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

How to 10X Your Income With Repeat and Referred Business Repeat and referred business is a sure tactic to grow your business 10x. Despite that, not many are looking into it.  A reliable tactic to increase income is to use repeat and referred business. Gia Le, a successful real estate agent in Australia, whose heritage is Chinese-Vietnamese,    uses this strategy with great success. However, before she got into real estate, her career started in finance and insurance sales through the automotive industry.  Gia wasn’t always the top salesperson she is today.  Working for Australia’s largest automotive holding company, she was almost fired in her first three months as an insurance and finance consultant.   Selling using out-dated methods  Early in her career, Gia attended several training programs offered by her company. She learned a variety of  selling techniques and rehearsed the scripts but they proved to be ineffective.. These original methods sounded rote to the more sophisticated customers and the techniq

The Main Things Generating The Most Leads Right Now!    As salespeople, we often ask ourselves about the main things generating the most leads right now because we always want to be in on everything that works. Consumers’ purchasing decisions are affected by their experiences and we want to know what affects them in order to appeal to those emotions and convince them to buy our products or services. Sales professionals that we are, we love leads and we like getting new prospects.  Vlad Calus is the founder at Planable, a content collaboration plan for freelancers and marketing teams. It is the most visual platform that helps you preview your social media content before publishing it. Planable helps you check and review your content before publishing it. It makes collaboration and asking for feedback from your teammates easier as well as  asking for clients’ feedback before finalizing the content and scheduling the posts through social media.  Generating the most leads right now  There are three things that he

Impossible to Inevitable How can salespeople turn the impossible to inevitable?  Aaron Ross is the author of the book Predictable Revenue and a proud father to nine children. The book Predictable Revenue is called the sales bible of Silicon Valley. It changed how the fastest-growing sales teams are designed. The book talked about outbound prospecting which can be a very predictable way to drive appointments and if you have predictable appointments, you can create predictable revenue. It also talks about sales specialization instead of letting the sales reps do the prospecting. Managers must break the sales team into specialized groups to assess where they excel.  Impossible to inevitable  His new book called From the Impossible to Inevitable is the growth bible. It’s more for C-levels:the managers, executives, and the leaders who understand the few key reasons why a company gets stuck and won’t grow. The book answers three questions: Why aren’t you growing as fast as you can? How can you grow faster? How d

The Accidental Seller Series 2 - "DeJuan Brown" This is the second episode of the series The Accidental Seller. There are more accidental sellers in the sales industry than we know of. In fact, there are about 4.14 million sales professionals in the United States who fell into this career.  DeJuan Brown wanted to be a chemist when he was a kid. He also wanted to be a system analyst because he wanted to follow his uncle’s footsteps who worked as a system analyst for Guardian Life for a long time. But in college, he studied Psychology and Philosophy. The mathematics included in studying both Chemistry and System Analysis dissuaded him to push through with his childhood careers.  His view of sales and of the salespeople came about when his father started selling Insurance when he was two years old. Selling insurance then was very different compared to how it’s done today. People are able to sign up online or pay for their premium online but before, selling insurance was a door-to-door sport. His dad would spend

One Major Closing Question You're Neglecting To Ask    There are times when the sale is almost a done deal but at the end of the day, it’s not pushing through because there’s that one major closing question you neglected to ask. This can happen to everyone, not just for the new sales reps.  That one closing question you neglected to ask Let’s take Dave as an example. Dave is a seller who is wrapping up things with Bob in a phone call. Dave gave an amazing demonstration but Bob is being wishy-washy in his response and told Dave that he is still going to analyze internally first before moving on with Dave’s deal. Now, Dave is upset, furious, and blurted out some things.  Dave could have done things differently by asking follow-up questions. Seeing it from Dave’s perspective, his outburst was understandable. He’s been working the deal for three months and he thought that he already got everything right. He already told his manager about it and he’s pretty excited for it to officially close. He needed this sale t

The Accidental Seller Series 1 - "Ludovic Vuillier"    Hubspot’s stats showed that 46% of salespeople did not intend to go into sales. That means a massive 4.14 million individuals are now accidental sellers. Perhaps they were working different jobs and suddenly they decided to go into sales or the circumstances prompted them to go into sales. This series will be about the people who have become accidental sellers by hook or by choice.  Ludovic Vuillier is an entrepreneur who runs the Good Life Manifesto. It is a tool to help you live a good life. It is a guide that’s related to health, business, finance, and relationship.  Ludovic started his career in sales 20 years ago. He sold for myriads of companies and consulting organizations. He also helped these organizations to find success in their sales.  But before he went into sales, he wanted to become a doctor because of his interest in the human body. The downside to that is one has to spend over 12 years in school before becoming a doctor, which is somethi

What Is Social Dynamic Selling & Why Does This Work So Well? Many sellers appreciate how social dynamic selling works well. It’s effective and has connected more than 2 million consumers to their clients.  Rylee Meek grew up in a small town in South Dakota but is now residing in Minneapolis, Minnesota. He lived in a town with very few opportunities but at the age of 15, he already had that drive to start earning money. He got a job at a pizza joint and made a minimum wage of $5.15 an hour. He dove into the entrepreneurial world at that young age. His family made a significant amount of money from network marketing and that impacted his path. He met many like-minded people who directed him to the right books to read. It was his initial step of taking that entrepreneurship role.  He then started working with a network marketing company instead of proceeding to college. At 19 years of age, he was able to get his   BMW but then he realized that his income came solely from the effort and from working up to 17

How To Elevate Your Sales Game  As a salesperson, you might have asked yourself the ways to elevate your sales game.  Dug McGuirk is a national trainer with Tony Robbins. He is a peak performance strategist to help people get a clearer picture of where they are right now in their sales organization including the results they’re experiencing as an individual salesperson or as a team leader.  He and Tony help individuals see their role in the organization.  Salespeople can’t change the market, the economy, the way the organization works, and the standard of practice. Tony and Dug want salespeople to see the clear picture and help them realize their true potential.  Elevate your sales game  Salespeople are always looking for ways to elevate their sales. The first step to do that is to analyze the things that might be holding back the sales. Sales reps must look at the pattern when they’re stuck. Do not have the tendency of beating yourself up and taking the fall when things go wrong or when you’re stuck.  Assess

Sales From the Street: “I Almost Quit” We all face challenges and sometimes, the sense of defeat is so strong that the phrase, “I almost quit,” is so relatable.  Luigi Prestinenzi struggled in his sales journey as well. His mom was great in sales and worked for Mary Kay, a global cosmetics empire. His mother won awards and was an icon within the company.  All the success, however, came to halt when she suffered complete burnout. Luigi was seven then and he didn’t understand what was truly happening except that he saw his mom hustling and reaching her goals.  Fast forward to 23 years later, Luigi also fell on the same path. Everything was working well for him but all of a sudden, deals fell apart and they just kept falling through. It was the first time that he found himself in a challenging situation.  His manager talked to him one Christmas and he couldn’t focus on anything, not the festivities, his family, or the food. He questioned his life and his decisions and he started drafting his resume and looking f

Many of us are hesitant to use video because of our own fears but it’s absolutely possible to use videos to increase sales.  Brenton Crane isn’t from the advertising and marketing background. He is from data analytics and started his career in Washington D.C. as a statistician at the Census Bureau and analyst in the National Intelligence Agency. He then partnered with the brothers Neil, Jeff, and Daniel for a campaign. The combination of their creative skillset and his analytical skills created a system that makes advertising campaigns effective.  The power of videos in the business The most powerful form of communication happens in face to face conversations between two individuals. These face to face interactions are how you make out the nuances of a conversation. This will allow you to listen to the tone, see the gestures and body language all happening at a subconscious level.  Video is the medium that’s closer to that face-to-face action. When you talk to someone on the phone, you miss the body language

How To Effectively Sell New Products To Current Customers Salespeople often ask how to effectively sell new products to current customers. Some clients are satisfied with the current service they’re getting and they’re not keen on investing in another one. There is a way through this sales ordeal.  Thomas Steenburgh teaches business marketing and sales at the Darden School of Business. He’s also an administrator and has stayed with the school for seven years. His team did a five-year research project on how to effectively sell new products to customers and what’s so hard about it.  Looking at the problem Thomas’ team looked at various factors: The different ways people sell The types of people who excel in the process The organization’s structure The culture that the companies/organization create The combination of these processes which is finding the right process, finding the right people, finding the right organization, and finding the right culture is the key to making this happen.  The challenge  If g

Sales From The Street - "Are You Firing Me?"   One of the scariest questions to ask in this field is, “are you firing me?” You might have asked this yourself, out loud or in silence, but regardless of how, it’s nerve-wracking just the same.  Andy Racic has been in professional sales for nine years and most of those years were spent serving HR professionals. These days, Andy is with a software company called Tango Health. They offer B2B software and outsourcing solutions to help professionals across the country.  The beginning While Andy was living in Houston, he was working for an agency recruitment firm called Michael Page. The agency recruitment space is 100% sales: that is 90% sales and 10% consulting. They were in the business of the oil and gas market and despite the difficult times in the business, their agency was able to establish a good relationship with their clients. Out of the blue, one of their clients asked him to help find a recruiter.  That was an alarming thing to hear because to him it sound

Creating Great Customer Experiences To Close More Deals   Creating great customer experiences to close more deals is often a neglected sales strategy by many. That shouldn’t be the case.  Dan Cockerell grew up in the hospitality industry. He went to Boston University and worked at Disney World for a summer. He officially joined the Walt Disney Company as a parking attendant in 1991 after finishing college. After 26 years and 19 jobs at Walt Disney, he decided to leave to start  his own consulting company.  Most of the employees in Disney who are working as executives in the operation started in the frontline roles to understand the customer experiences at the ground level.  The beginning of Disneyland Walt Disney was ahead of his time. He was an animator and he wanted to create a 3D world where people could escape reality and step into movies. He wanted to create happiness together as a family. This was his original thought for building Disneyland in 1955. He kept the business clean, he was nice to people, an

Use Contact Marketing to Breakthrough to Anyone   Prospecting is always a challenge for sellers, but it’s possible to contact marketing to break through to anyone.  Stu Heinecke is a Wall Street Journal cartoonist, a marketer, and an author. Stu has been nominated for the marketing hall of fame twice and has authored the popular book, How to Get a Meeting with Anyone. There are many ways salespeople can contact their clients and make a breakthrough, Stu’s book helps you navigate the whole process of reaching out to various clients. Stu is now writing his second book about how business cards can help salespeople reach out to prospective clients and what makes these business cards so special.  In the business industry, he helps his clients’ sales teams break through their top prospects. Contact marketing to breakthrough to anyone  Stu is a fan of great business cards. Unfortunately in this digital day, clients aren’t keen on business cards anymore. The tables have shifted and they’re no longer given much empha

What Are The 6 Critical Steps To Developing a Successful Sales Strategy? Sales strategies aren’t born from thin air; rather, there are six critical steps to developing a successful sales strategy.  Lance Tyson is an author and speaker who runs his own training company. Tyson group has been ranked by Selling Powers as one of the Top 20 sales organizations in the world. It has been operating for 15 years and invested in Dale Carnegie Training in 2010. They work in the sports entertainment industry and one of their biggest customers is the football team, the Raiders. They coordinate with the sales team to sell premium tickets, sponsorships, suites, and others. They also work with Michael Jordan’s company and several tech companies where they coach, train, and consult with their sales teams.  Lance isn’t just teaching; he is also out there grinding and doing all the sales work that his salespeople are doing.  Six steps to developing a successful sales strategy  Attitude, perseverance, and grit aren’t part of the

Changes to The Sales Evangelist Podcast The time has come to bring some changes to The Sales Evangelist podcast. The TSE podcast has been around for six years and over time, we’ve been mentioned in a number of magazines including Yahoo Finance, Entrepreneur, Huffington Post, Forbes, HubSpot, and others.  This all goes back to you for sharing the content with your friends and for helping us grow over the years. The podcast continues to evolve to adapt to the needs of the industry. Starting this October, there will be a couple of changes to The Sales Evangelist Podcast.  Humble beginnings The podcast has been around for a long time and it’s because of your support. We kept on going and pushing forward because we have the passion and drive for it. We started with two episodes a week: one 10-minute tip and one with a sales expert who’d give us advice. We then jumped to doing podcasts three days a week and later on, to five days a week. The team grew and the quality of content improved.  We started without getting

Even if you consider yourself a fiercely independent seller, you’ll sometimes need help from others because you can’t do it all on your own. Adam Carswell works for Concordia Realty Corporation, a private equity firm that invests in shopping centers. His company works with smaller mom-and-pop investors who can’t make million-dollar contributions and pools their capital with other investors.  No siloes  Adam worked as a residential realtor in 2017 when he decided he wanted to break free. He didn’t want to join a team and work within a system. He wanted to pursue his own course.  He achieved significant success in his first year and expected the second year would be the same. Unfortunately, it was the opposite.  Numerous deals fell through and he wasn’t sure what to do next. He was in a serious relationship so he hid his financial struggles, but that decision eventually blew up in his face. He looks back now and realizes that if he had swallowed his pride and accepted support from the people around him, he woul

A good salesperson knows how to nurture “No” into “Yes”. Hearing No in the sales world is common regardless of what you sell or to whom you’re selling to. When you hear a no, you can’t just back down and give up. You need to get back on track and fix it.  Craig Klein is based in Houston and he works in the energy business. He used to make deals with large oil companies and the deals would take a year or more to close. With that period of time and the level of complexity of every sale, he sought help from others.  He began Sales Nexus to address that inefficiency. Today, his company helps other businesses to grow and aims to help everyone in the community give their fair share of making their community a better place to live.  No is difficult to hear  Craig was trained by Dave Blanchard for awhile. Dave does executive training and he talks a lot about our need to be right. Humans as we are, once the idea is planted in our head and we start dreaming about it, the idea becomes real. If that idea is taken away,

Pulling Profits Out of a Hat Pulling profits out of a hat is something that salespeople are raving about. But how do you go about it?  Brad Sugar has been in the teaching business for 26 years and now has coaching offices in over 80 countries. He’s also a published author with 17 books in his name. He appreciates being able to help others grow their business and keeps expanding his business to be able to help more people improve their sales.  One of his recent books is Pulling Profits Out of a Hat: Adding Zeros to Your Company Isn't Magic 1st Edition. This book teaches companies how  to get multiple growths instead of percentage growth. As salespeople, challenge yourself to multiply your growth. If your company grew by 15% last year, make it an aim to grow it 15 times more this year.  The starting point is to believe that your business can multiply and have the right attitude in getting it there.  Pulling profits out of a hat Every business person is a business owner. Whatever your role is, whether it be a s

For organizations looking to expand their footprint and extend their reach, these 3 tips to improve closing will help them achieve those goals. Johnny Lee operates a sales and marketing firm called C Level Partners that helps organizations expand their footprint, gain new clients, and move in the direction of their goals. He believes that sales is everything. His experience from the management side, from the individual side, and from the sales rep side gives him a unique multi-level vantage point. Listen to understand The biggest challenge Johnny Lee consistently sees is that sellers listen to reply rather than listening to understand. He recently carried out a DILO, or a “day in the life of” exercise with a lean, mature team that all suffered from the same problem. They all listened while waiting for the opportunity to explain why their company was so great.  Sellers master the art of articulating their value, but before we win in the marketplace we have to master the art of listening. We’ve all heard it b