The Sales Evangelist

Yes there’s a ton of things you can do on LinkedIn Sales Navigator. However, if you’re still struggling to use it and find prospects, you need to focus on one tool at a time. In this episode, I’m going over how to use InMail the right way to get prospects. I’m telling you, it’s one of the easiest ways to book appointments, and I have data to prove it.How to Make Responsive InMail CampaignsI did a test with my podcasting agency, BlueMangos Studios, and the data is shocking. Out of 31 recipients, I saw a response rate of 20%. All I had to do was make the subject line for my InMail campaigns catchy and curiosity-driven. Then I made the body of the message direct and personal.Do you know why this worked so well? Because I focused on prospects who actually needed my services. It worked so well that I only had to spend about half an hour of work to see results within two days.Simplicity Drives ResultsWhen it comes to InMail, less really is more. I keep my messages short, direct, and tied to something that actually

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

We’re a month into 2026, so there’s no time for rookie mistakes. In this episode, I’m breaking down 10 common mistakes sellers make and how to avoid them. Catching these early can help you set yourself up for success for the rest of the year.1. Not Having Enough Deals in the PipelineOne of the biggest mistakes I see is not having enough opportunities in the pipeline. I recommend carrying three to five times your quota in active deals to protect yourself when prospects go quiet or deals fall apart. When you consistently add new opportunities, your sales engine keeps moving even when the market shifts.2. Not Using LinkedIn EffectivelyToo many sellers are underutilizing LinkedIn as a prospecting and research tool. I encourage upgrading to Sales Navigator, multi-threading within accounts, and posting consistently. Staying visible helps you build familiarity and turn cold outreach into warmer conversations.3. Waiting Too Long to Involve StakeholdersRelying on a single champion is risky. Most B2B deals in

Sales enablement is meant to make selling easier, yet many teams struggle to see real results from it. In this rerun episode, Ahmad Munawar breaks down why most sales enablement efforts fall short and what leaders must do to turn enablement into a true revenue driver. We explore alignment, execution, and how enablement should support sellers in real conversations, not just live in documents and dashboards.Why Sales Enablement Misses the Mark (00:02:12 – 00:03:45)Ahmad explains that sales enablement often becomes content-heavy but action-light.Teams create playbooks, tools, and training without tying them directly to how sellers actually sell.Enablement fails when it is disconnected from daily selling behavior.The Gap Between Strategy and Execution (00:03:45 – 00:05:30)Many organizations design enablement strategies in isolation.Ahmad highlights how lack of alignment between leadership, marketing, and sales creates confusion and inconsistent execution in the field. Alignment is what turns strategy into results

Sometimes all you need is the right personality to close a deal. When you hold back, play it safe, or fail to fully show up, prospects notice and engagement suffers. In this episode, my guest Kevin Hubschmann shares why suppressing your personality can cost you in the long run and how using comedian techniques can help you close a six-figure deal.Blending Humor and Professionalism in Sales·  Kevin shares how he balanced his life as a standup comic and improv performer with his full-time sales role. ·  Like many reps, he struggled to merge his personality with his professional image. Once he stopped separating the two, he began building stronger connections and seeing better outcomes.The Six-Figure Meme·  Kevin walks through the real story behind a six-figure deal that started with personality.·  After sending nine standard, scripted emails with no response, he tried something different. ·  His tenth message included a relatable meme, and it finally g

Most deals do not fall apart because prospects say no. They stall because momentum quietly disappears. In this episode, Donald C. Kelly breaks down why sales conversations often lose traction after a strong first call and what sellers must do to keep prospects engaged, aligned, and moving forward. We explore how clarity, commitment, and intentional follow-up prevent ghosting and stalled pipelines.Why Deals Lose Momentum After a Good First Call (00:02:18 – 00:03:45)Donald explains that many salespeople mistake a positive conversation for real commitment.Without clear next steps and buyer ownership, interest fades and urgency drops.Good conversations alone do not close deals. Structured momentum does.The Hidden Cost of Vague Next Steps (00:03:45 – 00:05:25)When follow-ups sound like “I’ll check back in,” prospects disengage.Donald highlights how ambiguity creates uncertainty and gives buyers permission to deprioritize the deal.Clarity builds confidence. Vagueness creates delay.How to Lock in Commitment During t

You can always expect challenges to arise when training a sales team, and when they do, things can go south quickly. Some reps simply don’t ramp as fast as others.How can you ramp your team in half the time? Let’s revisit episode 1610 with Jennifer Smith, co-founder and CEO of Scribe, to find out.Scale YourselfScaling yourself is about identifying the core things you are good at and spending as much time on them as possible. Take the other tasks that fill your time and reduce them, automate them, or delegate them.Jennifer challenges you to track how many interruptions you have and how much time you spend on various tasks during an average day. Those minutes add up.Get People The Things They NeedGet the right information to the right people at the right time so they can use their time effectively.Scale Your Best RepHave your best reps, the people who have been there the longest and know what they are doing, record how they do what they do.Share this information with the rest of your reps so that they can learn

Relying on outdated selling methods will have buyers viewing you like a sleazy car salesperson. Today, how you sell matters more than ever. I’m revisiting episode 1533 with Andy Paul to remind you why having a human approach to selling matters. He shares how you can sell effectively without selling out.Great Selling Isn’t One-Size-Fits-AllThe push toward sales conformity is really for management, not the seller, because management wants predictability. However, the real world is more complicated.You learn, take those lessons, and apply them to life. You become the sum of your experience and knowledge. We all end up doing things differently, even if those approaches lead to the same result.Despite all the tools and technological advancements that benefit us, we aren’t getting better at selling. We have ready access to a world of information, creating a better and more efficient buying experience. However, our win rates are dropping.Where Seller Education Goes WrongWhen asked, “What’s your job?” the answer ofte

Is 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.3. Be Strategic About Your Target Account Lis

Most 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

Traditional selling pushes prospects away. In this episode, Jeremy Miner breaks down why old-school persuasion no longer works and how modern buyers respond to questions that help them uncover their own problems and motivations. We explore how to reduce resistance, increase trust, and guide prospects to decisions without pressure by using a question-based, psychology-driven approach.Why Prospects Resist Being Sold (00:02:14 – 00:03:40)Jeremy explains that buyers are more informed than ever and can sense manipulation instantly. When salespeople push solutions too early, prospects naturally defend themselves by shutting down or disengaging. The key problem isn’t price or timing, it’s resistance created by the sales approach.Why Features and Pitches Kill Momentum (00:03:40 – 00:05:22)Most sales conversations fail because sellers talk too much about themselves. Jeremy shares why feature-dumping and early pitching overwhelm buyers and prevent emotional engagement. People don’t buy when they’re told, they buy when

You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.What can you do differently to prevent this from happening again? Listen to my chat with Benjamin Dennehy, who explains why sellers often get stuck in a "matrix" and how it prevents them from closing deals at the right time.Meet Benjamin Dennehy· Meet Benjamin Dennehy, known as the UK’s most hated salesperson, all thanks to his amazing marketing campaign. · He shares how sellers often make the mistake of closing when prospective buyers are expecting them to. · Don’t forget that you’re the one with all the power when it comes to choosing the right time to close a deal.The Sales Matrix: Closing At The Wrong Place· When first starting in the industry, Benjamin discovered that most sellers live in a system they don’t realize they’re part of. This is another reason why sellers tend to close deals at the wrong t

In this episode of the Sales Evangelist podcast, Donald C. Kelly reveals the top three reasons why enterprise deals stall, offering listeners practical solutions to overcome these hurdles. Whether you're new to enterprise sales or struggling to close deals, this episode is packed with actionable insights that can elevate your sales game.Misalignment Within the Buying Committee● Understand that decisions in enterprise sales are often made by committees, leading to internal misalignment among stakeholders. ● Use a mutual action plan to align all committee members, ensuring everyone is on the same page and clear about the project's importance. ● Leverage tools like digital sales rooms to facilitate communication and provide access to demos and materials for all committee members. Perceived Risk and its Impact● High perceived risk can paralyze decision-makers; ensure to highlight previous successes with similar organizations to reduce apprehension. ● Customize demos to reflect the prospect's unique environmen

Deals keep slipping through the pipeline? As Q4 pressure builds, many sales teams find themselves pushing deals forward without fully understanding what is stalling them.Bob Kocis, author of The President’s Club Mindset, joins the episode to share why deals stall and what top performers do differently. Drawing from decades of experience in sales technology and executive leadership, Bob shares a practical framework built around three questions that help sales reps regain control of their pipeline and close with confidence.Meet Bob Kocis·  Bob Kocis is the President and Chief Operating Officer of Aptean and the author of The President’s Club Mindset: Inside the Winning Strategies of Tech’s Most Successful Salespeople.·  His career spans senior leadership roles across the tech industry, including Chief Revenue Officer at Continuum Managed Services, Vice President of Worldwide Sales and Customer Excellence at Ansys Inc., and Senior Division Vice President at PTC.·  Bob is widely

Here are five tips to help prevent prospects from ghosting after you send a proposal.The Real Reasons Prospects Disappear· Here are two root causes of why ghosting usually happens:o The prospect isn’t truly committed to solving their problem.o The pricing isn’t aligned with their expectations.· Try to differentiate between prospects who are simply gathering information and those who are genuinely committed to taking action. This helps address the root causes of ghosting.Discuss and Establish the Budget Upfront· Never skip the money conversation. Sales is ultimately an exchange of money for value, so start the discussion openly and early. · Provide a price range rather than simply asking if they have a budget. This helps anchor the conversation and makes the topic less awkward.Understand the Buyer’s Decision-Making Process· Ask how decisions are made, when they happen, and who is involved. Go beyond generic questions like,“Are you the decision maker?” Instead, ask about their process:o Are they evaluat

Talking about price doesn’t have to feel awkward or cost you deals. In this episode, I break down how to bring up pricing early and confidently without sounding pushy or salesy. Building on insights from a previous episode on ghosting, I explain why delaying the price conversation creates friction, buyer anxiety, and stalled deals, and how transparency actually builds trust.Why Salespeople Avoid Talking About Price (00:02:28 – 00:03:32)Most salespeople delay price because it feels uncomfortable. They wait for the buyer to bring it up or hold it until the very end, hoping everything works out.The problem is simple: buyers don’t like surprises. When pricing isn’t clear, anxiety grows and momentum slows.The Risk of “Showing Value First” (00:03:32 – 00:05:12)Many sellers believe they need to prove value before talking about cost. But if a buyer can’t afford the solution, no amount of value will make the deal work.Selling a $10,000 solution to someone looking for a $1,000 fix creates unnecessary friction and waste

We all know the feeling. You think an inbound deal is good to go, and out of nowhere a competitor pops up and takes it. In this episode, I walk you through why this happens more often than you think and what you can do to stay ahead when prospects quietly start shopping around.Facing the Reality of Multiple Vendors (00:02:29 – 00:05:26)●    Most buyers are not talking to only one company. In fact, almost every inbound lead is comparing several vendors before they make a decision. ●    I break down the numbers and talk about why you should always assume you are one of many. Even when the lead comes from a referral, there is usually another option on the table.Overcoming the Wait and Hope Pitfall (00:05:26 – 00:09:11)●    Too many sellers wait and hope the deal closes. That approach usually backfires. In this part of the conversation, I share the exact language you can use to bring up competitors in a confident and natural way. ●    

It can pay off to borrow sales strategies from outside your usual lane. My guest, Kam Dasani, entrepreneur and investor, brings B2C secrets into the B2B sales world and uses what he has stolen from consumer marketing to make smarter moves. In this episode, he breaks down the tactics that helped him grow faster and shows how you can use them to triple your pipeline.Meet Kam DasaniKam Dasani is a former Silicon Valley tech sales rep who went from earning 120K a year in B2B sales to building a seven-million-dollar business. He applied key B2C secrets he had stolen from consumer marketing, using directness, pre-qualification, and transparency to transform his B2B approach and accelerate growth.Today, he helps others build passive income through trading and investing while encouraging sales professionals to take smart risks, stay authentic, and focus on what truly drives results.Why B2C Secrets Belong in B2B Sales (00:01:19 – 00:03:59)Right off the bat, Kam goes into showing how stolen B2C secrets can transform B2

In this episode, we delve into the world of cold outreach with Fernando Pires from Snov.io. Discover groundbreaking insights derived from their analysis of 44 million cold outreach campaigns and learn how to enhance your LinkedIn and email strategies to maximize responses and build connections. Tune in to uncover the secrets that could significantly boost your outreach success.LinkedIn Outreach Tactics● Data shows that sending connection requests without a message can yield a 3% increase in acceptance rates compared to those with messages.● The human tendency to judge based on profiles quickly favors simple connection requests over potentially off-putting sales pitches.● For optimal outcomes, engage with prospects before sending connection requests to establish a common ground.Effective Email Strategies● Tracking emails can be crucial for marketing but detrimental in sales; focus on replies instead of opens to enhance engagement.● Plain text emails outperform those with images or attachments, ensuring better

It’s time to face the truth! Single point sales don’t work anymore. In this episode, Catherine Oliver, the ambassador at SDR of EMEA, breaks down why the single point sale approach is falling apart in today’s B2B world and what you should be doing instead.Why the Single Point Sale Is Dead (00:02:01 – 00:04:57)Catherine Oliver breaks down why modern deals are decided by committees, not solo buyers, even in SMB and mid-market spaces. If you are still selling to one person, you are missing key influencers, creating blind spots, and slowing down your entire pipeline.Overcoming Lazy Selling: 3 Simple Strategies (00:05:09 – 00:24:09)Account Mapping and Early Multi-Threading (00:05:41 – 00:09:20)Catherine explains why you need to talk to multiple stakeholders from the start, no matter the size of the company. Even when your first contact cannot buy, the insights you gather across departments give you the information you need to approach decision-makers with stronger, more relevant messages.Tailoring Messag