The Sales Evangelist

Latest Episodes:

Not Interested: Use The "Go Around The Block" Principle | Donald Kelly - 1868 Jan 31, 2025

Show notes

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.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Three Things I Do To Fix The Awkward Moment When A Prospect Answers | Donald Kelly - 1867 Jan 27, 2025

Show notes

After making several calls back-to-back and finally getting an answer from a prospect, you may find yourself shocked that they even decided to pick up the phone. Now lost for words, there's a thick air between the lines that quickly makes them lose interest in whatever you have to say. How can you fix this awkward silence to turn everything around? Tune in and hear the three tips I share to help you out.

Back to the Basics Series

If you go back and listen to my back-to-basics series, one of the tips I share is how to fill in the first ten seconds during a cold call.
The tips I share in this series are to slow down the call and ask specific questions that will help you stay in control. I also share a story in this episode on how you can stay on your game when a prospect answers the phone.

Provide Relevancy

The whole point of cold outreach is to provide the prospect with a solution relevant to their problem. If you can't give this to them the moment they answer the phone, then more than likely they're not going to listen to you.

"If you don't have true relevancy, then it's tough to make an effective cold call. You gotta make sure you have something that matters to them and a solution that can fix their problem." - 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.

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Apollo Secrets: Three Sales Practices You Must Abandon From 2024 | Josh Garrison - 1866 Jan 24, 2025

Show notes

You can always get the best sales secrets from the top companies in the industry. In this episode, I’m chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don’t use this sales enablement AI platform, these tips will help you boost your performance and close deals faster.

Meet Josh Garrison

Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io.
He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales.
As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales.

Only Let AI Do Some of the Work

Are you still making the mistake of using AI to do all your work? If you haven’t realized it yet, people want a human touch, and too much AI can damage their trust in a company.
Josh shares that it’s better to use AI for specific tasks.
For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers.

Diversify Your Outreach

If you’re still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day.
Pay attention to your prospect's daily routine. If they’re busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime.

Use Social Media the Right Way

Josh advises using social engagement strategically, particularly by commenting on LinkedIn posts.
Also, social listening can help you build a presence and establish expertise without overtly selling.

"Incorporating AI in a way that makes sense. Having IT do things that are going to level up your outreach, but not necessarily having IT do everything for you." - Josh Garrison.

Resources

Josh Garrison on LinkedIn

Email: josh.garrison@apollo.io

Apollo.io

Outbound Sales by Josh Garrison

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Excelerating Deals By Slowing Dow | Bob Spina - 1865 Jan 20, 2025

Show notes

You want to move your deals through the pipeline, but you have no idea how to do it. In this episode, I had the pleasure of chatting with Bob Spina, a successful sales expert known for building and advising high-performing sales teams, on deal acceleration. Join us to hear his strategies on how to slow down and achieve greater success.

Meet Bob Spina

Bob is well-known for working with Gong and scaled it from under 21 million in revenue to the empire they are today.
His focus lies in enhancing revenue processes and strategies, offering his expertise across various companies to drive successful outcomes.
Currently, Bob is dedicated to advising company leaders, sharing his deep knowledge of accelerating deals and navigating multi-stakeholder environments.

The Importance of Focusing and Understanding the Industry

We discuss the necessity for sales reps to go beyond tool training and understand the industry trends and challenges faced by their target markets.
Having business acumen and understanding what's on the minds of C-level executives gives salespeople a consultative edge, establishing credibility and accelerating deals.

The Power of Relevance and Relationship Building

Understanding your customer's industry and delivering relevant information can set you apart from competitors who rely on generic, automated messages.
Authenticity and personal experiences, not just AI, should be at the forefront of sales interactions.

Multi-Channel Communication

Utilizing a multi-channel approach is key to accelerating deals.
Bob shares the importance of connecting with prospects through a combination of LinkedIn, phone calls, emails, and personalized video messages. This approach helps in nurturing leads through the pipeline effectively.

Sales Advice From Bob Spina

For Leaders: Measure teams on outcomes rather than just activities. Focus on quality connections and work backward to define key activities.
For Reps: Be mindful of time and focus on high-impact activities. Do thorough research to ensure every action moves the needle forward.

“When you study the industry and you study the people that are in that industry, you want to make sure that you're meeting them where they're going.” - Bob Spina.

Resources

Bob Spina on LinkedIn

Email: bspina@gmail.com

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How I Booked Eight Appointment From LinkedIn In One Week! | Donald Kelly - 1864 Jan 17, 2025

Show notes

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How Can I Turn My Connects Into Appointments? | Donald Kelly - 1863 Jan 13, 2025

Show notes

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

My Top Five Sales Predictions For 2025 | Donald Kelly - 1862 Jan 10, 2025

Show notes

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How To Fix Inaccurate Sales Forecasts Once And For All! | Walter Crosby - 1861 Jan 06, 2025

Show notes

How can you optimize your pipeline to ensure accurate forecasting and set your team up for success? Join me and my guest, Walter Crosby, as we explore how transforming ineffective habits can lead to better outcomes in your sales process. By the end of this episode, you’ll gain clarity on your pipeline and learn to identify which prospects are most likely to deliver the results you need.

Meet Walter Crosby

Walter Crosby is a seasoned sales expert and business consultant with decades of experience in helping organizations refine their sales processes and drive sustainable growth.
He specializes in developing tailored strategies that align sales pipelines with business goals.
His expertise lies in sales leadership, process optimization, and revenue forecasting.

Accuracy in Sales Forecasting

Walter shares actionable tips for creating accurate sales forecasts.
The key takeaway? Quality over quantity.
Learn how to identify realistic opportunities and focus on meaningful data, ensuring your forecasts are reliable and actionable.

Gatekeeping: Building the Right Pipeline

Your pipeline is only as good as what you let in.
Walter introduces the concept of a "gate" for qualifying potential leads before they enter your sales process. This ensures you’re targeting the right prospects, saving time, and increasing conversion rates.

Planning for Contingencies

Unexpected challenges are inevitable, but how prepared are you?
Walter discusses how to incorporate contingency planning into your pipeline strategy to mitigate risks and keep deals moving forward.

Mindfulness for Precise Sales Forecasting

Precision requires discipline. Walter explains how adopting a mindful approach to pipeline management and forecasting can lead to higher win rates and better decision-making at every stage of the sales process.

"The pipeline is wrong because we’re not qualifying these people in advance. We are putting in too much junk. We don’t have, you know, St. Peter at the gate, right? Or a Doberman, something. We’re letting any and everybody come through." - Walter Crosby.

Resources

Walter Crosby on LinkedIn

Scale Your Sales by Walter Crosby

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

Credits

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

10 Biggest Takeaways From Consulting and Coaching Teams In 2024 | Donald Kelly - 1860 Jan 03, 2025

Show notes

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

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

LIVE COACHING: Gaining My Customers Trust | Liesl Nel - 1859 Dec 30, 2024

Show notes

If you don’t build trust with your customers, you’ll never close a deal—there’s no way around it! You’ve already heard how companies can build customer trust, but how can an individual seller do this? Join me and my guest, Liesl Nel, in this live coaching session as we share strategies to help your prospects feel safe and confident in doing business with you.

Meet Liesl Nel

Liesl Nel is a seasoned sales professional in the yachting industry, specializing in working with charter agencies, particularly in the Mediterranean region.
Her expertise lies in navigating the complexities of B2B sales and addressing the unique challenges within this niche market.

Building Open Relationships

Liesl emphasizes the importance of maintaining open and frequent communication with agencies.
This helps address challenges proactively and assures agencies that customer data will enhance rather than compromise the customer experience.
She also shares how face-to-face interactions are better for building trust instead of email marketing.

Storytelling and Customer Reviews

Using stories and customer reviews to demonstrate repeat business and successful partnerships can significantly build trust.
Liesl suggests leveraging third-party success stories to reassure new prospects.

Authenticity and Honesty

Liesl advises sales leaders to coach their teams on being authentic and transparent.
Acknowledging and addressing problems openly fosters a collaborative and trustworthy environment.

"I always tell my sales agents to be authentic. Don't hide any problems. If we're having a problem, admit to our B2B customers we're having this problem. We're going to solve it for you. We're going to work together on it versus there is no problem. Be open, honest, and vulnerable. People understand that things do go wrong, but we are going to fix it and we want to continue our relationship." - Liesl Nel.

Resources

Liesl Nel on LinkedIn

Moorings.com

Sunsail.com

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.