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Archive Monthly Archives: February 2016

The Sales Evangelist, Pete Ryan, Sales Questions, Salespeople

TSE 269: Questions Sales Talent Should Ask In An Interview

The Sales Evangelist, Pete Ryan, Sales Questions, Salespeople Looking for a sales job? Well, you better prep yourself up for the interview and understand the importance of asking the hiring manager the right questions that will help gear you to success. Trust me, I’ve had a share of some bad questions and messed things up and you don’t want to make that mistake. That’s why I’m bringing Pete Ryan on the show today to talk some more about asking great questions to make sure you and the company are a mutual fit!

Pete Ryan is the co-founder of Gogohire, an invite-only sales talent network used by over 350 companies in San Francisco. He formerly worked with Oracle, LinkedIn, and mobile app startup company Double Dutch. Today, Pete shares some expert advice to help gear yourself up during the interview process.

Here are the highlights of my conversation with Pete:

Gogohire is a platform that connects the top 10% of tech sales talent with amazing opportunities at desirable tech companies.

What you get from Gogohire:

  • They make the hiring process more efficient
  • Sales candidates visit the site.
  • They create a profile.
  • They receive interview requests from companies where they can choose to either accept or decline.
  • If they accepted the request, they get interviewed at the company.
  • If they get hired, they send over $1,000 of hiring bonus.

What the company gets:

  • Access to the top 10% of top sales talents who are ready to make a career change

Why sales talents need to ask questions in the interview process:

It’s really not about you, but the hiring manager. You are the product or solution to the hiring manager’s pain point. You need to ask the right questions for the following reasons:

  1. To show that you’ve done your homework.
  2. To show that this is how you’re going to help the hiring manager with their success and add value to the sales organization.

7 great questions to ask the hiring manager during the interview process:

  1. Aside from hitting my quota, what else do you expect of me?

Aside from implying that you’re going to hit the quota, it shows that you want to add more value to the organization and to the hiring manager than just adding revenue.

  1. What makes a good sales rep here successful versus a not so good sales rep?

This question implies that you care about being the best sales rep in the team, you’re self-aware, and it shows that you want to learn.

  1. XYZ are your competitors. How do you guys really compare and how is your sales team selling against those guys?

Don’t just show up and throw up. Do your research about the company beforehand.

Resources to learn about the company:

  • Company website
  • LinkedIn company page
  • Go to CrunchBase to find out how much funding they have.
  • Go to TechCrunch to read the latest news about the company and get a view of the technology industry.
  1. What type of mentorship or training do you or the sales organization provide?

This is a good question to ask for entry-level sales folks especially if you’ve just graduated from college because you have to make sure you get the right training. Other questions are:

  • How do you take care of your salespeople?
  • How do you coach them?
  1. I noticed you worked at xyz company and then you left that company to join this company, why did you do that?

This is a question to ask if you want to get an idea of their culture.

  1. I noticed that you have 20 salespeople on your team, what percentage of them are hitting quota?

The answer to this could send you some red flags about the company. If they, for example, say only 3 out of 20 are hitting quota. Not a good sign!

  1. What’s your sales workflow or the sales tools that you’re using across the team?

This will give you an insight into their approach with sales as to what platforms they focus on when selling and you’d be able to assess how that fits to your comfort level.

Knowing the salary

Don’t mention salary upfront or that could send a message that you’re just there for the money. If you can’t find the information, hold off. Get the job first then find out what the salary is.

Asking the sales leader to meet with their top sales rep

This allows you to ask the sales rep questions like the time it takes to move up to the next level, etc.

Connect with Pete and call him at 415-412-8253.

Pete’s Major Takeaway:

The interview process is not just all about you. It’s about the hiring manager. Ask those questions and do that discovery upfront. Look at the hiring manager as the customer. Treat the interview process as if you’re the solution to the customer’s problems.

Episode Resources:

Interested in hiring great salespeople? Or are you looking for your next sales job? Check them out at Gogohire.com.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Now!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Todd Altom, Donald Kelly, The Sales Evangelist, Door-to-Door Sales,

TSE 268: Sales From The Street-“Everyday Selling”

Todd Altom, Donald Kelly, The Sales Evangelist, Door-to-Door Sales, If there’s one guy that has taught me the way of the door-to-door world, it’s definitely Todd Altom. It wasn’t something I would love to go back doing, but it definitely brought great learning experiences that ushered the way to many great opportunities in my life.

Based in the United States, Todd currently works for Gap Inc. where he helps run the kid’s business on the Old Navy brand in Canada.

Today, Todd shares with us how sales is paramount in our day-to day life, how we actually do sell in so many areas in our life, and some strategies you can take with you to help you become a better seller whether you’re selling a product or service or you’re selling yourself to get the salary that you want or win a date with your wife.

Here are the highlights of my conversation with Todd:

How sales has impacted his personal life:

  • Sales is convincing someone to do something they wouldn’t have done otherwise
  • Sales is applied to so many different areas in life. You always have to sell yourself.
  • Salary negotiation

Selling strategies you can implement in your daily life:

  1. Do an option close.
  1. Don’t blurt out everything you know about whatever you’re trying to sell.

Sometimes it helps to not give too much out or it could overwhelm your clients. Use the information accordingly and sparingly as the client needs it.

  1. Don’t tell the price right away.

Bring up the price only when you’ve already built value and you’re ready to bring it up. Also, set a very unrealistic expectation when you’re dropping the price.

On salary negotiation:

  • It’s easier to negotiate your salary when you first join a company than when you’re already within the company.
  • Many companies want to pay you the least amount possible.
  • Set a very unrealistic number (just like when you’re dropping a price when selling something) to shock them. You can say, “I’ve seen a company pay $150,000 for this job, but I’m willing to take $110,000.”

Connect with Todd on Twitter @tsaltom

Todd’s Major Takeaway:

Make sure to build a great relationship. Make sure to follow up to create more business.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Prospecting, The Sales Evangelist, Donald Kelly, Best Sales Podcast

TSE 267: Tough Questions Salespeople Should Be Asking

Prospecting, The Sales Evangelist, Donald Kelly, Best Sales Podcast What happens when a prospect tells you they don’t have the budget for it? What…cat got your tongue? Well, I’ve been down that road before and getting derailed from how you wanted your conversation to ideally flow can seem pretty daunting.

So I’ve listed some tough questions that you can load in your arsenal so the next time a prospect throws some tough objections at you, you’re always ready to navigate your course towards success. Ask them appropriate questions that will get them to think.

11 Tough Questions to Ask Your Prospects

  1. If you had a termite issue with your house, would you throw a coat of paint on it?
  2. If there was one thing you could do to grow your company that you’re not doing today, what would it be?
  3. When somebody tells you they don’t have the money right now but you know that if they do this, it can change their life and business, here’s what you can say:

That is exactly why you need to borrow, beg, or do whatever needs to be done to get the money so you can get this particular product.

  1. What is impossible to do right now, but if you could do it or get it done, would it fundamentally change your business for good?
  2. Let’s say you want to raise the productivity level of your team by 15%, what would they need to do today that they’re not currently doing?

Possible follow up question: What impact would that have on your bottom line?

  1. If you really feel that this could change your business, could you find a budget for it? (Go quiet and usually they will figure out an answer.)

Possible follow up questions:

  • Have you calculated the cost of doing business with the lowest bidder? (If the prospect selects the lowest bidder)
  • What about the cost of their service department? How is it if you calculated that into your business?

Help them understand all those other costs. Point those things out to make them think a little more.

  1. Do I really have a shot at this or is XYZ a sacred cow?

Possible follow up question:

What do you like so much about them if you don’t mind me asking?

(Understanding why they’re the sacred cow will help you find a weak spot in their armor and capitalize on that)

  1. Do you really want to think it over? Or is it safe to say that it is over?

Usually people know what they want to get. You can’t just be pushed around. You have more prospects to go after so cut it clean.

  1. You mentioned you’ve not had a good experience with your current provider. If you would have worked with us, what are you hoping would be different?
  2. Given all we talked about, what do you see as being different if you were to move forward with our company?
  3. If we were to work together, what does success look like for you? Or what does it look like for your project?

20 Tough Sales Questions


20 Tough Sales Question Every Salesperson Should Ask

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Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Kevin Kruse, Time Management, The Sales Evangelist, Donald Kelly, THe Best Sales Podcast

TSE 266: 15 Secrets Successful People Know About Time Management

Kevin Kruse, Time Management, The Sales Evangelist, Donald Kelly, THe Best Sales Podcast Having time management and productivity issues? Well, our guest today, Kevin Kruse has this to say, “We can’t manage time but we can manage our attention, our energy, and our focus.”

Kevin Kruse is a serial entrepreneur turned writer and speaker who is passionate about productivity and leadership. In this episode, Kevin discusses some important aspects in his recent book, 15 Secrets Successful People Know About Time Management. Kevin interviewed four groups of people, specifically billionaires, Olympians, students, and entrepreneurs, and he found some commonalities of productivity habits among them.

The things and insights you can glean from this episode might actually surprise you! So listen in to help you get started and become more productive.

Here are the highlights of my conversation with Kevin:

What he learned from Mark Cuban: The evil of meetings

Not an efficient way of communication

Meetings are worse than phone calls. Phone calls are worse than emails. Emails are worse than text messages.

Meetings are killers in terms of productivity

Stop doing a to-do list! Work from your calendar.

  • A 2014 study showed that 41% of to-do list items are never completed and 50% of the items on our to-do list we put it on the very same day
  • Understand what you value and time-block that.
  • Time-block in 15-minute chunks. Map out your calendar ahead of time.

Handling emails:

Kevin’s 3-21 email technique:

  • 3 times – Doing the email process three times a day.
  • 21 minutes – which means 20-25 minutes of email time
  • Set a goal of zero inbox as much as you can.

Follow the 4D’s:

  • Delete
  • Delegate
  • Do it quickly (in less than 5 minutes)
  • Defer (schedule time by turning the email into a calendar event)

Treat emails like any other task and not as a means to procrastinate.

Time is the most valuable asset.

  • Be willing to say no to certain things.
  • Work smart, not hard.

How to remember and apply these productivity habits: [E-3C’s]

  1. Energy

Maximize your energy. We can’t manage time but we can manage our attention, our energy, and our focus. Start with the fundamentals. Rest, eat healthy, and exercise.

  1. Capture

Capture everything into a notebook. Don’t try to remember things. Write it all down.

  1. Calendar

Work from your calendar. Don’t put tasks on your to-do list. Put it on your calendar to help you become more realistic about getting things done. Say no to things you don’t have the time for.

  1. Concentrate

Concentrate during your working jam sessions.

One more thing…

Drop – Delegate – Re-design

Kevin mentions a Harvard experiment wherein four activity trainers went to companies talking employees into looking at their calendar per week and asking themselves three questions:

  1. Drop – What would happen if you just dropped it?
  2. Delegate – Who else can maybe do it?
  3. Redesign – If you can’t delegate it, redesign and ask:
  • How can the same outcome be achieved in less time?
  • What would you do with it if you only had half the time?

Just by doing this, people are able to save an average of 6 hours of desk work and 2 hours of meeting time every week. Take the time to pause and be thoughtful before diving into your routine.

Connect with Kevin by sending him an email at kevin@kevinkruse.com

Episode Resources:

Check out Kevin’s book, 15 Secrets Successful People Know About Time Management
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join Us Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly


Referral, Networking, Jeff Tockman, The Sales Evangelist, Donald Kelly

TSE 265: Sales From The Street-“This Is How You Get A Referral”

Referral, Networking, Jeff Tockman, The Sales Evangelist, Donald Kelly One of the best ways to grow your business is by getting referrals from your clients. Jeff Tockman is a consultant who helps his clients grow their business through referrals. Jeff is a power networker and very good at building relationships with others. In April of 2009, Jeff started Professional Social Networking Group (PSNG.org). He has used and improved his networking skills to grow the group to thousands of members and an average of over 100 people at each event.

After founding Tockman Consulting (TockmanConsulting.com), he started consulting with clients about business development in 2010. He has been running two private networking groups since 2014. He is building on his love of teaching and passion for developing people and relationships to create a unique career. He now spends his time organizing and facilitating events and working to help his business consulting clients on how to build their businesses through referrals.

Here are some of the major takeaways from our conversation:

The first thing you need to do in seeking more referrals is to offer great service to your clients.

Step One: “Ask”

Here is a question to connect with your clients to help offer you more referrals.

“What are the top 3 things you love about the widget we sold you last month”. This will give you “their” words you can use in follow-up questions. People will always teach you how to sell them if you ask the appropriate questions.

Ask open ended questions and learn what the features and benefits are that they love the most about the product you sold them.

Step Two: Grab their attention

Ask them who wants “x”. Learn more about the person you are asking for referrals from. This way you can get specific individuals who they can refer you to.

Discover which organizations they are a part of and the things they like to do.

Step Three: Ask permission to have this discussion 

“Dave, could we brainstorm a little about people you think could benefit from having this widget?”

Step Four: Who do you know?

Find out who they could refer

Step Five: Tell me more about John Smith?

Learn from them about the potential individual they are referring to you.

Step Six: “What will you tell John Smith about me?

This is where you get the client to rehearse what they are going to “say” to the referral they are about to give you.

Step Seven: Best way to connect. 

This is where you find out from them what the best way is to help you get connected with this referral.

Step Eight: Tell them what you will say when you connect with their friend.

Step Nine: Offer a reward

Is there something you can offer them at them if they give you a referral? Lunch, Dinner, etc with the referral who became a new client.

Connect with Jeff:

  1. LinkedIn
  2. Facebook 
  3. Email Jeff

Join Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Prospecting, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 264: 3 Phone Prospecting Strategies You Should Implement Today

3 Phone Prospecting Strategies You Should Implement Today!So, do you make phone calls to your prospects often? Well, it’s a very common part of sales….”using the phone” that is. In this episode I share some ideas you can implement to help with your sales prospecting. Here are the major takeaways:

  1. Leaving voicemails
    • Do research and offer personalized information
    • Leaving voicemails that stimulate curiosity
    • Take advantage of “third party” and “internal” referrals
  2. We are not interested
    • Ask “if you were me and had something you thought could help ABC company, how would you recommend I reach Joe?”
  3. What if someone already has a vendor?
    • Ask them, “No one is perfect. Not me, not my company or your current vendor. If there was one thing they could do better, what would it be?”

These ideas are simple, but powerful. I hope you implement them and see greater success with your phone calls. Feel free to let me know if there are any questions.

Join Us Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Selling Intangibles, Salespeople, Services, Sales Podcast, Donald Kelly, Jeffrey Shaw

TSE 263: “Selling The Intangible”

Selling Intangibles, Salespeople, Services, Sales Podcast, Donald Kelly, Jeffrey ShawToday’s guest is Jeffrey Shaw, an entrepreneur who’s been selling the intangible and has worked with several individual entrepreneurs, coaching them, and helping those with service-based businesses to be able to sell intangible products.

Jeffrey has been a portrait photographer for over 31 years serving a very affluent clientele until seven years ago when he began his process of training as a coach and his career has now grown tremendously.

He realized it wasn’t the tangible photograph that he was selling but it was so much more than that. It was the intangible things!

Here are the highlights of my conversation with Jeffrey:

Intangible things a brand could be selling:

  • Prestige
  • Lifestyle
  • Space

Why Jeffrey thinks Apple is selling space:

  • Stores being spacious bring a certain atmosphere
  • Carved out a market space for themselves
  • Never selling a bundle but one product at a time
  • They get you in the wave where you ride the wave and buy the rest of the products.

Why several companies have a tough time selling the intangible:

It’s not a common business model. Most business education is based on selling tangible items and commodities. More people are selling the intangible with little example of it and little business education.

However, the intangible is what motivates people to buy. For instance, you may sell an art but the reason somebody buys that art is because of the way it makes them feel.

Best practices to sell the intangible:

  1. Strongly identify with your core value.
  • Turn inward first and get into the heart of what you’re most passionate about.
  • Ditch the niche and look at all the things that you’re passionate about.
  • Identify what’s common among them and come to a core purpose. Then your niche has to be grounded on your core purpose.
  1. Be clear on how you convey that intangible message through a clear marketing message.
  • This is the hardest process being a noisy, cluttered market.
  • You do the inner work to make it tangible and grounding so people can grasp it.
  • Take the intangible and make it tangible in a way that people can understand you.
  1. Understand the values of your avatar.

Really understand the people that you serve, what their real needs and values are. Then you can speak to them in their language. This way, you can do things for your clients before they even ask.

  1. Make your clients feel seen and heard.
  • Think about your good experiences as a consumer. It’s usually when you feel that people saw you for who you were or that you were heard.
  • Being seen or heard is a deep human need.

The power of stories when selling the intangible:

  • Telling stories can be a cliche and consumers can smell the authenticity of stories.
  • Be aware of not doing it the way everybody else is doing it.
  • Sometimes you don’t have to tell your pain point. Instead tell why you love doing your business to help them see the love in the side of business.

Authentic voice + 10%

  • Get clear on what your authentic voice is and then add 10%.
  • You don’t find your authentic voice. You uncover your authentic voice. Align it with your brand. And add 10% for it to actually come through clearly.


Selling the product vs. service – which is more difficult to sell?

  • It’s far more difficult to sell yourself than your service because you take it personal. It’s personal because it’s to a degree to which you care.
  • Selling something that is meaningful to you can push buttons.
  • The difficulty of stating your value and naming your price on something intangible.

Jeffrey’s Major Takeaway:

If you had four minutes to cut down a tree, spend three minutes sharpening the saw. Spend a disproportionate amount of time getting to know your clients, what they value, and their lifestyle. All of that is part of sharpening the saw so when you go into business, you’re aligned with the people you’re going to serve. Take the time to sharpen your saw.

Episode Resources:

Check out Jeffrey’s first online business training and coaching program, The Creative Warrior Unleashed, which was more than a year in the making. It is a 6-month program with weekly coaching involved to provide support in the process.

Connect with Jeffrey on Twitter @jeffreyshaw1 and Facebook creativewarriorsunite.com/facebook to connect with a whole community of warriors that Jeff has brought together.

Take the 7-day online mini-course Week of the Warrior for free by going to www.weekofthewarrior.com.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.


The Sales Evangelist, Donald Kelly, Donald C. Kelly

Work-life Balance, The Sales Evangelist, Donald Kelly, Sales Podcast

TSE 262: Sales From The Street-“Work-life Balance”

Work-life Balance, The Sales Evangelist, Donald Kelly, Sales Podcast Work-life balance is a myth! And we have Devon Bandison on the show today to debunk that.

Devon’s career started in New York City, developing programs for at-risk youth and first-time fathers. Devon’s passion for leadership development led him to eventually start out his own business as a life and business coach where he works with dads helping them become leaders as well as working with businesses, enterprises, entrepreneurs, and salespeople; hence combining the two things Devon loves the most: fatherhood and leadership.

Here are the highlights of my conversation with Devon:

Debunking the myths about:
1. Work-life balance.
Don’t look at it as a balance where you try to scale it. Explore better ways to integrate life and work as well as achieve satisfaction and fulfillment.

2. Work is more important than your life.
What we do today is our life’s work

Four areas of your life that you need to look into:

  • Home
  • Work
  • Self
  • Community

Strategies to Integrate Life and Work:

1. Identify the things you value the most.

  • Take five days and put a percentage on these four areas.
  • Put the percentage of time you’re putting into those four domains.
  • What usually happens is the things they say they value the most, they’re not spending the most time with so it’s not equaling out.

2. Create a routine that fills your own cup.

Build a routine into your day. Give yourself a time to replenish yourself so you can give people the best.

The cup and coaster analogy:
Salespeople are always out there serving and hustling and filling people out of their cup. The cup eventually becomes dry and burnt out. In your routine, fill the cup so much that you’re feeding people not from your cup but from the overflow of your cup, from the coaster underneath your cup. So focus on your nutrition. Go to a gym and create a daily routine out of it.

3. No blending.
Don’t blend work with family and vice versa unless it’s an emergency.
Draw up what a successful day looks like. Write down 7-10 things where you’re at your best. As a sales professional, you have to be your best customer. If you don’t take care of yourself, you’re not going to serve in the long run

How much of your day is spent on pay time? Practice what you do everyday to become an expert in that field and have it become a part of you.

Devon’s Major Takeaway:
Take the time to give yourself the gift of your own attention. Fill that cup and go out there and create things from the overflow of your cup to create the satisfaction and fulfillment you want.

Connect with Devon on Twitter @devonbandison, Facebook and Instagram or check out his website at www.devonbandison.com

Episode Resources:
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Check out Kevin Kruse’s book The 15 Secrets Successful People Know About Time Managemen


Join Us Today! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Trade Shows; Donald Kelly; The Sales Evangelist; Sales Podcast

TSE 261: Are Trade Shows Worth It?

Trade Shows; Donald Kelly; The Sales Evangelist; Sales PodcastHave you ever questioned the effectiveness of a trade show? Are they worth it? Is there an ROI with these events? How about the following up process? What are the best ways to do the follow-up process? Well, these are all the same questions I had and wanted to get more information on. So guess what I did? I went to a conference to learn from both attendees and vendors what their take on trade shows were. The answers you hear may be as shocking to you as they were to me. Listen for yourself.

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Jeffery Charles, Donald Kelly, The Sales Evangelist, LinkedIn, Branding, Sales

TSE 260: Developing A Brand That Sells!

Jeffery Charles, Donald Kelly, The Sales Evangelist, LinkedIn, Branding, Sales When you talk about branding, you talk about purpose. As a sales professional or entrepreneur, you need to be able to convey your purpose by giving value to your customers. Add that with a strong conviction to help and people will get naturally inclined to connect with you. You don’t sell anything. All you need to do is help and this will help you achieve success.

I’m bringing in Jeff Charles on today’s episode because of the great value that he has to share. Jeff Charles is the founder of Artisan Owl Media, a content marketing agency that helps entrepreneurs earn more business by helping them learn how to persuade more effectively.

In his recent article Selling with Conviction: Your Brand’s Purpose, Jeff emphasized some points and insights which are paramount in the world of selling.  

Here are the highlights of my conversation with Jeff:

Jeff chose to write the article on branding to emphasize these points:

  • Branding should be on the top of your mind.
  • You don’t connect with the product, you connect with what they stand for.
  • Make your prospects trust you more.

Elements that make a brand trustworthy:

  1. The Human Aspect

Social media has made it easier for corporations to reach their customers. The fact that you exist more than just your product or service is what attracts people to you.

  1. Mark Di Somma, Senior Brand Strategist at The Blake Project and branding guru, laid out 5 questions a person should ask themselves when establishing their own brand’s purpose when starting a business:
  1. What did you see that you wanted to change?
  2. How can the pursuit of that change make a big difference?
  3. What change do others want to see in the world? How does your brand fit into that?
  4. How can you articulate a purpose that will inspire your audience to trust and support your brand?
  5. How will your purpose motivate everybody that you come in contact with?

How to stand out from competition:

  • Who your brand is is the soul of what you do.
  • Purpose is what differentiates you from somebody else.
  • Stand for something more than what you sell.

How can the pursuit of change make a big difference?

Do some soul searching. Go deep. Why did you decide to start the business you started? How does you offering translate into making a difference in the world around you? Think higher than what you’re selling.

Provide distinct value to the people that you want to sell to.

  • What do they want to change?
  • What are their problems?
  • Why are you doing this?

Stay in touch with your “why” to allow you to pursue that change.

“Stop selling, start helping.” – Zig Zigler

  • Look at every person you talk to as somebody you’re looking to help and not to sell.
  • Help the person get what they want.
  • If you’re convincing someone to do something that’s going to make their life better, you are doing something awesome.

Many people buy for emotional reasons.

Your conviction is what makes people want to act. If you believe so strongly in what you’re selling, that is far more convincing than just throwing out some facts and figures.

Create a movement.

  • Keep your mind above what you sell and not just on the nuts and bolts of what you offer.
  • Look at sales as a way to improve the lives of the people you’re interacting with.

Case study: Dove (the company that sells soaps and other hygiene products)

What makes them different is their overall mission which is not to sell soap and hygiene products but to make women feel better about themselves and raise the self-esteem of women across the world.

Through the Speak Beautiful Movement, Dove noticed that a lot of women say bad things about the way they look on social media. They countered that with this movement encouraging women to post things that are positive about their body.

That’s what makes people connect with them.

Jeff’s Major Takeaway:

Find a way to stay in touch with your purpose. Branding and purpose are synonymous. Write it down and keep it in your desk. Anything that reminds and keeps you in touch with what is going to help you keep from focusing on the nuts and bolts. Remind yourself of your purpose as often as you possibly can.

Connect with Jeff through www.artisanowlmedia.com or on LinkedIn or Facebook.

Episode Resources:

Read Jeff’s article: Selling With Conviction: Your Brand’s Purpose

Simon Sinek’s TEDTalk Start with Why

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Inside Sales, Google, Donald Kelly, John Merrifield, The Sales Evangelist Podcast

TSE 259: Sales From The Street-“Inside Sales”


Inside Sales, Google, Donald Kelly, John Merrifield, The Sales Evangelist Podcast If you’re one of several people who tend to shy away from getting into inside sales, you might just be missing out on a very big opportunity here. In today’s episode, John Merrifield will tell you about the power of inside sales.

John Merrifield has been working for Google for over 2 years now. He is currently the product marketing manager for Google Apps for Work while he has also previously handled Google for Work Inside Sales.

Here are the highlights of my conversation with John:

The different challenges of inside sales:

  • Understanding how to handle the volume
  • Develop quick relationships
  • Build trust fast
  • Instill a need in understanding the product quickly

Strategies to build relationships as an inside seller:

  • Love for people
  • Love for understanding different experiences
  • Create a bond with people on a deeper level
  • Understand their world (Research about their company. Go to their website and just point out stuff right there.)
  • Build a common ground as fast as possible
  • Make each call differently. (Avoid weather questions)

Breaking the stigma of inside sales: The pros of inside sales

  • Due to high volume, you learn how to organize and create powerful strategies.
  • Little victories along the way
  • It sets the right foundation for what you’re going to be doing, how to connect with people quickly, and understand the lifeline of smaller businesses.
  • Prepares you for the outside world
  • Allows you to learn about different departments within the organization

Inside or Outside Sales: Which Way First?

  1. Look at a product or industry you’re passionate about.
  2. Get in inside sales first and build great reputation. Hit your quota.
  3. Think about the outside world and make connections.

How to stay motivated within the organization:

  1. Energy

Make that decision and find your motivation and energy. Set the right tone. Energy is contagious. People are going to feel it and you’re going to bring up their energy as well.

  1. Incentives

Have little things everyday that you can strive for. Self-motivate yourself.

  1. Be a component of change yourself.

If you see something that you want to change or add, make it happen. Talk to the management team. Make a case for it and show how it’s going to provide the motivation. Work to create the environment that you want to be in.

Tools to sharpen your selling tool set:

  1. Shadow people you look at as great sales reps.

Identify people who are doing really well and spend time with them. Take bits and pieces from them and try to hone those into your sales skills.

  1. Continue learning.

Read books. Check out books like The Outliers and Good to Great. They’re about processes, equations, and greatness that enable you to take yourself to the next level. Then apply it to your personal situation. Take classes to better yourself. Take advantage of YouTube videos.


John’s Major Takeaway:

You are the creator of your own destiny. You are someone who’s going to max out your own potential. With inside sales, you’re going to have good and bad quarters. Just always make yourself better. Make a plan everyday to read a little bit more, shadow somebody a little bit more. Continue to learn. Inside sales sets a great foundation for what you’re going to be doing next and create a great experience out of it.

Connect with John Merrifield on LinkedIn.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Book mentions:

The Outliers

Good to Great
The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist Podcast, Donald Kelly, Top Performer, Salesperson

TSE Blog 007: 10 Qualities A Top Performing Salesperson Must Possess

The Sales Evangelist Podcast, Donald Kelly, Top Performer, SalespersonAccording to a Sales Benchmark Index report, only 13% of salespeople produce 87% of the sales in a typical organization. So what does this small pie of high achievers have that others don’t?

Here are the top 10 qualities of top salespeople:

  1. Top salespeople are aggressive.

Top sellers are aggressive but not jerks. They are go-getters. They never fail to follow up with their clients. They are not just persistent, but also consistent. Rejection is not a word in their vocabulary. Instead, they see rejection as an opportunity for them to step up to the plate.  

  1. Top salespeople are optimistic.

Top sellers exude confidence and positivity. An optimistic person is someone who still sees a positive light even when surrounded by negativity. Sellers who are optimistic are solution-focused.

  1. Top salespeople are empathic.

They build relationships and trust by being genuine. They listen well.

  1. Top salespeople are curious.

Great sellers ask great questions. They ask intelligent questions that enable customers to discover the root cause of their problem and ultimately identify what they really need.

  1. Top salespeople constantly keep in touch.

Successful salespeople stay in contact with their customers even when they’ve already closed new businesses. They realize they need to take care of and nurture their existing customers by keeping in touch with them either by sending thank you notes and birthday cards or sending email newsletters on a regular basis.

  1. Top salespeople are ultra-focused.

Top sales performers set goals and accomplish each goal with systems and processes in place. Their discipline and determination to get the work done are unwavering.

  1. Top salespeople are hardworking.

High sales achievers always come prepared. They make sure they know who their customer is by doing the research. They plan before each call and they have a script – not the one that’s simply uttered word for word but they customize and tweak it according to the flow of conversation. They always strive to be better than their best. They rise above mediocrity.

  1. Top salespeople take responsibility for their decisions.

Salespeople with the highest caliber are not scared to own up to their mistakes. They take responsibility for them. They don’t make excuses. They do not blame other people and instead direct their attention on fixing the problem.

  1. Top salespeople are fueled by passion.

Passionate salespeople don’t see their work merely as a job, but as something they know could impact other people’s lives. They believe in it so much that it reflects on how they carry out their tasks every day and deal with people.

  1. Top salespeople bring value.

Successful salespeople do not sell. They offer great value to the table. They help solve their customer’s problem and help eradicate their customer’s pain points. The sales they get only comes as a bonus.

Not having these qualities does not mean you can’t learn them. It takes a firm decision to be good. It takes practice to get better. It takes consistency to be the best.

Superbowl, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 258: 5 Things I Learned From Superbowl 50

Superbowl, Donald Kelly, The Sales Evangelist, Best Sales PodcastAs I watched Superbowl 50 I was able to glean some very fundamental lessons which tied back to sales and marketing. During this episode I share those principles and offer a little elaboration. Here are the points.

  1. People love to be entertained: As an entrepreneur or salesperson, you need to have something that is going to help you stand out from the rest of your competition when it comes to prospecting. Is there a way to make your message more catchy or entertaining? Take a look and rework your approach if it’s not working as well as you would like.
  2. Practice the fundamental under pressure: As a salesperson, we need to always perform well under pressure and master the fundamentals. In the football game, there were many mistakes made by a lot of players. This was a very big game and a lot riding on the game. This may be the same thing going on for you as a salesperson during those tough appointments. The best way to master the fundamentals under pressure is to do role plays where you are being drilled with the most challenging aspects of your business. The more you perform well in practice, the better you will be in the appointment.
  3. Your attitude will translate into your behavior: It’s important to have the proper mindset. Do all you can to overcome the negativity that is all around you. Listen to podcasts, motivational materials or get with others in a mastermind to set your mood on a positive course. This will translate into your performance every time.
  4.   You can’t win the game alone: As salespeople, we have a team and we need to use them. We can ask questions to mentors, inside sales colleagues, managers, coaches or other sellers in the sales community. We can/will perform better when are able to get the help we need from others. Don’t be afraid to ask for help. Feel free to join our free Facebook community or our weekly sales training group.
  5. When you don’t get what you want, know there is always tomorrow: Sometimes you won’t get the deal, but you have to make sure you’re professional and behave in a good manner. Don’t get angry at the person who said no or their secretary because that is sure to come back and hurt you in the end. Do all you can to be understanding and leave on a good note.

These are simple principles, but they are fundamental to your success whether in sports, business or your personal life. As always, I want you to happy. I want you to be successful. Most importantly, I want you to go out and do BIG THINGS!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Salespeople, Heather Havenwood, The Sales Evangelist, Fear of Sales, Fear of Failure, Donald Kelly

TSE 257: “I LOVE SALES!” The Power of The Sales World With Heather Havenwood

Salespeople, Heather Havenwood, The Sales Evangelist, Fear of Sales, Fear of Failure Today’s episode is oozing with insights and great value that you can definitely apply into your sales process or business. Heather Havenwood is the CEO of Havenwood Worldwide and the Chief Sexy Boss, 100% unemployable entrepreneur and salesperson.

She began her career in corporate sales and is now a coach helping other people move with their transitions in business as well as grow their businesses.

With Heather’s sense of humor topped with a ton of sales insights, definitely makes this interview a super fun episode that you shouldn’t miss to listen.

Here are the highlights of my conversation with Heather:

Sales as a transition of time:

  • When you’re selling, you’re transitioning people from the old to the new.
  • You basically tell people to let go of the old and take on something new.
  • As a salesperson, you really are a transition of time.

Treat failure as part of your success.

  • Heather admits to have failed more than she has succeeded and that’s exactly the reason she’s here today.
  • As a salesperson or entrepreneur, you have to be willing to fail. The biggest piece of success is failure.
  • Being in sports is the best way to learn that success only comes through failure.
  • It’s not what you did wrong but if there’s something you could change, alter, or add in the recipe, that would make a difference next time.

Sell yourself in a new way.

  • Sell yourself as a leader and as an entrepreneur to your vendor, to your clients, to your team.
  • Be constantly selling and improving.

Create your own sales letter.

  • Being able to create your own sales letter is the key in any business.
  • Sell through the power of words.
  • Part of sales is to say “what’s already in the customer’s mind” so you speak in their language

Be a bridge.

  • Salespeople bridge from our fear or lack of knowledge to moving towards something to get results.
  • When you’re presenting, say their “fear” out loud because they’re already thinking it.
  • Address the current conversation that’s already in their mind.

Behavior never lies.

Our behavior of buying has not changed. What’s changed is what we buy as well as the medium at which we buy. Why we buy has not changed and will never change.

Learn how to sell.

Entrepreneurship is the ability to sell one’s ideas to the consumers and/or investors to the world.

Communicate your idea such that:

  1. A consumer is purchasing the product
  2. An investor is interested in putting his money into the business to grow

Heather’s Major Takeaway:

Choose to sell. Don’t be afraid to ask for money. You’re probably selling the same product or service as others do but you can only be successful if you make that choice to sell.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.


The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Coaching, Donald Kelly, Bill Nowicki, The Sales Evangelist Podcast

TSE 256: Sales From The Street- “I Need Some Help Brother…Part 2”

Sales Coaching, Donald Kelly, Bill Nowicki, The Sales Evangelist Podcast Bill and I talked back in Episode 227 where I did a coaching session with him. We basically talked about the business that he’s starting with video production to help organizations better articulate their value through the power of video.

Today’s episode is somewhat a follow up on the strategies that he has implemented and seen since the last time we talked.

A brief background about Bill…

Bill Nowicki is a nuclear engineer and host of the podcast Submarine Sea Stories where he gets to chat with old buddies in the navy. Through his company Nowicki Media, Bill pivoted into video creation which is the one thing he’s really, really passionate about.

In our previous session, Bill had set some goals of getting a paid customer by the end of 2015, putting together an avatar, and being able to start putting himself out there. As of recording this audio, Bill had two weeks left before the end of the year. Let’s find out if Bill was able to achieve his goals. So, let’s dig right into it…

Scenario 1

Bill’s friend runs a restaurant and he used to be Frank Sinatra’s driver back in the 70’s. He had wanted Bill to put together a video for him for his restaurant since Frank’s 100th birthday was coming up.

Result: Bill put a video together in 3 hours with some cuts of Frank Sinatra and a bunch of pictures and birthday parties he was at with Frank. The result was a 14-minute video. In the end, Bill’s friend offered to pay him $200.

Scenario 2

Has Bill found his niche market?

Bill’s neighbor is in the board of directors of an old historic house in Marietta, Georgia and wanted Bill to create a video for them. So he met with her and another lady named, Anna Brumby, the CEO of Brumby Chair Company, a local manufacturing company in Marietta. She was looking into creating how-to videos and was asking Bill if he could do it. Currently, Bill has sent out his proposals and they have been exchanging comments and reviews.

Presently, Bill is focusing on small businesses and what he loves about it is that “you get to have that connection with the people running it.”

Bill’s next steps in his process:

  • Investigate social media strategies to implement

Bill sees video as a part of a whole strategy so he reached out to their church’s daycare preschool and made a video about their 5K race. Then he will be taking this video and start doing Facebook ads for them to test the waters, so to speak. Watch the video on his website. http://www.nowickimedia.com/portfolio/

  • Apply all these to his avatar (Bill is looking at the industrial/manufacturing industry)

Here are some other nuggets of wisdom gleaned from this conversation:

  • It’s about getting the right people and finding that right person you can connect with.
  • Understand your avatar and their pain so you can put your message around that.
  • It’s not all about you. You have to bring the person you’re talking to into it.
  • Put yourself out there. If you fail, people will help you.
  • Don’t think about doing it, just do it. That’s what it takes to learn.
  • Videos are a great way for connecting with people.

We’re following up with Bill in a couple of months but so far he’s definitely on the right track.

I’m checking up on what you’ve done so far too. Have you clearly identified your avatar and understood their pain points? What steps have you taken lately?

Episode Resources:


Contact Bill through email at billnowicki@me.com

TSE Episode 227 with Bill Nowicki

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist, Donald Kelly, Sales Podcast, Closing Deals

TSE 255: This Is How You Negotiate!

The Sales Evangelist, Donald Kelly, Sales Podcast, Closing DealsAs a salesperson, one of the major responsibilities you have is to CLOSE business! As you’re closing more business, inadvertently you will find yourself in many negotiation meetings. To prepare you for these meetings, here are some ideas you need to implement to guarantee maximum success.

Here are seven main points you need to take away from this episode:

  1.  Make sure you go into the meeting with a “PLAN”
    • Go into the meeting with a plan of action. What you are willing to give and how much.
  2. Listen and don’t be afraid of silence 
    • Don’t be afraid of silence in a meeting. Use it to your advantage
  3. Use specific numbers while negotiating 
    • Don’t give ranges in numbers when negotiating, offer specific numbers!
  4. Create the proper setting
    • Don’t make the meeting a battle field, go in there with a collaborative mentality.
  5. Give and Get
    • When you consent on a point, make sure you get something in return.
  6. Speak with the right people
    • As you negotiate, don’t meet with people who can’t say “yes”, make sure you negotiate with the person who has the power of signing on the dotted line.
  7. Don’t be afraid to walk away
    • You can’t be afraid of walking away from a deal that is not worth it. I promise…don’t be afraid.


The Sales Evangelist, Donald Kelly, Donald C. Kelly