Sinopse
The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald
Episódios
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How to Hit Your Number Without End-of-Quarter Panic | Donald C. Kelly - 1981
02/03/2026 Duração: 23minshow notes
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How To Sell With Integrity In The World of AI | Mark Hunter - 1979
23/02/2026 Duração: 29minshow notes
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How Can I Shorten My Sales Cycle And Close Deals Faster? | Donald C. Kelly - 1978
20/02/2026 Duração: 24minshow notes
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I'm Running Out of Time & My Pipeline Is Weak | Donald C. Kelly - 1977
16/02/2026 Duração: 17minshow notes
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How to Get Quality Referrals To Skyrocket Your Sales | Donald C. Kelly - 1976
13/02/2026 Duração: 17minI know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.Ask Your Happy CustomersThe most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask. If you are not asking, you are leaving opportunities on the table.Request Referrals from Non BuyersDo not overlook the conversations that do not end in a sale. Even when someone tells you no, that does not mean the relationship is over. It is still perfectly reasonable to ask if they know someone who is dealing with the challenges your product solves. When you position it around helping others, the request feels natural and value focused.Leverage LinkedIn ConnectionsYou can also take a m
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Are Sales Frameworks Ruining Real Conversations? | Donald C. Kelly - 1975
09/02/2026 Duração: 18minshow notes
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Prospects Are Liars! | Donald C. Kelly - 1973
02/02/2026 Duração: 18minDo buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal. Why Do Buyers Lie?Buyers don’t always lie intentionally. However, there’re three main reasons why they do:They feel uncomfortable saying “no.”They’re not interested but don’t want to hurt your feelings.They want to “think about it,” often as a way to avoid further discussion.Key Strategies for SellersIf you find them lying to you, try these strategies to get the truth out of them: Seek honest answers by asking tougher, more direct questions.Never assume a prospect’s motives, instead get to the real issue.Practice probing with family or friends to build confidence.Avoid desperation and maintain control throughout the process.Don’t wait. Address hesitations immediately rather than letting deals linger.“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to
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Is AI Killing The SDR Role? | Kristie Jones, Dr. BJ Allen & Donald C. Kelly - 1972
30/01/2026 Duração: 32minSDRs and BDRs are having to become more strategic and more technical to close deals. You would think that in a world of AI, their jobs would become easier or even be replaced. But buyers are more informed, and they know when a seller is not putting much effort into personalization. Joining me in this episode are two sales professors, BJ Allen and Kristie Jones, to discuss how we can better prepare sellers for these changing roles.The Evolution of Sales RolesThe role of SDRs and BDRs is changing as buyers become more independent and better informed through AI and easy access to information. Sales is no longer just about cold calling and emailing. Today’s sellers need stronger critical thinking skills, deeper product and industry knowledge, and the ability to add value much earlier in the buying process.AI’s Impact on Sales ProcessesAI is reshaping sales, from prospect research to reviewing discovery calls. This shift is pushing teams to be more intentional about their processes and committed to continuous
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InMail: The Easiest LinkedIn Sales Navigator Strategy You’re Doing Wrong (And How to Fix It) | Donald C. Kelly - 1971
26/01/2026 Duração: 13minshow notes
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Three Type of Content Seller Must Post On LinkedIn | Donald C. Kelly - 1970
23/01/2026 Duração: 16minWhat should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.Why You Should Be Posting on LinkedInIf you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create content, which means authentic posts are far more likely to get noticed. Instead of worrying about being judged or feeling like you need to be an expert, I want you to see LinkedIn as a place to engage your niche market and start real conversations.Three Types of LinkedIn Posts That WorkMistakes and Lessons Learned: One of the easiest ways to create content is by sharing mistakes and lessons from your own experience. Talking about what went wrong and what you learned makes your posts relatable and builds trust. When you are honest and a little vulnerable, people are more likely to engage and respond.Personal Ins
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10 Rookies Mistake You Must Avoid In 2026 | Donald C. Kelly - 1969
19/01/2026 Duração: 23minshow notes
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LinkedIn: Once You've Connected With a Prospect, Here's What You Should Do Next | Ahmad Munawar - 1968
16/01/2026 Duração: 26minshow notes
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Here is how I closed a 6-figure deal with humor | Kevin Hubschmann - 1967
12/01/2026 Duração: 40minshow notes
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3 Ways to Train and Ramp Your Team in Half the Time | Jennifer Smith - 1965
05/01/2026 Duração: 33minshow notes
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7 Steps to Making 7 Figures in Enterprise SaaS Sales | Brandon Fluharty - 1963
29/12/2025 Duração: 28minIs 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, starting with one critical shift in mindset.1. Get In The Right Environment· Find your Goldilocks situation concerning your ideal workplace, whatever that may be.· What kind of internal infrastructure do you need to start making seven figures in SaaS? 2. Build A Transformation Mindset· Seven-figure earners sell a transformation that doesn’t just solve an issue; it prevents the problem from happening again.· In SaaS, you want to be the player touching multiple parts of the business. That requires a transformational mindset and is a key principle of Brandon’s framework.
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How to Unlock Your Earning Potential This Year | Ashley Winston - 1962
26/12/2025 Duração: 33minMost 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 worth responding to.Why Prospects Ignore Most Sales Outreach (00:02:10 – 00:03:35)Ashley explains that buyers aren’t ignoring messages because they’re rude, they’re overwhelmed.Generic outreach, vague value statements, and self-focused messaging give prospects no reason to engage.The real issue isn’t volume, it’s relevance.The Biggest Mistake Salespeople Make in Messaging (00:03:35 – 00:05:10)Most outreach talks about the seller instead of the buyer.Ashley shares why messaging that leads with credentials, features, or company history immediately creates disengagement.Prospects care less about who you are and more ab