The Sales Evangelist

Donald Kelly

I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working.
Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!

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#50 in the Top 100 sales All time chart

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TSE 1330: Becoming the Best Storyteller Possible

The Sales Evangelist

08/17/20 • 31 min

Becoming the Best Storyteller Possible

Jim Benton is the CEO of Chorus AI, a leader in conversation intelligence, who helps people understand the conversation that their sales teams are having with their customers.

Technology is more important than ever as it can be used to tell stories that help your clients understand what it is you offer. However, with the pandemic, it is all the more challenging to know these stories within your sales team and what their activities might include.

Becoming the best storyteller

Three ways to become great storytellers:

Authenticity

A sales rep can be authentic and relaxed when he’s prepared. He has to understand what’s required of him to be present in the conversation and not be distracted.

Experience

Experience is tied to authenticity. The most authentic stories come from those that you have personally experienced. New sales reps who don’t have stories of their own can share what they observe. This means paying attention to the details of what is going on around them and the colleagues they work with.

Data

You need to have a way to validate and anchor the story so it connects to you and your client. The story is an effective way of building trust because people are more laid back when they’re sharing their stories. They’re more likely to exchange better information. As sales reps, this is where you need to be attentive. Once the story and rapport is established you can also add metrics and other relevant statistics to anchor a data point and enhance credibility.

Storytelling and technology

It’s critical to connect with people and technology helps us do that. It bridges the gap between sales reps and prospects. Once meetings have taken place, the sales team can use AI to share conversations everyone can listen to and learn from. It becomes an automated tool for coaching that comes straight from the customer.

“Becoming the Best Storyteller Possible” episode resources

Follow Jim Benton via his LinkedIn account.

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX 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.

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TSE 1371: How to Schedule More Sales Appointments Using Crmble.com

The Sales Evangelist

11/20/20 • 40 min

Crumble is a great tool to help sales reps schedule more sales appointments. In this episode, Joseph Villegas talks about how to use the tool more efficiently in scheduling appointments.

Joseph Villegas has been in pharmaceutical sales for two years now and still, his passion in the challenge of the industry is unwavering. The game has changed so much over the years that Joseph and other sales reps have to rely on their selling skills.

Schedule More Sales Appointments

Sales pharmaceutical is not the typical B2B sales where they reach out to doctors or customers via email with an attached clinical prescribing information.
The opportunities for sales reps to reach out with doctors is restricted as a lot of doctors don’t allow sales reps to barrage in their clinics, offices, or even do lunches with them.
It’s even worse now with the pandemic as seeing other people in person has become even more difficult.
Sales reps now rely on tools such as Zoom to adapt to the changes brought about by the pandemic while keeping their sales up.
There are always limitations when it comes to setting appointments but sales reps have to work around these limitations and go from there.
Joseph used to make do with excel sheets to remind him of his schedules and appointments but it was disorganized and affected his sales. The lack of a platform to help organizing the papers and documents wasn’t as effective as he thought.
It took a while for his team to build a virtual platform, they now use the tool called Viva Engage which is similar to Zoom but with product details and has slides. It allowed them to make detailed presentations.

Tools impact sales

Joseph’s decreased number in sales prompted him to evaluate his mindset. He changed his mindset and he also aimed to become more organized. He also started listening to several podcasts including The Sales Evangelist and heard about Trello and Crmble.
Trello and Crmble allowed him to be more organized and allowed him to see his appointments, schedules, and other tasks. He was able to have all necessary information in one platform.
With these tools, you can schedule your appointments and other tasks months ahead. Crmble also tracks your sales pipeline.

“How to Schedule More Sales Appointments Using Crmble.com” episode resources

Connect with Joseph Villegas on LinkedIn.

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.

This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by

TSE 1366: How Hook Points Draw People Into Stories

The Sales Evangelist

11/09/20 • 32 min

How do you grab your prospects’ attention? Sales reps all have their unique strategies and in this episode, Brandan Kane talks about his methods on capturing peoples’ attention.

Getting to know Brendan Kane

Brendan Kane is a growth strategist who helps brands, corporations, celebrities, B2B, and B2Cs stand out in saturated markets. He started out in the entertainment industry managing the digital divisions for two movie studios and realized he was an entrepreneur. That’s when he started building technology platforms and licensing them back to big media companies.

Grab your prospects’ attention

It’s important to understand that there are over 60 billion messages sent out on digital platforms each day. It’s a noisy and saturated world. This means you’re no longer just competing against your direct competition, you’re now competing against every piece of content.
Crafting a message is a skill. You must use hook points to grab your prospect's attention. The first 3-5 seconds are your only windows to create that pattern interruption.
Hook point is designed to win the first part of the conversation. There are three pillars to design hooks: Getting somebody to stop, formulating a story to maintain their attention, and doing it authentically.
One of the biggest mistakes that people are making is saying the same things repeatedly. Create a pattern interruption and be creative.
Brendan Kane uses subversive expectations. It’s a great way of flipping things on its head. It’s different from a clickbait.
When the interruption has been made, the next step is to maintain interest by telling a story that correlates to the interruption. This story is actually a message about how you can provide value while offering solutions for their pain points.
Most people make the mistake of creating a story based on how they perceive the world when it should be from the prospect’s point of view.
These days, it’s less about the content and more about the context. Most people have solid content but they don’t contextually package it in a way people listen and latch onto it.

“How Grab Your Prospect's Attention In 3-5 Seconds Using Hook Points” episode resources

Check out Brandan Kane’s LinkedIn profile or watch his free masterclass on creating hook points.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

TSE 1369: Using Your Unique Selling Proposition to Generate Good Sales Questions

The Sales Evangelist

11/16/20 • 31 min

Getting to know Kim Fredrich

Kim Fredrich helps small business sales reps feel more comfortable and confident about having sales conversations. With this pandemic, salespeople are having an especially hard time talking to potential clients. For Kim, there’s no right time like the present. Even as the future is uncertain for other business owners, Kim is building her second business which includes outbound sales for small service-based businesses and she’s authored the book, “If You Can Have a Conversation, You Can Sell”.

Use Questions as Unique Selling Propositions

Listening is an important part of selling. It’s how you are able to ask the right questions and make value propositions.
Always ask open-ended and conversational questions. Don’t give them the chance to stop the conversation with questions that can be answered with “no.”
Raise questions in a way that the answer is useful and valuable to both of you.
A lot of salespeople aren’t clear on what their value proposition is. They’re not aware of what will make their company better.
Be clear on your value proposition and put some time and effort into crafting good questions.
Have three to four questions that address the different parts of the value proposition. You can bring any of the four that is appropriate to the conversation.
Before you go in-depth into the sales process, you need to make sure that your products or services are actually a good fit for the person/business you're speaking with.
Be clear and be able to articulate your value proposition. For small businesses, you can talk to the owner and if you’re speaking to a big company, reach out to their marketing department.
The sales conversation must be tied to emotions. Don’t focus on the features.
Ask the right kind of open-ended questions and get them talking and listening. Let them share with you as well and in so doing, you’ll be building rapport.

“Using Your Unique Selling Proposition to Generate Good Sales Questions” episode resources

Connect with Kim Fredrich on LinkedIn.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

TSE 1368: Emotional Intelligence for Sellers: Be Kind

The Sales Evangelist

11/13/20 • 32 min

Emotional intelligence is an important factor in making sales reps effective in their jobs.This includes being kind throughout your business practice. How is emotional intelligence going to further your sales revenue? Let’s find out in this episode.

Cole Baker-Bagwell has been a Yogi for 26 years and one of the first rules of Yoga is the ethical rule to do no harm. This entails practicing compassion and kindness which are powerful enough to change the perception of their experiences and other outcomes.

Emotional intelligence - Be Kind

Many sales reps today, especially the beginners, can get caught up in product knowledge and competition. As a result, there may not default to compassion and kindness as a practice. This can hinder them from getting to a solution that is beneficial to the customer.
Awareness and mindfulness are important but these concepts have been diluted and misinterpreted in today’s society.
Jon Kabat-Zin’s says that mindfulness is awareness. It means paying attention in a particular way, on purpose ,without judgement. We need to cultivate that awareness, the first level of emotional intelligence, before you can engage.
Developing that mindfulness makes it easier for you to show up and uphold a commitment to do no harm in every single part of your business.
Many sales executives and sales professionals are held to a quota. When the quarter almost ends, the pressure brews and some and them may feel this pressure inside their own bodies. This pressure can be difficult to manage if there isn’t a state of mindfulness.

Choose kindness and awareness

The pressure then prompts the sales professionals to work from a place of desperation. These feelings can increase the likelihood of missing out on awareness, of connecting thought with word and action.
The whole idea of the race is created by human beings, a pace we have chosen. Everyone is running in a race and multitasking and somehow, people forgot about collaboration, generosity, and
compassion. It all boils down to the choices people make.
Remember who you’re serving, what you’re doing, and why it matters to them.
Business is about offering value and building relationships. It’s not limited to just reaching your quota for the quarter.
Ask yourself these questions - what kinds of sales motions do I put in place? How do I create policies as a sales executive?

“Emotional Intelligence for Sellers: Be Kind” episode resources

Connect with Cole Baker-Bagwell via LinkedIn. You can also check out her website.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial...

TSE 1367: The Real Reason Why You Are Having "Bad Luck" When Prospecting

The Sales Evangelist

11/11/20 • 17 min

Prospecting is not an easy part of the sales process and sometimes, sales reps don’t have much luck with it. How do you change your luck for prospecting? Let’s talk about that in this episode.

Bad Luck in Prospecting

Some sales reps just find prospecting is difficult. Donald finds that acknowledging and correcting cognitive dissonance can be helpful in amending that problem.
When it comes to cognitive dissonance, it’s basically a thought, a theory, or an idea that can be opposed to the reality we want to achieve. You can’t have two opposing thoughts going on at the same time.
When prospecting, a sales rep will believe that someone will, or will not, pick up the phone or answer the door. There are these two opposing forces within each salesperson.
When a sales rep leans into a more optimistic point of view, it changes the way they perform, their demeanor, confidence, and the words they say.
The optimists are probably the most willing to solve the clients’ problems and more willing to help other sales reps who are struggling in prospecting as well. That optimistic nature is felt by the prospect and the prospect is more likely to respond positively.
Sales reps shouldn’t listen to their negative thoughts or to their bad wolves. Lessen “bad luck” by lessening cognitive dissonance and not feeding the more negative aspects of your mind.

Get rid of bad luck in prospecting

Focus on the most important things. The brain doesn't have any idea what’s real and what’s not when it comes to perceiving the truth so you need to define the reality you want your brain to follow.
Your chances of performing better in your prospecting increases significantly when you're feeding the right thoughts.
Surround yourself with people who help you develop a positive outlook in prospecting.
Become a part of the sales community who help you and look for programs to learn more about how to prospect effectively.
Luck is the intersection of opportunity and hard work. Focus on the positive side aspects of the work and your success.
Believe that you can do it and start thinking accordingly. Your actions will follow.

“The Real Reason Why You Are Having "Bad Luck" When Prospecting” episode resources

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

TSE 1370: Meet Revenue By Understanding the Buyer's Journey

The Sales Evangelist

11/18/20 • 34 min

Getting to know Christina Mautz

Christina is the chief marketing officer and head of sales at Moz, an SEO platform search engine optimization.

Know your ideal customers

The biggest current problem is the abrupt changes that have happened throughout this year. As a result, we are now in a place where we are having to do things differently.
With so many changes, it’s important to really understand your customer and meet with the people who need what you’re offering.
It’s important to slow down instead of speeding up. Take a step back and assess if you really know who your ideal customers are.
As sales reps, we should be building awareness and driving consideration and interest so the customer is ready to purchase.

Understand the buyer’s journey

Since the introduction of the internet, the buyer’s journey is no longer linear. The ability to connect and talk with other people online, has made information easy to share across channels. People are now trying to find their own solutions.
Sales reps need to understand what the clients and prospects are asking and at which part of the sales journey they’re in. They may still be in the stage where they need help understanding that there is a problem.
Researching gives you insight into the things that your customers are trying to figure out.
In every stage of the journey, the opportunity is in knowing what they need.
Christina recommends mapping their journey as it helps sales reps check where their customers are at any given time.
Think about their journey and develop content for each stage. It doesn’t have to be huge but it has to be effective and it needs to be a solution that the customer is looking for.
Headline the content with the words that the customers are using and searching for. This is where SEO comes in.
In this time of COVID19, businesses need to put effort into their local SEO especially for businesses with physical store locations, regardless if it’s open or not. You need to get the message out that the business continues to serve its customers and you do that via local SEO.
Do not assume you know what’s best for your customers until you truly have empathy for what it’s like to be in their shoes.

“Meet Revenue By Understanding the Buyer's Journey” episode resources

Connect with Christina Mautz on LinkedIn. You can also check out their company website.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder wr...

TSE 1365: Crafting an Effective Outreach Message That Gets Responses

The Sales Evangelist

11/06/20 • 30 min

Getting to know Cody Butler

Cody Butler is a marketing coach and consultant for lead generation sales. He helps companies with the toughest aspects of their businesses. In this episode, Cody Butler shares his expertise on how to get responses by crafting effective outreach messages.

Crafting effective outreach message

One of the biggest mistakes people make is the lack of brevity. Everyone is so busy they’re sending messages that are dense and hard to navigate.
The messages Cody sends taps into clients’ biggest existing desires. You need to figure out what they want before sending an outreach message.
The goal is to get the person to engage so don’t ask too much in the first email. In this initial email you only need the prospect to raise their hand and say yes!
The second email provides the overwhelming your solution is what they need and you offer a very low key call to action.
In all your communication, what you are looking for is to mitigate potential objections to get the outcome that you want.
Go to Reddit, Quora, and other forums if you’re not entirely familiar to get more acquainted with people who fall in your niche.
In forums, you don't have to present the answer, you just need to ask the question. Ask questions pertaining to your brand and niche to really narrow down the interests of your target audience. You also need to understand the questions people are asking.
The people reading your outreach message shouldn’t be able to answer with, “So what?” It should be a message that requires a Yes or a No.
Keep it simple and benefit-driven. At maximum, an outreach message should be two sentences long. Don’t let it sound like you’re deciding for them. Let the market decide if the message is going to work.
Personalize your messages and instead of the subscribe/unsubscribe link, go for the stop receiving these emails or don’t email me again.

“Crafting an Effective Outreach Message That Gets Responses” episode resources

Connect with Cody Butler via LinkedIn and also check out Cody Butler’s book, The 90 day Marketing Plan. Visit his official website to learn more.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

TSE 1364: Sales Mindset Training is a Joke!

The Sales Evangelist

11/04/20 • 20 min

Donald didn’t believe in sales mindset training and it affected the sales process. Eventually, that belief changed. In this episode, Donald talks about how and why it changed.

Sales Mindset Training

Teaching somebody how to prospect means you’re also teaching them how to land more deals.
Donald went through a program called Thought Pattern for High Performance on CTV. It helped him understand that there’s more to a sales mindset than just the idea of a pep rally or giving somebody a quote.
Sales mindset is more about behavioral changes. It’s about making positive changes and looking at things you can control.
The pandemic has affected the mindset of many people and some of the changes haven’t been for the better. There is a need to regulate our thinking and look at our behaviors.
Underperforming salespeople would say that they don’t have time for prospecting because they’ve been busy doing other things. Top performing salespeople, on the other hand, are prospecting consistently.
Underperforming sales reps have excuses while top performing sales reps have successes.
Thoughts and desire lead to our beliefs and our belief leads to action.
Top performing sales reps have the belief or the desire to succeed. This belief system leads them to action and as a result, they find people to help.
Don’t stop learning and keep validating your beliefs. Teach yourself to make it a habit to have good beliefs that lead to great actions.
An individual must change his/her belief to change the pattern of what he/she is doing.
Sales leaders need to be aware of what their sales reps believe before they can help them improve their skills in prospecting.
Use tools like Pipedrive and Wingman. These tools, however, won’t help you if you don’t change your mindset first.

“Sales Mindset Training is a Joke ” episode resources

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX 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.

TSE 1372: Convert Prospects Using Text Messaging Tactics

The Sales Evangelist

11/23/20 • 31 min

There are many ways you can convert prospects to clients but one way is by using text messaging tactics. What are these tactics? In this episode, Matt Baglia talks about this conversion opportunity.

Getting to know Matt Baglia

Matt Baglia considers himself as an accidental CEO. He is the co-founder and CEO of SlickText. Over the past nine years, his roles have varied between marketing, sales, development, design, support, and more.

Use text messaging tactics to convert prospects

With SMS, you must get permission before you can text prospects. It’s different with emails because a prior business relationship is enough reason for you to start messaging them.
Every prospect needs to opt-in and every single person and message needs to be treated like gold.
B2B gets a little tougher as opposed to B2C when it comes to SMS marketing. There’s a lot more catching up in B2B.
In B2C, you always need to bring value to the end consumers. On the B2B side, it’s more about knowing and understanding the risks of every outreach, the wants of the customers, and the reasons they’d be willing to let you into their personal network.
SMS marketing works best when you have a subscriber base that wants to continue to receive messages over and over again.
The reason we send text messages is because we care about the person and want to reach out to them.
Segmentation is important to be able to start hyper targeting the prospects based on their interests. Responses are also necessary and as messages come in, it’s important to be able to have a one-on-one communication with them.
Think of SMS marketing as an inbound marketing strategy.
Matt’s team is developing a feature that’s about ready to launch. It’s called automated workflow. The goal is to get to a place where you can hyper target your customers in an automated fashion.
Ask yourself the question, “Are my customers repeat buyers?” The answer to this question helps decide the path your customer will follow.
Work on an inbound strategy that offers value.

“Convert Prospects Using Text Messaging Tactics” episode resources

Reach out to Matt Baglia via LinkedIn or send them an email at info@slicktext.com. You can also check their website here.

Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX and

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