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

Is it possible to get multiple appointments on LinkedIn in just one week? Guys, I'm telling you that it is, and in this episode, I'm going to show you how I got eight appointments in five days. I promise it's no influencer trick and has everything to do with prospecting. Take a look at your LinkedIn Connections Go through your LinkedIn connection list and group them into potential customers, past customers, and people you know but don't know what you do. For the ones grouped in "people you know," try booking a 5-7 minute meeting by doing the most simple thing: ask permission to ask a question. Appointment Influencers Past coworkers could be your connection to getting appointments for a specific organization.  You may have to set up an appointment with them, but at least they can probably influence a deal for you. Look for Partners Sometimes you have to provide opportunities to others to help you set appointments. I share how I did this with a recruiting firm and some of my sales reps. If yo

While working with a fellow sales rep, I noticed the many phone calls he was making and how many of them weren't turning into appointments. Does this often happen to you?  In this episode, I show you how to fix this common sales mistake and turn those phone calls into deals. If you'd like to try my tips, connect with me on LinkedIn and send me a message. Have The Right Offer  You’re getting connections, but it’s just not going the way you want it to.  To change this, start with having the right offer to provide to your prospects.  You know you have a tailored offer when some sales team members are getting appointments. Articulate The Message  Thanks to my speech debate days, I tend to speak fast. I’m sure you noticed on this podcast.  But when dealing with prospects, I slow down to help articulate the offer value to them. You can practice this with someone not in the sales industry to see if it makes sense to them. Stop Rushing  Phone calls are not a race to the finish line, so don’t

I’m being like Edgar Allan Poe in this episode and providing you guys with my top five sales predictions for 2025. Will there be an increased use of AI tools in the sales industry? Are consumers wanting more human connection? Tune in to find out! Sales Prediction 1: Increased AI Technology Use  Yes, it’s true. AI tools are not going anywhere, and more than likely, you’re going to use them more and more this year. You’ll probably even find yourself not even realizing that you’re using them.   The downside is that 55% of consumers don’t like for companies to rely so heavily on AI technology. They believe it lacks authenticity and transparency. So, keep this in mind when you’re sending your automated cold emails to prospective customers.   Sales Prediction 3: Old-School Networking Is Winning  I also share another statistic on how AI-generated content provides a negative brand image. What’s the point of using it if your audience is going to see it as a bad thing? This is when

How can you optimize your pipeline to ensure accurate forecasting and set your team up for success? Join me and my guest, Walter Crosby, as we explore how transforming ineffective habits can lead to better outcomes in your sales process. By the end of this episode, you’ll gain clarity on your pipeline and learn to identify which prospects are most likely to deliver the results you need. Meet Walter Crosby Walter Crosby is a seasoned sales expert and business consultant with decades of experience in helping organizations refine their sales processes and drive sustainable growth.  He specializes in developing tailored strategies that align sales pipelines with business goals.  His expertise lies in sales leadership, process optimization, and revenue forecasting. Accuracy in Sales Forecasting  Walter shares actionable tips for creating accurate sales forecasts.  The key takeaway? Quality over quantity.  Learn how to identify realistic opportunities and focus on meaningful data, en

Happy New Year! Let’s kick off 2025 with some sales tactics in this episode. Today, I’m sharing ten key insights from my experience coaching and consulting sales teams in 2024. Here’s five of them below, tune in to learn the rest of my sales tips!  Find Your Ideal ICP  Are you still working with different types of clients and struggling to figure out which one is the right fit for your business? It’s time to double down and define your Ideal Customer Profile (ICP).  Focus on what works and identify the best individuals who can buy from you. This will help you stop spinning in circles and spreading yourself too thin.  Also, create social media content tailored to this ICP to bring them to you. Cold Calls Still Work  Don’t listen to those who say cold calling doesn’t work, because it does. You need to spend more time on this sales outreach method. I share an interesting story with one of my classes about how cold calling still gets results. If you stay consistent, you’ll see succe

If you don’t build trust with your customers, you’ll never close a deal—there’s no way around it! You’ve already heard how companies can build customer trust, but how can an individual seller do this? Join me and my guest, Liesl Nel, in this live coaching session as we share strategies to help your prospects feel safe and confident in doing business with you.   Meet Liesl Nel  Liesl Nel is a seasoned sales professional in the yachting industry, specializing in working with charter agencies, particularly in the Mediterranean region.  Her expertise lies in navigating the complexities of B2B sales and addressing the unique challenges within this niche market.   Building Open Relationships Liesl emphasizes the importance of maintaining open and frequent communication with agencies.  This helps address challenges proactively and assures agencies that customer data will enhance rather than compromise the customer experience. She also shares how face-to-face interactions are better for building trust ins

Sometimes, we make the sales process harder than it needs to be. If common sales methods aren’t working for you, check out this episode with my friend and guest, Gail Kasper. She shares how going above and beyond—like overnighting an apple pie—can convince a prospective buyer to do business with you. And don’t forget to check the resource section for a freebie! (No, it’s not a free apple pie.)   Meet Gail Kasper Gail Kasper, a Master Sales Trainer and author of Unstoppable and Sell Like A Cockatoo, is renowned for customizing sales programs that boost revenues and revitalize even seasoned sales teams.  With experience working with Fortune 500 companies, she sets the gold standard in sales training.   As a seasoned TV host, Gail has shared her strategies on leading podcasts and local affiliates nationwide.   Why Another Sales Book?   With countless sales books out there, why did Gail write another one? Because so many people enter sales roles without understanding what to expect.   Gail shares inno

Just because you’re talking to a customer doesn’t mean you’re the only one making an offer. So, how do you stand out in a niche-specific market when there are so many competitors vying for your buyers? In this episode, I sit down with Pinar Erzin, Co-founder of Most Sailing, to discuss how startup companies can differentiate themselves in niche markets.   Meet Pinar Erzin Pinar is the co-founder of Most Sailing, a company specializing in the luxury yacht charter industry. Her role focuses on building meaningful relationships with clients and standing out in a competitive, relationship-driven market.   In our conversation, Pinar shares the challenges and lessons she’s learned in creating a unique value proposition in such a specialized field.  Together, we explore strategies for building lasting client relationships, standing out from the competition, and adding value beyond price to succeed in niche markets.   The Power of Relationships Success in niche industries often hinges on trust and perso

Trust is everything in the customer service industry. It’s not only essential for sellers to be trustworthy; businesses must also strive to build trust with their customers. If you’re unsure on how to create strong customer relationships, tune in to my guest, Martina Hršak, as she shares actionable insights on trust-building skills. Growing Up in Croatia and Entering the Yachting Industry During her youth in Croatia, Martina never imagined herself in the yacht business due to her tendency to get seasick. Yet today, she leads MMK Systems, a company that provides the Booking Manager System, the leading software for yacht charter businesses worldwide. The Importance of Trust in Sales   To build a successful business relationship in B2B sales, customers must trust the companies they’re buying from. Martina shares how businesses trust MMK Systems with their critical data, such as personal information and finances.   Key factors that can easily destroy trust in any industry include:   Misleading s

If you’re not good at communicating, how do you expect to close deals? In this episode, I chat with Robert Kennedy III about the power of effective communication and storytelling. He shares insights on leveraging storytelling, showing up confidently on video, and connecting better with your audience.   Meet Robert Kennedy III Robert is the founder of Kennetik Kommunications, a communication training firm specializing in the real estate industry.   As a communication strategist, he helps real estate professionals, leaders, and sales teams connect better with their buyers to boost sales performance.  Known for his energetic and engaging style, Robert excels in public speaking and has a knack for captivating audiences both in person and through digital media.   Using Storytelling to Communicate with Audiences Robert explains that storytelling isn’t always about telling stories; it’s about understanding each component of the sales process. Start with the conflict your customers are facing and dig into t

There are going to be good days and bad days in this industry. You shouldn’t let the negative moments make you avoid the steps you must take to become a top agent.  The road to success is paved with resilience, strategic prospecting, and relentless determination. I’m excited to share insights from a powerhouse in the sales world, Carson Heady, who shares his innovative approaches to the three truths behind B2B sales success. Meet Carson Heady   An old friend and past guest of mine, Carson holds 25 years of experience in B2B sales. He is a strong advocate for buyer-centric approaches and has carved out a niche for himself at Microsoft.   Carson is also an accomplished author with two books to his name. In this episode, he discusses his most recent book, *The Show Must Go On*, where he shares his sales methods for gaining C-level executives as prospects by doing three things that most sellers avoid: remaining resilient, prospecting correctly, and being persistent. B2B Resilience Issue: Using AI Hono

Your prospect has rejected the deal, and now you’re unsure whether to try another sales tactic to change their mind or simply move on. This final episode of the Back to Basics series will guide you in overcoming sales objections and keeping your pipeline moving forward. Slow Down It’s natural to do everything in your power to get a prospect to say yes. This can often lead to rushing the sales process in hopes of securing that long-awaited agreement. Instead of speeding up, take a moment to pause and breathe deeply. Begin addressing the objections raised by your prospect calmly and methodically. Taking the time to regroup prevents panic and helps you avoid costly mistakes. Express Appreciation Your prospect may have valid reasons for hesitating or declining to move forward in the sales process. Acknowledge this by expressing understanding and gratitude for their time. Next, use a softener to gain permission to dive deeper into their concerns. I explain how to do this in the episode, which wil

Before visiting Dubai, I did some research to determine if it was the right destination for a trip. If I hadn’t taken a few minutes to do so, I could have ended up having a horrible experience.   This is why it’s important for you to conduct discovery calls—to ensure you and your prospect will have a pleasant experience working together. In this episode, I share the basics of a discovery call and how to set one up properly to ensure you land a deal with your prospect.   The Purpose of Discovery Calls Discovery calls are meant to determine if you and the prospect are a good fit for each other.  Too often, sales reps focus solely on their own goals instead of the prospect’s needs. If you’re only focused on reaching your quota, how can you be sure your product will actually solve the prospect’s problem?   Steps to a Successful Discovery Call   Confirm the Appointment: Before the day of the discovery call, confirm the meeting and ensure that the right individuals will be attending.   Build Rapport: Star

The first ten seconds of a cold call matter more than any other part of the outreach. But what do you say to keep your prospect from hanging up? In this episode, I’ll tell you exactly how to get them into your sales pipeline and close the deal.   1. Verify the Prospect  Before diving into your sales pitch, confirm that you’re speaking to the right person. This not only ensures your efforts are targeted but also gives you a moment to prepare your next move.   2. Greet with Your Name and Company   After verifying the prospect, introduce yourself by stating your name and the company you represent. This helps the prospect visualize who you are and understand why you’re reaching out.   3. POR: Point of Reference There’s a reason I always recommend LinkedIn. Use it as a point of reference to remind your prospect where they might know you from. This simple step can turn a cold call into a warm conversation, increasing the chances they’ll stay on the line instead of hanging up.   4. Relevance  Relevance

It’s getting cold outside, but that doesn’t mean your cold calls have to freeze your sales pipeline. Tune in to hear my hack for warming up your prospects and getting them more receptive to your proposals.   Reach Out to Prospects on LinkedIn People are naturally skeptical of sellers, especially if they’ve never met you. That’s where connecting on LinkedIn can be a game-changer.   Use LinkedIn Sales Navigator or a similar tool to identify your prospects’ triggers and build a targeted list of potential clients.   Establishing a LinkedIn connection with your prospect before sending an email increases the chances they’ll respond positively when you cold call. It’s all about building familiarity and trust.   Make an Introduction Before Cold Calling Think back to the caveman days—introductions have always been essential to building trust.   By making an introduction first, you transform a cold call into a warm call because the prospect already knows who you are.   Establishing trust with your pr

There are 24 hours in a day, yet you’re struggling to find even one hour to prospect. I used to believe this lie myself, and it hurt my progress. In this episode, I share how to overcome this mindset and carve out time in your busy schedule for prospecting.   Plan It Out The simplest way to start prospecting is to plan it out. Set aside a specific time frame dedicated to finding clients.   Add this time block to your calendar and make it recurring. Consistently dedicating time will help you stay committed to prospecting.   While planning, set a clear goal for your session. For example, aim to have five meaningful conversations during this period. This will help you either move deals forward or identify prospects who aren’t the right fit.   Accountability If you’re struggling to find time for prospecting or to meet your goals, share your intentions with someone else. This could be your manager or a fellow sales representative.   Let them know you’re focusing on prospecting and ask them to hold

In Part Two of the Back to the Basics Series, I cover a sales skill that everyone believes they need to master to close deals: multitasking. Honestly, I don’t think you need to be all that great at it. Why? Tune in to hear my thoughts on multitasking.   Multitasking Doesn’t Work You might have 20 tabs open on your CRM right now, along with countless tools and windows. It may feel like juggling everything at once makes you more productive, but research shows otherwise.   Focusing on one task at a time is actually far more effective for getting things done. In this episode, I share some research that debunks the false belief that multitasking is the key to productivity.   Identify What You’re Trying to Accomplish I get it—it’s hard not to multitask when you have a million and one things to do. However, to avoid being less productive, take a moment to define the goal of each specific task.  For example, if you’re prospecting, set a goal like having five conversations within an hour and booking one

How can you build rapport without coming across as wanting something in return? Prospects can easily sense if you’re not genuinely trying to connect with them and are only interested in their money. If you’re struggling with this sales method, listen to my guest, Ante Mihaljević, a sales and communication expert, share his refreshing take on building rapport with prospects. The Importance of Genuine Rapport Stop making rapport feel gimmicky or disingenuous by showing genuine interest in understanding and helping a prospect. This approach makes them feel heard and valued, fostering openness and a positive relationship. Techniques for Building Rapport Ante shares valuable insights on building rapport effectively: Stay Focused and Curious: Be genuinely interested in your prospect’s needs and listen actively to their concerns. Mirror and Match: Observe and subtly mimic your prospect’s language and behavior to create a sense of familiarity and trust. Avoid Focusing on the Outcome: Concentrate on the i

Following up scares you just as much as cold calling does. But just like cold calling, circling back with a prospect is an important sales technique that can help improve your closing rate. My follow-up tips will help you move through the sales pipeline three times faster and close deals more efficiently. 1. Give Them the Agenda Just like in basketball, if your prospect doesn't know the rules, they won’t play along in the sales cycle. During your first meeting, let them know what you’re going to cover and how your services can help them. 2. Set a Specific Date and Time for the Next Meeting Before you end your first meeting, don’t forget to set a specific date and time for the next one.  Remember, prospects have busy lives, and if you don’t provide clear details for the next meeting, they’re more likely to forget about following up with you. 3. Don’t Send Those Silly Follow-Up Emails The fact that you’re sending an email means it’s already a follow-up. So, there’s no need to add "follow-up" in the

Storytelling allows you to connect with your prospects on a more personal level. However, sometimes you might find yourself telling the wrong stories or sharing a story at the wrong time. My guest, Eugene Theodore, walks us through how to create impactful stories that align with your sales goals. Meet Eugene Theodore Eugene Theodore is a highly skilled and experienced storyteller with a background in sales and personal branding. His storytelling approach aligns a product or service’s message with the needs and values of a target audience. Eugene helps sales professionals and leaders navigate different stages of the customer journey by using storytelling to foster meaningful connections and close deals. Why Storytelling Matters in Sales People prefer to buy from those they trust and feel connected to. Without a genuine connection, prospects may choose not to move forward in the sales process. Eugene explains that storytelling serves as a powerful alignment tool throughout the customer journey. It