Shows
The Sales EvangelistDonald Kelly | Pushing Through the Prospecting Drought: How to Keep Going When Nothing's WorkingTired of endless voicemails and angry prospects? Even studies show that the most troubling part of the sales process for sellers is prospecting. I have four tips in this episode to help you out. Go ahead and give it a listen, it’ll give you the strength to keep pushing through and land more deals.Stay MotivatedWhat I like to do every morning is say a little prayer. This helps me get ready for the day and work on getting more clients.Even if you’re an atheist or practice a different faith, you c...
2025-04-1812 min
The Sales EvangelistThree Simple Ways To Get Appointments On LinkedIn | Donald Kelly - 1884In the last episode, I shared some hidden gems on what prospects really want when they go on LinkedIn. I also provided some examples of how to engage with customers on the platform. But what I didn’t show you was how to turn these prospects into appointments. You’re going to find out in this part two series of my little LinkedIn rant.Connect, Share, and Engage to Generate Leads on LinkedInIf you remember from the last episode, I discussed how connecting and engaging with a prospect is better than the generic connecting and pitc...
2025-03-2815 min
The Sales EvangelistPitching On LinkedIn Don't Work, Do This Instead! | Donald Kelly - 1883LinkedIn is a goldmine for opportunities, but the challenge many sales reps are finding is that no one is responding to their messages after connecting. In this episode and the next one coming up, I’m sharing LinkedIn tips that provide the right touch to get prospects to start engaging with you. My research will help you network better and close deals, without resorting to those silly automated messages.Why Sending Pitch Messages Is A Mistake?Recently I did a LinkedIn poll that said, “When you accept a connection request, what percentage of them turn into pitc...
2025-03-2423 min
The Sales EvangelistCase Study: The Proper Way To Multithread | Donald Kelly - 1879You've heard me talk about multithreading over and over again. Today, I’m sharing more insight with a personal experience of mine and how I worked with multiple people in an organization to close a deal. Don’t forget to connect with me on LinkedIn and send a message with the title: "multithreading" and tell me what you liked about this episode.Sales Challenge with MultithreadingMultithreading is where you take two or more different paths to connect with individuals in an organization. The challenge I find that most sales reps have with doing this is whet...
2025-03-1012 min
The Sales EvangelistDonald Kelly | My Company Hates Me! You started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found. It kind of makes you feel like everyone hates you. I have experienced the same situation, and I’m here to share some tips to help you out when you start a new sales position and it seems like no one can help you get started. Find People Close to Your Proximity If you’re struggling with finding leads, cons...
2025-02-2414 min
The Sales EvangelistDonald Kelly | Not Interested: Use The "Go Around The Block" Principle You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode. What is the Go Around The Block Principle? Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most. The idea is for you t...
2025-01-3109 min
The Sales EvangelistDonald Kelly | How I Booked Eight Appointment From LinkedIn In One Week! Is it possible to get multiple appointments on LinkedIn in just one week? Guys, I'm telling you that it is, and in this episode, I'm going to show you how I got eight appointments in five days. I promise it's no influencer trick and has everything to do with prospecting. Take a look at your LinkedIn Connections Go through your LinkedIn connection list and group them into potential customers, past customers, and people you know but don't know what you do. For the ones grouped in "people you know," try booking a 5-7 minute meeting by...
2025-01-1713 min
The Sales EvangelistDonald Kelly | How Can I Turn My Connects Into Appointments? While working with a fellow sales rep, I noticed the many phone calls he was making and how many of them weren't turning into appointments. Does this often happen to you? In this episode, I show you how to fix this common sales mistake and turn those phone calls into deals. If you'd like to try my tips, connect with me on LinkedIn and send me a message. Have The Right Offer You’re getting connections, but it’s just not going the way you want it to. To change this, start with having the rig...
2025-01-1312 min
The Sales EvangelistDonald Kelly | My Top Five Sales Predictions For 2025 I’m being like Edgar Allan Poe in this episode and providing you guys with my top five sales predictions for 2025. Will there be an increased use of AI tools in the sales industry? Are consumers wanting more human connection? Tune in to find out! Sales Prediction 1: Increased AI Technology Use Yes, it’s true. AI tools are not going anywhere, and more than likely, you’re going to use them more and more this year. You’ll probably even find yourself not even realizing that you’re using them. The downside is that 55% of consumers don’t like fo...
2025-01-1012 minThe Sales EvangelistDonald Kelly | Back to Basics Series Part 7 - Objections Handling Your prospect has rejected the deal, and now you’re unsure whether to try another sales tactic to change their mind or simply move on. This final episode of the Back to Basics series will guide you in overcoming sales objections and keeping your pipeline moving forward. Slow Down It’s natural to do everything in your power to get a prospect to say yes. This can often lead to rushing the sales process in hopes of securing that long-awaited agreement. Instead of speeding up, take a moment to pause and breathe deeply. Begin addressing the obje...
2024-12-0913 min
The Sales EvangelistDonald Kelly | Back to Basics Series Part 6 - How I Conduct Effective Discovery CallsBefore visiting Dubai, I did some research to determine if it was the right destination for a trip. If I hadn’t taken a few minutes to do so, I could have ended up having a horrible experience. This is why it’s important for you to conduct discovery calls—to ensure you and your prospect will have a pleasant experience working together. In this episode, I share the basics of a discovery call and how to set one up properly to ensure you land a deal with your prospect. The Purpose of Discovery Calls D...
2024-12-0617 min
The Sales EvangelistDonald Kelly | 5 Effective Cold Call Openers Most Sellers Are NOT Using!You call a potential client, and when they answer the phone, what do you say to reel them into your offer? “Hello, how are you doing? My name is Kevin?” No, this is going to get you hung up on. Listen to this episode to find out what you’re supposed to say instead. I share five effective cold call openers to help you start conversations with prospects. Also, don’t forget to download the call opener document for the other five tactics. 1. Curiosity Opener Curiosity makes a prospect more interested in your call and...
2024-09-0607 min
The Sales EvangelistDonald Kelly | The Three Most Important Things I Learned In Salesforce 2024 State of Sales Report Where does the state of sales stand today, and what should you prioritize to strengthen your pipeline? In this episode, I explore the Salesforce 2024 State of Sales Report to provide answers. Join me as I uncover the top three insights from the report. Partnerships In the Salesforce report, I came across a compelling statistic: 89% of teams currently leverage partnerships, and 50% expect to do so within the next year. As reaching prospects becomes increasingly challenging, partnerships offer a powerful solution by providing direct introductions within organizations. I share an example of why partner deals are so...
2024-08-2608 min
The Sales EvangelistDonald Kelly | The "Close File" Still WorksUnderstanding human psychology will always move your sales pipeline faster than the speed of lightning. In this episode, I share a simple trick that helped my podcasting company secure valuable appointments and generate significant revenue. Discover why the "Close File" method still works and how you can use it. Understanding Human Behavior One of sales's most fundamental and overlooked aspects is understanding human behavior. Every title, email, and phone call in sales is not just a transaction, but an opportunity to connect with a real person who craves genuine interaction. By g...
2024-07-2614 min
The Sales EvangelistDonald Kelly | What Could Prevent Us From Working Together?Are you tired of pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp. But what if you could pinpoint why your deals are stalling and prevent it before it happens? In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes!
2024-04-1709 min
The Sales EvangelistDonald Kelly | Personalized LinkedIn Connection Request or Not?You're about to send a LinkedIn connection request, and the platform allows you to create a personalized message. Do you take the time to do it? Yes or no? If you choose not to do it, you must tune into this episode of "The Sales Evangelist Podcast." Even if you said yes, still click play. Host Donald Kelly delves into the ongoing debate surrounding LinkedIn connection requests. Should sales professionals personalize them or keep them generic? Discover the importance of personalized connection requests and learn how to create meaningful conversations that c...
2024-04-1216 min
The Sales EvangelistDonald Kelly | Take Control of The MeetingDo you have full control over your sales meeting? Is it difficult getting your prospects to go in the direction you want them to go? You answer "no" to the first question and "yes" to the second question. Right? Well, you know what to do now! Tune into this episode of "The Sales Evangelist Podcast," where host Donald Kelly dives deep into mastering client interactions. Within this five-minute episode, you'll be ready to take control, establish authority, and confidently guide your prospects. Take advantage of these critical strategies that can accelerate...
2024-04-1006 minThe Sales EvangelistDonald Kelly | How To Properly Prep Your Prospect For Your First Meeting Are you properly preparing for first-time meetings? Failing to do so can lead to missed opportunities and lost sales. But don't worry—in this episode of "The Sales Evangelist Podcast," host Donald Kelly will share valuable tips on effectively preparing prospects and ensuring a smoother, more productive interaction. Click play to hear what one of the industry's top sales leaders says about this essential step in the sales process. The Importance of Preparing Prospects Donald emphasizes the significance of prepping prospects before meeting with them. In a world with automated scheduling tools, it's...
2024-04-0306 min
The Sales EvangelistDonald Kelly | Ask Everyone For A Referral You have a client on the phone, and they decide not to close the deal. Do you? Tell them to have a good day and hang up, or ask if they know anyone else needing your services. In this episode of "The Sales Evangelist Podcast," host Donald C. Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation. Tune in to elevate your sales prowess and harness t...
2024-03-2706 min
The Sales EvangelistDonald Kelly | Stop Lazy ProspectingAre you ready to revolutionize your approach to finding prospects? Do you sit back and hope they'll come to you, or are you casting wide nets on LinkedIn, crossing your fingers for a response? Let's face it. These tactics scream "lazy prospecting." But fear not! In this thrilling episode of The Sales Evangelist, the charismatic Donald Kelly is here to transform your strategy. Dive into this power-packed five-minute episode and unravel the secrets behind proactive prospecting. Say goodbye to the old ways and hello to a new era of engagement. Don't...
2024-03-2006 minThe Sales EvangelistDonald Kelly | This ONE Strategy 3X My PipelineDo you want to learn a simple strategy to improve the quality of your deals? If so, you must tune in to this quick 5-minute episode of “The Sales Evangelist Podcast.” In this episode, host Donald Kelly shares a simple yet powerful strategy that served as a game-changer in significantly improving the quality of deals in his pipeline. He stresses the impact of accountability and how it transformed his sales approach, leading to a remarkable three-fold increase in revenue. Discover the secrets to boosting your sales performance through the power of accountability. With the r...
2024-02-2808 minThe Sales EvangelistDonald Kelly | Donald Tip - Follow Up, Follow Up, Follow Up! Are you struggling to follow up with your prospects and close more deals effectively? Imagine if you could learn a proven method to follow up with potential clients that actually works. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly delves into the crucial aspect of follow-up in sales. He emphasizes the importance of strategic, persistent, and creative follow-up methods to nurture prospects and drive sales success. Tune in to discover practical tips to enhance your follow-up process, supercharge your sales pipeline, and double your closed deals! Importance of Follow-Up Dona...
2024-02-2107 min
The Sales EvangelistDonald Kelly | I Want Some Love TOO: I Never Get Any Engagements On My LinkedIn Posts!You spent a week crafting the perfect LinkedIn post and are ready to share it. However, after five hours, you only get crickets on your post. Maybe if you wait a few days, someone will acknowledge it. Two days later, you receive one like on your LinkedIn post. Frustrated, you scream, “Why is no one paying attention to my content on LinkedIn!” In this episode of The Sales Evangelist Podcast, host Donald C. Kelly discusses the importance of generating engagement on LinkedIn. He provides valuable insights on creating compelling content to capture the atten...
2024-02-1408 min
The Sales EvangelistDonald Kelly | When Is It The Right Time To Email A Prospect? Are you struggling to get responses from prospects on LinkedIn after reaching out to them? Do you wonder what's the best time and approach to email them? If so, you're not alone. In this episode of "The Sales Evangelist Podcast," host Donald Kelly delves into a strategy to help you navigate this challenge and increase your chances of securing appointments with your dream clients. So, grab a seat and dive into the world of effective LinkedIn outreach strategies. Understanding the Best Timing to Email Prospects Reaching out to prospects on LinkedIn is just the f...
2024-02-0706 min
The Sales EvangelistDonald Kelly | What Should I Put In My LinkedIn Headline? Filling out your LinkedIn profile is a lot more challenging than you thought it would be. However, whatever you add must make you stand out from everyone else within your industry. One way to do this is by creating a memorable headline to grab a person's attention. But what's the trick to crafting a headline to make someone want to work with you? In this short episode of "The Sales Evangelist Podcast," Host Donald Kelly shares tips on how to write the perfect LinkedIn headline. Get your notebooks and pens ready and learn how to...
2024-01-3106 min
The Sales EvangelistDonald Kelly | How To Turn Lost Deals Into OpportunityTwo months ago, your client said they didn't want to close the deal. So, this means that it's over and done with. You should just move on to the next one. Or maybe you should follow up to see if they will work with you now. Why? In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares why those lost deals are actually golden opportunities. So, don't cross those potential clients off your list yet, and hear why you need to contact them again. The Number One Strategy To Close Deals
2024-01-2406 min
The Sales EvangelistDonald Kelly | 3 Ways To Get Responses From Your ICP on LinkedInYou’re sending LinkedIn connects one after the other. But no one responds to your messages. It’s making you lose confidence in your professional sales skills. However, you shouldn’t give up hope just yet. Take the time to listen to this five-minute Sales Evangelist podcast episode. Host Donald Kelly shares three actionable tips to help sales representatives always get responses from their ICPs on LinkedIn. Tune in and hear what those tips are. Tip 1: Make Sure They're Active on LinkedIn Donald shares that just because you see someone on Linked...
2024-01-1707 min
The Sales EvangelistDonald Kelly | How Do I Find "Engaging" Prospects on LinkedIn? Do you need help finding your ideal prospects on LinkedIn? In this five-minute episode of the “Sales Evangelist” podcast, you’ll discover seven ways to find the perfect clients. Host Donald Kelly shares simple methods to help sales representatives find clients they really want to work with. Discover the seven best ways to find the right LinkedIn contacts. 1. Use LinkedIn Sales Navigator Donald stresses the point of finding clients who need your services. He suggests creating an Ideal Customer Profile (ICP) to help you find the right ones. One of the best ways to...
2024-01-1008 min
The Sales EvangelistDonald Kelly | Creating 2024 Sales Vision, Standard and GoalsDo you have a clear vision of what you want for 2024? If not, then you are already setting yourself up for failure. This year should be about improving your income, succeeding, and thriving in the sales industry. But the only way to do this is by establishing a clear vision for yourself. In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives into the importance of creating a vision as a salesperson. He provides practical insights and tips on how sales professionals can develop a vision, set effective standards, and achieve their...
2024-01-0309 min
The Sales EvangelistDonald Kelly | 3 Things Every Seller Must Do The Last Week of DecemberIt’s the end of the year, and you’re enjoying the good food, presents, and holiday spirits. But you still need to complete some tasks before December is over. In this short episode of “The Sales Evangelist Podcast,” host Donald Kelly shares three things sellers must do by the last week of December. What are those three tasks? Tune in and find out! They may set you up for bigger wins in 2024. 1. Be Transparent With Past Potential Customers · You want to tell your past potential buyers that you’re still trying to close the...
2023-12-2513 min
The Sales EvangelistDonald Kelly | The Get To Know Me Post How do you get people to know you before they meet you? In this five-minute episode of “The Sales Evangelist Podcast,” host Donald Kelly will tell you exactly how. Donald emphasizes the importance of creating a point of reference and humanizing oneself in prospects' eyes before initiating sales conversations. Discover valuable insights on building connections with potential prospects before engaging with them. Building Relationships on LinkedIn Donald discusses the challenges of reaching prospects through traditional means, such as emails and phone calls, and highlights the effectiveness of creating a point of reference on L...
2023-12-2006 min
The Sales EvangelistDonald Kelly | 5 Ways To Do Daily Outbound With LinkedIn Many sales representatives believe that doing outbound with LinkedIn takes a lot of work. But not with these five simple techniques. In this unique episode of “The Sales Evangelist Podcast,” host Donald Kelly shares five ways to do daily outbound prospecting on LinkedIn. Tune in and discover these short and sweet tips. 1. Reach Out to People You’re Already Connected With Donald discusses this as one of the easiest ways to do outbound on LinkedIn. 2. Utilize the “Permission To Ask a Question” Technique He shares the importance of reaching out to clients w...
2023-12-1305 min
The Sales EvangelistDonald Kelly | Google and Yahoo Changed The Game Oh no! It’s happening again. The biggest search engines are making changes. But, this time, it’s to protect people’s email accounts. Sellers sending out over 500 emails per day may want to stop because there will be repercussions for doing so. In this episode of "The Sales Evangelist Podcast," host Donald Kelly addresses the recent strict changes announced by Yahoo and Google regarding email outreach. How will these changes affect your sales approach? What are the limits to how many emails can you send now? Tune in to this week’s ep...
2023-12-0616 min
The Sales EvangelistDonald Kelly | What Prospects Want That Sellers Are Not DeliveringIn this episode of the Sales Evangelist podcast, host Donald C. Kelly explores the common pitfalls of salespeople and emphasizes the importance of understanding and providing what buyers truly want. By shifting the focus from selling to educating, sales professionals can build trust, provide valuable insights, and ultimately close more deals. Common Mistakes Made by Salespeople Donald highlights the tendencies of salespeople to rely on automated emails and fail to listen to buyers' needs truly. He also underscores the issue of pushing products or services onto buyers without understanding their actual requirements. These common missteps contribute to a la...
2023-12-0111 min
The Sales EvangelistDonald Kelly | 7 Ways Salespeople Can Show Their Clients They Care When was the last time you did something nice for someone? Did you notice how their eyes shine bright like a diamond? How about their smile? Did it become as big as the Grand Canyon? When people become this happy from others making nice gestures, it creates a warm feeling they’ll never forget. This is why sales representatives should take advantage of this, and Donald Kelly is here to tell you why. In this episode of The Sales Evangelist podcast, Donald explores the importance of showing appreciation to prospects and clients as a s...
2023-11-2413 min
The Sales EvangelistDonald Kelly | The Number 1 Reason Prospecting on LinkedIn Is Not Working!In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives deep into the number one reason why prospecting on LinkedIn may not be working for you and, most importantly, how to fix it. Kelly breaks down the common challenges sales professionals face and offers practical steps to enhance prospecting efforts on LinkedIn. Understanding the Problem Kelly opens the episode by addressing the frustration of salespeople not receiving responses or appointments through LinkedIn. He attributes this challenge to the focal point of prospecting efforts - the people being targeted. Fo...
2023-11-1013 min
The Sales EvangelistDonald Kelly | The New Way Buyers Are Researching Your Solution "Are you tired of your sales outreach falling flat and not getting the results you want? Well, you're not alone. Many sales reps miss out on a crucial aspect of their customers' buying behavior. In this episode of the Sales Evangelist podcast, host Donald C. Kelly emphasizes the importance of utilizing LinkedIn as a tool for generating sales opportunities and engaging with prospects. He highlights recent buyer behavior trends and provides insights on overcoming common challenges faced by sales professionals on LinkedIn. Listen to this week’s episode of the TSE podcast to hear a powe...
2023-11-0715 min
The Sales EvangelistDonald Kelly | Three LinkedIn Profile Features Most BDRs Are Are Not Using!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...
2023-10-0613 min
The Sales EvangelistDonald Kelly | Creating Healthy TensionYou 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 dec...
2023-09-1812 min
The Sales EvangelistDonald Kelly | The #1 Way To Start Conversation on LinkedInThe 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...
2023-09-1111 min
The Sales EvangelistDonald Kelly | 4 Benefits of Having a Sales TrainerWhy 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...
2023-08-2818 min
The Sales EvangelistDonald Kelly | 5 Things Every Seller Must Master to Be Great! 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...
2023-08-2111 min
The Sales EvangelistDonald Kelly | Stop Saying "Just Bumping This Up" It’s time to level up and set yourself apart in an executive’s inbox, but you know it’ll never happen as long as you keep parroting the same lines your prospect gets from every other seller. In today’s episode, our host Donald Kelly gets into why we should NEVER use the phrase “just bumping this up” in a follow-up e-mail. Listen in to hear the things you should say instead! The Problem With Saying “Just Bumping This Up” When you say, “Just bumping this up,” you’re prioritizing yourself in their inbox and insinuating that they a...
2023-07-2414 min
The Sales EvangelistDonald Kelly | 5 Overlooked Ways to Build Pipeline this QuarterWe’re all trying to find creative ways to build pipeline, but sometimes it feels like we’ve exhausted every possible avenue. In this episode, your host Donald Kelly encourages you to look for leads in places you might have missed. Donald and his team use all of these methods and have done the hard work of testing them for their effectiveness. Give them a shot! 5 Ways to Build Pipeline this Quarter Current Customers: Selling to your current customers is the simplest, cheapest way to build pipeline because they already understand and believe in your prod...
2023-05-0113 min
The Sales EvangelistDonald Kelly | Three Prospecting Strategies We Adopted Coming Into 2023 Spring is a time for change and renewal, which means it’s time to reevaluate the sales strategies you or your company have always used. In sales, it’s crucial to set yourself apart from the competition, and we want to show you how to do just that using efficient methods that WORK. In this episode, your host Donald Kelly takes you through the Top 3 Prospecting Strategies he and his company are utilizing in 2023. Why Do We Need New Strategies? Since the beginning of the pandemic, e-mail outreach is up 50%, but reply rates have decrea...
2023-04-0312 min
The Sales EvangelistDonald Kelly | Five Things You Must Do to Have an Effective Weekly Planning Session Do you know that feeling you get when you spend some time planning out the week ahead? It’s that sense of peace that lets us know we’re going to achieve our goals and nothing is going to get missed. Planning seriously increases our productivity, so why aren’t we all taking the time to do this at the beginning of each week? Whether you just can’t seem to find the time or you don’t know how to get started, Donald is here to help. Take out your Google Calendar or your favorite scheduler and let’s get to it...
2023-03-1716 min
The Sales EvangelistDonald Kelly | How to Start Meaningful Conversations That Lead to Appointments We know you want to set more appointments. You’ve got this - this is a skill just like any other, and you can learn how to do it. It’ll take some practice and a little bit of creativity, so there’s no better time to start. In the previous episode, Donald Kelly took you through two parts of his four-part strategy. If you haven’t heard that episode yet, it really sets the stage for this one, so go back and check it out first. Then meet us back here so you can learn to start the conversa...
2023-02-2715 min
The Sales EvangelistDonald Kelly | My Number One Strategy to Book More Appointments In 2023! Whether you’re a brand new BDR or you’ve been in sales for a while, we know you care about bringing your best in your professional life. If you didn’t want to improve, you wouldn’t be here, right? Today is your lucky day - on this episode of The Sales Evangelist, Donald Kelly is going to share the strategy he has developed to help you get more appointments booked than ever before. This is a 4-part strategy, and in this episode, Donald will take you in-depth into two of the parts to help you get started. ...
2023-02-2414 min
The Sales EvangelistDonald Kelly | How To Achieve Success In SalesBeing successful is EVERYONE’s goal in life. So how can sellers achieve this success? In today’s episode of The Sales Evangelist podcast, our host Donald Kelly goes over some different ways sellers can reach the success they’re aiming for. 5 Keys For Achieving Success You have to have a clear definition of what success actually IS for you personally. You have to help people solve their problems. You have to know where you can improve. You have to continually improve yourself and work towards perfecting your craft. You ha...
2023-02-0312 min
The Sales EvangelistDonald Kelly | Here's How I'm Planning In 2023 & You Should Copy ItIn today’s episode of The Sales Evangelist, our host Donald Kelly goes over some lessons he’s learned about planning throughout 2022, and how YOU can use those lessons to build a pipeline and convert sales to boost your profits. Sellers losing focus and not planning: Too often, sellers get lost in the MYRIAD of different tools, techniques, strategies, and ideas they utilize. All of these are important, yes, but they’re only tools. They shouldn’t be a seller’s main focus. The first lesson: Utilize a focus word. With 2023 coming up, look back on yo...
2023-01-0220 min
The Sales EvangelistDonald Kelly | Three Changes You Will See From Me In 2023In today’s episode of The Sales Evangelist, our host Donald Kelly goes into three changes he’ll make going into 2023. These three changes will help YOU to make more sales and perfect your craft as a seller. The first major change of 2023: The first upcoming change is a slight shift in branding. The podcast’s name, logo, and design will ALL remain the same. However, there will be a slight shift in branding as well as the podcast’s cover. The second major change of 2023: The second major change coming up will be the podc...
2022-12-3010 min
The Sales EvangelistDonald Kelly | The Number One Thing 87% of Buyers Say They Want From You In 2023Going into 2023, with a changing business landscape, buyers are looking for something DIFFERENT. In today’s episode of The Sales Evangelist, Donald Kelly goes into what buyers are now looking for, and how you can meet their needs. What are buyers looking for in the upcoming year? According to the State of Sales, from Salesforce, 57% of buyers prefer engaging with companies and sellers through digital means. Along with preferring digital communication, buyers have also said that they prefer YOU to go where THEY are. You have to appear wherever your buyers are, whether that’s on soci...
2022-12-2622 min
The Sales EvangelistDonald Kelly | Selling Will Be Harder In 2023 But Here Is How You Address It!In today’s episode of The Sales Evangelist, Donald Kelly discusses why 2023 will be a difficult year for sellers. He also discusses how, despite the upcoming challenge, how you as a seller can continue to succeed in your field. What exactly is going to be different about 2023? Ever since the pandemic, inflation rates and the general cost of living have STEADILY increased. This makes people far, FAR more hesitant to actually spend money. Why should someone buy your product or service when money is already tight? Alongside higher inflation rates, the feds have also hiked up in...
2022-12-2323 min
The Sales EvangelistDonald Kelly | Three Secret Strategies You Can Use To Land Your First Sales JobAre you trying to find your first sales job or looking to stand out from the competition to land that first gig? Look no further, because on today’s episode of The Sales Evangelist, Donald Kelly shares three strategies to find your first sales job. Strategy One: Befriend recruiters for the type of jobs you’re trying to land. Recruiters have a vested interest in finding great people - it means they get more money. So don’t be afraid of interacting with them! To find the right recruiters, go to any recruiting website to see which...
2021-06-0213 min
2021-06-0102 min
2021-06-0105 min
The Sales EvangelistDonald Kelly | One Major Closing Question You’re Neglecting To AskIn 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 proposal. Despite going through every step in the process, Dave didn’t get the result he wanted; he got hit with the “we’re going to need some...
2021-04-2613 min
The Sales EvangelistDonald Kelly | 10 Powerful Sales Questions BDRs Can Use in a Discovery MeetingIn 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 problem? This will help the prospects think of the source of their problem if there is any. What would...
2021-04-2110 min
The Sales EvangelistTSE 1430: LinkedIn: Once You’ve Connected With a Prospect, Here’s What You Should Do NextLinkedIn 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 […]
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2021-04-0723 minThe Sales EvangelistTSE 1429: LinkedIn: Being a Human on LinkedInHow 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 not using it effectively. One […]
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2021-04-0521 minThe Sales EvangelistTSE 1427: Objections: How the Pandemic May Impact Your Customer’s Sales ObjectionsSales 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 […]
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2021-03-3131 minThe Sales EvangelistTSE 1426: Objections: How Can You Prepare for Your Prospect’s Most Likely Objections?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 […]
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2021-03-2930 minThe Sales EvangelistTSE 1425: Objections: How to Overcome the Most Common Objections in B2B SalesWomen 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 […]
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2021-03-2627 minThe Sales EvangelistTSE 1424:What to Do If You Can’t Address Your Prospect’s Objections During a CallHow 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 […]
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2021-03-2442 minThe Sales EvangelistTSE 1422: Sales Objection 101Sales 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 […]
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2021-03-1912 min
The Sales EvangelistSales Objections 101 | Donald KellySales 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 agree with something. Common disapproval in sales training is when the potential clients say that they don’t believe that the training can help their team. There’s truth in that objection bu...
2021-03-1912 minThe Sales EvangelistTSE 1420: The Best Sellers In History Series – “Oprah Winfrey”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 […]
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2021-03-1540 min
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2021-03-1304 min2021-03-1310 min2021-03-1303 min2021-03-1300 minThe Sales EvangelistTSE 1414: How Women Sales Leaders have Impacted My Sales CareerWorking in the sales space, Donald Kelly has met a lot of people who impacted his journey one way or another. In this episode, he talks about how women leaders have impacted his sales career. Women in Donald’s life who made an impact Throughout Donald’s career, he has met several women sales leaders who guided […]
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2021-03-0115 min
The Sales EvangelistDonald Kelly | How Women Leaders Have Impacted My Sales CareerWorking in the sales space, Donald Kelly has met a lot of people who impacted his journey one way or another. In this episode, he talks about how women leaders have impacted his sales career. Women in Donald’s life who made an impact Throughout Donald’s career, he has met several women sales leaders who guided him and helped him persevere. While he was doing the Accidental Seller Series in 2019, one of his first guests was his mom. While she didn’t have experience in a traditional sales role, she ran her own shop in Jamaica...
2021-03-0114 minThe Sales EvangelistTSE 1409: Discovery Meeting: Why Your Discovery Meeting is the Most Critical of AllIn today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process. There are typically two sides of the sales process: […]
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2021-02-1715 min
The Sales EvangelistDonald Kelly | Discovery Meeting - Why Your Discovery Meeting is the Most Critical of AllIn today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process. There are typically two sides of the sales process: the prospecting side and the closing side. The prospecting side is the hustle part that many salespeople don’t care for as much. The closing side is when the transaction is completed. Another critical part of the sales journey is the disco...
2021-02-1714 minThe Sales EvangelistTSE 1407: Diversity: [Round Table] Why You Should Consider Building a Diverse Sales TeamThe conversation about building a diverse sales team is an important one, and in this episode, Donald Kelly hosts a roundtable discussion about why a diverse team should be built. The importance of a diverse team Without a diverse team, you are missing out on the insight that you need to work with the diverse […]
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2021-02-1238 minThe Sales EvangelistTSE 1396 – Selling in ColorShare 0 Tweet 0 Sign Up http://tsestudios.io/sic” rel=”nofollow”>https://www.linkedin.com/in/donald–c–kelly–44a85616/” rel=”nofollow”>https://www.linkedin.com/in/donald–c–kelly–44a85616/” rel=”nofollow”>https://www.instagram.com/donaldckelly/” rel=”nofollow”>https://www.instagram.com/donaldckelly/” rel=”nofollow”>https://twitter.com/DonaldCKelly” rel=”nofollow”>https://twitter.com/DonaldCKelly” rel=”nofollow”>https://www.facebook.com/groups/448729615281826/” rel=”nofollow”>https://www.facebook.com/groups/448729615281826/” rel=”nofollow”>https://pipedrive.live/tse” rel=”nofollow”>https://pipedrive.live/tse” rel=”nofollow”>https://pipedrive.live/tse” rel=”nofollow”>https://pipedrive.live/tse” rel=”nofollow”>http://trywingman.com/” rel=”nofollow”>http://trywingman.com/” rel=”nofollow”>http://www.skipio.com/” rel=”nofollow”>...
2021-01-1818 min
The Sales EvangelistDonald Kelly | 5 Things To Know Before Using LinkedIn Voice Message5 Things To Know Before Using LinkedIn Voice Message Salespeople want to know how to use new features that enable us to reach out to prospects and an example is the LinkedIn voice message. There are, however, things you need to know before sending your first one. LinkedIn Voice Messaging LinkedIn is now expanding its reach and updating its platform with new features. One great feature you want to be aware of is the ability to send a video message. Donald Kelly has 5 tips for using LinkedIn’s voice message:
2020-07-1500 min
The Sales EvangelistDonald Kelly | How To Get Cold Prospects To Genuinely ListenHow To Get Cold Prospects To Genuinely Listen Every call to a prospect provides an opportunity to get a sale. Your job is to move the odds in your favor and you do this about strategizing the right approach in that initial call. With the right preparation, your prospects will genuinely want to listen to what you have to say. About 25% of the phone calls you make are answered by the person you are reaching out to. Now that you have them on the phone, however, what do you say to main...
2020-06-2400 min
The Sales EvangelistDonald Kelly | How To Generate Interest In Lost OpportunitiesHow To Generate Interest In Lost Opportunities Every so often, a prior interest doesn’t end with a good close. Sometimes, there are lost opportunities. As a salesperson, how do you generate interest in lost opportunities? Today’s episode will talk about how you can turn “trash” to treasure! Have you experienced winning a deal that came from a lost opportunity? How did you do it? Leave a comment below! Defining lost opportunity Imagine this sales scenario: You are moving through the sales process with a new prospect...
2020-06-1700 min
The Sales EvangelistDonald Kelly | 5 Things I Learn About Sales Doing 1,300 Episodes5 Things I Learn About Sales Doing 1,300 Episodes It’s been a long and amazing journey for The Sales Evangelist. Content creation and podcasting have been the core of TSE and after 1,300 episodes, there are several lessons that Donald has learned. This episode will be about all the top lessons that have come from producing The Sales Evangelist since starting seven years ago. TSE has now been able to reach halfway around the world and has been mentioned and recognized in some of the most recognized business publications such as Entrepreneur and Forbes. We all h...
2020-06-0800 minThe Sales EvangelistTSE 1298: Three Things I Learn From Jordan’s Last Dance To Dominate SalesDonald Kelly’s knowledge has come from a variety of sources — books, podcasts, training, sales seminars, documentaries, and more recently, the docuseries, Michael Jordan’s Last Dance. The natural seller in Donald caught key principles from the series that will help salespeople to dominate sales. The Last Dance is a docuseries featuring the last year Michael […]
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2020-06-0320 min
The Sales EvangelistDonald Kelly | Three Things I Learn From Jordan's Last Dance To Dominate SalesThree Things I Learn From Jordan's Last Dance To Dominate Sales Donald Kelly’s knowledge has come from a variety of sources -- books, podcasts, training, sales seminars, documentaries, and more recently, the docuseries, Michael Jordan’s Last Dance. The natural seller in Donald caught key principles from the series that will help salespeople to dominate sales. The Last Dance is a docuseries featuring the last year Michael Jordan was with the Chicago Bulls. It’s a revealing 10-part series that shows why Michael Jordan is one of the best basketball players o...
2020-06-0300 min
The Sales EvangelistDonald Kelly | Mindset vs. Skillset - Which Is More Important In Sales?Mindset vs. Skill Set - Which Is More Important In Sales? As a salesperson, which do you think is more important, a mindset or a skill set? What are the differences between the two? In this episode, Donald will explore the value of both. Defining mindset and skill set Mindset is your established attitude or beliefs. Mindset has two parts - a fixed mindset and a growth mindset. A fixed mindset settles into what is working and doesn’t change. A growth mindset can see the opportunities to improve.
2020-05-2700 min
The Sales EvangelistDonald Kelly | Why Every Seller Needs To Create An Ideal Sales ProfileWhy Every Seller Needs To Create An Ideal Sales Profile It is imperative for all businesses, no matter the size, to be able to describe their target customer. It is equally important for businesses to create an ideal sales profile. This will help you identify the right hire for your sales team. In this episode, Donald will talk about the importance of defining the ideal sales profile in detail. Oftentimes, as salespeople, we start our days with a list of things we want to accomplish in our day. By the end of th...
2020-05-0600 min
The Sales EvangelistDonald Kelly | I'm Afraid of Losing My Sales JobI'm Afraid of Losing My Sales Job Everywhere you look, people are affected by circumstances that could not have been foreseen just a couple of months ago. Due to this upheaval, some people are losing their jobs. Is the fear of losing your sales position an added concern for you as well? In this episode, Donald offers some encouragement. Everyone agrees it’s a hard time. This quarantine is unprecedented in most of our lifetimes and The Sales Evangelist is here for you and Donald has been getting a number of questi...
2020-04-1500 minThe Sales EvangelistTSE 1257: Three Sales Principles I Learned While Visiting JamaicaDonald Kelly, our podcast host, recently traveled back to his home country, Jamaica. The trip was beautiful and an eye-opener. In watching the work ethic and ingenuity of the Jamaican people, Donald learned 3 key principles that can be used by sellers in the U.S. and abroad. His experience in Jamaica can strengthen and help […]
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2020-02-2819 min
The Sales EvangelistDonald Kelly | Three Sales Principles I Learned While Visiting JamaicaThree Sales Principles I Learned While Visiting Jamaica Donald Kelly, our podcast host, recently traveled back to his home country, Jamaica. The trip was beautiful and an eye-opener. In watching the work ethic and ingenuity of the Jamaican people, Donald learned 3 key principles that can be used by sellers in the U.S. and abroad. His experience in Jamaica can strengthen and help sales professionals to persevere in their roles. Jamaica is a beautiful country. It has beaches and looks to be a people with an easy-going lifestyle. People picture Jamaica as...
2020-02-2800 min
The Sales EvangelistDonald Kelly | Three ThingsThe Accidental Seller Recap - "Three Things I Learned" For the past 8 weeks, we have been interviewing several successful “accidental sellers” and sharing their stories. We have come to know how they started in sales when it wasn’t their intention to ever be in sales, and what they did to become successful. The last episode aired last week when Donald interviewed a very special person in his life, his own mother, who Donald credits in shaping him to be the man he is today. As he wraps up the series, Donald wanted to share hi...
2019-12-1800 min
Way To GreatnessKeep Going, Keep Growing w/ Donald Kelly (001)Learn from The Sales Evangelist! Donald Kelly takes us through his own journey to becoming a sales trainer.
Show Highlights
1:43 - [Ari] How did you get into speaking?
2:22 - [Donald] I just love that environment of being in front of the audience.
3:15 - [Donald] Some people you know, they'll like dog on Toastmasters, well it's just like a little club where you only get 5 minutes of speaking, or 7 minutes of speaking, but what happens is that you hone - if you can speak effectively in 5-7 minutes, you can be able...
2019-09-1931 min
The Sales EvangelistStephen Hart | The Sales Evangelist 1000th Episode with Donald C. Kelly | 1000It's The Sales Evangelist 1000th episode and Stephen A. Hart from the Trailblazers.FM Podcast is conducting the interview while Donald Kelly answers the questions. This podcast started five years ago after Donald attended sales training to try to improve his performance. He started seeing some gains, and he figured the very least he could do was tell other people what was working for him. He realized along the way that he would get to interview great guests like Jeffrey Gitomer who would share a wealth of information and he was hooked. Donald wanted to s...
2019-01-0300 minThe Sales EvangelistTSE 1000: The Sales Evangelist 1000th Episode with Donald C. KellyIt’s The Sales Evangelist 1000th episode and Stephen A. Hart from the Trailblazers.FM Podcast is conducting the interview while Donald Kelly answers the questions. This podcast started five years ago after Donald attended sales training to try to improve his performance. He started seeing some gains, and he figured the very least he could do was […]
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2019-01-031h 01The Sales EvangelistTSE 550: TSE Hustler’s League-“Great Presentations”Presentation, Demo, Donald Kelly, The Sales Evangelist Podcast How are you bringing value to the table? How do you make yourself stand out from the pack? This week, we pulled out yet another snippet from one of our previous sessions over at the TSE Hustler’s League where we talked about building value, specifically about giving […]
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2017-05-1300 minThe Sales EvangelistTSE 402: How Can I Get Unstuck Donald?Have you been selling for a while but just feel like you’re stuck? Do you feel like you’re not progressing or feel like you’re just doing mediocre things? Today, I’m sharing with you some thoughts and insights to help you do some soul searching and figure out what you can do to get unstuck and […]
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2016-09-1900 minThe Sales EvangelistTSE 164: Donald Part Three of Sales ToolsToday I will share with you the final part of my top three sales tools. This week is another HubSpot tool. It’s the HubSpot CRM. The greatest thing about this tool is that it’s free — for the most part. Like many solutions today, they have a free version and a paid version. I use […]
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2015-07-1412 minThe Sales EvangelistTSE 161: Donald’s Top Three Sales Tools Part 2 “Assistant.to”Sick and tired of scheduling appointments with prospects? Not getting enough appointments set? We’ve got a tool just for you! Think about more ways than just picking up the phone for you to utilize business. Attention span of clients nowadays are so short. You’re probably using a calendar invite to book appointments. Now, if you […]
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2015-06-2609 minThe Sales EvangelistTSE 158: Donald’s Top Three Sales Tools Part 1 “HubSpot’s Sidekick”I’m a firm believer that, as sales professionals and entrepreneurs, we need to take advantage of tools that are going to make our lives easier and increase our ability to sell more. This is why I’m doing this three part series. Over the next three Mondays, I will share with you some of the favorite […]
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2015-06-2311 minThe Sales EvangelistTSE 010: Networking 101 With Donald KellyNetworking is a very critical role for any sales representative, but many people do not know how to effectively do it. Over the next two weeks I have two amazing guests who will share their expertise on networking and how to do it right. During this episode I kick off our networking crusade with some […]
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2014-02-0408 min