Podcast appearances and mentions of Donald C Kelly

show notes

show notes

show notes

show notes

show notes

show notes

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 their roles or who have been active on LinkedIn in the past 30 days.You can also look at who they are connected to, especially if they follow industry influencers or are part of specific associations. That gives you a stronger starting point for outreach.Systematize ReferralsReferrals are one of the most overlooked opportunities in sales.Most prospects are open to giving referrals, but very few salespeople actually ask for them. That is a missed opportunity.Start making it part of your process. When you are working with a client, ask if they know others who are dealing with similar challenges. A simple ask can open the door to warmer conversations.Target Niche Local EventsNot every opportunity comes from online outreach. Smaller, more focused events can be a great way to connect with people directly. Think industry meetups or informal gatherings where conversations happen more naturally.These settings make it easier to build relationships and lead to introductions that feel more genuine.The Fortune Is in the Follow-UpEven when you get in front of the right people, it does not mean much if you do not follow up.A large percentage of event attendees have the authority to make buying decisions, yet most leads never receive any follow-up at all.That is where the real opportunity is. Following up within 12 to 24 hours and staying consistent with your outreach can be the difference between being remembered and being forgotten.“Nine out of ten prospects are willing to give a referral, but only about 11% of salespeople actually ask.” - Donald C. KellyResourcesDo you need help on getting more referrals? Check out episode 1976.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

show notes

show notes

Why you should listenDonald runs one of the top B2B sales podcasts in the world, heard in over 155 countries, and breaks down the exact LinkedIn-first sequence he uses to turn cold prospects into booked calls without paid ads or cold spam.Learn the three-step system Donald uses to move a prospect from stranger to conversation: engage on their content, send a personalised connection request tied to something specific about them, then bridge to a short email that speaks to real pain, not surface pain.Get Donald's follow-up sequence that replaces the lazy "bumping this up" email with relevance-based touches your prospect actually wants to reply to, plus the exact tools (Hunter.io, Sales Navigator, Apollo) he uses to find verified business emails.Tired of sending LinkedIn messages into a black hole and wondering why your outbound never converts? In this episode, I talk with Donald C. Kelly, founder of The Sales Evangelists and one of the most recognised B2B sales voices in the world. Most tech business owners default to pitching before earning attention, and it is the reason their pipeline stays empty. Donald walks through the exact sequence he uses to break through the noise, earn engagement, and turn it into a real conversation, without faking friendship or copying the spray-and-pray playbook every SDR is running. If you sell on LinkedIn and the results are not matching the effort, this one shows you where the gap is.About Donald KellyDonald C. Kelly is the founder of The Sales Evangelist and host of one of the longest-running B2B sales podcasts in the world, with nearly 2,000 episodes heard across 155+ countries. A LinkedIn Top Voice in Sales and three-time Salesforce Top Influencer, he helps SMB and mid-market sales teams build LinkedIn-led outbound systems that turn cold prospects into booked calls. He is the author of Sell It Like a Mango and based in West Palm Beach, Florida.Resources and Linksthesalesevangelist.comDonald's LinkedIn profileDonald's free prospecting toolHunter.io Apollo.io SNOV.ioZoomInfoGemini Nano BananaBase44Previous episode: 678 - 81% of Partners Will Grow Below the Industry RateCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources

show notes

show notes

show notes

show notes

show notes

show notes

show notes

show notes

show notes

show notes

show notes

show notes

show notes

I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.Ask Your Happy CustomersThe most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask. If you are not asking, you are leaving opportunities on the table.Request Referrals from Non BuyersDo not overlook the conversations that do not end in a sale. Even when someone tells you no, that does not mean the relationship is over. It is still perfectly reasonable to ask if they know someone who is dealing with the challenges your product solves. When you position it around helping others, the request feels natural and value focused.Leverage LinkedIn ConnectionsYou can also take a more proactive approach by using tools like LinkedIn Sales Navigator. Look at your customers' first degree connections and identify people who match your ideal client profile. Then ask for a specific introduction. This method takes more effort, but when you are intentional about who you want to meet, the results can be powerful."Your goal is to get them to be able to be your evangelists." — Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on

Recently, a seller sent me a voice note asking why his framework is failing him every single time. I am sure other sellers are facing this same issue, and in this episode, I am going to share how to fix it. Sales is not a black and white solution. It is filled with ambiguity. My advice will help you navigate those gray areas with more confidence.Beyond the FrameworkI start by challenging the idea that just following a sales framework guarantees success.Every sales scenario has unpredictable human factors, so sticking strictly to a process is not enough. You have to be ready to adapt and read the situation in real time.The Power of Reviewing the TapeOne of my biggest recommendations is to listen back to your recorded calls, either on your own or with someone you trust. This gives you a more objective perspective on what is working and what is not. I also suggest using tools like ChatGPT to analyze transcripts or get external feedback. It is a great way to spot patterns you might miss.Taking and Maintaining ControlBefore every call, set an agenda and make sure both you and the prospect are aligned on the outcomes. If you give up that control, the prospect will take the lead and that usually leads to ambiguity or stalled deals. Staying in control does not mean being pushy. It means guiding the conversation toward results.Always Secure a Next StepNever leave a meeting without scheduling the next step. I have lost deals in the past because I did not do this, and it kills momentum fast. Make it a habit to lock in what comes next before the call ends.Courage to Ask the Tough QuestionsGoing through the motions is not enough. Developing the art of sales means reading between the lines and asking the uncomfortable questions. That is what separates great sellers from everyone else. You have to be willing to challenge your prospects in a way that adds value and drives clarity."There's a lot of gray areas in sales, especially when you're dealing with humans who tend to be unpredictable." - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three

Do buyers lie? The short answer is yes and I'm going to tell you why in this episode. I'm also going to tell you how to get the truth of their issues out and close the deal. Why Do Buyers Lie?Buyers don't always lie intentionally. However, there're three main reasons why they do:They feel uncomfortable saying “no.”They're not interested but don't want to hurt your feelings.They want to “think about it,” often as a way to avoid further discussion.Key Strategies for SellersIf you find them lying to you, try these strategies to get the truth out of them: Seek honest answers by asking tougher, more direct questions.Never assume a prospect's motives, instead get to the real issue.Practice probing with family or friends to build confidence.Avoid desperation and maintain control throughout the process.Don't wait. Address hesitations immediately rather than letting deals linger.“Why in the world do we hoard horrible deals? Is because internally we believe that there's still hope. But I'm telling you not to do that. Cut them and go to the next one. Don't be afraid of losing something.” - Donald KellyResourcesKeep track of your sales activity and boost your results with the Prospect Pro sales tool.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast,

show notes

show notes

What should you be posting on LinkedIn, and what should you avoid? In this episode, I share three LinkedIn posts sellers can use right away. Posting the right content on LinkedIn can help you book more appointments and grow your pipeline.Why You Should Be Posting on LinkedInIf you are not posting on LinkedIn, you are missing a real opportunity to stand out. Only a small percentage of users create content, which means authentic posts are far more likely to get noticed. Instead of worrying about being judged or feeling like you need to be an expert, I want you to see LinkedIn as a place to engage your niche market and start real conversations.Three Types of LinkedIn Posts That WorkMistakes and Lessons Learned: One of the easiest ways to create content is by sharing mistakes and lessons from your own experience. Talking about what went wrong and what you learned makes your posts relatable and builds trust. When you are honest and a little vulnerable, people are more likely to engage and respond.Personal Insights: You do not have to talk about sales all the time. Sharing personal insights like hobbies, challenges, or goals helps people connect with you as a person. Whether it is working on your golf game or focusing on better health, these posts humanize you and often lead to stronger conversations with prospects.Industry Trends and Data: Posting about industry trends or data gives your audience something valuable to think about. Share insights you are seeing in the field or information from reports you trust. When you consistently bring useful information to your network, you position yourself as a resource and stay top of mind with potential buyers."Thanks to the COVID era, people want to know you on a personal level. They want to see your personality online." - Donald KellyResourcesSign up for free and download the Sales Evangelist Tracker to monitor your sales KPIs, measure performance, and stay accountable to your daily activity.Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.Visit Blue Mango Studios for help in creating podcast production content. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value...

show notes

show notes

show notes

show notes

After three to four follow-up emails, you start feeling like you're just an annoying fly to your prospects. Honestly, you're probably just buzzing their inboxes, especially if you're only sending simple "just checking in" messages. In this episode, I'll show you how to send follow-up emails that actually grab your prospects' attention.Quick StatHere's an interesting stat: It takes six to twelve interactions for prospects to respond and follow through on closing a deal. This doesn't mean you have to send six to twelve cold calls or follow-up emails. You should probably stop sending those generic follow-up emails—they don't work. The act of reconnecting with a prospect is following up, so you don't have to tell them what you're doing.Use the MEDDIC Sales MethodologyGo back to your discovery call or your initial conversation to remember why your prospect needed a change in their business. When you talk to them again or send them a message, try something like this: "You mentioned you were using a product that wasn't working. Here's how my solution can help you."Check out episode 1923, and I share more details about the MEDDIC sales methodology. Other Ways to Follow UpInstead of writing a regular follow-up email, consider using data or information that isn't directly tied to the deal you're trying to close. I tell a story of how I did this with an old prospect on a social media platform.Also, try to use more than one method of communication—this will help you stay in touch with them. I'll offer some creative ways to follow up on social media.Always bring something to the table that will help the prospect or identify an issue they may be having in their company. No matter what platform you're using, this will help with engagement from them.“The fact that you reach out to them is following up. They are going to remember you, and you don't have to tell them what you're doing.” — Donald C. Kelly.ResourcesIf you like more guidance with improving your sales skills, join my Sales Mastermind Class.Thinking about starting a podcast yourself? Learn more about BlueMango Studios. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3. This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here:

Send us a textIn this episode we interview Donald C. Kelly, founder of The Sales Evangelist and host of the podcast by the same name.What you'll learn in this episode:Why LinkedIn is still the most powerful yet underutilized tool for B2B professionalsThe “Connect, Share, Engage” strategy that builds trust and drives real sales conversationsHow to personalize your outreach and avoid sounding like every other sales repTactical tips on using LinkedIn Navigator to find and connect with your ideal clientsWhat kinds of content perform best on LinkedIn—and why most people still aren't postingHow marketing and sales can collaborate through LinkedIn company page insightsThe one thing you should never say in a LinkedIn message

Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse?In this episode, I'm going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly.What Sales Mistake Did I Make?During one of my discovery calls, I made a simple mistake: assuming that everything would go well. I thought it was going to be so easy to close the deal that I forgot to make sure all the right people attended the meeting with me.The deal didn't move through the pipeline, all because I assumed that the person I was meeting with had all the control over closing it.How to Fix the Sales Mistake?Here's what I learned from this sales mistake: instead of guessing that the person I'm meeting with is going to bring the right people along, I let them know upfront.As a consultant, it's my moral obligation in the discovery call to paint the picture of what needs to happen.Typically, I'll let them know I need these three people on the call to help progress the deal. I also explain why they should be there during the call and how it will move the deal forward.Be the consultant and embrace the awkwardness of telling them what to do. You're the sales expert, and prospects see you as such, even when you don't see yourself that way.Taking charge of who needs to be a part of the deal will keep it from falling apart during the discovery call, so don't be afraid to speak up.“You're the professional. You're the one who's done this before. Since you have climbed Mt. Everest, don't rely on someone else's climate to tell you what's supposed to be happening.” - Donald C. Kelly. ResourcesConsider using Aligned to better illustrate your stories and resonate with your prospects.For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.I'd love to connect with you on LinkedIn! Reach out if you need more support with storytelling or simply want to expand your network.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here:

In this episode of Grow a Small Business, host Troy Trewin interviews Jason Kramer from Cultivate discusses his entrepreneurial journey, starting with a graphic design business before founding his current CRM strategy consultancy. He highlights the impressive growth of Cultivate, averaging 15 to 30% annually and expanding his team. Jason shares valuable insights into CRM strategy for nurturing leads and demonstrating marketing ROI, emphasising the importance of understanding your target audience. He also offers advice on key aspects of business growth, including hiring, the significance of work-life balance, and lessons learned from his experiences. Jason also touches upon the importance of good financial management and the "Profit First" methodology.   Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice.   And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? According to Jason Kramer, the hardest things in growing a small business are finding quality people who are reliable, dependable experts with good communication skills. He also notes that juggling all the different aspects of the business can be difficult for some, though less so for him due to his organised approach. Reflecting on his early days, Jason would advise himself to seek out those who have experience and made mistakes to learn from them and accelerate success. What's your favorite business book that has helped you the most? Jason Kramer's favourite business book is "Profit First" by Mike Michalowicz. He states that this book has significantly impacted how they manage cash flow in their business using a system of multiple bank accounts. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Jason Kramer recommends Donald C Kelly's podcast, "The Sales Evangelist", for valuable techniques and ideas. He also finds Jeff Blanto's "Sales Gravy" sometimes interesting. Additionally, Jason's company, Cultivate, offers "Profit Path", a tool with coaching and ebooks for tracking leads and marketing ROI. The "Grow Small Business Podcast" itself, hosted by Troy Trewin, who interviewed Jason, is also a relevant resource, with a past episode featuring Mike Michalowicz, author of "Profit First". What tool or resource would you recommend to grow a small business? Jason Kramer recommends The Sales Evangelist podcast by Donald C. Kelly for practical, actionable sales techniques and Sales Gravy by Jeb Blount for insightful tips on business and selling. He also highlights the importance of mixing in some non-business content for balance, like Conan O'Brien's podcast, which he enjoys for its humor and engaging interviews​. What advice would you give yourself on day one of starting out in business? Jason Kramer's advice to his day-one self would be: “It's going to be a hell of a ride, unexpected but worth it.” He emphasizes the importance of learning from those who've gone before — seeking out people who've made mistakes and grown from them, so you can fast-track your own success by avoiding common pitfalls​. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.   Quotable quotes from our special Grow A Small Business podcast guest: When uncertain, seek out those who have walked the path before, learned from their mistakes, and use their experiences to accelerate your journey to success – Jason Kramer Technology alone doesn't solve problems; having the right people in place is key to effectively addressing those challenges  – Jason Kramer I believe it begins with understanding who you're helping and the problems they face – Jason Kramer  

The first ten seconds of a cold call will have your heart racing faster than a cheetah on a hunt.What do you say to keep the prospect from hanging up? How about trying a cold call opener?You might have tried them, but they didn't work out. You probably weren't using permission-based openers, and I'm going to tell you how to do them the right way in this episode.Cold Call Openers Give Prospects a Way OutCold call openers do work, and I recently tried them out. Actually, I tried them out a few times, and they usually work out well.What I do differently is give the prospect an option to end the call. It helps them feel they have a way out when they decide to leave.Think of it as you're at the movies and know the emergency exit is right beside you. Knowing this gives you comfort in case you have to hurry up and leave.Permission-Based Openers WorkIf you don't believe me on permission-based cold calls, then believe the stats: It lowers resistance:Permission-based openers, such as “Did I catch you at a bad time?” have a 40% increased rate on cold calls than those that dive straight into the pitch.Builds trust quickly: When you tell them you're doing a cold call, you become more trustworthy and less seen as a pushy seller. Prospects actually appreciate transparency, and 88% of them say that trust is the key factor in who they buy from.Gives the prospect control: Letting them say yes to you asking for permission to continue with the call creates this micro-agreement that continues throughout the sales process. Research even shows that a small yes will increase compliance with further requests by over 60%.Permission-based openers also take the pressure off you from trying so hard to convince prospects to stay on the phone. They permitted you to stay on the call, so now all you have to do is let the sales process flow through.“I definitely think cold calling works. There's some money in those calls!” - Donald C. Kelly.ResourcesFor consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3. This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast

How's your sales pipeline going? It's not performing as well as you need it to during this time of year. That's why in this episode, I'm going to show you how to fix it fast and continue growing your business before the holidays arrive. What's the Number One Sales Pipeline Killer?   You're doing everything right to grow your pipeline, and everything is going great. You're getting clients, and they're saying yes to your pitches.   But now things are starting to slow down, which is frustrating when you're getting used to the groove.   Listen to my short story on how I overcame this unique challenge. It may help you when your sales pipeline suddenly slows down.  Always Be Prospecting Closing deals is what makes you money. Once those are done, you're going to need more to keep the money rolling in.   This is why you always need to be on the lookout for new business opportunities.   You don't want your pipeline to dry up, because once one deal closes, you need to be ready to close another one ASAP.   If you want to learn how to close deals faster, join my Sales Mastermind Class. You can find the link in the resource section. Self-Discipline for Prospecting  Sellers who don't take the time to prospect are the ones who believe it doesn't work.   However, it actually does work. Tell yourself, "I just can't stop prospecting!"  Set aside at least two hours on your calendar for prospecting to help you stay consistent. If you need help growing your pipeline, check out this episode with Monica Stewart.  “Always be prospecting. You want to have more opportunities than you think you need to keep your pipeline full and advance deals.” - Donald C. Kelly.  Resources Cold Call Openers TSE's Sales Mastermind Class TSE's LinkedIn Prospecting Course Donald C. Kelly on LinkedIn  Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Recently, I attended HubSpot's 2024 INBOUND event, a three-day conference showcasing the latest in marketing, sales, and AI. Listen to this episode to hear the three biggest takeaways from the event. Why is HubSpot's INBOUND Conference Important? HubSpot is one of the leading marketing companies, dedicated to gathering and sharing essential industry insights. The conference is a key platform for unveiling the latest trends and innovations in marketing, and sales. INBOUND brings together industry leaders, offering attendees the chance to network, share ideas, and build partnerships with top professionals in their fields. It also features thought leaders and innovators who inspire attendees with new perspectives and creative solutions to business challenges. 1. Search is Dying To some extent, search engines are declining. Is it even worth caring about what Google thinks of ChatGPT writing anymore? HubSpot estimated that search is projected to decrease by 25% by the year 2026.   Why is this happening? Honestly, what's the point of using Google when you can just use AI? 2. Personalize, Personalize, Personalize There are some terrible cold emails out there, and recently, I received one. A guy literally pitched podcasting services to me (Donald C. Kelly

You call a potential client, and when they answer the phone, what do you say to reel them into your offer? “Hello, how are you doing? My name is Kevin?” No, this is going to get you hung up on. Listen to this episode to find out what you're supposed to say instead. I share five effective cold call openers to help you start conversations with prospects. Also, don't forget to download the call opener document for the other five tactics.  1. Curiosity Opener Curiosity makes a prospect more interested in your call and open to conversing with you.  Try verifying the prospect's name and referencing something you saw about them on LinkedIn. Make sure it's relevant to a business problem they're currently having. This initial spark can pave the way to a longer dialogue where you can provide value. 2. Referral Opener You can consider this one as the golden opener.  Use this call opener when you know someone within the prospect's professional network to boost your credibility. Mentioning a mutual contact can make the prospect more inclined to listen to what you have to say. 3. Problem Solver Opener Take time to research a common challenge in the prospect's industry.  Start by stating that you've spoken to others in the same field who have faced similar problems. Then, ask how they are currently handling this challenge.  This approach not only shows your understanding of their industry but also positions you as a potential problem-solver. 4. Industry Insight Opener A part of being a seller is being an expert in industry trends, and you can use this as an advantage when cold calling. After you verify the prospect's name, share an interesting trend within their industry. This will show the potential buyer that you're well-informed and that your solution is timely and beneficial to their needs. 5. Value Proposition Opener If nothing else works, then try to deliver a compelling value proposition.  Be specific on how you've helped similar companies to achieve measurable results. This can immediately capture the prospect's interest and make them more willing to continue the conversation. "You want to spark curiosity. It makes it more intriguing for the prospect." - Donald Kelly. Resources https://thesalesevangelist.com/opener TSE Sales Mastermind Class TSE studios Donald C. Kelly on LinkedIn Sponsorship Offers 1. This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

Where does the state of sales stand today, and what should you prioritize to strengthen your pipeline? In this episode, I explore the Salesforce 2024 State of Sales Report to provide answers. Join me as I uncover the top three insights from the report. Partnerships In the Salesforce report, I came across a compelling statistic: 89% of teams currently leverage partnerships, and 50% expect to do so within the next year.  As reaching prospects becomes increasingly challenging, partnerships offer a powerful solution by providing direct introductions within organizations.  I share an example of why partner deals are so effective and why this approach is set to become a major trend in the sales industry. Recurring Sales Revenue More companies are shifting towards recurring revenue models instead of relying solely on one-off sales.  Recurring revenue provides a more stable and predictable income stream, which is crucial in today's fluctuating market.  This approach is important because it enhances financial stability and drives long-term business growth. Importance of Personalization According to the Sales report, 86% of buyers are more inclined to make a purchase when their goals are understood.  Yet 59% of buyers feel that sales reps fail to take the time to understand them. Personalization involves taking the time to understand their problems and offering tailored solutions. “If you're going to be more effective at personalization, look for ways you can personalize around the challenges people are facing.” - Donald Kelly.  Resources Salesforce 2024 Report TSE Sales Mastermind Class TSE studios Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In a recent episode of the Sales Leadership Show, host Phil Gerbyshak sat down with Donald C. Kelly, founder of TSE Sales Training, author of Sell It Like a Mango, and host of The Sales Evangelist podcast. The episode, titled "Enabling Sales," delved into the nuances of effective sales leadership and how leaders can create environments where their teams thrive. Donald shared his journey, key lessons from both good and bad leadership experiences, and practical advice on how to stand out in a crowded sales landscape.Learning from Good and Bad LeadersDonald C. Kelly begins the conversation by sharing a piece of advice that has stuck with him throughout his career: "Look at the good leaders that you had, look at the bad leaders that you had, and you can learn from both of them." This simple yet profound idea underscores the importance of observing and learning from all experiences, both positive and negative.Donald recounts an early experience with a bad leader who projected her anger and personal frustrations onto her team. This leader's inability to separate her personal issues from her professional responsibilities created a toxic work environment, leading to poor team performance and high turnover. Reflecting on this, Donald notes, "You're not going to stand up towards that level of performance if you feel that you're not cared for or your efforts don't matter.""You're not going to stand up towards that level of performance if you feel that you're not cared for or your efforts don't matter."On the flip side, Donald highlights the impact of good leadership. Great leaders, he explains, are those who have "been through the jungle before," know the path, and understand the process. They provide guidance, support, and patience, helping their teams navigate challenges with confidence."Great leaders know the path, they have a system, and they encourage and guide you through it with patience."The Importance of Process and PatienceA significant portion of the discussion centers around the idea that effective sales leadership is not just about pushing for results but about guiding the team through a proven process. Donald compares sales leadership to leading a group through a dense jungle. The leader's job is to cut through the brush, find the best paths, and ensure the team stays on course. He emphasizes that different team members may progress at different speeds, and a great leader recognizes this and remains patient."A leader who doesn't understand the process and gets impatient can create an unsuccessful environment," Donald warns. This is the crux of enabling sales: creating an environment where every team member, regardless of their pace, feels supported and knows that if they follow the process, they will eventually succeed."A leader who doesn't understand the process and gets impatient can create an unsuccessful environment."Standing Out in Sales: Sell It Like a MangoPhil and Donald also explore the concepts in Donald's book, Sell It Like a Mango. The title draws from Donald's childhood experience of selling mangoes in Jamaica, where he learned that success in sales often comes down to how you position yourself, not just the quality of the product.Donald shares a vivid memory of trying to sell mangoes from his front yard, only to find that he couldn't sell a single one. The lesson? It wasn't the mangoes that were the problem; it was the approach. "The mango that I had was the same exact mango that was probably the one downtown," he explains. The difference was in how and where he sold them. This experience taught Donald that in sales, it's often the seller, not the product, that makes the difference."It's often the seller, not the product, that makes the difference."This principle applies to B2B sales as well. Donald emphasizes the importance of creativity, positioning, and understanding your audience. He advises salespeople to "sell it in a creative way, sell it in a unique way, stand out from the others." By doing so, salespeople can differentiate themselves in a crowded market.Practical Tips for Sales SuccessThroughout the conversation, Donald offers a variety of practical tips for sales professionals looking to stand out and enable their own success:* Do the Opposite of What Everyone Else is Doing: Donald encourages salespeople to find creative ways to differentiate themselves. Whether it's through personalized LinkedIn engagement, sending recap emails, or using video messages, small, thoughtful actions can make a big difference.* Respect Time and Be Prepared: Being punctual and sending agendas before meetings are small but impactful ways to show respect for your client's time and stand out as a professional.* Leverage LinkedIn: Donald is a big proponent of using LinkedIn not just as a networking tool but as a platform for educating potential clients. He suggests posting relevant content regularly to establish authority and build connections with your ideal customer profile (ICP).* Engage in Genuine Conversations: Whether on LinkedIn or in person, genuine engagement is key. Donald advises salespeople to focus on building real connections rather than just trying to sell.* Be Patient and Trust the Process: Finally, Donald reiterates the importance of patience in the sales process. "If you continue to do the system, you're going to get to the end goal," he assures. Great leaders understand this and create an environment where their team can thrive at their own pace.Conclusion: Be an Educator, Not Just a SellerAs the episode wraps up, Phil and Donald discuss the importance of being an educator in sales. With 44% of executives discovering new products through social media, there is a huge opportunity for salespeople to stand out by providing valuable, educational content rather than just pushing for a sale.Donald sums it up perfectly: "Be an educator, not a seller." This approach not only builds trust but also positions the salesperson as an authority in their field, making it easier to build relationships and close deals."Be an educator, not a seller."For those looking to dive deeper into Donald's insights, his book Sell It Like a Mango and his podcast The Sales Evangelist offer a wealth of knowledge for anyone in sales, whether you're just starting out or looking to take your skills to the next level. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

Understanding human psychology will always move your sales pipeline faster than the speed of lightning. In this episode, I share a simple trick that helped my podcasting company secure valuable appointments and generate significant revenue. Discover why the "Close File" method still works and how you can use it. Understanding Human Behavior One of sales's most fundamental and overlooked aspects is understanding human behavior. Every title, email, and phone call in sales is not just a transaction, but an opportunity to connect with a real person who craves genuine interaction.  By grasping the nuances of human psychology, salespeople can navigate conversations more effectively and close more deals. The "Close File" Strategy The "Close File" strategy is an email tactic that can effectively filter out non-responsive leads and revive interest from potential prospects. I share an example of a simple yet effective email that asks the recipient if they still want to proceed or if the file should be closed.  This approach leverages psychological triggers like FOMO (Fear of Missing Out) to prompt responses. Why It Works The success of the "Close File" strategy lies in its psychological underpinnings.  People fear missing out on valuable opportunities, and the confident, straightforward approach of closing the file catches their attention.  This method cleans up your pipeline and accelerates the decision-making process for leads. “The idea of you closing something and taking it away makes them want it even more. It's kind of like when you were a teenager, and your parents told you not to do something. It made you want to do it even more.” - Donald Kelly. Resources LinkedIn Sales Navigator  TSE Sales Mastermind Class TSE studios Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

Welcome back to another fantastic episode of the "Sales Evangelist Podcast." As your host, Donald C. Kelly, I have some big news to share! I'm pretty excited about this, and I know you will be too. But what's the big news? Don't keep yourself in suspense! Click that play button and get ready for the big reveal. The Sales Evangelist Podcast Updates I'm sure you've seen some of the changes my team and I have made. But in this special episode, I share with you what's really going on behind the scenes:   Is It Over for the TSE Podcast? The TSE team has been a consistent presence in the podcasting world since 2013, and we're now at episode 1800. This long-standing commitment to providing you with valuable sales industry advice is a testament to our credibility. So, if you're looking for a reliable source, who is better than us? Listen to this episode and find out whether "The Sales Evangelist Podcast" is over. New Design If you have not noticed, the TSE brand design has a fresh new look. Let's give a special shoutout to our talented graphic designers who made it possible.  But why the sudden changes? Who am I trying to look special for? Tune in at 2:27 and discover why I created a new brand identity. I'll also share my inspiring start-up story of the original look. Why the Recent Changes? As the sales industry continues to evolve, so does the TSE brand. I'm not just here to provide you with valuable insights, but also to grow and adapt alongside you.  I aim to help you book more appointments and grow your pipeline, and the best way to do this is through continuous growth and change. However, I can't give you everything. Just know that more changes are coming! Are you looking for a podcast company to help you develop your brand and content? Explore TSE studios to make your ideas come to life. My team will provide you with everything you need to thrive and grow! “Are we shutting down the podcast? Is it perfect to stop right now at 1800?” - Donald Kelly. Resources TSE Sales Mastermind Class TSE studios Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

After scheduling an appointment with a prospective client, you're confident they will close the deal once you speak with them again. However, when you enter the Zoom meeting, they're not there. After sending several follow-up emails, it's clear that this client got away. The follow-up game is pretty annoying, so how can you avoid this from happening ever again? Click the play button and listen to your host, Donald C. Kelly, on The Sales Evangelist Podcast! In today's episode, I'm sharing effective sales follow-up techniques that can dramatically improve your sales process. The Importance of Follow-Ups (2:10 - 2:38) Many sales professionals fail not because of their pitch or product but because they need a consistent follow-up system. With a proper follow-up strategy, you can gain quality opportunities. Your role in the follow-up process is crucial. It's about getting prospects to reconnect with what you're selling. To learn how to do this effectively, listen to my key sales strategies that will empower you to close deals and engage prospects. Sales Fundamentals: Follow-Up Techniques  What are the follow-up secrets I share within this episode? Below are some of the methods you'll learn more about when you tune in: Appointment Scheduling: I will share how you can avoid endless follow-ups and ensure your prospective client attends the meeting. Tune in at (3:32)! Vary Follow-Up Timing: Don't fall into the trap of calling a prospect at the same time every day. Click play at 7:56 and find out why mixing up your phone call schedule is better to increase the likelihood of catching them at a convenient time.  Text Message Follow-Ups: Text messaging is a powerful tool for modern sales professionals. Hear my example at the 8:44 checkpoint on correctly sending text message follow-ups. Implementing a Follow-Up System Do you need help creating a structured follow-up system? I share how to do this and why organization helps maintain a steady flow in your sales pipeline. Consider testing these follow-up techniques in this episode to enhance prospect engagement and improve their overall sales process. For more insights and advanced sales strategies, connect with me on LinkedIn, Donald C. Kelly.  Also, join our mastermind group at thesalesevangelist.com, and let's work together to boost your sales performance. Here's to maximizing your sales pipeline and closing twice as many deals! Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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 benefit from the offered product or service.  Donald emphasizes delivering value and building rapport before requesting a referral. Referral Incentives and Tools Donald explores the potential of incentivizing referrals by offering small gifts or incentives to contacts who provide valuable referrals. He suggests options such as gift cards or utilizing specialized software to facilitate the process.  By incorporating these incentives, sales professionals can encourage contacts to consider and actively refer potential leads. Start embracing this proactive approach to seeking referrals and recognize every interaction's vast potential. Challenge yourself and apply these principles to elevate your sales game. Listen to the full episode now and embark on your path to monumental achievement! “Nine out of ten customers are willing to give referrals, but only 11% of salespeople ask for referrals. So there's a big gap of people wanting to provide you with business, but you aren't taking advantage of them.” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

You spent a week crafting the perfect LinkedIn post and are ready to share it. However, after five hours, you only get crickets on your post.  Maybe if you wait a few days, someone will acknowledge it. Two days later, you receive one like on your LinkedIn post. Frustrated, you scream, “Why is no one paying attention to my content on LinkedIn!” In this episode of The Sales Evangelist Podcast, host Donald C. Kelly discusses the importance of generating engagement on LinkedIn. He provides valuable insights on creating compelling content to capture the attention of potential prospects.  Donald outlines three key strategies to boost engagement: focusing on top-of-funnel discussions, addressing objections, and curating relevant content. Discover the best way to get attention on LinkedIn in this five-minute episode. Understanding Your Audience for Effective Content Creation Donald emphasizes the significance of understanding the needs and interests of one's ideal customers. He recommends aligning content with top-of-funnel topics, such as common questions and initial concerns in prospect conversations. Using his own experience, Donald illustrates how he addresses queries about leveraging LinkedIn for sales and team performance, emphasizing the importance of tailoring content to address prospective clients' early-stage inquiries. Overcoming Objections Through Strategic Content Creation Donald delves into how sales professionals can transform common objections into engaging LinkedIn posts. He introduces the "feel, felt, found" strategy, a powerful approach to constructing persuasive content by acknowledging objections, empathizing with prospects, and ultimately offering solutions. Through an example related to CRM adoption objections, Donald demonstrates how to craft a thought-provoking post that delineates common objections and effectively provides insights into the benefits of CRM integration. Leveraging Curated Content for Enhanced Engagement Acknowledging the value of third-party insights, Donald advocates for incorporating curated content into LinkedIn posts. By sourcing relevant articles and resources addressing prevalent challenges experienced by prospects, sales professionals can position themselves as valuable sources of industry knowledge. Donald highlights employee retention as a critical concern for businesses and encourages leveraging curated content to offer insights and solutions, fostering engagement and demonstrating expertise. Try these three strategies within this episode to elevate your LinkedIn presence. Implementing these strategies can help you attract more engagement and ultimately drive valuable conversations and opportunities. Listen to the episode now and take your LinkedIn game to the next level! “When it comes to the content you're posting on LinkedIn, the first thing I want you to understand is that if your content isn't good enough, people will not like it.” - Donald Kelly. Resources Donald C. Kelly on LinkedIn TSE LinkedIn Prospecting Course Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

Do you have a clear vision of what you want for 2024? If not, then you are already setting yourself up for failure. This year should be about improving your income, succeeding, and thriving in the sales industry. But the only way to do this is by establishing a clear vision for yourself. In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives into the importance of creating a vision as a salesperson. He provides practical insights and tips on how sales professionals can develop a vision, set effective standards, and achieve their goals to thrive and succeed in 2024. Understanding Vision, Mission, and Standards Donald clarifies the distinction between vision and mission. He highlights that while the mission statement reflects current actions and objectives, the vision pertains to future aspirations and long-term goals. Drawing from an example by the Lassian blog, he illustrates how a sales professional's vision may encompass aspirational goals, such as becoming the top performer in their organization or making a meaningful impact in a specific area, while their daily mission involves tasks and responsibilities to achieve that vision. Incorporating Standards Donald emphasizes the importance of setting minimally acceptable levels or benchmarks, which individuals should continually work towards.  He draws parallels between standards in sales and other professions, emphasizing that standards serve as critical metrics that align with an individual's mission and vision. These standards represent the key performance indicators (KPIs) necessary to achieve long-term goals. Practical Application for Sales Professionals Donald provides actionable advice for sales professionals, focusing on implementing these principles in their daily routines.  He emphasizes identifying three critical standards directly contributing to achieving the set vision.  Additionally, he suggests incorporating specific daily goals or KPIs that align with these standards.  For instance, he recommends setting goals for prospecting time, outreach efforts, and referral requests, emphasizing their direct impact on achieving the established vision and standards. This episode provides valuable guidance for sales professionals seeking to elevate their performance and achieve long-term success in 2024. Join Donald as he shares his insights and  actionable strategies for sales representatives. “The vision is very different from the mission statement. The mission statement is what you or your company is doing right now. The vision is something you'll accomplish in the future.” - Donald Kelly. Resources The Sales Evangelist Master Program Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives deep into the number one reason why prospecting on LinkedIn may not be working for you and, most importantly, how to fix it. Kelly breaks down the common challenges sales professionals face and offers practical steps to enhance prospecting efforts on LinkedIn.  Understanding the Problem Kelly opens the episode by addressing the frustration of salespeople not receiving responses or appointments through LinkedIn.  He attributes this challenge to the focal point of prospecting efforts - the people being targeted. Focusing on the Right Accounts The podcast outlines the importance of targeting accounts more inclined to purchase, emphasizing the concept of foresight in understanding buyer behavior.  Kelly suggests analyzing past successful deals to identify commonalities among the organizations, individuals, or industry trends, effectively creating a target account list based on these insights. Leveraging Relationship Explorer Kelly highlights the value of using LinkedIn's Relationship Explorer feature to identify shared connections with targeted individuals within an organization.  This approach enables sales professionals to establish more meaningful and genuine connections, increasing the likelihood of engagement. Embracing Foresight The episode stresses the significance of discerning potential buying signals, such as job changes within the target organization.  Kelly underscores that people who have recently changed roles are more likely to be open to making purchasing decisions, making them prime prospects for outreach. Harnessing Alerts for Actionable Insights Kelly advises the strategic use of LinkedIn's alerts feature, which provides timely updates on the target accounts, including job changes, content sharing, and hiring activities.  This empowers sales professionals with actionable insights to engage with the right prospects on time. Personalizing Connection Requests Kelly emphasizes the importance of crafting personalized connection requests based on the information gathered from LinkedIn.  By referencing shared experiences, posts, or geographical similarities, sales professionals can significantly increase the chances of accepting their requests. Unlocking the Power of Warm Introductions The podcast emphasizes the potency of leveraging warm introductions, as individuals are more receptive to engaging with connections recommended or referred by mutual contacts.  Kelly advocates using this approach to establish credibility and rapport with target prospects. Donald reinforces the significance of targeting the proper accounts on LinkedIn and leveraging foresight to drive effective prospecting outcomes. The episode delivers actionable insights and practical steps for sales professionals aiming to enhance their prospecting efforts on LinkedIn.  “Those warm introductions are just like money. It is the bread and butter for LinkedIn because people have a higher chance of doing things with people recommended or referred to them.” - Donald Kelly. Resources Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.