Podcast appearances and mentions of Donald Kelly

The HairPod Podcast is heading into its final episode for season one, but don't worry, we'll be back for season two! We're just making some exciting changes behind the scenes to bring you an even better experience. In this episode, we'll do a quick recap of season one and share why HairPod isn't going anywhere anytime soon. My guest, Donald Kelly, will also be explaining some of the things he learned from being part of the team and what you can expect in season two. Exploring HairPod's Journey So Far Twenty-five years ago, I started experiencing hair loss and began exploring different ways to manage it. With so many hair products out there, it was a struggle to find the right one to bring my hair back to life. That's why I created and became the host of this podcast. I became an advocate not just for men, but also for women and children who experience hair loss. As you may know, it doesn't always stem from one problem. Hair loss can come from using the wrong product, stress, or health conditions like alopecia. This is why my guests and I explore various hair topics to help you become informed about hair loss and how you can reclaim your crown. Good Hair Vs. Bad Hair Health One question Donald asked me was about the difference between good and bad hair health. How can you even tell if your hair is healthy if you're not actually losing any of it? One way is to have a professional at a HairClub examine your follicles. With the tools we have now, we're able to dissect hair follicles at a microscopic level to truly see the hair's health. This allows you to make informed decisions on the next steps to improve and maintain it. Experiencing Hair Loss as a Public Figure Hair is often tied to your identity, and losing it can have profound effects – for me, it was a nightmare experience. While some men might be fine with shaving their hair completely off, for me, being in the spotlight, it wasn't so easy to deal with. Posting pictures and seeing others comment on my bald spots really made me lose confidence. HairClub allowed me to get my confidence back and share the knowledge I'm sharing with you all today. HairPod Season 2: Expect Exciting Changes! Even though we're wrapping things up for now, that doesn't mean you shouldn't expect exciting new content from us! For Season 2, I'm planning to create more video content to share real, relatable hair loss stories. We'll be breaking down myths and spilling the tea on what's truly good (and not so good) for your hair. Be sure to reach out and stay tuned for Season 2! Resources Book a Free Consultation today! Thanks for listening to HairPod. We hope you enjoyed this episode. If you did, please leave us a rating or review wherever you get your podcasts. If you'd like to connect with us on social media to share your story, check us out on Instagram @HairClub. HairPod is a production of TSE Studios. Our theme music is from SoundStripe.  

I've made it 1,900 episodes of The Sales Evangelist podcast. Not quite at 2,000 yet, but I'm close.But since I'm still going strong, I thought it would be a good idea to share the nine biggest sales lessons I've learned from hosting this podcast. Hopefully, one of these lessons will help you grow your sales pipeline too.1. There's No One Way of SellingEveryone is always asking me, “What's the number one method of selling?” If you want my honesty, there isn't one.From all of my interviews, I've found that it's best to focus on who you're going to sell to and how to break through the noise to grab their attention.I also recommend just testing out the different sales methods we share on this podcast. If it works for you, great; if it doesn't, then try another one.2. Always Be ProspectingI'm a firm believer that a seller should always be prospecting, even when you're closing deals. If you have options in the sales pipeline, great. But you should also always be figuring out how you can do a better job at sales prospecting to keep prospects coming to you.3. Accountability Moves Sales ForwardI've heard this over and over again from my countless conversations: sales reps need that one-on-one time so they can stay accountable.I share a story about how an old manager of mine stopped her one-on-one time with me. This caused me to slip up and make little mistakes from not receiving coaching.4. Be on LinkedInLinkedIn will always be a powerful tool in helping you find and close deals. I've found that when sellers aren't using LinkedIn correctly, they tend to struggle with prospecting.Connect, share, and engage on LinkedIn and see how your sales pipeline starts building.5. Address Objections FirstIf you don't handle the “nos” first, they'll be an issue later. Going back to episode 446, Tom Gates shares how easing a customer's objection can increase your win rate.Don't be afraid to bring it up; doing so will let you circle back when the prospect is ready to close a deal or prevent having unnecessary clients in your pipeline.6. Little Things WorkBob Berg shares details on how to get endless referrals, and he does this by just going the extra mile. Make yourself memorable by simply sending handwritten notes. The little things actually do work when trying to build your network.7. Sales Is About RelationshipsThere's so much information out there, and if you're not making things personal, prospects aren't going to connect with you.Go back to episode 1898; I share how relevancy and personalization give you a higher response rate. In the world of AI, no one wants robotic messages.8. Make Buying EasyTransparency is everything in sales, and people want to know what they're getting before they buy. Marcus Sheridan shares how giving the price upfront provides a mutual action plan that helps make it easier for prospects to buy from you.9. Understand Your ICPWhen you know who you're targeting, your message becomes clearer, and you have a higher closing rate. In episode 1625, I share why adapting to your ICP is important and how it

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It may be easier for you to copy and paste a ChatGPT-generated email for your cold outreach, but it's probably not landing the results you want from your prospects. Instead, get on the phone and dial your potential clients to close a deal. Before you tell me that you can't do it, I'm telling you that it's way easier than you think. Why I Think Phone Calls Are BetterAfter working with various organizations and sales reps, I've noticed how phone calls have been proving more effective for them.Following the pandemic, many of us grew tired of constant online interactions. Everyone is craving genuine human connection now, and this includes your prospects.Those hundreds of automated messages you're sending? They're making your prospects feel disconnected from you and believe you're not genuine. Phone calls allow you to build real trust, helping them feel connected to you and less like you're just after their money.Also, when you take the time to actually converse with your prospects, building rapport becomes much easier. I'll even share an example from a client of mine who prefers phone calls over emails, perfectly illustrating this point.And even if you're making phone calls and not immediately reaching clients, remember there are tools to help you out. For example, services like JustCall can help you reach more prospects effectively, without spamming them."If we can have ways to have more engaging conversations, you can have a higher chance of success.” - Donald Kelly.ResourcesTry JustCall to automate your outreachConnect with me on LinkedIn and send me a message for more help with cold outreach, or send me an email: donald@thesalesevangelist.comIf you need more help elevating your sales game, join my Sales Mastermind Class.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...

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:

Tired of endless voicemails and angry prospects? Even studies show that the most troubling part of the sales process for sellers is prospecting. I have four tips in this episode to help you out. Go ahead and give it a listen, it'll give you the strength to keep pushing through and land more deals.Stay MotivatedWhat I like to do every morning is say a little prayer. This helps me get ready for the day and work on getting more clients.Even if you're an atheist or practice a different faith, you can still do affirmations to help send out positive vibes.Set a goal in the morning to pray or say mantras to set a positive focus on your subconscious thinking.Have a ChecklistI like to use my sales planner to create a goal to help me push through prospecting. For example, I might say I want to do 20 meaningful outreach activities and get at least five conversations with the end goal of gaining at least one appointment. This simple task keeps me focused on prospecting to reach my goal.Try reading the book Go for No by Richard Fenton and Andrea Waltz to help you push through the “nos” to get to the “yeses.”Use Call OpenersI tested some call openers in episode 1887, and a lot of the time they do work. Test them yourself and see how they work for you the next time you do cold calling.There's Always SuccessYou might be going through the storm now, but it won't always last. Eventually, you'll be seeing sunny days and rainbows in your career as long as you push through and don't give up."Our solution serves a purpose, and our job is to go out there and find the person who needs it. Saying that mantra each day helps you perform better in your prospecting." - Donald Kelly.ResourcesCurious how "no" can lead to "yes"? Check out Go for No!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 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.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:

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

Salesforce recently surveyed 7,000 B2B professionals, and the results are clear: buyers prioritize value. A significant 76% aim to maximize the return on every purchase, and 78% are being more careful with spending than before.In this environment, how can sellers stand out and win deals? One powerful way is by becoming a better storyteller. This episode dives into why storytelling is so important in today's sales landscape and offers practical advice on how to use it to close your next deal.The Power of Storytelling in SalesWhen you hear "storytelling," you might picture something from a book. But in sales, it's about crafting a narrative that draws buyers in. Think of it this way:The Buyer as the Hero: They're on a journey to achieve their goals.The Problem as the Villain: Something is blocking their path – maybe it's a lack of time, confusing regulations, or overwhelming complexity.You as the Guide:As a sales professional, you're there to help them conquer that villain with your solution.Effective sales storytelling positions you as a trusted guide, helping the buyer see how they can overcome their challenges and achieve their objectives – becoming the hero of their own story. And don't worry, your "story" doesn't have to be a long, drawn-out saga. Sometimes, a well-crafted illustration is all it takes to paint a picture and help a potential client understand their problem and your solution.How Storytelling Can Help You Close More DealsBusinesses are now incredibly strategic about their spending. Think of it like this: if you were trying to sell me a pen, and I said I'm determined to use my current one until it's completely dry before buying another, that's the kind of thinking businesses have right now. The economy has made them very cautious about spending money unless it's absolutely essential.And it's the same for consumers. No matter how much product knowledge we throw their way, if they're not willing to spend, it won't make a difference.What will make a difference is learning how to connect with them on an emotional level. People are driven by their emotions, and if we keep focusing solely on logic, we'll struggle to close deals.In the episode, I share a simple storytelling example about someone with a flat tire. It shows how creating a relatable scenario can connect with a prospect emotionally and close a deal. How to Become a More Engaging StorytellerInstead of listing what your solution does, paint a picture of what life will be like after using it. Think about it – people connect with visions of success and relief, not just a list of features. To become a better storyteller, focus on helping people see their own challenges clearly. Don't just mention a problem; describe the frustrating situation they're likely experiencing. Make them think, "Yes, that's exactly what I'm dealing with!"People aren't looking for a sales pitch; they're looking for someone who can guide them through their difficulties. Show them you understand their business and the obstacles they face, and you'll become a much more compelling storyteller."Don't just say you understand a business and their challenges; demonstrate it. Storytelling is the key to showing them you truly grasp the issues they're facing." - Donald Kelly. ResourcesTo further enhance your storytelling skills, I recommend Donald Miller's "Building a StoryBrand 2.0."Consider

In the last episode, I shared some hidden gems on what prospects really want when they go on LinkedIn. I also provided some examples of how to engage with customers on the platform. But what I didn't show you was how to turn these prospects into appointments. You're going to find out in this part two series of my little LinkedIn rant.Connect, Share, and Engage to Generate Leads on LinkedInIf you remember from the last episode, I discussed how connecting and engaging with a prospect is better than the generic connecting and pitching method. Connect with a prospect on LinkedIn, share relevant content there, and engage with those who engage with your content. Even if no one is commenting on your posts, still keep sharing. Another idea is for you to comment on other content in the groups your ICP is in. Remember the data I shared on why people are on LinkedIn?When you're engaging and sharing content that your prospects are interested in, it helps you pop up in their news feeds more and become seen as an industry expert. When they become more familiar with you, they'll be more likely to respond when you pitch.Start a NewsletterIt's never too late to start a newsletter, and don't get lazy with it. Consider the questions and challenges your prospects are having and share solutions on how they can fix them in your weekly LinkedIn newsletter. Doing this once a week will show you as a source of information for the industry. People are coming to you to become educated! I share how you can create weekly emails with ChatGPT without just copying and pasting.Also, once you're well connected with your prospect, shoot them a message asking for permission, and then pitch them your services. If you're not sure how to do this, send me a connection request and ask how.“Information from you allows you to engage with people on LinkedIn.” - Donald Kelly.ResourcesConnect and follow me on LinkedIn.Do you need help with creating a podcast? Check out Bluë Mango Studios.Join my LinkedIn Prospecting Course for more guidance. 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:

LinkedIn is a goldmine for opportunities, but the challenge many sales reps are finding is that no one is responding to their messages after connecting. In this episode and the next one coming up, I'm sharing LinkedIn tips that provide the right touch to get prospects to start engaging with you. My research will help you network better and close deals, without resorting to those silly automated messages.Why Sending Pitch Messages Is A Mistake?Recently I did a LinkedIn poll that said, “When you accept a connection request, what percentage of them turn into pitches right after?” Out of the 316 people who responded to the survey, 60% of them received pitches in the next line of communication and did not like it.My poll result shows that prospects really hate those automated LinkedIn messages, especially right after you just connected with them. Just because they match your ICP, doesn't mean it gives you the authority to pitch your services. Your prospects aren't machines who are just going to do business with you because you have a great product.Sales reps who think that prospects are supposed to say yes to their first pitches often believe that sending out hundreds of automated LinkedIn messages works. It doesn't, and you're making it harder on yourself to close deals by doing it this way.What Do Prospects Want?I share more stats to help show you how to stop automating messages. For example, regarding content consumption, 40% of users between 30-49 consider LinkedIn as their primary news source. The stats I share show why people are even on LinkedIn, which is to grow their network, find industry insights, solve business problems, and engage with thought leaders.From this research, you can see why your prospects are on LinkedIn: they're trying to find answers, solve problems, and get news.What Can You Do To Get Their Attention?Instead of sending automated LinkedIn messages after a connection, consider sending, “Hey, thank you so much for connecting with me,” and then figure out a way you can connect back with them in the message. Prospects are networking to build a community; how can you become a part of their community without pitching to them right away? I share how you can keep the engagement going to help close a deal by simply being a friendly person.“We're polluting everything just for a short-term win, hoping to get by. But in reality, we're damaging ourselves, our company, our careers, and our industry. The way we pitch on LinkedIn is why 30% of people are deleting messages after they see them.” - Donald Kelly. ResourcesConnect and follow me on LinkedIn.Do you need help with creating a podcast? Check out Bluë Mango Studios.Join my LinkedIn Prospecting Course for more guidance. 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

Are you struggling to scale your SaaS business while keeping your sales process human? In this episode of SaaS Fuel, host Jeff Mains sits down with Donald Kelly, sales expert and host of The Sales Evangelist podcast, to discuss how authentic engagement can drive more sales than automation alone.Donald shares key insights on:✅ The biggest mistake SaaS founders make when selling ✅ How to balance founder-led sales with product-led growth ✅ The future of B2B sales in the AI era ✅ Practical sales strategies that actually workIf you're tired of spammy outreach and want to build real relationships that lead to more deals, this episode is for you!Key Takeaways01:16 - Why automation isn't always the answer04:44 - Welcome Donald Kelly, sales expert & author09:44 - Overcoming mental blocks in sales growth13:28 - Founder-led sales vs. product-led growth18:40 - The key lesson from Sell It Like a Mango22:42 - The future of AI in sales outreach29:31 - The right way to use LinkedIn for sales41:23 - Personalization in sales without losing scale44:56 - Follow-up strategies that actually work48:52 - The future of B2B sales in the next 3-5 years51:21 - Closing thoughts & where to find Donald KellyTweetable Quotes"Automation might get your foot in the door, but authenticity is what closes deals." – Jeff Mains"SaaS founders often struggle balancing sales and growth—success comes from knowing when to step back and let systems take over." – Donald Kelly"Multi-channel engagement isn't optional anymore. If you're only using one platform for sales, you're leaving money on the table." – Jeff Mains"The best way to follow up? Stop asking ‘just checking in' and start adding value instead." – Donald Kelly"AI can help automate tasks, but relationships? Those should never be automated." – Jeff Mains"In the next five years, sales teams that master the human side of selling will have the ultimate edge over AI-driven outreach." – Donald KellySaaS Leadership LessonsAuthenticity Wins Over Automation – AI tools can help with outreach, but human connection is what ultimately builds trust and closes deals.Balance Founder-Led Sales with Product-Led Growth – Founders should transition from direct selling to creating a scalable sales system without losing momentum.Multi-Channel Engagement Matters – Relying on one platform for outreach is a mistake. Successful sales strategies blend LinkedIn, email, and even text.Personalization is Key – Real personalization (not AI-generated fluff) leads to meaningful conversations and better conversion rates.Follow-Ups Should Be Strategic – Instead of generic check-ins, offer value in your follow-ups by sharing relevant insights or content.The Future of Sales is Hybrid – AI will enhance sales processes, but businesses that prioritize human relationships will have the competitive edge.Guest ResourcesEmail - donald@thesalesevangelist.comWebsite - https://thesalesevangelist.com/Facebook - https://www.facebook.com/groups/448729615281826Linkedin - https://www.linkedin.com/in/donaldckelly/Instagram -

You've heard me talk about multithreading over and over again. Today, I'm sharing more insight with a personal experience of mine and how I worked with multiple people in an organization to close a deal. Don't forget to connect with me on LinkedIn and send a message with the title: "multithreading" and tell me what you liked about this episode.Sales Challenge with MultithreadingMultithreading is where you take two or more different paths to connect with individuals in an organization. The challenge I find that most sales reps have with doing this is whether someone will get mad at them for doing it. I even had this problem when first starting out. Will they think of you as a playa? Maybe if you're doing it with a small company, but with a bigger one, it's actually a good idea to multithread. The thing is, you can't be giving the same value proposition. If you're saying the same thing over and over again, you're going to lose. The CEO and marketing director have two different problems and responsibilities, so you're going to have to provide two different value propositions to do multithreading correctly.My Multithreading Case StudyI share my personal experience of multithreading for my production company, Bluë Mango Studios. I engaged with Mike on LinkedIn, who was overseeing events for the organization. He wasn't the right person for me to discuss the proposition with, so he told me who else I could connect with. I reached out to Lenny on social media, but I didn't hear back from him. This is where I went back to Mike and asked how he saw my proposition benefiting him and the company. After talking with him some more, Mike was kind enough to let Lenny know that I was going to contact him about how I could help the organization. When you do multithreading correctly, one individual can see how your value proposition can help solve a company's problem.Also, get out of your own head. People get busy and may not have been able to see your message yet. Give it some time and try again to get your value proposition across.“People often fail at multithreading because they're using a generic message and not reaching out to the individuals.” - Donald KellyResourcesConnect and follow me on LinkedIn.Do you need help with creating a podcast? Check out Bluë Mango Studios.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 yourselfat 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...

Join Heneka Watkis-Porter, the #JamaicanPodcastQueen, in this insightful episode of The Entrepreneurial You as she engages in a transformative conversation with Matthew Fornaro, a seasoned business law attorney with over 20 years of experience. Matthew has helped countless entrepreneurs navigate the legal complexities of starting and running a business, ensuring they avoid common legal pitfalls, protect their intellectual property, and remain compliant with evolving regulations. From choosing the right business structure to understanding contracts and securing intellectual property rights, this conversation is packed with practical legal advice that every business owner should know. If you're an entrepreneur looking to scale your business without legal roadblocks, this episode is for you! COMMUNITY CONNECTION: In this segment, I invite you, our community to share your reviews, questions, feedback, ect to engage with us. This week I am sharing a book review from my book podcast power...Donald Kelly from United States of America. ★★★★★ I'm a podcaster, but I have not launched a show in a while. Reading Heneka's book helped me to focus on things that I previously overlooked in the process. She masterfully guides you as a reader and gives you the confidence to take action. I highly recommend anyone remotely interested in podcasting to check out this book. It is truly worth it. CONTACT MATTHEW FORNARO: Website: fornarolegal.com Facebook: facebook.com/fornarolegal TRENDING NOW: “Legal Trends for Small Businesses in 2024.” In recent years, navigating legal challenges has become a significant concern for small businesses. In fact, according to the Small Business Administration, nearly 60% of small businesses reported facing legal issues last year, ranging from compliance requirements to intellectual property disputes. With the evolving regulatory landscape, what new legal trends are emerging in 2024 that business owners should be aware of? Join us as we explore what entrepreneurs need to know to stay compliant, protected, and proactive in the year ahead. If you enjoyed this episode of The Entrepreneurial You, subscribe on Spotify and Apple Podcasts, leave a rating, and share it with your friends. Visit henekawatkisporter.com to download a free eBook on how to conduct podcast interviews like a pro! AFFIRM WITH ME: I am open to the possibilities that each day brings. I trust in my ability to adapt and thrive, knowing that every experience contributes to my growth. When I lead with integrity, I empower those around me to do the same. I recognize the impact of my words and actions—they can uplift and inspire. Until I connect again, I will embrace my journey with enthusiasm and purpose. Go out there and shine your light! I'm Heneka Watkis-Porter, and this has been The Entrepreneurial You. Keep pursuing your dreams! Learn more about your ad choices. Visit megaphone.fm/adchoices

You started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found. It kind of makes you feel like everyone hates you. I have experienced the same situation, and I'm here to share some tips to help you out when you start a new sales position and it seems like no one can help you get started. Find People Close to Your Proximity If you're struggling with finding leads, consider getting on LinkedIn and network with your connections who are close to your ICP. I share a strategy that I teach in my LinkedIn prospecting course. It's a neat sales trick that works every single time, only when they know you already! You can also ask your proximity connections how they can give you insights on getting leads if my first strategy doesn't work for you. Target Accounts When you have an understanding of those who can potentially buy from you, you can focus on your ICP and target those accounts. Per week, find two to three accounts within a specific organization that are a part of your ICP. Tier 2 Outreach Campaign As an individual sales rep, you may not be able to do a full cold outreach campaign. But you can use tools to help you do one on a smaller scale.  I share how you can use FullEnrich to find emails and phone numbers of your prospects. "The best time to find a job is when you have a job. So if you have a job and it's stable, it might be a good idea to look to see what's out there. Just make sure you maintain longevity in your current position before searching." - Donald Kelly.  Resources Book more appointments with our LinkedIn Prospecting Course Test out FullEnrich to find more clients 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.

I'm so excited to share this special short episode recap with a powerful message. I'm publishing this curation to help you make the most of your time. The episode features segments from the episode 090 which features quotable moments from season 2 of The Richie Norton Show. https://richie.libsyn.com/life-changing-experts-thoughts-from-the-richie-norton-show-season-2-compilation ====== SEASON 2 EXPERT GUESTS COMPILATION! We took highlights from the Season 2 guests and compiled this powerful podcast for you to listen to over and over. Get ready for a mind-bend. Guests include: Chad Ford, Chris Ducker, A Coaching Sales Call, Donald Kelly, John Lee Dumas, Kathy Caprino, Marj Desius, McKenzie Bauer, Ramon Ray, Thiefaine Magre, and Dr. Marshall Goldsmith. Listen to this compelling compilation of expert sound bites and thought provoking life lessons to discover how to stop putting your goals at the fringe of your life. Learn how to live your highest dreams now and build economic moats and strategic moats that support your dream now. Stop managing time. Start prioritizing attention.   RICHIE NORTON SHOW COMMUNITY: https://www.facebook.com/groups/richiepodcast      RICHIE NORTON SHOW NOTES AND RESOURCES: http://www.richienorton.com/      RICHIE NORTON SOCIAL:    INSTAGRAM: https://www.instagram.com/richie_norton  LINKEDIN: http://www.linkedin.com/in/richardnorton  FB: https://www.facebook.com/richienorton  TWITTER: http://www.twitter.com/richienorton  

Hey, hey, hey! I'm back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I'm here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don't forget to reach out to me on LinkedIn! Individual's Title Yeah, I know, a pretty obvious thing to know about your prospect. But it's so important to know this because each individual you're dealing with must be able to move a deal forward in the pipeline.  If their job role is unable to do this, then you're not talking to the right person. Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title. Know Their Responsibilities Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along.  If you're getting nowhere from learning about an individual's job title, learn what their responsibilities are within an organization.  I like to use ChatGPT to learn more about a person's job responsibilities. This can give you an idea if they're the right person to speak to about moving forward with your offer. How Do They Influence the Deal? You have to sit back and think about how this person influences a deal you're trying to make with the organization.  I provide an example of how you can figure this out and use this to your advantage. How Do They Help the Organization Make Money? If they know how to bring money into the company, then they're more than likely the ones who can make a deal move forward.  For example, a marketing director might bring in money for the company because they're attracting customers to the organization and tracking a KPI on conversion. “If you know these four things while multi-threading on the prospects you're going after, it's going to help you fine-tune your message toward the right individual and make sure the deal progresses properly.” - Donald Kelly. Resources Do you need help creating a podcast? Visit Bluë Mango Studios  Connect and chat with me on LinkedIn  Join my Sales Mastermind Class to start booking more appointments! 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're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode. What is the Go Around The Block Principle? Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most.  The idea is for you to prepare before the meeting by doing research on the prospect. You can use what you learn about the prospect to help connect with them better before pitching the deal again. Deflect the Sales Objection I share a short story on how I used a prospect's area code to help build a better connection with them before closing a deal.  Of course, you won't always get this lucky, but try going on their LinkedIn profile to see if you can find a specific person, job role, or content they share to bring up during the meeting. Get the prospect to talk about something they're interested in; they will be more likely to hear your offer again. "Your job right now is to have conversations. The more conversations you have, the more opportunity you have to get the person to listen." - Donald Kelly Resources Looking for a new Sales Coaching Software, try out Ambition Do you need help creating a podcast? Visit Bluë Mango Studios  Connect and chat with me 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.

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 you give to others, they will be more willing to give to you. Post LinkedIn Polls Creating LinkedIn polls on an industry issue and responding to those who engaged with it is a great way to find prospective clients. They're telling you what their problem is, and you can use this to your advantage. Shoot them a question to start a conversation and see if you're able to set an appointment. "You guys get to hear from me all the time, but I never get to hear from you. I want to hear from you! Connect with me on LinkedIn, and I'll be happy to answer questions or even help you out with these tips." - Donald Kelly. Resources LinkedIn Prospecting Course Sales Mastermind Group 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.

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 rush your prospects off. Take the time to help them see the value of your sales offer.  If you're a part of my Sales Mastermind group then you know that one of the things I teach sales reps is to ask permission to ask questions!  Be calm and collected to slow the conversation down, ask the question if the prospect lets you, and get them to understand the offer value before you let them go. “If you discover the cure for cancer, there's no way on this beautiful Earth that you're going to sit down and tell people about it. You're going to find ways to get the message out there. If you believe in your offer so much, don't rush to get off the phone. 9 times out of 10 people say they're not interested because they didn't listen to the offer.” - Donald Kelly. Resources Sell It Like A Mango  Sales Mastermind Group 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.

We're fighting a constant battle to gain the attention of our prospective customers. It's important to know what we're up against and develop a winning plan.Donald Kelly joined us to reveal some of his best attention-getting secrets that win deals. He shared how the key to success is a multi-channel approach combined with specific stand-out actions.Listen and learn different ways to think and talk like your prospect to capture their attention, and the most inviting ways to prompt action.You'll Learn:How to stand out against the competition and earn a prospect's attentionWays to think and talk like your prospect that invite actionHow to proceed when they respond in your favorThe Speakers: James Buckley and Donald KellyIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Sendspark and NooksLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

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 old-school sales methods come into play: networking.   Get your face out there and attend networking events. Those within the Boomers, Millennials, and Gen X can spot AI content from a mile away.   Humans want connection, and if you're not providing that in some way, then you're going to lose business.   What are my sales predictions 2, 4, and 5? I gave you a teaser of some of my predictions in these show notes. To learn the rest, you're going to have to click the play button to find out.   “82% of attendees express a preference for attending an in-person event, underscoring the value of face-to-face interaction. That piece is showing us that AI will cause us to miss big opportunities.” - Donald Kelly.   Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group 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 life, success is about playing the long game. Whether you're an athlete, an entrepreneur, or someone just starting out, preparation and persistence are essential. The best time to secure your financial and personal future is now—while you're young, healthy, and ready to build. A policy or plan put in place today guarantees long-term protection and growth, ensuring you're covered when your earning potential skyrockets. You'll never be younger or healthier than you are right now, so why delay?   At the same time, setbacks are part of the process. Every loss—whether in sports, business, or life—is a chance to learn and grow. It's not about swinging for the fences every time; it's about consistently hitting base hits and moving forward. Resilience means staying in the game, even when things don't go as planned, and using every resource, relationship, and lesson to build a stronger future.   By combining preparation with resilience, you can turn obstacles into opportunities. Protect your future today, embrace the lessons along the way, and remember: the path to success is built one step, one swing, and one win at a time.   In this episode, we reflect on the start of 2025, live from Times Square in New York City. We explore health equity and justice, the impact of systemic barriers on healthcare, the importance of disability insurance for young professionals, and the mindset needed for success in both sports and entrepreneurship. Tune in for inspiration to kickstart your 2025!   "Even though I may lose the game, I haven't lost the season." - D'Andre Mostella   Topics Covered: (00:00:00) Introduction  (00:00:34) Welcome to TimeOut with the SportsDr. Podcast (00:01:01) Health Equity vs. Health Justice (00:04:14) Why secure disability insurance? (00:06:00) Winning by losing (00:07:01) Everyday is a game (00:08:52) The hardest part of retiring from sports (00:10:31) You gotta find you (00:12:19) Life, Sports, and Medicine   Key Takeaways:     "Seeing patients is not enough. The charge that we have is really to be able to take care of our community." - Dr. Derrick Burgess   "Secure your good health now while you're young and healthy." - Donald Kelly   "If you consistently get base hits, you can win a game." - D'Andre Mostella   "As athletes, we put a lot of pressure on ourselves, and when things go wrong, we can find ourselves in a dark space. Sometimes, it's hard to fight our way out of it."- D'Andre Mostella   "If you make it to the league, you've made it. But if you don't, who are you, and what will you become?" - D'Andre Mostella   Connect with Dr. Derrick Burgess: Website: https://www.drderrickthesportsdr.com/ Instagram: https://www.instagram.com/drderrickthesportsdr/ Facebook: https://www.facebook.com/TimeOut.SportsDr LinkedIn: https://www.linkedin.com/in/derrick-burgess-72047b246/ YouTube: https://www.youtube.com/@dr.derrickburgess243 Email: thesportsdoctr@gmail.com   This episode of TimeOut with the SportsDr. is produced by Podcast VAs Philippines - the team that helps podcasters effectively launch and manage their podcasts, so we don't have to. Record, share, and repeat! Podcast VAs PH gives me back my time, so I can focus on the core functions of my business. Need expert help with your podcast? Go to www.podcastvasph.com.

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 success. So, don't abandon it! Get Social   You probably realize how important it is to have social media accounts, especially LinkedIn.  You don't need to do the latest TikTok dances, but you should share educational content. Also, make sure you're engaging with your audience by responding to their questions in different online forums. This can create conversations that'll bring opportunities. Fewer Tools Equal Better Results  Many sales tools have overlapping capabilities. To save money and boost productivity, limit the number of tools you use. You'll be surprised at how much this can help. Events Are Back Good events will bring in prospects, while bad ones will waste your time. To choose which events are worth attending, think about your ICP. Knowing where they're active will make your life much easier. “The key thing you need to do is focus on prospecting more than you think you need to – Donald Kelly.” Resources Evabot TSE Episode 1553 with Darren Reinke 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.

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 will help you uncover the root cause of their objection. Don't forget to use the “5 Whys” technique to get to the heart of the issue. Schedule the Next Meeting Once you've identified their real concern and explained how you can help solve the problem, schedule your next meeting.  Also, consider creating a clear plan outlining the next steps, so the prospect knows what to expect moving forward. “To overcome objections, it comes down to having conversations, being human, and expressing your feelings. Once you're vulnerable, the prospect will feel more comfortable sharing their problems.” – Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group 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.

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: Start by asking probing questions to help the prospect feel comfortable and begin building a relationship.   Provide an Agenda: Clearly outline the purpose of the discovery call. This conversation is your opportunity to understand what's going on with them and explore how you can provide a solution to their problem.   Pay Attention to Pain Points When the prospect begins sharing their challenges, listen with the intention of truly understanding their needs.   One of my future guests shared an active listening technique to help improve this skill. Also, pay attention to what the prospect isn't saying, as this can help you uncover problems they may not even realize they have.   “To help the prospect, you must focus on them. This is how you know that you can provide a solution for them.” - Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group 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.  

I'm so excited to share this special 20 min episode stack as a highlight with a powerful message. I'm publishing this curation to help you make the most of your time. The episode features segments from the episode 052, 053, & 054 featuring Donald Kelly and the following Aftercast & Solocast. https://richie.libsyn.com/donald-kelly-the-sales-evangelist ====== Richie Norton interviews Donald Kelly the Sales Evangelist. Donald Kelly helps sales professionals and entrepreneurs find more prospects, build stronger value, and close more deals. Donald has code that could turn any under-performing organization into a selling machine. In addition to training sales professionals in workshops, online courses, and keynote presentations, Donald is the host of a popular sales podcast called “The Sales Evangelist”. With listeners in over 155 countries and over 2.6 Million+ all-time downloads. The podcast has received recognition from publications such as Entrepreneur Magazine, Inc Magazine, Forbes, HubSpot, The Huffington Post, and the South Florida Business Journal. Donald's mission is to evangelize the method of effective selling and motivate sellers of all levels to DO BIG THINGS! Discover how to "gain the confidence in your ability to truly run a world class business." Also, Donald shares info about his upcoming book on how to sell "like a mango." Grab free sales evangelist resources here:  https://thesalesevangelist.com/ Continue the conversation here: RICHIE NORTON SHOW COMMUNITY: https://www.facebook.com/groups/richiepodcast RICHIE NORTON SHOW NOTES AND RESOURCES: http://www.richienorton.com/ RICHIE NORTON SOCIAL: INSTAGRAM: https://www.instagram.com/richie_norton LINKEDIN: http://www.linkedin.com/in/richardnorton FB: https://www.facebook.com/richienorton TWITTER: http://www.twitter.com/richienorton

In sales, you can't rely solely on the product to close deals; you need the right strategies and mindset to get prospects to say yes to your offers. Some companies excel at this, while others need a bit of help. Join me and my guest, Mark Roberge, in this episode as we share three case studies of businesses that turned their sales success around. Meet Mark Roberge Mark Roberge is a renowned expert in sales and venture capital, known for his data-driven strategies that transform businesses.  As the fourth employee at HubSpot, he developed a scalable sales model that fueled the company's growth.  In addition to mentoring startups, he shares his sales expertise through podcasting and speaking at major events like the Inbound conference. Understanding the Reticular Activating System (RAS) Your brain filters information all the time, and often in ways that may keep you from succeeding in sales.   We explore the Reticular Activating System (RAS) and how the brain prioritizes information it deems important.  Your mindset and perception influence your belief in the effectiveness of your sales strategies.   For instance, if you believe cold calling is ineffective, your RAS will filter information that supports this belief, often leading to self-fulfilling outcomes. Sales & Psychology: The Connection   Whether you believe it or not, psychology plays a major role in sales.  We also believe that therapists can make some of the best sales representatives because they understand the human mind so well.  Salespeople who focus on diagnosing customer issues and truly understanding their needs are able to build rapport and trust. The Journey to Sales Mastery If you want to improve your sales skills, try role-playing for practice.  We share a case study of how an individual increased their quota performance from 70% to 120% within three months through better engagement and refined practices. "With a new product and a revolutionized product, no one is going to know how to buy it. You have to teach them how to buy that particular product.” - Mark Roberge.  Resources Check out Mark Roberge's podcast, “The Science of Scale,” for in-depth interviews with founders discussing scaling strategies. Learn more about The Sales Evangelist Sales Mastermind Program. Cold Call Openers 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.

I'm sad to say that the Int-HER-rupt Podcast is coming to an end. I know, I know—it's been a good run, and I've learned a lot from being the host of this podcast. In this episode, I'm going to share the biggest lessons I've learned from hosting Int-HER-rupt. Also, if you'd still like to hear my lovely voice, head on over to the Nourify and Beautify Podcast.  It's a new show where I co-host with Nour Abochama, diving into the secrets behind your favorite beauty products. Learn more about it in the resource section.  Sunsetting the Int-HER-rupt Podcast After four years and 200 episodes, you'd think I'd keep going with the podcast. Of course, I'd love to, but I'm experiencing an "IntHERruption" in my own career. Even though we're saying goodbye to the podcast, that doesn't mean it won't still be available. You can always go back and listen to the episodes whenever you like. The Value of Interruptions You may feel like interruptions are the worst things that can happen, but it's better to see them as something positive.  View the interruptions in your life as opportunities for growth and learning.   Those random bad moments can also be unexpected blessings in disguise. Life Lessons from Leading Women One of the biggest lessons I've learned from this podcast is that you must always know how to speak up for yourself.   You are your strongest advocate. No one will take care of you better than you. Use your voice to empower yourself and become an effective leader.   Shoutout to TSE Studios I have to thank the TSE Studios team for their wonderful help in creating and producing this podcast.   A special shoutout goes to Donald Kelly for his mentorship, and I'd like to acknowledge Shana, Nancy, and Priya for their contributions.   If you'd like to learn more about TSE Studios, click the link in the resources section.   “Sometimes, interruptions are the best blessings just around the corner. It all depends on our perspective, how we view them, and how we move forward.” - Linda Yates. Resources Nourify and Beautify Podcast TSE Studios If this episode connected with you, reach out to Linda and let her know.  This podcast is produced by TSE Studios. Check out other podcasts by TSE Studios, including this episode's sponsor, The Sales Evangelist, helping new and struggling sellers close more deals and achieve their sales goals. Subscribe to the IntHERrupt Podcast so you won't miss a single show.  Find us on Apple Podcast, Google Podcast, Spotify, and Stitcher. Audio created by Ryan Rasmussen Productions.

Donald Kelly is the Founder and CEO of the Sales Evangelist. For a decade he has been helping salespeople and sales leaders find success in ways that have turned heads in every market condition. He's a been a top LinkedIn voice in Sales for years, been a Salesforce Top Sales Influencer for the last 3 years, and is an expert in making Outbound sales consistent and predictable while creating customer experiences prospects appreciate. Today Donald Rejoins the podcast to talk about how outbound sales has changed…and why every sales leader needs to change along with it. You can connect with Donald on LinkedIn here. (https://www.linkedin.com/in/donaldckelly/) You can find more of Donald's resources here. (https://thesalesevangelist.com/) You can check out Donald's podcast, the Sales Evangelist Podcast here. (https://thesalesevangelist.com/the-sales-evangelist-podcast/) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.patreon.com/SalesLeadershipUnited)

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.

"You need to find those right people who are active on the platform, share relevant content, and engage with them." - Donald Kelly in today's Tip 1771 How about you? Have you tried these LinkedIn tips? Join the conversation at DailySales.Tips/1771 and learn more about Donald! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

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.  

This is episode 682. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with TalentRemedy Managing Director Stephanie Rowsie and Donald “The Sales Evangelist” Kelly. STEPHANIE'S ADVICE:  “Put yourself back out there. I was recently at the IES awards ceremony with 200 plus people, dynamic salespeople and sales leaders. I walked out of there feeling like I was on fire. I was like, “I want to be one of these people. I want to be one of these people who get up and show up and have the energy and make conversations and represent my company well.” DONALD'S ADVICE:  “The biggest thing that I go back on whenever I see my motivation wane, is I look back at why am I doing what I'm doing? This couldn't come at a better time because of stuff that we're doing within our organization, and also things that I've done in my personal life. I feel that for me though, I go back and evaluate the why. Why am I selling this? Who am I selling to? Do I enjoy this?”

In this episode, Andy highlights a short but invaluable discussion with a panel of top-tier sales pros from his most recent podcast, including: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline. They dive into the revolutionary, yet simple idea of transforming sales professionals from product sellers to strategic consultants. Exploring how focusing on driving change rather than just pushing products can elevate the sales professional and the profession as a whole. They discuss the role of mindset and AI in this transition and highlight the importance of education and continuous learning for both sellers and buyers.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

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.

You have a fantastic business idea and often daydream about how life will be once you make it. However, once you start putting in the work, staying excited about your big idea becomes a lot harder. How can you stay disciplined to ensure you become a successful sales professional? Tune into this episode of The Sales Evangelist Podcast to find out. Your esteemed host, Donald Kelly, engages in a captivating conversation with Dre Baldwin, a renowned speaker celebrated for his vibrant energy. Dre shares his remarkable journey from basketball to YouTube fame, offering profound insights on mindset content, the third-day concept, and the crucial aspect of professional discipline. Click play to discover more about staying disciplined when reaching your goals! From Basketball to Mindset Content Dre shares his background as a basketball player and transitioning to creating content on YouTube. Initially, he wanted the channel to only focus on basketball videos, but after sharing life advice, he realized he could broaden his service to a wider audience. His ability to reach people through these videos laid the foundation for his future endeavors. The Third Day Concept (2:45 - 5:11) You know how on the first and second day of starting something new, you're super pumped about getting everything done. But come the third day, you're ready to throw in the towel. Now, all your plans are on the back burner until you finally decide to work on it. This is what my guest, Dre Baldwin, means when discussing the third-day concept. It's the critical moment when the initial excitement of starting new wears off, and the real commitment begins.  Those who continue to give their best effort even when they don't feel like it are often more successful. Listen to Dre's advice on overcoming the third-day concept to help you become a top sales professional. Also, if you want to dive deeper into this topic, consider getting his newest book, “The Third Day: The Decision That Separates the Pros from the Amateurs.” The book is free at thirddaybook.com, with just the shipping cost. Strategy and Execution (15:35 - 18:15) To achieve any goal, Dre recommends working backward from the desired outcome by asking, 'What would need to be true?'  This reverse engineering helps deconstruct the steps required and establishes a framework for consistent execution.  Dre also stresses the importance of developing an operational system to ensure the strategy is followed meticulously. Listen to Dre Baldwin on this episode of The Sales Evangelist Podcast to gain insights and practical advice to elevate your sales game. His discussion on deep emotional drivers and the importance of accountability can transform how you approach your goals.  If you're ready to unlock a higher level of performance and consistency, this episode is a must-listen. Don't miss out—tune in and take the first step towards lasting success! "We know what needs to happen, but now, what pieces can we put in place that support those pieces?" - Dre Baldwin. Resources Dre Baldwin's social media accounts LinkedIn Facebook Twitter Instagram YouTube 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.

Are you struggling to close deals in today's challenging sales environment? Join your host, Donald Kelly, as I sit down with Matt Wolach, a seasoned software sales coach. In this episode of The Sales Evangelist Podcast, you'll learn how to boost your closing rates with Matt's secret sales tactics. Tune in and take the first step toward transforming your sales game! Guest Introduction Thanks to Matt Wolach's years of software sales background, he has successfully started and exited multiple companies.  His transition to full-time sales coaching was driven by his passion for helping others improve their closing rates and achieve consistent sales success. Matt currently coaches over 270 companies worldwide, significantly impacting their sales processes and results. Why should you listen to my guest, Matt Wolach, on improving sales deals? Tune in and hear how the DEAL methodology boosts his client's sales closing rates. One client increased their closing rate from 1.9% to over 30%! Challenges in Sales (3:33) Within the episode, Matt shares how many Account Executives (AEs) and Sales Engineers (SEs) feel undersupported in their roles. He also highlights how organizations that lack systems struggle with consistent sales closing. Listen to him explain how proper guidance helps sales teams stop using discounts to move deals forward.   The Perfect Deal Process: DEAL Matt introduces his transformative methodology called the Perfect Deal Process, an acronym that stands for Discovery, Educate, Associate, and Lead, offering a promising path for sales professionals to enhance their sales processes. Discovery Process: Do you suffer from the curse of knowledge? Many sellers assume they know the buyer's problems, but honestly, they don't. At 7:12, you'll hear Matt explain how the discovery process builds trust with buyers and makes them realize the urgency of their situation. Educate: At 14:28, you'll learn why you must educate buyers about their issues and potential solutions.  Associate: Discover why connecting the product or service to the buyer's needs is essential at 15:42.  Lead: Why is taking charge of the sales process vital? Tune in at 16:12 and find out at 16:12.  In this episode of The Sales Evangelist Podcast, Matt Wolach shares invaluable insights that can revolutionize your sales approach. He lays out the 'Perfect Deal Process' that has helped over 270 companies skyrocket their close rates. If you need help with consistent sales or are looking to fine-tune your strategy, this episode is a must-listen. Plus, Matt offers some fantastic free resources to get you started on the right path.  Don't miss out on these game-changing tips—tune in now to elevate your sales game! “Discovery is equally important for your buyer as it is for you.” - Matt Wolach. Resources Matt Wolach on LinkedIn Matt Wolach's website Free Sales Scorecard   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.

Are you ready to revolutionize your sales strategy and close deals faster than ever? In our latest episode, we dive into the innovative world of sales acceleration with Andrew Kappel, a seasoned sales consultant with a knack for transforming sales strategies from the ground up.  Join us as Donald Kelly, our host, explores Andrew's approach to crafting compelling one-page business cases that speak directly to executive needs, streamline the sales process, and drastically improve client engagement. Click play now! Andrew Kappel's Background He has a decade of experience in sales consulting and specializes in sales strategy and sales acceleration services.  Before establishing his consulting practice, Andrew spent three years as a delivery consultant, and his duties paralleled those of a customer success team, only without a tangible product.  Andrew's extensive background in various sales environments has equipped him with a keen understanding of different industries, sales processes, and the intricate dynamics of complex deals. Creating Impactful Business Cases Business case development is crucial for securing executive buy-in and facilitating successful internal selling strategies.  Listen to Andrew's expertise in developing a brief yet powerful business case that centers on the SP 30 framework. From listening to this business case framework, sellers can create successful sales pitches through situational awareness, problem identification, and strategic stakeholder engagement. Leveraging Technology and Consulting Expertise Andrew discusses how his consulting services integrate technology solutions to address specific sales pain points. Thanks to his background in enterprise data security and customer success, Andrew understands the importance of adapting sales approaches to fit transactional businesses and complex sales environments. Learn how change management is vital in seamlessly integrating CRM systems and other technologies to enhance business processes. Cold Outbound Prospecting and Effective Communication Are you looking for some successful cold outbound prospecting techniques?  Listen to Andrew's cold outreach strategy for more fruitful conversations with potential clients. His strategy blends empathy, precise communication, and visual communication in sales to enhance the effectiveness of a sales pitch.  Turn in to discover how these elements lead to better business trust-building with customers.  Strategy for Business Growth Hear Andrew's business growth strategies that can help companies scale efficiently while managing challenges effectively. He illustrates how tailored sales acceleration services can dramatically impact growth trajectories, especially with solid sales strategy planning. In this episode, you'll uncover the pivotal role of concise, impactful business cases, and how they can magnetically draw in executive attention and approval. Join us in this compelling conversation to elevate your sales game by understanding and implementing refined sales strategies that guarantee results.  "You must build trust, rapport, and acumen with the person you work with." - Andrew Kappel. Resources Andrew Kappel on LinkedIn Benchmark Signal Consulting 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.

Creating content on LinkedIn is essential for inbound marketing and growing a sales pipeline. But you need to figure out how to do it.  Learn how to do it in this episode of "The Sales Evangelist Podcast." In this insightful episode, Gabe Lullo, the CEO of Alleyoop, joins host Donald Kelly to delve into the transformative role of content in sales strategies.  With a focus on empowering sales development representatives (SDRs) and sales organizations, Gabe shares his journey from a hands-off LinkedIn user to a content-driven leader. Discover how this shift has exponentially boosted his company's success rates.  Click play now! Understanding Alleyoop's Mission Gabe Lullo is the CEO of Alleyoop and a frontrunner in sales development and prospecting.  He emphasizes that while Alleyoop doesn't handle sales directly, it specializes in optimizing the front end of the sales cycle, primarily using phone communication, and supports these efforts through various channels.  The primary goal is to increase opportunities for clients to drive revenue. The Importance of LinkedIn and Content for Sales Donald and Gabe discuss the strategic use of LinkedIn and content creation as essential tools in sales.  Gabe, having seen over a 100,000% increase in impressions year-over-year since heavily investing in LinkedIn content, stresses the massive potential content holds for generating business leads and enhancing company visibility. Content Creation vs. Traditional Outreach Gabe explains how previously, as an agency, their focus was on quietly promoting clients' brands in the background.  Initial content experiments showed promise, leading to a more extensive commitment to content production, which complemented traditional outbound efforts. This dual approach has led to record-breaking business months, with half of their new deals sourced from content-related activities. Frontline Strategies: Empowering SDRs with Content Gabe points out the practical application of content in day-to-day sales operations. He advocates for equipping SDRs with ready-to-use content crafted by high-credibility figures in the company, typically the CEOs or recognized industry leaders. This strategy ensures that the SDRs are not just cold calling but engaging potential clients with meaningful content that establishes trust and authority from the outset. Tips for Creating Effective Sales Content Gabe suggests starting simple with text posts and gradually moving to more engaging formats like videos, which have proven to offer the highest engagement.  He shares how Alleyoop has embraced an all-hands-on-deck approach in content creation, with various team leaders contributing to their robust content strategy. Tune in to unlock the powers of sales content creation with Gabe Lullo. Integrating content-driven sales strategies is crucial to truly thrive and not just survive.  Your investments in your content today pave the way for tomorrow's successes. Click play to elevate your sales game through content!  "Get comfortable with being uncomfortable." - Gabe Lullo. Resources The Sales Evangelist Podcast episode 1730 Gabe Lullo 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.

Do you want to master the art of effective closing? The only way for you to become one of the greats in enterprise sales is by listening to an expert.  In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with David Blaha, a seasoned professional with a 30-year track record, including pivotal roles at American Express and his current position as Chief Revenue Officer at Extend. Listen to these proven strategies to gain practical closing skills for enterprise-level sales. Click play now! David Blaha's Background David Blaha's rich negotiating background starts from his impactful years at American Express.  After American Express, David transitioned to working with startup companies, enhancing their growth trajectories before joining Extend as the Chief Revenue Officer. Through his story, you'll discover the importance of continuous learning and growth to develop a positive mindset for enterprise sales. Enterprise Sales: A Strategic Approach The secret to effective closing in enterprise sales is to remember it's an ongoing process. Never fall into the trap of believing that this step only matters at the end of the sales cycle.  David shares how this approach establishes connections and secures smaller commitments throughout the negotiation.  New Sales Motto: It's a marathon, not a sprint!  If you like to rush through deals, you might want to stop. Donald and David both share how enterprise selling is like running an ultra-marathon. Sellers need persistence and strategic pacing, no matter how big or small the sale is! Negotiation and Relationship Building Peak curiosity and ask questions to understand customer needs to help you close deals. David shares how these seller's techniques build trust, create genuine connections, and offer tailored solutions to customers. One of the top negotiation skills sellers must master is non-adversarial tactics. David advocates for radical candor and transparency, aiming for mutually beneficial outcomes rather than merely focusing on margins. Key Principles of Enterprise Sales David shares his five essential principles for sales professionals: 1. Mindset: Maintaining a positive mindset is crucial, especially when facing rejections and diverse opinions from various stakeholders. 2. Connection: Building internal connections within organizations is vital to understanding different departmental goals and leveraging these insights. 3. Discovery: Conduct thorough discovery phases to tailor solutions based on explicit customer feedback and needs. 4. Adapting/Adjusting: Flexibility in adjusting offerings to align better with client expectations ensures long-term satisfaction and contract retention. 5. Negotiation: Strategic negotiation focuses on growth and long-term relationships rather than short-term wins. To achieve long-term success in enterprise-level sales, you must master effective closing. Commit to negotiation transparency to build customer trust; you'll become as great as our special guest. Listen to this episode and hear David Blaha's refined approach to the sales process. Take these tactics and apply them to your dealings, ensuring a trajectory of growth and success in the intricate world of enterprise-level sales. "Radical candor and transparency in negotiations are key. It's about negotiating in good faith and aiming for growth rather than just focusing on margins." - David Blaha. Resources David Blaha's email: David@paywithextend.com David Blaha 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.

What are the key traits to becoming a successful sales representative? Discover them in this episode of “The Sales Evangelist Podcast.” In this enlightening episode, host Donald Kelly sits down with Peter Smith, a seasoned sales leader and the author of the intriguing book "Hiring Squirrels."  Peter shares invaluable insights on identifying and nurturing the right talent in the sales industry. Click play to learn the critical traits of successful sales professionals and a roadmap for leaders striving to enhance their teams' performance.  Peter Smith's Background Over the years, Peter Smith has carved a niche in the luxury jewelry sales market, building and developing highly effective sales teams.  He is not just a consultant but also an esteemed author and a columnist for industry magazines.  His approach to sales training is sculpted around his published works, which focus on hiring strategies, the psychology of storytelling, and key sales techniques. The Squirrel Hiring Philosophy Peter explains the unique, attention-grabbing title of his book "Hiring Squirrels," inspired by the concept introduced in Mac Anderson's book "You Can't Send a Duck to Eagle School."  The idea emphasizes hiring individuals who innately possess the necessary skills for a specific role rather than attempting to train those who do not.  Peter highlights the importance of identifying salespeople who are naturally equipped for their roles, as approximately 58% of individuals in sales positions lack the essential traits necessary for success. Identifying Key Traits in Sales Candidates Peter and Donald discuss the three non-trainable traits crucial for sales success: drive, empathy, and resilience.  Peter provides specific interview questions and strategies to uncover these traits in potential candidates, emphasizing the importance of honest and revealing responses to these targeted questions.  He advises leaders to discern genuine talent through subtle cues and honest interactions during hiring. The Challenge of Rejection in Sales Rejection is an integral part of the sales process, and dealing with it effectively is a hallmark of a competent salesperson.  Peter stresses resilience as a critical trait, as it determines how a salesperson handles rejection—whether they see it as a personal failure or a professional challenge.  He underscores the need for sales professionals to embrace rejection as a stepping stone rather than a setback. Peter's insights provide a clear guide to enhancing sales team dynamics by focusing on intrinsic qualities that predict success. His approach challenges conventional hiring practices and encourages a more nuanced understanding of what makes a salesperson effective. This episode is a must-listen for anyone involved in sales or team management, offering a profound look at how to approach hiring and team building with a strategic and empathetic mindset. Tune in to rethink how you assess and nurture talent within your sales. “If you don't care about what people think, you're not going to be very good in sales.” - Peter Smith. Resources Peter Smith on LinkedIn The Retail Smiths Peter Smith's books 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.