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

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I 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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Do 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

SDRs 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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What 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