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

It’s Time To Transform Our Sales Training   2020 is here and there is an opportunity to update sales strategies. The most common ways to execute sales systems, processes, and training have historically been written by men and for men but how do we get take those same techniques and update to include the natural strengths of women?   All about Cynthia Cynthia is a keynote speaker and sales trainer who shows sales professionals how to influence decision-makers through her company, the Barnes Sales Institute. Between her company’s focus on women-centric sales training and her global organization, Women who Sell, there is a focus on empowering female sales professionals in  male-dominated industries. Their organization is giving saleswomen a voice to be heard, so they can stand out from the competition, and be counted.   Buyer’s journey  Salespeople need to realize that 70-80% of the buyers’ journey includes conducting their own research, even before they get in front of the first salesperson. In addition to doin

How To Tell A Story That Connects & Sells   In this episode, we are going to talk about how to tell a story that connects and sells. We tell stories to inspire others, show empathy, and more. The problem is, we don’t know how to tell stories in a way that consumers will be compelled to buy our products. This is what Jude Charles is going to teach you in this episode.    Jude Charles is a story-driven filmmaker, brand strategist, and a speaker who’s been running a video production company for the past 13 years. He’s been helping entrepreneurs tell stories effectively to be able to connect with prospects and clients.    What is a story?  Stories are universal. There is no difference between a story about your normal day and a story you might tell during a sales meeting. The only difference is the ending and its goal.  Stories are about a specific moment in time. It has a beginning, a middle, and an end. What happens at the end will make your story impactful.    When you’re telling a story in sales, you want

Best Sellers In History Series 7 -" Dr. Martin Luther King Jr.    This is the seventh episode in the Best Sellers in History series. We celebrated Martin Luther King Jr. day on January 20, a legendary man who was the face and voice behind the civil rights movement. We have freedom today and now have opportunities that weren’t available for many people before him. Martin Luther King Jr. fought a tough battle but he never gave up and his efforts paid off. Through his actions and his character he was able to move people closer to justice and freedom.    Today’s episode is about Martin Luther King Jr., one of the best sellers in history. We’re going to focus on the characteristics that made him so persuasive and how he was able to inspire a nation to change its ways.    Sales Spotlight - Dr. Martin Luther King Jr.    Dr. Martin Luther King Jr. was originally named Michael King Jr. He was born on January 15, 1929, in Atlanta, Georgia. He passed away on April 4, 1968, in Memphis, Tennessee. Martin was a Baptist min

How To Rapidly Grow Your Sales Through An Effective Message & A Powerful Sales Script   A message and a powerful sales script are important to rapidly grow your business. These strategies can take your sales game from zero to hero.  Matthew Pollard was a customer before he became a game-changer and a rapid growth expert. He was 21 when he met the most unbelievable salesperson he’d ever met. The man was part of the Wine Selector’s club. Matthew grew up in a relatively poor neighborhood so beer, straight vodka or bourbon had been his drink of choice. He wasn’t a wine person but the salesman’s script was so good he bought it.  Matt signed up for a club membership and collected wine for 7-8 months before he moved houses. He started drinking wine and has become a huge fan.   When Matthew told this salesman he’d purchased the wine because of the sales pitch, he was told the secret was to tell the same story every time.  What made it so effective was that because he knew the script so well, he could guarantee a

How To Create An Environment Where People Thrive At Work   A healthy work environment allows people to thrive and grow. But what can we do to create that environment where people thrive?  Kingsley Grant is focused on helping leaders get better results by using a framework of emotional intelligence and leadership. He helps sales leaders create environments that support positive output.    Reasons why salespeople don’t thrive at work  The research group, Aussie Tanner, interviewed people who left their companies. Based on that research, it showed that people leave because they felt unacknowledged,  under-valued, and unimportant. The best way to address these problems is to create an environment that supports employees and allows them to feel they are part of the team. This engagement can be a challenge for many leaders.    Another reason why salespeople fail to thrive is they don’t feel safe to share their ideas. There is a fear that sales leaders will use those ideas against them. Sales leaders need to create

Best Sellers In History Series 6 - "Mary Kay Ash"   It’s the sixth episode for out Best Sellers in History series. We’ve talked about Jesus Christ, Abraham Lincoln, Benjamin Franklin, Mother Teresa, and Mahatma Gandhi. This time, we’re going to talk about someone who helped get others promoted but was overlooked for promotions herself.  She noticed how unfairly she was being treated at her job but instead of begging for a piece of the pie, she went ahead and created her own pie! 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

5 Ways Exercise Will Help You Become A Better Sales Professional   Everybody wants to be better and be the best version of themselves. There are ways to help you become a better sales professional.  Austin Rolling is the founder and CEO of a software company based in Houston, Texas called Outfield. It’s a web and mobile-based software application designed for organizations that compete for outside sales, field marketing, and field merchandising activities.  They created a platform to help companies acquire the necessary data to be effective in rolling out and executing their field marketing strategies.  Austin wrote an article about 5 areas we can become a better sales professional through exercise. To be better, exercise doesn't just refer to physical fitness. Mental health is just as important for someone wanting to be a great salesperson. The 5 areas we’ll be reviewing include:  Mental fitness Having various outlets  to relieve stress  Appearance Energy to make it through the day Self-reflection    Menta

The Psychology of Sales   Behind the sales process there’s a whole psychology of sales that is part of the interaction between sales reps and customers. What does that entail?   As a sales performance consultant and coach, Anita Nielsen answers this question for her clients. She works with sales leaders and salespeople to help them up their game and get them to where they want to go. As a sales coach, Anita does one-on-one training and offers sales enablement services. She is known as a fixer when sales aren’t going smoothly.  Anita is also the author of the newly published book, Beat the Bots.    In recent years, sales reps have been ringing their hands about how robots are going to take away jobs. Anita’s book was the result of hearing these same fears over and over again.  She doesn’t agree. She believes people who are great at customer service and building relationships will always have a job. The AIs won’t be able to learn empathy or trust and they can’t build that  human connection. Buyers crave that co

Best Sellers In History Series 5 - "Mahatma Gandhi"   Depending on who you ask, hearing the name Mahatma Gandhi may bring up the titles of leader, spiritual guide, person of nonviolence, The Father of India, and many more. You may think about the man who defied the British Empire. How did one man make it possible? How was he able to get millions of people to follow his ideals and eventually shape the rest of Western culture?  For this episode, we will look at Mahatma Gandhi and explore the traits that made him an influential person.    Sales Spotlight - Mahatma Gandhi  Mahatma Gandhi was born on October 2, 1869, in Pordabander, India. He studied law in London but moved to South Africa in 1893 where he spent 20 years opposing discriminatory legislation against Indians. Gandhi was from a successful family, his father a successful merchant. Gandhi’s experience in working for a law firm in South Africa led him to focus his efforts on helping those who are disenfranchised by society.   One particular day, Gandhi w

The 3 Foolproof Secrets to Get Rid of Your Head Trash    What does it mean to have head trash and how exactly can you get rid of it? Let’s talk about 3 foolproof secrets to get rid of your head trash.  Noah St. John is known as The Power Habits Mentor because he has helped thousands of people master their inner game and outer game to help them make more and work less.  He works with sales professionals, entrepreneurs, celebrities, CEOs, athletes, and more. Noah helps them get rid of their head trash about money, relationships, and everything else holding them back. He is the author of 15 books and his most recently published book is entitled Power Habits: The New Science for Making Success Automatic. Through his work, Noah and his team have helped entrepreneurs and sales professionals increase their sales to six, seven, and even eight figures by using his methods.    Defining head trash Noah discovered the notion of head trash many years ago. Head trash is the negative voice in your head that constantly tells

What Is The DISC Assessment Profile And How Can It Help My Sales Team?   The DISC Assessment profile is an important training opportunity for any sales team. It is one of the tools many sales reps have started to utilize as its reputation for personality assessment has grown among sales leaders and their companies. So what is the DISC Assessment and how can it help your sales team? Mads Singers is a management coach.  He has been in the management field for 15 years and has worked with industry giants such as Xerox, IBM, and more. For more than seven years, Mads has been running his own business.    What is DISC? DISC is a behavioral framework similar to Myers-Briggs. It’s a framework to help people understand themselves and other people. The acronym DISC stands for: D: Dominance I: Influence S: Steadiness C: Conscientious  Everyone is born unique; however, there are traits that certain groups of people share. If you look at a sales team, for example, you can see that many members have similar personalities

Best Sellers In History Series 4 - "Benjamin Franklin"   This is the fourth episode for the Best Seller in History series. This time around, the sales spotlight is on Benjamin Franklin.  Despite Benjamin Franklin only having two years of formal education, his inventions are used to this day. He was a phenomenal writer when he was a teenager and was an inventor throughout his life. Franklin was a statesman, designed a musical instrument used by Mozart and Beethoven, and was an abolitionist in his later years. It’s worth noting he was also a writer, painter, political philosopher,  politician, Freemason, diplomat, and so much more, including a phenomenal seller. We will explore five reasons why.   Sales Spotlight - Benjamin Franklin   One of the founding fathers of the United States, Benjamin Franklin grew up in Boston, Massachusetts. Due to financial constraints, he wasn’t able to finish his formal education so he worked as an apprentice for his brother who was in the printing industry.  When Benjamin was 15 y

10 High-Performance Habits That Lead To Success    An article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness.  Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians.  The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success:    Win the morning Do hard things Embra

The Next Wave: Customer-Facing Solutions   With the new year, we are all looking towards the next wave in customer-facing solutions available for us. This is important as it helps improve our business and sales strategies.  Nicolas Venderberghe is a CEO and entrepreneur. Nicolas is originally from France but has now lived in the U.S. for a good part of his career. He’s been working for tech companies, working at Chilli Piper since 2016. The company’s biggest vision is to improve sales and completely transform the industry by using digital tools.  Big companies like SalesForce specialize in back end algorithms and can miss the opportunities on the front end.  This is where Nicolas’ company helps its clients thrive. Salespeople used to be technophobes and hated the idea of using technology in their sales process. As new technologies have become available, salespeople now adapt to a variety of tools and have become savvier.  Next wave in customer-facing solutions The sales industry tends to move in waves. First,

Disclaimer: This episode is in no way trying to influence listeners on their religious beliefs.    Best Sellers In History Series 3 -"Mother Teresa"   The Best Sellers in History series is focused on people who were influential in helping others recognize what was best for their future and motivated them to take action.The first episode focused on the impact of Jesus Christ and the second episode was about the persuasiveness of Abraham Lincoln. In this episode, the spotlight is on Mother Teresa.  Mother Teresa wasn’t viewed as a sales rep but she shared a vision and a cause with everyone she spoke to.  Her ability to influence and lead others gained such momentum that her impact reaches well beyond her lifetime and the borders of India where she served. The Missionaries of Charity, established by Mother Teresa in 1950 began as a small order of 12 nuns and has now grown to more than 4,500 nuns who are actively working in over 600 missions across 133 countries. Through her efforts, Mother Teresa went on to rece

How To Grow Sales With Local Networking Events All salespeople have tried to grow sales with local networking events. Many organizations utilize these events to bring awareness and drive sales. It’s a strategy that truly works.  Sam Edwards is Chief Marketing Officer of SEO.co. It’s a content marketing and link building agency based in Seattle. He’s been in the digital and marketing space for the past 10 years and now he’s focused on hosting marketing events to get more clients on the sales side. Sam has experience working with TEDx talk and has written for Forbes, Inc, Entrepreneur, and other large publications.  Through this work he’s developed his teaching side and helps local communities build their own stories and plans.  Sam has a meet-up group with approximately 400 members.  Another he’s affiliated with has over 300 and a third has close to a thousand members. Sam’s group has an average attendance of about 50 - 100. They have an upcoming event this February 5th that’s slated for over 120 people. Typic

How To Plan And Set Goals You Can Achieve In 2020 With the new year comes new goals and resolutions. This episode’s guest offers new ways and suggestions to help you plan and set goals you can achieve in 2020. Many salespeople don’t realize that sales is easy if you follow a basic formula. Typically, however, sales reps have a habit of following the bouncing ball their prospects are throwing despite the many times it can lead to a dead end.  Dave Mattson started out as a client at (David) Sandler Training and he’s been with the company for 30 years. He worked his way up the organization and became a partner in 1994. He had an opportunity to work with Dave for six years before David passed away in 1995. Dave purchased the company in 2012 and is currently the Brand Manager and CEO. They have 265 training centers globally and just last year, they trained 31,000 people and streamed their training to 19,000 people.  This streamed training is becoming the way of the world, especially with the technology that is cur

Best Sellers In History Series 2 - "Abraham Lincoln" This is the second episode from the Best Sellers in History series. This series talks about some of the most successful people and sellers in history. We’ll talk about who they are and what made them so successful.  Abraham Lincoln was the 16th President of the United States of America and led the nation during some of the most turbulent times in American history, such as the Civil War. It was the bloodiest war and  the greatest constitutional and political crisis faced by the U.S. at that time. President Lincoln persevered and was able to abolish slavery, strengthen the federal government and modernized the U.S. economy. Despite humble beginnings, Abraham Lincoln became one of the greatest statesmen leaders in our nation’s history. Sales Spotlight - Abraham Lincoln  A half-hour long episode isn’t enough time to discuss what made Abraham Lincoln persuasive and successful in his career. However, we can highlight The Gettysburg Address to illustrate how Presi

How To Generate More Initial Appointments By Utilizing A Co-Content Building Strategy Salespeople are always looking for new ways to generate more initial appointments. How do you do that? There are many strategies. In this episode, Donald and Carman Pirie talk about utilizing strategies that include co-creating and content-building.  Carman Pirie is the co-owner of Kula Partners. It’s a manufacturing marketing agency that helps manufacturers transform their marketing and sales apparatus by making it more digital in nature. He is also a co-host of the podcast called The Kula Ring, a podcast that focuses on manufacturing marketers and telling their stories.  The challenge in sales prospecting  Prospecting is a huge part of the sales process. Carman personally does prospecting every single day and he coaches many salespeople on how to do it right. It can be difficult to pick up the phone and start a conversation with people. Many sales leaders and managers have not explored other options outside of traditional

How To Ensure Your Sales Teams Actually Have Time To Sell   All organizations, no matter what size, need to know how to ensure your sales teams actually have time to sell.  Resa Gooding is a partner in an Hubspot certified agency and they mostly help companies, especially startups, in Israel. As one of the top three agencies in Israel, they primarily work with startups and other traditional companies such as agriculture and manufacturing. They are helping them understand the value of CRM and how to effectively apply it to their companies.  Challenges salespeople face The most common problem in the sales force is the lack of training given to the sales team. This lack of experience causes inefficiency as the companies throw their sales reps in deep waters  and expect them to swim.  Many companies are so focused on the technology or the product they’re producing,  they don’t spend adequate time sharing the value and benefits of their product with the sales force.  An untrained team ends up spending more time on