The Sales Evangelist

Sometimes all you need is the right personality to close a deal. When you hold back, play it safe, or fail to fully show up, prospects notice and engagement suffers. In this episode, my guest Kevin Hubschmann shares why suppressing your personality can cost you in the long run and how using comedian techniques can help you close a six-figure deal. Blending Humor and Professionalism in Sales ·&nbsp...

Most deals do not fall apart because prospects say no. They stall because momentum quietly disappears. In this episode, Donald C. Kelly breaks down why sales conversations often lose traction after a strong first call and what sellers must do to keep prospects engaged, aligned, and moving forward. We explore how clarity, commitment, and intentional follow-up prevent ghosting and stalled pipelines....

You can always expect challenges to arise when training a sales team, and when they do, things can go south quickly. Some reps simply don’t ramp as fast as others. How can you ramp your team in half the time? Let’s revisit episode 1610 with Jennifer Smith, co-founder and CEO of Scribe, to find out. Scale Yourself Scaling yourself is about identifying the core things you are good at and spending as...

Relying on outdated selling methods will have buyers viewing you like a sleazy car salesperson. Today, how you sell matters more than ever. I’m revisiting episode 1533 with Andy Paul to remind you why having a human approach to selling matters. He shares how you can sell effectively without selling out. Great Selling Isn’t One-Size-Fits-All The push toward sales conformity is really for management...

Is it still possible to reach seven figures in SaaS sales? You got into sales to build a comfortable life and enjoy a little extra. But after how last year turned out, that goal may feel far-fetched. To help you reset and refocus, I’m revisiting episode 1528 with Brandon Fluharty, sales coach and founder of Be Focused. Brandon breaks down his seven steps to start making seven figures in SaaS sales...

Most sales outreach blends into the noise not because sellers lack effort, but because they approach prospects the same way everyone else does. In this episode, Ashley Winston breaks down why traditional outreach tactics fall flat and how sales professionals can stand out by leading with relevance, clarity, and genuine curiosity. We explore how to create conversations that feel natural, human, and...

Traditional selling pushes prospects away. In this episode, Jeremy Miner breaks down why old-school persuasion no longer works and how modern buyers respond to questions that help them uncover their own problems and motivations. We explore how to reduce resistance, increase trust, and guide prospects to decisions without pressure by using a question-based, psychology-driven approach. Why Prospects...

You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal. What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from clos...

In this episode of the Sales Evangelist podcast, Donald C. Kelly reveals the top three reasons why enterprise deals stall, offering listeners practical solutions to overcome these hurdles. Whether you're new to enterprise sales or struggling to close deals, this episode is packed with actionable insights that can elevate your sales game. Misalignment Within the Buying Committee ● Understand that d...

Deals keep slipping through the pipeline? As Q4 pressure builds, many sales teams find themselves pushing deals forward without fully understanding what is stalling them. Bob Kocis, author of The President’s Club Mindset, joins the episode to share why deals stall and what top performers do differently.  Drawing from decades of experience in sales technology and executive leadership, Bob shar...

Here are five tips to help prevent prospects from ghosting after you send a proposal. The Real Reasons Prospects Disappear · Here are two root causes of why ghosting usually happens: o The prospect isn’t truly committed to solving their problem. o The pricing isn’t aligned with their expectations. · Try to differentiate between prospects who are simply gathering information and those who are genui...

Talking about price doesn’t have to feel awkward or cost you deals. In this episode, I break down how to bring up pricing early and confidently without sounding pushy or salesy. Building on insights from a previous episode on ghosting, I explain why delaying the price conversation creates friction, buyer anxiety, and stalled deals, and how transparency actually builds trust. Why Salespeople Avoid...

We all know the feeling. You think an inbound deal is good to go, and out of nowhere a competitor pops up and takes it. In this episode, I walk you through why this happens more often than you think and what you can do to stay ahead when prospects quietly start shopping around. Facing the Reality of Multiple Vendors (00:02:29 – 00:05:26) ●    Most buyers are not talking to only...

It can pay off to borrow sales strategies from outside your usual lane. My guest, Kam Dasani, entrepreneur and investor, brings B2C secrets into the B2B sales world and uses what he has stolen from consumer marketing to make smarter moves. In this episode, he breaks down the tactics that helped him grow faster and shows how you can use them to triple your pipeline. Meet Kam Dasani Kam Dasani is a...

In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success. LinkedIn Outreach T...

It’s time to face the truth! Single point sales don’t work anymore. In this episode, Catherine Oliver, the ambassador at SDR of EMEA, breaks down why the single point sale approach is falling apart in today’s B2B world and what you should be doing instead. Why the Single Point Sale Is Dead (00:02:01 – 00:04:57) Catherine Oliver breaks down why modern deals are decided by committees, not solo buyer...

Can agentic AI truly streamline pre-qualification in the sales process? To explore this question, I invited Caroline Onyedinma, an AI sales innovator who bridges the worlds of AI, marketing, and technical strategy. With her deep expertise, Caroline explains how agentic AI can be integrated into key stages of the sales cycle to help sellers stay focused on high-impact activities instead of getting...

1950 | How can I connect with a prospect who is not responding? In this episode, Donald Kelly tackles a common challenge faced by sales professionals: how to effectively follow up with a prospect who isn't responding. Learn actionable strategies that help maintain connection without crossing the line into annoyance, ensuring your efforts yield the results you desire. Understanding the Prospect's P...

Personalized messages or not? That is the question! Snov.io’s data has the answer, and you might be surprised by what it shows. I’ll also share my thoughts and tips for writing successful LinkedIn connection requests. Snov.io Data Analysis: Does Personalization Matter? ·  I dug into the Snov.io data, which looked at over 44 million cold emails and 865,000 LinkedIn invites.  · &...

show notes

How can you structure your day to hit an 800% increase in new appointments? My guest, James Donaldson, founder and CEO of Stakki, joins me to share how his team achieved it through cold calling. He shows that success is not just about working hard. It is about working smart with the right process and structure. Before the 800% Growth: The Spray-and-Pray Struggle (00:05:17–00:08:53) ·  Be...

There comes a time in every seller’s career when a prospect raises an objection. Don’t see it as a negative. Think of it as a pause in the sales cycle. In this episode, I share two ways to turn that “not right now” objection into a yes. Understanding Objections in Prospecting (00:01:49 – 00:04:07) ·  When prospecting, objections like “not interested” or “send me more information” are com...

62% of buyers regularly ghost salespeople. Want to change that? In this episode, I share five sales tips to get your prospects engaged, respond, and move closer to becoming customers. Reason #1: Lack of Information Sharing (01:55 - 03:27) ·  If neither side has enough information, prospects may leave the conversation due to a lack of perceived value. ·  Always use phrases like...

Prospects are smarter now, and they know our sales methods. They even have a few that they really hate, yet sellers still try them. In this episode, I’m calling out five outdated sales tricks and sharing practical alternatives that actually work. 1. Interrogating with BANT ·  Prospects often dislike the BANT method (Budget, Authority, Need, Timing) because it feels like an interrogation....

Finding B2B prospects isn’t as hard as it feels when you know where to look and what to focus on. Most people struggle because they are spending their time in the wrong places or chasing companies that are not ready to buy. In this episode, I am walking you through five sales strategies that help you find the right B2B companies faster and with less effort. 1. Leverage LinkedIn Sales Navigator ·&n...