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

Should your demo and discovery call happen in the same meeting? If you’re combining the two, it may be the reason your pipeline is not converting the way you want it to.Wesleyne Whittaker, sales professional and author of Sales Reset, joins me to challenge how most teams run demos and discovery and why it might be the reason deals are stalling. She also shares practical frameworks from her book Sales Reset to help you run more effective discovery calls.Meet Wesleyne WhittakerWesleyne Whittaker is a sales strategist, coach, and author of Sales Reset. She’s known for helping sales professionals rethink how they approach conversations so they can stop going through the motions and start actually closing deals.What makes her approach stand out is how she blends mindset with real sales execution. She does not just talk about what to do. She shows you how to do it in a way that feels natural and effective.She works with sales teams across different industries, helping them run stronger discovery calls, ask better q

40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals.Leverage Intent and Relevant DataA big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution.That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection.When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early.Utilize Advanced LinkedIn SearchingInstead of reaching out to everyone, focus on a smaller group of people who are more likely to respond.You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in t

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Getting deals unstuck can feel frustrating, especially when you reach the end of a quarter and nothing seems to be moving. Karen Kelly, one of the 100 most powerful women in sales 2025, breaks down how the way you show up in your sales process can be the difference between a deal that stalls and one that moves forward.Meet Karen KellyKaren Kelly is a sales trainer, coach, and speaker who has spent over 20 years helping sales professionals improve how they show up and sell. Having experienced the challenges of sales firsthand, she understands what it feels like to navigate uncertainty, missed opportunities, and stalled deals.Her approach is centered on rehumanizing the sales process. Instead of relying on scripts and surface level tactics, she teaches how to build genuine conversations that create trust and move deals forward.Through her training, coaching, and workshops, Karen helps sales professionals shift their mindset, take intentional action, and build stronger, more meaningful relationships with their c

Sometimes selling comes at the most unexpected moments in life. As an entrepreneur you’re selling your business to customers and you need to go from zero to hundreds fast. Eric Samson, CEO & founder of Group8A, is here to share how he went from hoping deals would come in to building a system that brings in sales opportunities every single month.Meet Eric SamsonWe’ve all experienced consultants who promise big results but fall short. For small businesses, that can be costly.Eric Samson knows this firsthand. Before founding Group 8A, he ran several e-commerce businesses and saw how ineffective marketing agencies could hurt growth.That experience pushed him to build something different. He created Group 8A with a performance driven approach where the agency only grows when its clients do.Today, Group 8A is a leading digital marketing agency in New York City, helping e-commerce brands scale and increase conversions.From Hope to PredictabilityWhat would it look like if your sales pipeline didn’t rely on luck?T

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