The Sales Evangelist

Latest Episodes:

How to Ensure That Admin Tasks Don't Overwhelm Your Day | Anthony Iannarino - 2018 Jul 10, 2026

Show notes

Administrative tasks are part of every sales role, but they should never take priority over selling.

I'm revisiting a conversation from the archive with Anthony Iannarino to share practical ways to keep admin work from taking over your day. While this conversation first aired in 2020, the principles are still relevant today, especially when AI can help streamline many everyday tasks.

Busy Is Not the Same as Productive

A full calendar does not always mean meaningful progress. As sales professionals become more successful, more requests, emails, client issues, and internal tasks naturally compete for their attention.
The challenge is learning to separate work that creates opportunities from work that simply keeps you busy.
Staying productive means focusing on the activities that move deals forward instead of constantly reacting to every request.

Protect Your Most Important Work

The best time and energy should be reserved for activities that directly contribute to sales.
Instead of starting the day by checking emails or responding to client requests, block uninterrupted time for prospecting, nurturing relationships, and preparing for important sales conversations.
Administrative work can be handled later without sacrificing the work that drives results.

Create Boundaries Around Client Requests

Being available for clients does not mean responding to every request immediately.
Many transactional tasks, such as correcting invoices, retrieving reports, or resolving operational issues, belong to other departments.
While it is important to make sure customers receive the help they need, those responsibilities should be delegated whenever possible so selling remains the priority.

Use Time Blocks to Stay Focused

Switching between emails, CRM updates, prospecting, and meetings throughout the day makes it difficult to stay focused.
Working in dedicated time blocks helps eliminate distractions and improves productivity.
Setting aside uninterrupted periods for prospecting, project work, and administrative tasks makes it easier to complete each activity without constantly changing focus.

Batch Administrative Tasks Together

Administrative work is unavoidable, but it does not have to interrupt the entire day.
Grouping similar tasks together, such as updating the CRM, replying to emails, or completing reports, helps reduce time lost through constant task switching.
Completing these activities during scheduled blocks keeps them from interfering with revenue-generating work.

Let Your CRM Work for You

A CRM should be used as a tool to support future conversations, not as another task to avoid.
Recording important notes after meetings makes it easier to remember customer goals, previous discussions, and next steps.
Instead of relying on memory, use the CRM to capture details that strengthen future interactions and improve follow-up.

Confidence Matters More Than Endless Research

Many sellers delay prospecting because they believe they need more research before making a call.
Research has its place, but it should never replace meaningful outreach.
A clear value proposition, confidence in the conversation, and consistent follow-up have a much greater impact than spending hours gathering information that may never be used.

Prioritize Opportunity Creation Every Day

Sales success comes down to creating opportunities and winning them.
Administrative work supports the sales process, but it does not replace it.
Protect time for prospecting, client conversations, and relationship building before tackling lower-value tasks.
Consistently doing the most important work first creates better long-term results.

"Do what's most important first every day without failure, and don't negotiate with yourself." — Anthony Iannarino

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship 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.

Bad Mouthing Your Competitor | Donald C. Kelly - 2017 Jul 06, 2026

Show notes

How do you handle competitor questions without sounding defensive, desperate, or unprofessional?

In this solo episode, Donald C. Kelly shares three practical strategies for talking about competitors with confidence and credibility. Instead of attacking another company, he explains how to use customer stories, thoughtful questions, and your prospect's own insights to position your solution as the better fit.

If you're in a competitive sales environment, this episode will help you navigate competitor conversations in a way that builds trust and moves deals forward.

Episode Breakdown with Timestamps:

Why You Should Prepare for Competitor Conversations (00:00:31 – 00:01:30)

Donald explains that prospects are often evaluating multiple vendors at the same time.
Rather than being surprised by competitor questions, sales professionals should prepare their messaging ahead of time and understand where their solution stands out.
He emphasizes that preparation gives sellers confidence when those conversations arise.

Lead With Your Strengths Instead of Attacking Competitors (00:01:31 – 00:02:30)

Donald shares his first strategy for handling competitor discussions.
Instead of naming competitors or criticizing them directly, he recommends emphasizing the areas where your solution performs best while subtly addressing gaps that prospects may experience elsewhere.
The goal is to keep the conversation focused on solving the customer's problem rather than attacking another company.

Let Customer Stories Do the Talking (00:02:31 – 00:07:30)

Donald introduces his favorite approach: using customer success stories to explain why buyers switched from a competitor.
Drawing from his experience competing against Laserfiche in the document management industry, he demonstrates how to acknowledge what a competitor does well before explaining why customers ultimately chose a different solution.
He explains that customer experiences carry far more credibility than sales claims because they come from real users rather than the salesperson.

Use Reviews and Testimonials as Third-Party Validation (00:06:01 – 00:07:30)

Donald encourages sales professionals to study customer reviews on platforms like G2 and Google Reviews.
Instead of making negative claims yourself, use publicly available feedback to understand common concerns and position your solution accordingly.
This approach allows prospects to hear criticism from existing users instead of from you.

Let Prospects Voice Their Own Doubts (00:07:31 – 00:10:30)

The third strategy is to ask thoughtful questions.
Donald recommends asking prospects what concerns they have about other vendors instead of volunteering criticism yourself.
Once they share their doubts, you can validate those concerns and explain how your solution addresses the issues they're most concerned about.
This creates a more natural and trustworthy sales conversation.

Three Strategies to Handle Competitor Questions with Confidence (00:10:31 – 00:11:39)

Donald wraps up the episode by summarizing his three-step framework:

Build your sales conversation around your strengths.
Use customer stories to explain why buyers switched from competitors.
Let prospects express their own concerns before responding with customer proof and relevant examples.

Themes Discussed

How to discuss competitors professionally
Positioning your solution without badmouthing others
Using customer stories to build credibility
Leveraging online reviews in sales conversations
Asking better questions during competitive deals
Building trust through evidence instead of opinion

Key Quote from the Episode

"How you can talk about your competitor without badmouthing them is to have your customer do so."— Donald C. Kelly

Resources Mentioned

G2 Reviews
Google Reviews

Follow Donald on LinkedIn:

https://www.linkedin.com/in/donaldckelly

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.

7 Steps to Making 7 Figures in Enterprise SaaS Sales | Brandon Fluharty - 2016 Jul 03, 2026

Show notes

What separates sales professionals who earn six figures from those who consistently earn seven?

In this episode, Donald sits down with Brandon Fluharty, enterprise SaaS sales leader, speaker, and author of The Seven-Figure Millennial. Brandon shares the mindset, systems, and practical strategies that helped him become a seven-figure earner without subscribing to hustle culture.

Throughout the conversation, Brandon explains why success in enterprise sales comes from slowing down. Choosing the right opportunities. Building meaningful customer relationships. creating a personal operating system that supports consistent performance.

If you're selling into enterprise accounts, leading complex deals, or looking to improve your sales career without burning yourself out, this episode is packed with actionable insights.

Episode Breakdown with Timestamps:

Brandon's Journey Into Enterprise Sales (00:06:03 – 00:06:56)

Brandon shared how he transitioned from DJing while starting his sales career to eventually becoming a seven-figure enterprise SaaS seller.
According to Brandon, reaching seven figures happened much faster than expected and taught him that success is about enjoying the process rather than chasing a destination.
He explained that falling in love with the daily work mattered more than the financial milestone itself.

Why Slowing Down Helps You Sell More (00:06:56 – 00:09:32)

Brandon introduced the philosophy that changed his career: slow down in order to speed up.
He explained that constantly hustling and chasing every opportunity drains both time and energy.
Instead, he focused on becoming intentional about where he invested his effort and chose accounts where he could create the greatest impact.

Protecting Your Time and Energy (00:09:32 – 00:12:57)

The discussion shifted to why focus is one of the most valuable skills in enterprise sales.
Brandon explained his Diamond Standard framework for identifying ideal accounts instead of trying to sell to every large company.
He also shared why understanding the customer's experience gave him credibility when speaking with executive buyers.

The Three Truths About Seven-Figure SaaS Sales (00:14:18 – 00:17:09)

Before explaining his framework, Brandon outlined three realities every seller should understand.
According to Brandon, seven-figure earners typically sell to enterprise organizations, develop confidence through experience, and remain patient during long sales cycles.
These three foundations make the rest of his seven-step framework possible.

Find the Right Sales Environment (00:17:09 – 00:20:00)

Brandon explained why choosing the right company matters as much as developing sales skills.
Rather than joining the largest organization, he recommends finding a company that's mature enough to support enterprise deals while still allowing individual sellers to make a meaningful impact.
He also encouraged sales professionals to focus on industries creating long-term transformation, such as AI, cybersecurity, and cloud technology.

Build a Transformation Mindset (00:20:00 – 00:21:32)

Brandon believes the best enterprise sellers don't sell products.
They sell transformation.
Instead of focusing conversations around features and pricing, he encourages sellers to help customers rethink how their businesses operate and prepare for long-term change.

Be Strategic About Your Target Accounts (00:21:32 – 00:26:49)

Brandon explained how the Japanese concept of Ikigai helped him rethink account selection.
Rather than accepting every opportunity, he prioritized companies that aligned with his interests, expertise, motivation, and ability to create meaningful change.
According to Brandon, purpose creates the motivation needed to navigate long enterprise sales cycles.

Create Your Diamond Standard (00:29:02 – 00:30:34)

Brandon shared the five criteria he uses to identify his ideal accounts.
His Diamond Standard focuses on opportunities that are personally interesting, industry-leading, aligned with his expertise, capable of moving quickly, and large enough to justify significant investment.
He explained that every seller should create a personalized framework rather than copy someone else's.

Turn Imposter Syndrome Into a Strength (00:30:53 – 00:33:01)

Brandon discussed why imposter syndrome becomes more common as sales professionals advance.
He shared how embracing his introverted personality allowed him to become a better listener and deeper strategic thinker.
Instead of viewing personality traits as weaknesses, Brandon encourages sellers to turn them into competitive advantages.

Win Bigger Deals Through Collaboration (00:33:01 – 00:35:18)

According to Brandon, seven-figure deals are never won alone.
He explained why successful enterprise sellers build strong partnerships with legal teams, solution consultants, executives, and marketing instead of trying to control every part of the process.
Collaboration, not ego, leads to larger opportunities.

Step Seven: Build a Personal Operating System (00:35:18 – 00:39:29)

Brandon concluded by introducing two personal frameworks: DFC (Discipline, Flexibility, Curiosity) and PREP (Plan, Rest, Effort, Perform).
These systems help sales professionals prepare effectively, adapt during conversations, reflect on performance, and avoid the burnout caused by hustle culture.
According to Brandon, consistent performance comes from operating intentionally rather than simply working harder.

Themes Discussed

The seven steps to earning seven figures in SaaS sales
Why slowing down leads to better sales performance
Building a transformation mindset in enterprise selling
Creating a strategic target account list
Overcoming imposter syndrome
Collaborating to win enterprise deals
Developing a personal operating system for long-term success

Key quote from the Episode:

"It's not a destination. It really is falling in love with the process." — Brandon Fluharty

Connect with Brandon Fluharty on Linkedin:

linkedin.com/in/brandonfluharty

Signup for Brandon’s Newsletter:

Be Focused Live Great

Visit Brandon’s website: brandonfluharty.com

Connect with Donald C. Kelly:

https://www.linkedin.com/in/donaldckelly

Sponsors:

HubSpot: hubspot.com
LinkedIn Sales Navigator: Start your 60-day free trial at [linkedin.com/sell
Blue Mango Studios: Turn your podcast into a lead generation machine at bluemangostudios.com

Featured Resources:

Be Focused Live Great: Brandon’s newsletter for insights on professional growth.
The Seven Steps to Earning Seven Figures: Brandon’s upcoming book on the "anti-hustle" guide to million-dollar SaaS sales.
Mistakes That Made Me podcast

Credits:

How "The Practice" and Being Different Can Help Sellers Connect With More Prospects | Seth Godin - 2015 Jun 29, 2026

Show notes

show notes

Building Resilience In a Tough Sales World | Mark Divine - 2014 Jun 26, 2026

Show notes

show notes

What Got You to President's Club Will Not Keep You There | Meredith Elliott Powell - 2013 Jun 22, 2026

Show notes

show notes

Dream BIG: What Every Sellers Must Do To Shatter Their Dreams | Jason VanDevere - 2012 Jun 19, 2026

Show notes

Don’t dream small as a seller. Always think bigger than what feels comfortable. My guest, Jason VanDevere, author of the bestselling book Dream Driven and founder of the Goal Crazy platform, shares an incredible story about his car dealership business and how a 90-day plan can completely shift results. He also breaks down five principles that challenge you to remove limitations and start moving toward bigger goals with intention.

Meet Jason VanDevere

Jason VanDevere is the author of the bestselling book Dream Driven and the founder of the Goal Crazy platform, which helps entrepreneurs set goals, manage their time, and actually follow through on what matters most.
After leaving his family’s successful car dealership business, Jason went on to build a multi-million dollar real estate portfolio and create the Goal Crazy Planner, now used by tens of thousands of people to stay focused and hit their goals.
He lives in Akron, Ohio with his wife and four children, and also shares insights as the host of the Goal Crazy Podcast.

The Power and Process of Dreaming Without Limits

How do you know which dreams actually matter? Jason shares that when he left his family’s successful car dealership, many people saw it as a mistake. But he trusted his system and his vision enough to move forward anyway.
For him, dreams are the space where your heart gets to express what it really wants without limitations. Goals are more structured and specific, but when your goals are connected to your deeper dreams, they carry real meaning and purpose.

Why Do We Limit Our Dreams

Most people don’t struggle with goals, they struggle with dreaming.
We spend so much time focused on bills, responsibilities, and staying afloat that we slowly shrink what we believe is possible. Survival mode becomes the default.
That’s why Jason intentionally creates space for dreaming. He’ll turn on music, step away from distractions, and spend about ten minutes visualizing the life he actually wants to build.

Setting Breakthrough Goals That Stretch You

After getting clear on your long-term dreams, the next step is choosing a yearly goal that currently feels slightly out of reach. Not impossible, but uncomfortable enough that it requires you to level up.
The goal should be exciting, but also demanding. It should push you to learn new skills, face fears, and step outside what feels familiar.
Jason draws from Tony Robbins’ philosophy here, emphasizing that the real value is not just hitting the goal, but becoming the person who is capable of achieving it.
If it already feels easy or fully within reach, it is not a breakthrough goal. It is just another task on a checklist.
The purpose of this approach is growth. You are constantly stretching, evolving, and aligning your actions with a bigger vision of what you are capable of becoming.

“A problem with goal setting is that many people skip the dreaming step. You can still set goals without dreams, but they lack direction and meaning. Without that, people end up in survival mode, just working to stay afloat. When goals are tied to real dreams, they become meaningful and bring purpose back into your life.” — Jason VanDevere

Resources

Connect with Jason VanDevere on LinkedIn and visit GoalCrazy.com to explore his planners, resources, and coaching opportunities.
Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship 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

The Return of Trade Show and Human-to-Human Interaction | Yiannis Gavrielides - 2011 Jun 15, 2026

Show notes

We’re tapping into a Renaissance era in sales. AI is changing how sellers operate, but human connection is still what builds trust and closes deals. My guest, Yiannis Gavrielides, Co-founder and CEO of Covve, shares how trade shows remain one of the strongest ways to build real relationships in a digital-first world.

Meet Yiannis Gavrielides

Yiannis Gavrielides is the co-founder and CEO of Covve, a lead capture and relationship intelligence platform helping sales teams and professionals turn every meeting into a real pipeline.
Covve is used by over 2 million people across 130+ countries, from solo founders to global companies like Delta and Prudential.
A serial founder across technology, media, and hospitality, Yiannis built Covve on one core belief: in an AI-first world where emails, decks, and even calls can be automated, trust is still the one thing technology cannot replace.
Before Covve, he worked in consulting and banking in London. Today, he focuses on helping sales teams turn human connection into their most defensible competitive advantage.

Basics of Building Trust in Sales

We’re living in an era where everything is being automated, from emails to scheduling to large parts of the sales process.
But even in a digital-first world, very few people can walk into a room and naturally connect with everyone by the end of an event. Shout out to my good friend Jared for being able to do this.
Connection is everything in sales. Instead of focusing on selling right away, the real shift is learning how to stay curious about people.
Yiannis shares insights from anthropologist Professor Robin Dunbar. When we meet someone new, we immediately start looking for shared signals.
Things like accent, humor, interests, or communication style. These small cues help us decide, often subconsciously, whether a connection is forming. That first layer of recognition is what builds trust.

Re-Booking Meetings for Success

Successful trade show follow-up starts before the event even happens. The key is identifying the right people you want to meet and setting meetings in advance whenever possible.
Use LinkedIn and AI tools to research key attendees so you can connect over shared industry insights instead of leading with a sales pitch.
The goal is simple. Build relationships first, and let business conversations follow naturally.

Finding the Right Trade Shows & Preparation

Start by clearly defining your ideal customer profile so you know exactly who you are targeting, including companies, roles, and regions.
From there, use tools like 10times and Evensi, along with AI, to research and organize trade shows. This helps you evaluate events based on timing, size, and relevance to your audience.
Bigger is not always better. The most effective events are the ones where your ideal buyers are actually present in meaningful numbers.
The real advantage comes from preparation. The most successful sellers are already identifying attendees and starting conversations before they ever arrive at the show.

“When we show up as human and treat the other person like a human being with curiosity and genuine interest, we start finding what we have in common. That’s what builds trust, and that trust can then grow into something more meaningful and useful.” — Yiannis Gavrielides

Resources

Get 20% off Covve business plans with code TSE26
The Networker: free newsletter and podcast on relationship building
Connect with Yiannis Gavrielides on LinkedIn.
Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship 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

Customer Success Series: Turn Customers Into Evangelist | Donald C. Kelly - 2010 Jun 12, 2026

Show notes

In the final part of this customer success and retention series, I share how businesses can move beyond simple transactions and turn satisfied customers into true brand evangelists. The focus is on creating experiences that people remember and naturally want to talk about.

The Power of Memorable Experiences

Brand evangelists are not created by accident. They are built through intentional experiences that feel thoughtful and immersive.
Some of the best examples of this come from companies like Disney, where every detail is designed to fully immerse guests in the experience.
Chick-fil-A, where every interaction is grounded in gratitude and positivity. And the Ritz Carlton, where employees are empowered to solve problems quickly and go above and beyond for guests.

Small Gestures, Big Impact

You do not need massive systems to create loyal customers. Often, it is the small things that make the biggest difference.
Simple actions like handwritten notes, birthday messages, or personalized videos can go a long way. Taking time to actively listen and truly acknowledge customers also helps them feel seen and valued.
Even recognizing milestones like one-year anniversaries or highlighting loyal customers can strengthen the relationship.

The Four Levels of Buying

Customers typically move through four stages in their relationship with a brand.
It starts with a buyer, then a repeat buyer, followed by a loyal customer. The highest level is an evangelist, someone who not only stays with your brand but actively refers others and speaks positively about your business in places like podcasts, social media, and conversations.

“Usually it's not taking a huge fix to be able to switch and get people to become evangelists. It's just the little things. And I can tell you those little things are what make a difference.” - Donald C. Kelly.

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship 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

Customer Success Series: The 5 Pillars of Customer Success | Donald C. Kelly - 2009 Jun 08, 2026

Show notes

It costs 5x more to attract new customers than to retain existing ones, which is why client retention matters so much. For part two of this series, I am going over the five pillars of customer success.

Pillar 1: Exceptional Onboarding

Strong customer success starts the moment a client says yes. Onboarding should feel seamless, intentional, and personal, using things like welcome emails, videos, and thoughtful check-ins to make customers feel valued right away.
This stage is also where buyer’s remorse can show up, so a strong onboarding process helps reinforce that they made the right decision. Even small personal touches like a handwritten note or a public shout-out can create a deeper connection early on.

Pillar 2: Consistent Communication

Retention depends heavily on staying visible. Customers should not feel forgotten after the sale, which is why consistent communication matters.
This can be done through newsletters, social media updates, or ongoing educational content that helps them get more value from what they purchased. Over time, this kind of communication builds familiarity and creates a sense of belonging with your brand.

Pillar 3: Deliver Unexpected Value

One of the most powerful retention tools is giving customers more than they expect. Small, thoughtful gestures can leave a lasting impression and strengthen loyalty.
This might look like surprise gifts, unexpected discounts, or sharing insights that would normally be behind a paywall. Exclusive content, private access, or special events can also make customers feel like they are part of something unique.

Pillar 4: Focus on Customer Success

Customer success is not just about satisfaction. It is about results.
Instead of simply asking if customers are happy, the focus should be on whether they are actually achieving their goals. When they are struggling, it becomes the responsibility of the business to step in with guidance, support, and hands-on help to get them back on track.

Pillar 5: Referral and Advocacy System

Many customers are willing to give referrals, but very few businesses actually ask for them in a structured way.
Building a system around referrals means making it easy, natural, and consistent. This includes asking at the right moments, encouraging testimonials, and recognizing customers who refer others. Over time, this turns satisfied customers into active advocates for your brand.

“91% of customers say they would be willing to give a referral, but only 11% of salespeople actually ask. That gap represents a major misalignment in the sales process.” — Donald C. Kelly

Resources

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship 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

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