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

Today, we're going into the archive and bringing out an episode where Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master negotiating without manipulating. Negotiation isn’t manipulation: Incorporating negotiating strategies and techniques helps you and your team reach its needs or goals and opens the door for priorities to be rearranged and met. It’s not a winner/loser situation – negotiation should come from a place where you look to satisfy everyone. Low-stakes negotiation happens every day. Mastering negotiation is the key to developing long-term success. Conveying your interests isn’t manipulation – it’s telling your story to meet your needs. Barriers to entering a high-stakes negotiation: PACE: Prepare – aware – close – evaluate Prepare, think at the moment, and be as objective as possible. Be aware of both your and the other party’s interests. Uncover relevant information to reach the close. How can you expect to negotiate well if you don’t kn

Are you ready to revolutionize your sales strategy and close deals faster than ever? In our latest episode, we dive into the innovative world of sales acceleration with Andrew Kappel, a seasoned sales consultant with a knack for transforming sales strategies from the ground up.  Join us as Donald Kelly, our host, explores Andrew’s approach to crafting compelling one-page business cases that speak directly to executive needs, streamline the sales process, and drastically improve client engagement. Click play now! Andrew Kappel’s Background He has a decade of experience in sales consulting and specializes in sales strategy and sales acceleration services.  Before establishing his consulting practice, Andrew spent three years as a delivery consultant, and his duties paralleled those of a customer success team, only without a tangible product.  Andrew's extensive background in various sales environments has equipped him with a keen understanding of different industries, sales processes, and the intricat

Are you struggling to pivot sales strategies based on a single customer’s feedback? Is it hard to understand why a seemingly perfect sales approach failed? If you answer yes to both questions, you must listen to this episode of The Sales Evangelist. Host Donald Kelly chats with Brady Jensen, a leading expert in market research and customer identification, about the importance of real-world data in crafting effective sales motions and enhancing customer credibility. Click play now to learn how to build a reliable, data-driven sales process! Brady Jensen’s Background  Brady Jensen is a seasoned professional with expertise in harnessing real-world data to enhance go-to-market strategies for sales organizations.  As the CEO of Aggregate Insights, he specializes in translating non-sales interactions into valuable sales insights.  His company aims to help create stronger connections between sellers and buyers. Tune in and hear how his knowledge will boost your team's credibility and competitive advanta

Creating content on LinkedIn is essential for inbound marketing and growing a sales pipeline. But you need to figure out how to do it.  Learn how to do it in this episode of "The Sales Evangelist Podcast." In this insightful episode, Gabe Lullo, the CEO of Alleyoop, joins host Donald Kelly to delve into the transformative role of content in sales strategies.  With a focus on empowering sales development representatives (SDRs) and sales organizations, Gabe shares his journey from a hands-off LinkedIn user to a content-driven leader. Discover how this shift has exponentially boosted his company's success rates.  Click play now! Understanding Alleyoop's Mission Gabe Lullo is the CEO of Alleyoop and a frontrunner in sales development and prospecting.  He emphasizes that while Alleyoop doesn't handle sales directly, it specializes in optimizing the front end of the sales cycle, primarily using phone communication, and supports these efforts through various channels.  The primary goal is to increase opp

Do you want to master the art of effective closing? The only way for you to become one of the greats in enterprise sales is by listening to an expert.  In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with David Blaha, a seasoned professional with a 30-year track record, including pivotal roles at American Express and his current position as Chief Revenue Officer at Extend. Listen to these proven strategies to gain practical closing skills for enterprise-level sales. Click play now! David Blaha’s Background David Blaha's rich negotiating background starts from his impactful years at American Express.  After American Express, David transitioned to working with startup companies, enhancing their growth trajectories before joining Extend as the Chief Revenue Officer. Through his story, you'll discover the importance of continuous learning and growth to develop a positive mindset for enterprise sales. Enterprise Sales: A Strategic Approach The secret to effective closing

What are the key traits to becoming a successful sales representative? Discover them in this episode of “The Sales Evangelist Podcast.” In this enlightening episode, host Donald Kelly sits down with Peter Smith, a seasoned sales leader and the author of the intriguing book "Hiring Squirrels."  Peter shares invaluable insights on identifying and nurturing the right talent in the sales industry. Click play to learn the critical traits of successful sales professionals and a roadmap for leaders striving to enhance their teams' performance.  Peter Smith's Background Over the years, Peter Smith has carved a niche in the luxury jewelry sales market, building and developing highly effective sales teams.  He is not just a consultant but also an esteemed author and a columnist for industry magazines.  His approach to sales training is sculpted around his published works, which focus on hiring strategies, the psychology of storytelling, and key sales techniques. The Squirrel Hiring Philosophy Peter expl

What's the secret to improving your sales team's performance?  How can leaders create high-converting sales representatives? You want the answer to these questions, don't you? To find out, tune in to this episode of "The Sales Evangelist Podcast." Host Donald Kelly chats with special guest Dayna Williams about the secret tactics for developing highly converting sales reps. With over two decades of experience in sales training and enablement, Dayna shares valuable insights and unpacks how to steer your sales team toward success.  You know what to do now. Click play! Meet Our Guest: Dayna Williams Dayna brings 20 years of experience as a white-label consultant for top provider firms in the sales training and enablement sector.  Her vast exposure to heads of sales, sales managers, co-founders, and CEOs has given her a unique perspective on widespread issues in the industry.  Through her book, "The Diligence Fix," Dayna encapsulates the universal pain points of sales organizations and offers a top-down solu

Do you struggle to connect with executive decision-makers despite knowing you have the solutions they need?  In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Candace Taber, a maestro of sales enablement whose insights into the alchemy of effective selling are nothing short of transformative. Candace doesn’t just sell; she evangelizes with wisdom, empathy, and a deep understanding of the elusive art of buyer-centric selling.  Let Candace guide you through the intricate dance of matching your pitch with the specific objectives of every stakeholder in the room. Click play now! About Candace Taber Candace Taber is a devoted wife, mother, and sales enablement leader focusing on equipping sales leaders to amplify their impact.  With a firm belief that leadership is the cornerstone of effective sales enablement, Candace dedicates herself to preparing leaders to excel in their roles and create force multipliers within their organizations. Foundations of Effective Sales Enabl

Every experienced sales rep knows they must use LinkedIn Sales Navigator to build an effective sales pipeline. But, do you know how to use it correctly? In this episode of "The Sales Evangelist Podcast," host Donald is joined by sales expert and coach Phil Gerbyshak to dive deep into the practical ways sales professionals can utilize LinkedIn Navigator to build a strong sales pipeline.  Phil shares his passion for the toolset and a refined process for leveraging the platform's capabilities. Click play to learn how to maximize LinkedIn Sales Navigator for effective sales outreach and networking. Getting to Know Phil Gerbyshak Phil Gerbyshak hosts the “Sales Leadership Podcast,” offering insights to sales leaders and those aspiring to lead sales teams.  His expertise spans mindset, skillset, and toolset in sales, and his coaching and training methods have helped many sales reps elevate their game.  To connect with Phil, visit philgerby.com and drop him a line. The Power of LinkedIn Sales Navigator Phi

Are you tired of pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp.  But what if you could pinpoint why your deals are stalling and prevent it before it happens?  In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes! The Stall Deal Dilemma Donald shares his insight into a common pitfall where sales professionals are left in the dark, wondering what went wrong.  He unveils that critical question you might not be asking—one that can make the difference between a deal stalling or sailing smoothly through your pipeline. Mastering Communication: Asking the Right Question Donald emphasizes the importance of this essential yet often overlooked question: "What do you see that could

One of the most common mistakes people make when using LinkedIn is not taking the time to build authentic relationships.  Don’t go adding hundreds of connections to your LinkedIn profile. Instead, do this! Listen to this insightful episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with guest Sabine Gedeon on the world of LinkedIn networking. Sabine shares her extensive experience and lays down a five-step process to leverage LinkedIn for effective relationship-building and networking.  Click play now! Meet Sabine Gedeon  Sabine is the CEO of Gedeon Enterprises. She is also a coach, consultant, speaker, and author.  Remember to connect with her on LinkedIn to learn about her. Evolution of LinkedIn  Sabine takes us through the history of LinkedIn, from its original use as a platform for recruiters to its transformation into a hub for marketing, networking, and community building.  She emphasizes the need for people, especially HR professionals, to engage more actively on the pl

You're about to send a LinkedIn connection request, and the platform allows you to create a personalized message. Do you take the time to do it? Yes or no? If you choose not to do it, you must tune into this episode of "The Sales Evangelist Podcast." Even if you said yes, still click play. Host Donald Kelly delves into the ongoing debate surrounding LinkedIn connection requests. Should sales professionals personalize them or keep them generic?  Discover the importance of personalized connection requests and learn how to create meaningful conversations that can lead to sales opportunities. The Great LinkedIn Debate Donald addresses a common question among sales professionals: the importance of personalizing LinkedIn connection requests.  He debunks myths, points out common mistakes, and emphasizes the potential impact of a well-crafted, personalized approach. Personalized vs. Generic Requests Donald discusses why generic messages are ineffective and often ignored.  He advocates for personalized messa

Do you have full control over your sales meeting? Is it difficult getting your prospects to go in the direction you want them to go? You answer "no" to the first question and "yes" to the second question. Right? Well, you know what to do now! Tune into this episode of "The Sales Evangelist Podcast," where host Donald Kelly dives deep into mastering client interactions. Within this five-minute episode, you'll be ready to take control, establish authority, and confidently guide your prospects. Take advantage of these critical strategies that can accelerate your sales success! Taking Control of Your Sales Meetings The key to having a successful sales meeting is being in control of its direction.  Donald emphasizes that while catering to the prospect's requests is essential, offering them a meeting roadmap ensures they recognize you as an expert in your field.  The Agenda of A Guided Sales Session To lead your sales meeting, set a clear agenda. Address the prospect's hopes and set the stage for the main g

Today, we're going into the archive and bringing out an episode from the best sellers in history series. Let’s talk about Mary Kay Ash and how she built her empire from the strong skill sets she developed as a salesperson. Sales Spotlight - Mary Kay Ash Mary Kay Ash is world-renowned for being the makeup and skincare queen.  Her pink Cadillac has become iconic. How did this come from someone who kept getting passed over for promotion?  Because she is considered to be one of the best sellers in history. Here are five reasons why:  Had a purpose and a why Created a vision or a common cause Had a strong and impressive work ethic Had the desire to create and give rewards Willing to take action Mary Kay Ash was born on May 12, 1918, in Hotwells, Texas. For most of her childhood, she took care of her sick dad while her mother made the family's earnings. At 17 years old, Mary Kay married Ben Rogers and had three children with him before Ben went to war in WWII. Their marriage eventually ended, and M

Are you ready to uncover the secrets of successful sales strategies in a highly competitive landscape? In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with guest Claudio Meidler, an experienced sales professional working as an account executive for Google's German team in Dublin. Claudio shares his insights on navigating the competitive landscape and securing the share of the wallet when selling to enterprise or mid-level organizations. Tune in to this enriching episode and gain a fresh perspective on navigating the modern sales landscape with confidence and finesse. Building Credibility and Delivering Value Claudio emphasizes the importance of standing out in terms of service level and delivering value beyond the competition. He discusses the significance of conducting thorough research before approaching potential clients understanding their needs, pain points, and industry-specific knowledge. Claudio highlights the effectiveness of providing insights, market knowledge,

Are you properly preparing for first-time meetings? Failing to do so can lead to missed opportunities and lost sales.  But don't worry—in this episode of "The Sales Evangelist Podcast," host Donald Kelly will share valuable tips on effectively preparing prospects and ensuring a smoother, more productive interaction. Click play to hear what one of the industry's top sales leaders says about this essential step in the sales process. The Importance of Preparing Prospects Donald emphasizes the significance of prepping prospects before meeting with them.  In a world with automated scheduling tools, it's essential to go the extra mile to personalize and optimize the prospect's meeting experience. The Strategy Donald suggests a simple yet powerful strategy to prepare prospects effectively.  He recommends sending a quick video introduction to the prospect, providing a warm welcome, and addressing potential questions or concerns they might have.  Additionally, including specific details about the upc

Are you ready to unlock the secrets to successful sales strategies and go-to-market plans? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Hannah Ajikawo, a seasoned sales professional with over 15 years of experience in the industry. Hannah shares invaluable insights into understanding the B2B buyer journey, setting up go-to-market infrastructure, and optimizing sales processes to drive higher deal value. She also reveals the essential elements of a winning sales strategy plan and uncovers the secrets behind successful sales initiatives. Tune in now to discover proven strategies and insider tips that will propel your business to new heights! Hannah's Professional Journey Hannah provides an overview of her rich professional background, emphasizing her extensive career in sales.  Her professional journey spans from prominent global corporations to disruptive startups.  Notably, she shares her experience of working with an AI company in 2011, showcasing her early enga

Are you ready to transform your cold email outreach strategy for 2024? In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Vlad Oleksiienko, a growth leader with extensive experience in sales development and cold outreach at scale. Vlad shares valuable insights into the evolving landscape of cold emailing in 2024 and beyond.  He focuses on the challenges and effective strategies for sales reps to scale their outreach efforts. Prepare to revolutionize your approach to cold emailing and propel your sales growth to new heights. Tune in to learn from the expert himself! The Challenges of Cold Emailing at Scale Vlad delves into the challenges faced by sales reps in the realm of cold outreach.  He highlights the evolving nature of email inboxes, the impact of AI-generated emails, and the growing demand for personalized and relevant communication from buyers. Tailoring Cold Outreach for Different Markets Vlad emphasizes the importance of tailoring cold outreach strategies b

You have a client on the phone, and they decide not to close the deal.  Do you? Tell them to have a good day and hang up, or ask if they know anyone else needing your services. In this episode of "The Sales Evangelist Podcast," host Donald C. Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation. Tune in to elevate your sales prowess and harness the power of referrals! Utilizing Untapped Potential Donald discusses the importance of recognizing the untapped potential in every interaction.  He encourages sales professionals to assume that everyone they speak with knows someone who could benefit from their services. The Art of the Ask From his own experiences, Donald shares a simple yet powerful approach to requesting referrals.  He outlines the process of respectfully inquiring if the contact knows anyone who could b

Are you tired of the high turnover rate in your sales team? How do you identify and retain top sales talent?  In a world where finding the right sales professionals can be challenging, Lori Richardson, a seasoned sales strategist with over 20 years of experience, joins Donald on "The Sales Evangelist Podcast" to share her invaluable insights on bringing in the right talent and keeping them motivated for long-term success.  In this episode, Lori offers practical advice for both sales professionals and leaders, shedding light on the qualities to look for in salespeople, the role of effective leadership, and how to identify the right company culture. If you're ready to revolutionize your sales team and boost your own sales career, you won't want to miss this episode! Qualities of Successful Salespeople Lori emphasizes the importance of key qualities in successful salespeople. She highlights the significance of coachability, strong will, and the ability to accept rejection without being deterred.  Lori a