David’s 25 years of experience in B2B sales and marketing has made him well-accustomed to asking the right questions. With a specialty in big enterprise deals, David developed a strategic sales method to optimize his success chances. He’ll share some of...

On today’s episode of The Sales Evangelist, we’re joined by David Goings, self-professed sales nerd and current SMB team lead at LogicGate.  David believes in making an impact in the prospect’s sales journey. Sales, at its core, should bring a positive impact to your customer’s lives. You might do that through your products and services. But also, sometimes it's just in the experience that you hav...

Sometimes we have in our minds that we ask stupid questions. This mentality creates roadblocks, and these roadblocks stop us from getting the information we need to help our clients in a way they need to be helped. In today's episode of The Sales Evangelist, Donald shares with you what you can do to overcome this thought and how you can prepare to ask the right questions. The American Dream is Dea...

In today’s episode of The Sales Evangelist, Donald Kelly gives us the scoop on one major closing question you’re neglecting to ask. But first, let’s picture this scenario. Dave is a salesperson who has been working with his lead, Bob, for three months.  His sale is in the bag; he gave a fantastic presentation, his sales engineer answered every question the prospect had, and Dave sent them a propos...

On today’s episode, we welcomed Michael Reddington, a certified forensic interviewer and President of InQuasive, Inc. His company integrates components of effective interview techniques with current business research to show others how to use the truth to their advantage. The topic for today? Why listening is critical to sales. Why is listening important? Humans aren’t meant to be good listeners....

In this episode, Donald Kelly shares ten questions to ask the prospects when you are meeting them for the first time.  What problems are you trying to solve today? Your goal is to get deeper and to figure out the problem the prospect is trying to solve.  Why is that a particular problem right now? This allows the prospects to vocalize what they think the problem is.  What’s the source of that prob...

In this episode, Jose Quiroz joins Donald Kelly to talk about the easy ways to make new LinkedIn connections without sounding spammy.  Jose Quiroz is an immigrant, an entrepreneur, and a business guy. His mentality is always veered into finding opportunities and creating opportunities. For Jose, it’s more about creation than consumption.  He has a lot of experience with the family business and reg...

Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn. What are salespeople doing wrong on LinkedIn? Doug Brown often sees a lot of people on LinkedIn who are making prospecting a complex process.  The other mistake is that they’re not clear on their target audience.  Sometimes, it’s not the sales reps fault because the...

Join Donald Kelly and Jon James in this episode as they talk about how to use the ‘Ask me Anything’ strategy to land more LinkedIn appointments.  Jon James is the CEO of Ignited Results , a digital agency specializing in leveraging LinkedIn to get more sales opportunities. They work with their clients and help them with their LinkedIn marketing to get more meetings with prospects.  The c...

LinkedIn is a platform that opens many opportunities. In this episode, Daniel Disney joins Donald Kelly as they talk about how you can use social selling to turn LinkedIn into a lead, sales, and revenue-generating machine.  Daniel Disney released his second book called, The Ultimate LinkedIn Sales Guide: How to Use Digital and Social Selling to Turn LinkedIn into a Lead, Sales, and Revenue Generat...

LinkedIn is a powerful platform and you can use its features to your advantage. In this episode, Ollie Whitfield talks about how to use LinkedIn voice messages and videos to schedule more appointments.  Using LinkedIn voice message for effective appointments The LinkedIn voice message is something new and not many people have seen it before. That’s why many are prompted to open it and listen to it...

LinkedIn is a huge platform that’s great for prospecting. The question is, once you’ve connected with a prospect, what should you do next? Join Donald Kelly and Ahmad Munawar as they talk about what you should do next once you’ve connected with the prospects.  What to do next after connecting? Keep pitching until they say yes.  Even if the prospects don’t say yes, send them a contract or a payment...

How does being human on LinkedIn help you improve your sales game and increase revenue? In today’s episode, Ellis Stone joins Donald Kelly for a great conversation about being human on LinkedIn and what it means.  LinkedIn is such a powerful platform for professionals, but everyone in the space is using it effectively.  One of the issues that many are facing is that they’re not human enough on Lin...

LinkedIn is a platform that allows professionals to network and connect with others in their industry. In this episode, Donal Kelly talks about the three LinkedIn strategies that provide results.  The issue here is that there are too many people on LinkedIn, and when we find people, we start pitching right away without adding value to them.  Ensure that you are engaging and not just going to the p...

Sales objections happen all the time but with the health crisis today, it’s a standing question of how the pandemic may impact your customer’s sales objections or how it has already impacted them. Join Donald Kelly and Chris Mele as they talk about the pandemic, customers, and sales objections.  Being in a software company means that the people you’re working with are former executives from other...

As part of the sales process, you can expect objections from everyone you’re speaking with, including your prospects. Join us in this episode as Donald Kelly and Matthew Pollard answer the question, how can you prepare for your prospect’s most likely objections? Matthew Pollard’s first book was entitled, The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone. It focused on selling as an in...

Women are doing great things in the sales industry. In this episode, Donald Kelly is joined by an amazing woman, Nadia Rashid. Listen as Nadia shares how to overcome the most common objections in B2B sales.  Nadia Rashid is the SVP of Sales for Seismic on the East Coast. She manages all the teams from the commercial mid-market all the way through enterprise and global.  Defining Objections For Nad...

How do you get past objections? To make it more specific, what can you do if you can’t address your prospect’s objections during a call? Natasha Davis joins Donald Kelly in this next episode on objections.  Natasha Davis is a brand strategist, and she recently released her second book entitled, Unleash Your Millionaire Mindset and Build Your Brand . The book talks about the business from top to bo...

The idea of objections is always common in sales. You can’t get away from it but how do you handle objections? How can you handle price objections in this new COVID world?  What’s your view on objections? Objections have always been in sales; these objections are not going anywhere.  The real point, however, is the why. Why are you getting these objections? What are you trying to achieve?  Sales r...

Sales isn’t sales without objections. As a sales rep, how will you overcome objections? In this episode, Donald Kelly talks about the basics of sales objections.  The basics in sales objections An objection is defined as an expression or feeling of disapproval, an opposition or reason of disagreeing.  From the buyer's perspective, objections are when the buyer has disapproval or maybe they don’t a...

For many, 2020 has not been a good year. If 2020 left you feeling defeated then do the work to overcome it. In this episode, Chris Williams talks about how you can do that.  Moving forward in 2021 2020 was hard for everybody regardless of social status. It was a hard heart and mind-bending process.  For Chris, there are three things that matter: You need to be yourself. In this time when money and...

What does being one of the best sellers in history entail? In today’s episode, Donald Kelly focuses on Oprah Winfrey as one of the world’s best sellers in history.  Getting to Know Oprah Winfrey Oprah Winfrey was born on January 29th, 1954 and her parents are Vernita Lee and Vernon Winfrey.  She had her first speaking gig in front of the congregation at church, where she spoke about Jesus and how...

Some people perceive that there is a power struggle between the men and women in the sales industry. In this episode, Lorraine Ferguson talks about leveling the playing field for women in sales.  Getting to know Lorraine Ferguson Lorraine Ferguson started her career in sales back in the 80s with a startup technology company. She never thought that she’d see herself in sales.  Back then, there were...

Women are strong willed individuals who can thrive in the male-dominated sales industry . Today’s guest will help us understand how women can thrive in the male-dominated sales industry.  Thriving in the male-dominated industry Cherilynn Castleman released a book entitled, What’s in the C.A.R.D.S: Five Post-Pandemic Sales Strategies.  She’s been in sales for over 25 years and was able to experienc...