The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

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 objections raised by your prospect calmly and methodically. Taking the time to regroup prevents panic and helps you avoid costly mistakes. Express Appreciation Your prospect may have valid reasons for hesitating or declining to move forward in the sales process. Acknowledge this by expressing understanding and gratitude for their time. Next, use a softener to gain permission to dive deeper into their concerns. I explain how to do this in the episode, which wil

Before 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 Discovery calls are meant to determine if you and the prospect are a good fit for each other.  Too often, sales reps focus solely on their own goals instead of the prospect’s needs. If you’re only focused on reaching your quota, how can you be sure your product will actually solve the prospect’s problem?   Steps to a Successful Discovery Call   Confirm the Appointment: Before the day of the discovery call, confirm the meeting and ensure that the right individuals will be attending.   Build Rapport: Star

The first ten seconds of a cold call matter more than any other part of the outreach. But what do you say to keep your prospect from hanging up? In this episode, I’ll tell you exactly how to get them into your sales pipeline and close the deal.   1. Verify the Prospect  Before diving into your sales pitch, confirm that you’re speaking to the right person. This not only ensures your efforts are targeted but also gives you a moment to prepare your next move.   2. Greet with Your Name and Company   After verifying the prospect, introduce yourself by stating your name and the company you represent. This helps the prospect visualize who you are and understand why you’re reaching out.   3. POR: Point of Reference There’s a reason I always recommend LinkedIn. Use it as a point of reference to remind your prospect where they might know you from. This simple step can turn a cold call into a warm conversation, increasing the chances they’ll stay on the line instead of hanging up.   4. Relevance  Relevance

It’s getting cold outside, but that doesn’t mean your cold calls have to freeze your sales pipeline. Tune in to hear my hack for warming up your prospects and getting them more receptive to your proposals.   Reach Out to Prospects on LinkedIn People are naturally skeptical of sellers, especially if they’ve never met you. That’s where connecting on LinkedIn can be a game-changer.   Use LinkedIn Sales Navigator or a similar tool to identify your prospects’ triggers and build a targeted list of potential clients.   Establishing a LinkedIn connection with your prospect before sending an email increases the chances they’ll respond positively when you cold call. It’s all about building familiarity and trust.   Make an Introduction Before Cold Calling Think back to the caveman days—introductions have always been essential to building trust.   By making an introduction first, you transform a cold call into a warm call because the prospect already knows who you are.   Establishing trust with your pr

There are 24 hours in a day, yet you’re struggling to find even one hour to prospect. I used to believe this lie myself, and it hurt my progress. In this episode, I share how to overcome this mindset and carve out time in your busy schedule for prospecting.   Plan It Out The simplest way to start prospecting is to plan it out. Set aside a specific time frame dedicated to finding clients.   Add this time block to your calendar and make it recurring. Consistently dedicating time will help you stay committed to prospecting.   While planning, set a clear goal for your session. For example, aim to have five meaningful conversations during this period. This will help you either move deals forward or identify prospects who aren’t the right fit.   Accountability If you’re struggling to find time for prospecting or to meet your goals, share your intentions with someone else. This could be your manager or a fellow sales representative.   Let them know you’re focusing on prospecting and ask them to hold

In Part Two of the Back to the Basics Series, I cover a sales skill that everyone believes they need to master to close deals: multitasking. Honestly, I don’t think you need to be all that great at it. Why? Tune in to hear my thoughts on multitasking.   Multitasking Doesn’t Work You might have 20 tabs open on your CRM right now, along with countless tools and windows. It may feel like juggling everything at once makes you more productive, but research shows otherwise.   Focusing on one task at a time is actually far more effective for getting things done. In this episode, I share some research that debunks the false belief that multitasking is the key to productivity.   Identify What You’re Trying to Accomplish I get it—it’s hard not to multitask when you have a million and one things to do. However, to avoid being less productive, take a moment to define the goal of each specific task.  For example, if you’re prospecting, set a goal like having five conversations within an hour and booking one

How can you build rapport without coming across as wanting something in return? Prospects can easily sense if you’re not genuinely trying to connect with them and are only interested in their money. If you’re struggling with this sales method, listen to my guest, Ante Mihaljević, a sales and communication expert, share his refreshing take on building rapport with prospects. The Importance of Genuine Rapport Stop making rapport feel gimmicky or disingenuous by showing genuine interest in understanding and helping a prospect. This approach makes them feel heard and valued, fostering openness and a positive relationship. Techniques for Building Rapport Ante shares valuable insights on building rapport effectively: Stay Focused and Curious: Be genuinely interested in your prospect’s needs and listen actively to their concerns. Mirror and Match: Observe and subtly mimic your prospect’s language and behavior to create a sense of familiarity and trust. Avoid Focusing on the Outcome: Concentrate on the i

Following up scares you just as much as cold calling does. But just like cold calling, circling back with a prospect is an important sales technique that can help improve your closing rate. My follow-up tips will help you move through the sales pipeline three times faster and close deals more efficiently. 1. Give Them the Agenda Just like in basketball, if your prospect doesn't know the rules, they won’t play along in the sales cycle. During your first meeting, let them know what you’re going to cover and how your services can help them. 2. Set a Specific Date and Time for the Next Meeting Before you end your first meeting, don’t forget to set a specific date and time for the next one.  Remember, prospects have busy lives, and if you don’t provide clear details for the next meeting, they’re more likely to forget about following up with you. 3. Don’t Send Those Silly Follow-Up Emails The fact that you’re sending an email means it’s already a follow-up. So, there’s no need to add "follow-up" in the

Storytelling allows you to connect with your prospects on a more personal level. However, sometimes you might find yourself telling the wrong stories or sharing a story at the wrong time. My guest, Eugene Theodore, walks us through how to create impactful stories that align with your sales goals. Meet Eugene Theodore Eugene Theodore is a highly skilled and experienced storyteller with a background in sales and personal branding. His storytelling approach aligns a product or service’s message with the needs and values of a target audience. Eugene helps sales professionals and leaders navigate different stages of the customer journey by using storytelling to foster meaningful connections and close deals. Why Storytelling Matters in Sales People prefer to buy from those they trust and feel connected to. Without a genuine connection, prospects may choose not to move forward in the sales process. Eugene explains that storytelling serves as a powerful alignment tool throughout the customer journey. It

You’re waiting for a client to respond to your offer, but it’s taking longer than expected. How can you get them to speed up their decision? Listen to my conversation with Cindy Allis, CEO and Co-founder of Floatist, where I show her how to create urgency and close deals faster. Meet Cindy Allis Cindy Allis is the CEO and Co-founder of Floatist, a B2B tech company in the yacht industry. Currently, her industry is facing seasonal challenges, making it harder for her sales team to navigate the B2B sales cycle. In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. I also provide tailored sales advice to address the challenges her team faces during the Q4 period. Insights on Sales Seasonality Cindy highlights the impact of seasonality on their sales process, explaining how charter companies’ pricing strategies influence their business.  She notes a recent extension in the peak season, driven by market trends and events

You know that selling to prospects requires understanding how they buy. But you may still be struggling to master this technique. Join me and my guests, Jorge Soto and Justin Dorfman, co-founders of Asset Mule, as they explain how to focus on the buyer’s perspective to build a successful sales pipeline. Meet the Guests: Jorge Soto and Justin Dorfman Jorge Soto and Justin Dorfman are the co-founders of Asset Mule, a company specializing in buyer enablement.  They bring valuable insights on integrating human elements in sales and understanding the psychology and motivations of buyers throughout the process. Instead of relying solely on CRM systems to close deals, they emphasize that understanding each stage of the buyer’s psychological journey accelerates the sales process. Focus on the Buyer’s Journey, Not Just Sales Techniques If you’re still using traditional sales scripts, it’s time to shift your approach. By understanding the buyer’s psychology and putting yourself in their shoes, you can better

Sometimes, getting a prospect to say “yes” requires the right personality. But what if your personality doesn’t quite match theirs? How can you prevent them from hanging up the phone? My guest, James Buckley—the self-proclaimed phone expert and co-host of the Sell Better Podcast—is here to share the communication style you need to instantly increase your cold-call success rate. Click play and learn how to align your sales style with your prospect’s personality. Meet James Buckley After meeting James Buckley, it’s clear why he’s known as “the phone guy.” His communication style evokes emotions far more swiftly and effectively than email ever could.  James personalizes his sales approach by being authentic, intuitively connecting with prospective customers in a way that builds rapport and trust.  Thanks to his unique methods, James has become a valuable resource for both new and seasoned sales professionals.  Be sure to check out Sell Better, where he shares daily and weekly sales tips. Have the R

Here’s a shocking fact, reps don’t have to be nice in order to make a deal. Unconsciously, your need to be liked is turning you into a pushy salesperson. Listen to this episode with my guest Chris Caldwell to help you stop making this sales mistake.  Chris Caldwell’s Background Chris Caldwell is a sales trainer and expert who runs “Sell As You Are,” a company that helps sales professionals succeed by embracing their authentic selves. With experience coaching youth soccer and leading sales retreats, Chris has deep insights into human behavior and the psychological needs that drive success. He focuses on aligning beliefs and behaviors with genuine intent, offering practical strategies to foster personal power, authenticity, and commitment in sales teams. Unmet Needs in Sales How do sales reps manifest their unmet needs in sales contexts? Chris provides an analogy of parents at a youth soccer game, demonstrating how people often project their unfulfilled emotional needs onto external situations or

LinkedIn Ads are a great way to help sales teams reach their target audience with less stress. But to make them work, you’ll need the right LinkedIn Ad strategies. In this episode, I’m joined by AJ Wilcox, host of the LinkedIn Ads Show podcast. Discover his three tactics that will have prospects running to your inbox. Meet AJ Wilcox AJ Wilcox is a seasoned expert in LinkedIn advertising. He runs a podcast dedicated to LinkedIn Ads and manages a successful LinkedIn Ads agency. Initially an SEO and Google Ads specialist, AJ transitioned into LinkedIn advertising while working for a SaaS company. His expertise quickly grew, leading him to manage LinkedIn’s largest spending ads account worldwide. Why Should Sales Teams Use LinkedIn Ads? Most people avoid using LinkedIn Ads for two reasons: 1. They’re expensive 2. They believe they don’t work If you’re one of those who think Meta Ads are better than LinkedIn Ads, AJ is here to prove you wrong. He explains that LinkedIn targets a company’s audience

What in the world is the status quo? How is it able to keep you from closing deals? My guest, Will Barron, founder of Selling Made Simple and the Salesman Podcast, is here to reveal the number one deal killer. Tune in to learn more about the status quo, Will’s experience with it, and how he was able to overcome this sales challenge. Introducing Will Barron Will Barron, the mastermind behind Selling Made Simple and the Salesman Podcast, brings a wealth of experience and expertise in B2B sales. He specializes in helping salespeople close more deals in a simplified manner. Will’s strategies revolve around understanding the root causes of sales stagnation and turning them into actionable steps. What is the Status Quo? You know that feeling where you won’t do anything unless there’s a massive reward at the end? It kind of stalls your motivation to get things done. This feeling illustrates the concept of the status quo. Many salespeople face situations where deals stall and ultimately fall off the pi

In the early days of my career, I had the chance to go through Sandler Sales Training. While there, I met my two wonderful guests for this episode, Emily Davidson and Mike Montague. The principles they taught in that course provide excellent strategies that you can use during this year’s Q4 to help prepare for Q1 next year. Take notes and listen to their game plan, which will surely help you close more deals before the new year. Common BDR Challenges During Q4 You may wonder how to make the most of the remaining months of the year. Which deals should you focus on? Should you let any clients go if you know they won’t make a decision before the end of the year? These challenges can cause a lot of anxiety, but with a strategic plan, you can overcome them. Mike suggests continuing to prospect during this time. You don’t want to start the new year trying to rebuild your sales pipeline. Don’t start fresh in 2025 and bring Q4 clients along. Prioritizing Deals You may find yourself with deals that are movin

In sales, you can’t rely solely on the product to close deals; you need the right strategies and mindset to get prospects to say yes to your offers. Some companies excel at this, while others need a bit of help. Join me and my guest, Mark Roberge, in this episode as we share three case studies of businesses that turned their sales success around. Meet Mark Roberge Mark Roberge is a renowned expert in sales and venture capital, known for his data-driven strategies that transform businesses.  As the fourth employee at HubSpot, he developed a scalable sales model that fueled the company's growth.  In addition to mentoring startups, he shares his sales expertise through podcasting and speaking at major events like the Inbound conference. Understanding the Reticular Activating System (RAS) Your brain filters information all the time, and often in ways that may keep you from succeeding in sales.   We explore the Reticular Activating System (RAS) and how the brain prioritizes information it deems imp

Continuing from our last topic on prospecting, this episode dives deeper into it. I’m sharing an episode from last year featuring my discussion with Dr. Jean Oursler. She discusses why you’re not prospecting enough and what you can do to overcome this unique sales challenge. Meet Dr. Jean Oursler Dr. Jean Oursler is a renowned sales trainer known for her innovative approach to boosting new business development.  She created the Caveman Brain System, a methodology based on understanding how the amygdala’s fight, flight, or freeze response can hinder sales success.  Through her coaching, Dr. Jean aims to spread the principles of the Caveman Brain System widely, enabling teams to improve their business outcomes significantly. Caveman Brain: What Is It? Our brain still operates as though we’re living in the wild, even though society has evolved.  Dr. Jean explains that the amygdala plays a major role in how we interact with the world around us. For example, you might struggle with cold calling becau

How’s your sales pipeline going? It’s not performing as well as you need it to during this time of year. That’s why in this episode, I’m going to show you how to fix it fast and continue growing your business before the holidays arrive. What's the Number One Sales Pipeline Killer?   You’re doing everything right to grow your pipeline, and everything is going great. You’re getting clients, and they’re saying yes to your pitches.   But now things are starting to slow down, which is frustrating when you’re getting used to the groove.   Listen to my short story on how I overcame this unique challenge. It may help you when your sales pipeline suddenly slows down.  Always Be Prospecting Closing deals is what makes you money. Once those are done, you’re going to need more to keep the money rolling in.   This is why you always need to be on the lookout for new business opportunities.   You don’t want your pipeline to dry up, because once one deal closes, you need to be ready to close another one AS

One thing that AI lacks, which humans possess, is creativity. I'm not suggesting you stop using the technology because of this, but it's important to be aware of its limitations. When you add your personal touch to AI-generated content, you can close more deals more effectively. Learn how in this episode with Dale Dupree, where he shares tips on incorporating creativity into AI-driven processes. Is AI Preventing Society from Being Creative? As you may notice, tools like ChatGPT and other AI platforms can often sound robotic. Dale discusses how AI lacks emotions and likely always will.   While researchers are working to infuse human emotions into AI, upon closer examination, this thinking proves to be flawed.   AI doesn’t understand emotions the way humans do. When it comes to tone, feeling, and triggering the brain to take action, a human touch is still necessary. Have a Bigger Purpose Than Making Money Yes, you entered the sales industry because you wanted to make money. But to get where you w