The Sales Evangelist

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Missed Quota Series: Prospecting With A Net Rather Than A Spear! | Donald C. Kelly - 1998 May 01, 2026

Show notes

40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals.

Leverage Intent and Relevant Data

A big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution.
That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection.
When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early.

Utilize Advanced LinkedIn Searching

Instead of reaching out to everyone, focus on a smaller group of people who are more likely to respond.
You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in their roles or who have been active on LinkedIn in the past 30 days.
You can also look at who they are connected to, especially if they follow industry influencers or are part of specific associations. That gives you a stronger starting point for outreach.

Systematize Referrals

Referrals are one of the most overlooked opportunities in sales.
Most prospects are open to giving referrals, but very few salespeople actually ask for them. That is a missed opportunity.
Start making it part of your process. When you are working with a client, ask if they know others who are dealing with similar challenges. A simple ask can open the door to warmer conversations.

Target Niche Local Events

Not every opportunity comes from online outreach. Smaller, more focused events can be a great way to connect with people directly.
Think industry meetups or informal gatherings where conversations happen more naturally.
These settings make it easier to build relationships and lead to introductions that feel more genuine.

The Fortune Is in the Follow-Up

Even when you get in front of the right people, it does not mean much if you do not follow up.
A large percentage of event attendees have the authority to make buying decisions, yet most leads never receive any follow-up at all.
That is where the real opportunity is. Following up within 12 to 24 hours and staying consistent with your outreach can be the difference between being remembered and being forgotten.

“Nine out of ten prospects are willing to give a referral, but only about 11% of salespeople actually ask.” - Donald C. Kelly

Resources

Do you need help on getting more referrals? Check out episode 1976.
Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship 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.

Missed Quota Series: They Were ONLY Selling 11 Hours Per Week! | Donald C. Kelly - 1997 Apr 27, 2026

Show notes

Salesforce found that reps spend just 11 hours per week actually selling. That means nearly 70% of their time is spent on everything else. So where is it going? Let’s break down what sellers are really doing and why it’s keeping them from hitting quota.

Identifying Time-Bleeding Tasks

Let me show you what’s really taking up their day. A lot of it comes down to necessary work that just takes way too long. Think about the time spent digging for information before a call. That can easily turn into 45 minutes of manual research for one prospect.
Then there’s building proposals and assessments. Reps are sitting there formatting documents, choosing layouts, and putting together decks when that time could be spent in front of a customer.
On top of that, you’ve got CRM updates, data entry, and internal meetings that keep pulling reps away from actual selling. It all adds up fast, and before you know it, the day is gone without much time spent with buyers.

Leveraging AI and Process Optimization

So how do you fix it? It starts with getting rid of the work that does not need to be done manually.
AI is making that a lot easier. Instead of spending close to an hour researching a prospect, reps can pull together key insights in just minutes. CRM updates can be automated. Meeting notes can be summarized without lifting a finger.
And when it comes to proposals and documents, this is where better systems come in. Instead of starting from scratch every time, teams can use templates or even hand off parts of the process so reps can stay focused on selling.
The goal here is simple. Take as much off the rep’s plate as possible so they can spend more time doing the one thing that actually drives results.

Actionable Steps for Leaders and Reps

If you want to fix this, both leaders and reps have to take a hard look at how time is being used.
Start by tracking it. Spend a week writing down exactly where your time goes. Prospecting, emails, research, meetings. When you see it on paper, it becomes a lot clearer where the gaps are.
From there, leaders need to step in and protect selling time. That means cutting back on unnecessary meetings and making sure reps have systems that actually support them.
And finally, simplify the tools. When everything is scattered across different platforms, it slows everyone down. Bringing those tools into one place makes it easier to work faster and stay organized.
At the end of the day, this is about making sure your reps are spending more time in front of customers and less time stuck in the background work.

“Time is ticking and time is money.” - 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

Missed Quota Series: The AI Gap is Real...You Debate "It's A Fad, While Your Competitor Is 6 Months Ahead of Your | Donald C. Kelly - 1996 Apr 24, 2026

Show notes

Salesforce found that sellers who use AI are 3.7 times more likely to hit quota. So what are they doing differently? Let’s break down how AI is helping sellers work more effectively and why it’s becoming a core part of modern sales.

Maximizing Efficiency in Prep and Prospecting

AI is taking a lot of the busy work off a seller’s plate, especially when it comes to prep and prospecting.
Instead of spending 45 minutes digging into a single prospect, sellers can now pull together key insights in just minutes using tools like ChatGPT or Claude. That kind of time savings adds up fast.
And it changes how sellers spend their day. When you’re saving 30 minutes or more per prospect, that time can go back into higher-value activities like engaging on LinkedIn or actually reaching out to prospects.
AI is also making personalization easier to scale. Sellers can quickly find relevant details about a prospect and use that information to craft more thoughtful, tailored outreach without starting from scratch every time.

AI as a Sales Coach

AI is not just helping with research. It’s starting to act like a built-in sales coach throughout the deal cycle.
Sellers can use it to think through different scenarios before a call ever happens. By plugging in meeting notes or past conversations, AI can highlight potential risks and help them prepare more effectively for discovery.
It’s also useful when it comes to handling objections. Instead of guessing how to respond, sellers can use AI to brainstorm different approaches, especially when they’re up against a specific competitor.
And before a deal moves forward, AI can help pressure test it. Sellers can ask it to find gaps, weak points, or anything they may have missed so they can tighten their approach before presenting a solution.

"You're shrinking the busy work so you can focus more on selling." - 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

Missed Quota Series: Your Deal Didn't Die, Tariffs Put It on Ice | Donald C. Kelly - 1995 Apr 20, 2026

Show notes

You’re feeling the impact of the tariffs, aren’t you? They keep your deals from moving forward. Luckily, I came up with three ways to move those tariff blocks out of the way and make everything move in your favor.

1. Show Them What It’s Costing to Wait

When deals stall, it’s easy for companies to pause spending and focus on what feels urgent right now. But waiting comes with a cost.
Instead of pushing harder, help them see what happens if nothing changes. What does it cost the business to delay? What risks are they taking on by doing nothing?
When you lay that out clearly, the conversation shifts. It is no longer just about spending money. It becomes about avoiding a bigger loss.

2. Ask What Needs to Change, Not “When”

Most sellers follow up with one question: “When can we move forward?” That question does not move the deal.
A better approach is to ask, “What needs to happen for this to become a priority again?”
Now you open up a real conversation. You start to understand what is actually blocking the deal, whether it is budget, timing, or internal pressure. Once you know that, you can position yourself to help move things forward.

3. Stay Present So You’re First When It Opens Back Up

Sometimes there is nothing you can do at the moment. The deal is simply frozen. That does not mean you disappear.
Stay in motion. Check in, share insights, and send relevant updates that keep you top of mind without being pushy.
When things start moving again, the seller who stayed present is usually the one who gets the deal.

“Delays don’t kill deals. Ignoring the cost of waiting does.” - 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

Missed Quota Series: You Won Your Champion and Still Lost the Deal Here's Why | Donald C. Kelly - 1994 Apr 17, 2026

Show notes

Today, most deals involve 11 to 13 decision-makers. Nobody wants to be the one held responsible if things go wrong. So instead of one decision-maker, you’re dealing with a full committee. That’s one of the biggest reasons deals stall, and that’s what we’re getting into in this Missed Quota episode.

Why Deals Stall Even When You Do Everything Right

You’ve done your research. You ran a solid discovery. The demo went well. And then the deal just sits there.
A lot of times, it’s because you didn’t know who was really involved in the decision.
On top of that, buyers are spending less time talking to sellers. They’re doing their own research and only bringing you in for a small part of the process.
That means if you’re not connected to the right people, you can lose the deal without even realizing it.

Build a Champion Toolkit

If you have a champion inside the company, you need to set them up to win when you’re not in the room.
That means giving them the right information to speak to different stakeholders. Think about what the CFO cares about. Think about legal, procurement, and leadership.
Give your champion the tools to answer those questions so they can confidently represent your solution.

Map Out the Buying Committee Early

Don’t wait until the deal slows down to figure out who’s involved. Work with your champion early to identify everyone who has a say in the decision.
Then figure out what matters to each person. When you understand their priorities, you can tailor your approach instead of guessing.

Multi-thread Your Way Into the Deal

Your champion can’t carry the entire deal on their own. Ask for introductions to other stakeholders. Get in front of people like the CFO or anyone else influencing the decision.
Speaking directly to their concerns, makes it easier for the deal to move forward and take pressure off your champion.

“The first thing you need to recognize is that there are a lot more people involved in deals today than there used to be.” - 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

Missed Quota Series: The Dark Funnel - The #1 Reason Sellers Missed Quota In Q1 | Donald C. Kelly - 1993 Apr 13, 2026

Show notes

A lot of sellers are working hard but still falling short in Q1. The challenge isn’t always activity. It’s timing. This is part two of the missed quota series, and I’m sharing why buyers are already far into their journey before you ever connect with them and how you can show up sooner.

Why Q1 Feels So Difficult for Sellers

Most sellers wonder why Q1 feels so tough, and a big part of it comes down to this. By the time you’re getting in front of a buyer, they’re already about 67% through their decision-making process.
They’ve done their research, explored options, and in many cases already have a shortlist before you even show up.

The Buyer’s Shift: The Dark Funnel

This is what I call the dark funnel. It’s everything happening behind the scenes before a buyer ever talks to you. And here’s the reality. A lot of buyers prefer it that way.
Gartner found that 61% of B2B buyers want a seller-free experience early on, and 43% of executives are discovering solutions through social media. If you’re not visible during that stage, you’re already behind.

Content Is How You Show Up Early

So how do you get ahead of that? You’ve got to start thinking like a content house. If you’re not consistently showing up with insights, you’re invisible while buyers are forming their opinions.
This isn’t about posting just to stay active. It’s about sharing content that actually helps your ideal customer think through their challenges.

What to Share to Stay Relevant

If you’re in something like cybersecurity, think about the kind of content your buyers care about.
Break down major breaches and what companies can learn from them. Explain new compliance changes in a way that’s easy to understand.
Share real-world insights based on what you’re seeing in the field. This is the kind of content that builds trust before a conversation ever happens.

Consistency Over Virality

You don’t need to go viral to win. You need to be consistent.
Aim for about three quality posts a week that speak directly to your ideal customer profile. Over time, that consistency is what keeps you top of mind.

Make Your LinkedIn Profile Work for You

And while you’re doing all of this, don’t overlook your LinkedIn profile. That’s often the first place buyers go when they come across your name.
Make sure your headline clearly shows how you help clients. Use keywords they’re searching for, and back it up with real credibility in your experience section.

"Sales professionals who master social selling, create 45% more opportunities and are 51% more likely to hit their quota." — Donald 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

Missed Quota Series: 10 Data Backed Reasons Why Seller Missed Q1 Targets | Donald C. Kelly - 1992 Apr 10, 2026

Show notes

A slow Q1 isn’t random. There are patterns behind why many sellers miss their targets early in the year. I’m walking through ten of those challenges and how you can turn things around.

1. Tariff Uncertainty Is Freezing Decisions

A lot of companies are hitting pause right now because of tariff uncertainty. When businesses don’t know what’s coming next, they delay decisions.
In fact, 82% of U.S. firms reported declining sales after tariffs took effect, which is leading to a lot more hesitation.

2. Buyers Are Cutting Costs

Prospects are being more cautious than ever. Budgets are tighter, spending is under more scrutiny, and even existing contracts are getting reduced.
Around 78% of business buyers say they’re being more careful with spending, and it’s starting to show in lower win rates.

3. The Global Economy Is Slowing Things Down

There’s a broader slowdown happening, and it’s affecting how businesses spend. B2B spending is contracting, and global GDP growth is cooling, which is stretching out buying cycles across the board.

4. Sales Reps Aren’t Spending Enough Time Selling

A big chunk of a rep’s day is going toward admin work, internal tasks, and switching between tools.
On average, reps are only spending about 28% of their time actually selling, which makes hitting targets a lot tougher.

5. Buyers Are Doing Their Homework Without You

By the time a sales rep gets involved, buyers have often already done most of their research.
Around 67% of the buyer’s journey is completed independently, meaning prospects are forming opinions long before sales has a chance to step in.

6. Deals Are Getting Stuck in Committees

More deals now involve multiple stakeholders, sometimes seven or more people. That naturally slows things down and makes it harder to build alignment and move decisions forward.

7. Prospecting Is Taking Too Long

Reps are spending a huge portion of their time just trying to find the right people to talk to. Roughly 40% of their time goes into prospecting, and even after events or outreach, follow-up rates can still fall short.

8. Quotas Don’t Match Today’s Reality

Many quotas were set based on a completely different market environment. Right now, average attainment is sitting around 43%, which shows just how far expectations are from reality and why burnout is becoming more common.

9. The AI Gap Is Turning Into a Performance Gap

Teams that are using AI are moving faster and seeing better results. About 89% of revenue organizations are now using AI, and those teams are consistently hitting quota at higher rates than those who aren’t.

10. Turnover Is Slowing Everything Down

Sales teams are dealing with high turnover, with around 25% of reps leaving each year.
On top of that, new hires take time to ramp up, which can slow productivity if teams don’t have the right support in place.

“Sales reps are burning out and leaving because they’re chasing quotas built for a market that no longer exists.” - 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

Three Ways To Increasing Velocity & Getting Cold Deals Unstuck | Karen Kelly - 1991 Apr 06, 2026

Show notes

Getting deals unstuck can feel frustrating, especially when you reach the end of a quarter and nothing seems to be moving. Karen Kelly, one of the 100 most powerful women in sales 2025, breaks down how the way you show up in your sales process can be the difference between a deal that stalls and one that moves forward.

Meet Karen Kelly

Karen Kelly is a sales trainer, coach, and speaker who has spent over 20 years helping sales professionals improve how they show up and sell.
Having experienced the challenges of sales firsthand, she understands what it feels like to navigate uncertainty, missed opportunities, and stalled deals.
Her approach is centered on rehumanizing the sales process. Instead of relying on scripts and surface level tactics, she teaches how to build genuine conversations that create trust and move deals forward.
Through her training, coaching, and workshops, Karen helps sales professionals shift their mindset, take intentional action, and build stronger, more meaningful relationships with their clients.

Reframe Your Mindset

The first step is to reframe. Before you even send an email or get on a call, ask yourself how you are showing up. Are you focused on helping or just trying to close
Karen shared that language shapes reality. When you shift from “I have to” to “I get to,” everything changes.
Your energy shifts, your confidence improves, and your conversations become more customer focused. Buyers can feel the difference.

Reveal the Human Side

Instead of hiding behind a perfect, polished version of yourself, bring authenticity into the conversation.
Share experiences, lessons, and even past mistakes that shaped how you work today.
When you open up, your prospects feel safe to do the same. That is when real conversations happen.

Revisit the Fundamentals

Go back to the basics of selling. Does your prospect actually recognize the problem? Do you have alignment and buy in? Are you following up consistently?
Karen reminded us that many deals stall because we skip these simple steps. They may not be exciting, but they are what move deals forward.

“Reveal is a big one. A lot of people are still giving the illusion of perfection, but it doesn’t exist.” - Karen Kelly

Resources

Connect with Karen Kelly on LinkedIn or visit her website to learn how she helps sales professionals drive real results.
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

From Two Sales Per Year to Over 100 Qualified Appointments Per Month | Eric Samson - 1990 Apr 03, 2026

Show notes

Sometimes selling comes at the most unexpected moments in life. As an entrepreneur you’re selling your business to customers and you need to go from zero to hundreds fast. Eric Samson, CEO & founder of Group8A, is here to share how he went from hoping deals would come in to building a system that brings in sales opportunities every single month.

Meet Eric Samson

We’ve all experienced consultants who promise big results but fall short. For small businesses, that can be costly.
Eric Samson knows this firsthand. Before founding Group 8A, he ran several e-commerce businesses and saw how ineffective marketing agencies could hurt growth.
That experience pushed him to build something different. He created Group 8A with a performance driven approach where the agency only grows when its clients do.
Today, Group 8A is a leading digital marketing agency in New York City, helping e-commerce brands scale and increase conversions.

From Hope to Predictability

What would it look like if your sales pipeline didn’t rely on luck?
That was the reality Eric faced. His business was built on strong operations and great service, but sales were inconsistent.
Referrals came in occasionally, but there was no real system behind it. At one point, two deals a year felt like a win.
Eric realized something had to change. Wishing for growth was not a strategy.

Setting the Right Target

The first shift came from setting a clear goal. Eric introduced what he calls a big, hairy, audacious goal. Instead of hoping for a few deals a year, the team aimed for two deals per month.
It did not matter that the number seemed small to others. What mattered was that it pushed them beyond their current reality.
Sometimes growth starts by simply choosing a target that feels just out of reach.

Solving the Right Problem First

One of the biggest mistakes Eric made was focusing on the wrong part of the sales process. He hired experts to help close deals before he even had consistent leads coming in.
That changed when he broke the process down step by step. If there are no leads, nothing else matters.
Once the team focused on generating conversations first, everything else started to fall into place.

Building a Scalable System

Eric and his team invested in outreach and found someone who knew how to generate appointments. From there, they optimized the process by separating high level work from simple tasks.
The result. Over 100 sales appointments per month!

“When you get outreach right, everything changes. When you get it wrong, you get nothing.” - Eric Samson

Resources

Connect with Eric Samson on LinkedIn or visit Group 8A to learn how his team helps e-commerce brands turn strategy into real results.
If you want to think bigger and set goals that actually push your business forward, take some time to read Built to Last.
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

How My Coaching Client Got Referrals From A Rejection | Donald C. Kelly - 1989 Mar 30, 2026

Show notes

It’s early in the morning, and you’re getting ready to look for prospects on LinkedIn. Every conversation is a precious gem, but how can you shine while reaching out? I have a LinkedIn strategy that helped my coaching client. I’m telling you it works because he got five referrals from using it.

Breaking Through the Noise on LinkedIn

One of the biggest challenges right now is standing out on LinkedIn. A strategy I’ve been using with a coaching client helped him build momentum when his pipeline was low.
He focused on a specific conference and engaged with people who liked or commented on the posts.
From there, he sent personalized connection requests along with short videos or voice messages to show he was a real person. No pitch right away, just starting the conversation and building engagement.

Turning a “No” into Referrals

One conversation stood out. He connected with someone who had used his software before but didn’t need it anymore.
Instead of moving on, he asked a simple question: who else do you know that could benefit from this? That one question turned into five referrals from a single “no.”

Maximizing Every Opportunity

Too many people walk away from conversations too early. Every interaction is a chance to move something forward. Sometimes that means asking for a referral, even if the answer isn’t yes.
People you’ve worked with before can be some of your best advocates. And this approach isn’t limited to LinkedIn. You can use it in emails, calls, or anywhere you’re having conversations.

“Your success isn’t on their mind, but when you ask, you shall receive.” — 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.

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