The Sales Evangelist
Business
I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working.
Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!
I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working.
Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!
Location:
West Palm Beach, FL
Description:
I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!
Twitter:
@DonaldCKelly
Language:
English
Website:
http://thesalesevangelist.com/
Episodes
What is Sales Enablement and How It Should Work | Roderick Jefferson - 1562
5/23/2022
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:
Get people to have conversations instead of presentations:
Enablement should be driven from the top-down.
Roderick’s parting advice? Start a conversation...
Duration:00:32:35
How to Eliminate the Sales Stack Drag on Your Sales Team | Pouyan Salehi - 1561
5/20/2022
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 but often rely on their own systems.
The end goal? Eliminate sales stack drag.
Sellers, on...
Duration:00:33:57
Three Reasons Why I Created A Business Development Event | Donald Kelly - 1560
5/18/2022
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, Florida, he found that existing sales meet-ups did not really pertain to B2B sellers. Wanting a...
Duration:00:32:30
Sell It Like A Mango - A New Seller's Guide to Closing More Deals | Donald Kelly - 1559
5/17/2022
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 sold the same product! So, why did some mangos sell better than others? Because the seller made...
Duration:00:21:00
How to Land More Enterprise Deals Using Relationship Mapping | Jamie Shanks - 1558
5/16/2022
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 something off your website?Product usage - Who uses which software, and how does that integrate with...
Duration:00:30:43
Here is What We Have in Our Sales Stack and Why | Andrew Velker - 1557
5/13/2022
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 stack, and Andrew prefers one that satisfies two questions: First, can it connect with other...
Duration:00:30:27
Common Issues Sales Teams Face Regarding Their Sales Stack | Donald Kelly - 1556
5/9/2022
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?
The sales tools are implemented to cover lousy selling.
There are just too many tools.
What other issues do you see in your tech...
Duration:00:12:32
How to Negotiate Without Manipulating Your Prospects | Susie Tomenchok - 1555
5/6/2022
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 should come from a place where you look to satisfy everyone.Low-stakes negotiation happens...
Duration:00:29:25
An Unconventional Strategy to Building Rapport | Collin Mitchell - 1554
5/2/2022
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.
Listen Notes Other podcasting strategies to build rapport:
Creating content for social and video opportunities:
For...
Duration:00:25:55
Build Rapport The Way Your Prospects Want To Connect | Darren Reinke - 1553
4/29/2022
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 assume prospects like to communicate in the same style as the seller.
Selling should start with...
Duration:00:31:25
Three Things Sellers Get Wrong When Building Rapport | Donald Kelly - 1552
4/25/2022
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.
Sellers aren’t interested enough in their prospects.
interestedinteresting Sellers don’t create a...
Duration:00:20:02
Five Ways to Know Your Customer's Ecosystem | Glenn Poulos - 1551
4/22/2022
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.
Isolate the prospects
Punch, perfect pitch, and close:
Visit Glenn’s website, glennpoulos.com, to download his free worksheet, find his book, and see more...
Duration:00:32:06
How I Overcame My Biggest Sales Objection | Spencer Jan - 1550
4/18/2022
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 lack of communication; the disconnect of not understanding the other person.When objections...
Duration:00:33:57
A Powerfully Simple Formula For Objection Handling | Ryann Dowdy - 1549
4/15/2022
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 seeing the value in that connectionWe think of a “closing problem,” but the “opening problem” can...
Duration:00:33:53
A Different Way to Look at and Tackle B2B Objections | Art Harding - 1548
4/11/2022
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?
Digital transformations start from the inside out.
Buyers are more educated now than ever.
Technology allows a focus on customer understanding.
Connect with Art on LinkedIn or email him at art@people.ai for more great...
Duration:00:33:27
Overcoming Objections With A Servant's Heart | Jim Doyle - 1547
4/8/2022
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 the term “selling with a servant’s heart?”
A servant’s heart can help overcome...
Duration:00:29:47
Three Things You Must Understand About Objections | Donald Kelly - 1546
4/4/2022
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 not always the case. Instead, an objection can be anything that prevents a deal from moving...
Duration:00:15:06
The Most Effective Way to Build Pipeline & Close More Deals in 2022 | Bill Golder - 1545
4/1/2022
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 best companies continuously innovate to meet those needs. What are effective pipeline...
Duration:00:26:13
The Art and Science of Forecasting | Sarah Lash - 1544
3/28/2022
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 significant forecasting issues:
Some people rely too much on the map and aren’t listening to what’s...
Duration:00:33:24
Top Sales Outlook For 2022 And Its Impact on Forecasting | Tom Pisello - 1543
3/25/2022
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 characterize the post-pandemic era of sales:
First, there’s a tremendous amount of sales turnover....
Duration:00:37:49