March 2017 - The Sales Evangelist
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Glenn Hebert, Donald Kelly, The Sales Evangelist, Horse Radio Network

TSE 541: What Salespeople Can Learn From Theater To Close More Deals

Glenn Hebert, Donald Kelly, The Sales Evangelist, Horse Radio Network

Great sellers are great performers. You might not notice it but theater correlates with sales in more ways than one and my guest today, Glenn Hebert, is going to teach you several lessons he learned from theater which you can apply into your own sales process.

Glenn is the Founder of Horse Radio Network, a 9-year old company with over 6,300 podcast episodes released and over 7,000 guests interviewed, Glenn has grown his network tremendously with 13 shows now and 30 hosts.

Prior to hosting his podcasts, Glenn has a notable 15-year sales experience. Glenn also got into the theater world where he met his then girlfriend, now wife. They started their own acting company and had an amazing 10-year run with over 450 shows.

Lessons from Improv Training that Correlates to Sales:

  1. Listen.

Listen to be able to correlate with what their situation is and if you could help them in their situation. Always start with a question, like what their target market is, so if it’s not what you have then you know the conversation is over and so you should drop the company

  1. Never say no.

Never say no or negate somebody otherwise the conversation will already end.

  1. “Yes, and…”

This means you’re taking whatever the other person is saying and then you’re expanding that.

  1. Accept that you can’t please everybody.

As an artist, you’re there to entertain people but you won’t be able to please everybody. Not everyone is going to like you and that’s okay. You’re not for everybody. What you’re selling is not for everybody. Your opportunity for growth is 80% so focus on that and not on the 20% who are never going to buy from you.

Change that mindset of pleasing people to helping them. And again, not everyone is for you. If your product doesn’t work for them then you just have to drop it.

  1. Realize you have roles to put on.

It’s important to put on roles as you go out and perform. If you may fail in a certain role it doesn’t mean you fail as a person so you can’t get offended if people reject you right there and then. That’s the kind of mentality you want to put in when you go into sales mode.

How do you get “in the zone” ?

  • Walk around before you talk to anybody.
  • Talk to one or two current customers first to get you warmed up.
  • Think that instead of giving speeches/presentation, you’re giving a performance.
  • Get some kind of upbeat music or any song that helps you to get going.
  1. How you present depends on the size of your audience.

The bigger the audience, the less interaction. The smaller the audience, you need to perform less and get them involved more. Spend more time intimately with a smaller audience and less time on a big performance.

It’s the same with sales. A presentation in front of ten people is different than when you’re on one-on-one where you hope they do most of the talking.

  1. Spot the dark knight and the white knight.

Note that usually in a group of people, there is always that one person who talks negatively but is not the decision-maker. Make sure to find a way to get others involved. Try to get the decision makers to talk more.

  1. Don’t focus on you, focus on the buyer.

Focus your communication with others but pick out that one or two things that are the hot buttons for those other people and that’s what you focus on with the other people. Many salespeople though pick out 20 hot buttons. They have one or two problems they’re trying to fix while salespeople have a product that solves a hundred problems. And your clients don’t care about the other 98 because they only care about what’s going to make their life better. Focus on the only thing they care about.

  1. Have a presence.

Be good at what you do such that when you walk into a room, everybody knows you’re in charge and that you’re in command. But there’s a fine line between presence and cockiness. A lot of times, you don’t have to say a word.

  1. Come out with either a bang or silent passion.

You don’t have to start your presentation immediately. Command the room with silence before you start. Then when you start, you have to come out with either a bang or silent passion.

  1. Take your shyness and come out with silent passion.

First step to overcome your shyness is to look that part. Pay attention to your tonality as well. Take that shyness and come out with passion. Do it with an extreme amount of overabundant passion.

Glenn’s Major Takeaway:


Episode Resources:

Get to know more about Glenn Hebert on Horse Radio Network.

Predictable Prospecting by Marylou Tyler

Need a speaking coach?  Check out my speaking coach Linda Yates

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

TSE Hustler's League, Donald Kelly, The Sales Evangelist

TSE 540: TSE Hustler’s League-“Researching Without Wasting Time – Part 1”

TSE Hustler's League, Donald Kelly, The Sales EvangelistToday’s snippet taken from one of the previous sessions over at the TSE Hustler’s League is all about research strategies to make sure you’re not just wasting your time.

Some sellers don’t do any research at all while other sellers spend so much time doing research. You have to have a good balance. So what do you need to focus on when doing your research? Which data should you look at?

Companies with 100-500 employees have an average of 7 employees involved in the buying process which means there are more individuals coming in the call and only 13% of people believe that the sales rep can solve their problem. Your goal is to mitigate that and not just wing things. You have to come to the meeting prepared.

Strategies for maximizing your research:

  1. Identify your Dream 100.

The principle behind account-based selling is that instead of hunting with a net, hunt with a spear. Go after the ones who are the best for you.

  1. Have a simple prep call plan.

You have to prepare because you want to have some meaningful conversation with the prospect. Pull up the website. Look at the people in the organization and do a quick 10-second overview.

  1. Identify the purpose or problem.

Identify what is the purpose of the call and what is the problem you’re trying to solve. Identify the length of that meeting and who you’re meeting with. Identify what you need to learn which are things that you don’t know yet but need to know about or things that even if you’ve done your research, you can’t learn them so you need to know it from them. Identify your desired outcome. What do you want to get from this meeting?

  1. Use LinkedIn.

4 things to look for:

  • Experience at their current job
  • Connections
  • Groups (See if there’s anything they’re active with)
  • Recent activities (posts, nominations, awards, endorsement, etc.)
  1. Use Twitter

Twitter allows you to find out what your prospects are interested in based on what they share or recent articles they’ve tweet out. Look for trends based on the content they share.

Episode Resources:

Check out the TSE Hustler’s League or join our Facebook group The Sales Evangelizers

Predictable Prospecting by Marylou Tyler

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

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Slip Miller, Donald Kelly, M3 Learning, The Sales Evangelist

TSE 539: Sales From The Street: “This Is How You Discover!”

Slip Miller, Donald Kelly, M3 Learning, The Sales EvangelistBuilding value is one of the most essential tasks we have as sellers. In order to do that, you have to make sure the discovery part of your sales meeting is done perfectly. Today’s guest is William “Skip” Miller and he shares with us great tips and strategies you can use during the discovery phase of prospecting.

Skip is the CEO of M3 Learning, a proactive sales management and sales training company that helps companies make their salespeople and sales managers better, qualify and disqualify better, and listen to customers better early on in the sales process.

Here are the highlights of my conversation with Skip:

Lesson from Skip’s coolest sales experience when he was the customer:

During discovery phase, stop talking about what you’re selling and focus on the buyer.

What is Discovery in Sales?

Discovery is active listening. It is really understanding, from a mutual standpoint, what is it that the customer wants and here is what you have to offer and how that is going to fit the organization. And finally, realize if there’s a reason for both parties to continue the process.

The buyer/seller process is a mutual process. We talk about what the customers look for and what we do. Then if we agree, let’s take it to the next step.

Why is Discovery Important?

During discovery phase, you’re trying to find how much energy is really behind it. Sales is like a roller coaster. Be able to build up enough energy early in the part of the deal. Find the motivation why they’re calling or taking our calls or answering our emails. If there is a high degree of energy, the deal is going to come to a yes or no.

The “Cause ” Strategy

“Cause” is a nasty word to ask because when you use this word, you will find out somebody’s motivation. So start modifying that word in your early sales pitch and you will find out how much energy this deal has got.


  1. Incorporate the word “cause” to your questions.


  • What has happened in the last few months that caused you to say now’s the time?
  • As you look in the next couple of months, what’s causing you to say you’ve got to change…?
  1. Shut up and listen because buyers want to be heard.

The Biggest Mistakes During Discovery Phase

  1. Failure to ask good questions to get the buyer to start talking
  2. Failure to ask “cause”
  3. Putting some non-qualified deals in your funnel

Most of Skip’s clients have 80-90% forecast accuracy in Stages 4 and 5 because they’ve done good stuff in Stage 2.

The Quantified Cause

Get QC or Quantified Cause because most senior level executives talk numbers all day long. Find the QC and you get a great discovery call because you’ve understood what’s behind the buyer and by how much. Get numbers early in the sales process otherwise you’d be excited doing presentations and then all of a sudden what’s “super” in Stage 2 just turns “okay” in Stage 4.

Quantifying makes the buyer think and it gives you an idea of how much energy there is for this.

Get QC by ranging it.


On a scale of 1-10 (10 being great and 1 being near “we’re closing the doors”), how would you rank it now…

Questions During the Discovery Meeting:

Stage 2 has two value flags which you need to capture:

  1. Below the line

This is where you ask the feeds and speeds because if they want A and B and you sell D and C then there’s no use of you talking. Ask the feeds and speeds to make sure there’s a competitive fit.

  • Why did you call us?
  • What are you looking for?
  • Did you want the latest model or the older model?
  1. Above the line

This is where you find out energy and cause. Ask cause.


  • You’re telling me you’re losing 20% of your revenue for the next six months, you can see this could potentially make a dent in it…

Skip’s Major Takeaway:

Discovery is about asking, not telling. It’s about showing and giving. Ask great questions. Prepare your questions upfront. Know your audience. Prepare below and above the line questions otherwise you’re going to start telling and talking and showing and that’s not discovery. Ask and really care about this profession in sales. Listen. Really care and ask.

Episode Resources:

Know more about Skip on and check out their special offer.

Essentialism by Greg McKeown

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Susan Peirce Thompson, Ph.D. , Donald Kelly, The Sales Evangelist Podcast

TSE 538: How Can Overcoming Addictive Behaviors Help You Sell

Susan Peirce Thompson, Ph.D. , Donald Kelly, The Sales Evangelist PodcastDo you find yourself addicted to something? Food, cigarette, alcohol, whatever it is – do you just feel like you just can’t stop? And then you get hard on yourself for not having the willpower to do it. Would you be surprised if I told you that willpower has nothing to do with overcoming an addiction? My guest today, Dr. Susan Pierce Thompson is going to talk to us more about that to help us understand the psychology of addictive behavior.

I know this may have nothing to do with sales directly but you have to understand that addictive behaviors have a significant impact both personally and professionally. And you know you just have to overcome that. In order to be great at sales, you have to first make sure you’ve set better habits to eat better so that you will feel better and be able to sell better.

Man, this episode is just going to blow you away!

About our guest

Dr. Thompson is a 10-year psychology professor, with a PhD in Brain and Cognitive Sciences. An expert in the psychology of eating, Dr. Thompson is the Owner and CEO of Bright Line Eating Solutions, a company committed to helping people with weight loss struggles achieve long-term success through science-based educational programs and support systems. Dr. Thompson is also the President of the Institute of Sustainable Weight Loss.

Taking the weight loss industry by storm, they are the FIRST EVER, scientifically validated model of effective sustainable weight loss. People doing Bright Line Eating have been found to be 280x more likely to lose all their excess weight and keep it off than doing any other commercially available weight loss program.

Here are the highlights of my conversation with Susan:

An inspiring story behind Susan’s passion for weight loss:

Susan also once had addictive behaviors having been addicted to food and drugs (because these made her lose weight). Weight became a huge struggle for her to the point that she resorted to crack, which became very destructive for her.

She put down the drug and alcohol addiction but her addiction to food got worse. She got fatter and fatter. She joined a couple weight loss programs with other people but had a hard time since people  didn’t want to do it.

Susan started studying how the brain of a food addict works and started studying it academically. After she got clean and sober, she went back to school studying Brain and Cognitive Sciences and did really well, finally getting her PhD at one of the best school in the world.

She became a tenured psychology professor and was teaching a college course on the Psychology of Eating. Then she wrote the book, Bright Line Eating and it prompted her to start the online program, Bright Line Eating. Currently, the movement has exploded having touched and influenced half a million people.

How does addiction work?

Research shows that 1/3 of the population are susceptible to addiction, 1/3 are moderately susceptible, and 1/3 are just not susceptible.

The brain of someone susceptible to addiction is highly sensitive to the cues that predict things, rewards, or consequences. Some brains wire really quickly in the face those cues. When the payoffs are unnaturally strong, you follow those cues, you get the reward, and the reward is just over-sized.

Dopamine floods into the reward centers at grotesque levels. These brains then wire to compensate for that dopamine flood by down-regulating their dopamine receptor response so feel that you’re in control of the situation. But once that thing you’re addicted to is taken away from you, you feel profoundly itchy, bleak, and desperate so the brain now needs to get more dopamine at unnaturally high levels in order to feel normal again.

Hence, the addict is actually using not to get high, but to get normal.

What you need to understand about addiction:

  1. Will power is useless.

Will power is actually useless in the face of this situation. Any strategy that involves will power to overcome this is useless. And people need to understand this.

  1. Addiction as a disease

It’s helpful to think of addiction as a disease because there’s a part of the brain that is malfunctioning in predictable ways.

  1. A sense of responsibility

“We’re not responsible for our disease, but we’re responsible for our recovery.”

Having an addictive brain is sort of a responsibility. Once you know you’ve got it then you do what it takes to make sure it doesn’t take you down and everyone else around you. You just have to take care of it.

Ways to overcome an addictive behavior:

  1. Go to a 12-step program.

12-step programs are helpful because you get to have a lot of support and be around a lot of people who have a brain like yours and understand.

  1. Abstinence is key.

Generally, the first step is to put down the thing and stop the behavior. Go cold turkey and just stop. And then get a lot of support to stop.

  1. Do the inner work.

Do the inner work on the back end to address all the corks of character that either led you to using it or that developed through the use. Either way, you can’t end up with full blown addiction without having pretty serious stuff to unpack in terms of inner issues.

How the Bright Line Eating Program Works:

  1. Making it a habit.

Automate your eating like you automate your teeth-brushing. Make it a habit that’s so predictable that gets executed no matter what kind of mood you’re in. Cue it by the time of day and the location of where you’re at so it gets done automatically. Breakfast, lunch, and dinner get hardwired into our routine just like teeth-brushing.

  1. Keep a food journal.

Keep a journal and write down the food the night before for what you’re going to eat the next day. The next day, nothing goes into your mouth other than that. Only eat exactly what you wrote down.

In the Bright Line Eating bootcamp, over 50% of people are not experiencing cravings by the 2nd week of the bootcamp. By the end of the 8-week bootcamp, 84% of people are experiencing few to no cravings ever. The key is to let your brain heal so that your brain is not hounding you for a treat anymore.

Exercise and Weight Loss

Everybody thinks that to lose weight and slender, you need to eat right and exercise more. But what are the success rates of that? 99% of obese people will not lose weight and 1% of those who succeed will gain the weight back over the next few years.

At the Bright Line Eating bootcamp, they would not allow you to exercise at the beginning of the program (because it will sabotage your weight loss).

What you weigh is a function of what you eat.

Exercise is healthy. But starting an exercise regimen while you’re trying to start a weight loss program is basically guaranteeing that you’re going to sap up every bit of available motivation, willpower, and focus that you need to be using to set up automatic new food regimens and using it up at the gym.

As a result, your body gets hungrier and the “compensation effect” kicks in. Your brain tricks you into making an exception with your food plan because you deserve it.

Working out doesn’t solve the food issue. It keeps you from solving the food issue.

Eating Right to Feel Right

In the USA, 2/3 of people are overweight or obese. While this may not be an addiction issue, take the quiz to find out how susceptible your brain is to pull off those addictive food. Take the quiz here and you will know what you’re dealing with.

“Whether you have a weight problem or not, you will just function better if you eat better.”

Where Will Power Should Be At

Research shows that there are people who naturally have more willpower but they don’t use it because those people with a lot of willpower set up habits that shield them from temptation. Will power is not where it’s at. What you want more is the habits that make willpower irrelevant.

Episode Resources:

Get to know more about Dr. Thompson on and take the quiz there.

Read Susan’s book, Bright Line Eating

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, The Sales Evangelist Podcast

TSE 537: Email Outreach Won’t Work If You Don’t

Donald Kelly, The Sales Evangelist PodcastA quick question, how have your prospecting been lately? You’re probably sending a ton of emails to your prospects already, but I sure do hope you’ve been more intentional about it than you used to.

I want to say that although email outreach is the most common form of prospecting that salespeople do, many still tend to overlook them. You can’t just wing it, right? It’s a matter of doing things right – what to send, when to send, and who to send it to. Then the results may just blow you away!

So I’ve outlined some key basic things for you to munch on before you even click on that ‘Send’ button:

  1. Make it more concise.

If you hate receiving long emails (like I do) then don’t expect your clients to read a very long winding email from you as well. Keep it simple. Be as straight to the point as possible.

  1. Send emails to your targeted market.

Target the people you’re sending it to. Don’t do your email approach like you’re throwing spaghetti at a wall hoping it sticks. Make sure you have a targeted list. Make sure it’s simple yet provoking.

  1. Make dedicated time to prospect.

Focus on the one thing that’s going to drive your business to the next level. What is that one thing that’s going to drive your business to the next level? Make sure you’re utilizing your time during the day to focus on your prospects. Put on your calendar when you’re going to do it. Set apart a certain day to do prospecting.

  1. Set the time that your emails are going to be sent.

Utilize tools like Boomerang or Hubspot that allow you to delay the sending of your email. The best times would be early morning or late evening when they’re less distracted. There are also specific days that have been found to be the greatest days to send emails like Tuesdays through Thursdays.

  1. Make your email personalized.

Granted that the content of your email contains the same information because you’re reaching to the same types of people, find a way to personalize the email. Make sure you’re truthful. Focus on the main things that would jump out to your prospect. One strategy is to utilize the stuff they have. Take whatever content they have, apply them, and as you see some result, send them a quick message about it.

  1. Reach out through social media.

Reach out to your prospects via social media so when you send that first email, you’ve already sort of warned them up.

  1. Make sure you have a Call-to-Action.

Have a clear next step that you want them to do like check out a link or listen to a particular episode, anything that is focused on them.

  1. Rinse and repeat.

Again, you can take that same email to be sent to another prospect but make sure you customize it. The body of the content may be the same, but the way you address them or speak to them is different.

Episode Resources:

The ONE Thing by Jay Papasan and Gary Keller



Check out Adam Conner’s To Dare is Human Podcast

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

TSE 536: How to Develop an Unstoppable Drive to Sales Success

Dre Baldwin, Donald Kelly, Sales Motivation, The Sales Evangelist PodcastStill making excuses? I’ve got to tell you man, just stop. Our guest today is someone you can definitely draw inspiration from.

Dre Baldwin is an overseas professional basketball player having played through eight different countries in the course of nine years. After graduating from Penn State University, Dre has written books and has done a few TED Talks. He has created programs designed for both athletes and non-athletes and does coaching/ consulting and professional speaking.

From a 6’4″ student who had no innate basketball skills whatsoever, Dre figured he had to put in extra hard work and discipline he needed to be successful and now he’s sharing the resources which he never had.

Now it’s your turn. No more excuses.

Here are the highlights of my conversation with Dre:

How Dre developed his skills to be adequate on the court:

  • Doing different than what others are doing (Dre practiced even at a time no one was practicing)
  • Showing up every single day to work on his game not thinking he would be discovered by any recruiter

Strategies to develop your passion and be better:

  1. Force yourself to be that motivation.

Use other people’s stories to motivate you and which you can use for your own purposes. Listen to their interviews. Read magazines on them. And just take any piece you can use for your own motivation and inspiration.

  1. Find out the one thing that makes you get up each day.

The success in life is basic. There are no secrets. It’s something you already know. Just figure out what you’re willing to do and throw yourself into it. Something that really motivates you and inspires you to get up and do even if there was no money attached to it when you achieve it.

[Tweet “Just figure out what you’re willing to do and throw yourself into it”@DreAllDay ‏]
  1. Stop saying lies to yourself.

A couple of common lies people tell themselves are:

I can’t do this because ________.

I need more information.

  1. Put in the hard work and discipline over and over again.

Success is not a matter of what you’ve done or what you’re doing today but what you continuously do over and over and over again. It’s not an object but a habit. It’s a discipline.

  1. Take action and stop talking your way out of action.

Stop second-guessing yourself and going back to gathering information. If information was all that any of us needed to be successful, then all of us would have been successful by now. Internet is free and widespread. You’ve got access to any information. So it’s not the key to getting anywhere. The is key is taking action. Unfortunately, people talk their way out of action.

[Tweet “If information was all that any of us needed to be successful, then all of us would have been successful by now”@DreAllDay]

How Dre’s pro-career started:

In 2005, Dre joined an exposure camp, which is like a job fair for athletes. You play your sport with other people to prove that you can play professionally to an audience of coaches, agents, scout managers who are brokers in the sport.

Dre took a video of the exposure camp but he had to market the video by sending a VHS copy of his video to an agent. Dre landed an agent who negotiated his first playing situation in Lithuania in 2005.

Dre took the video from a VHS tape to be put on a CD and then on YouTube, being his first YouTube video.

Strategies for your social media approach:

  1. Serve the under-served.

When Dre saw people who watched his video were asking more questions and pieces of advice, he decided to film everything he does and put it on YouTube so anybody can make use out of it. There were no athletes posting training content on the internet before Dre started doing it in 2006.

  1. Share value and don’t just do it for the money.

Dre was already posting hundreds of videos before any Facebook ads even existed. People see through you. Be who you are because people can tell. There will be people who go against you but that’s okay since you’re sharing something important enough for people to pick their side.

Dre’s Major Takeaway:

Each one of you has one competitive advantage and one one competitive advantage that can never be duplicated or taken away from you – your individuality as a person. Be who you are and if you can do that and be able to share your life and what’s going on with you, the more people understand who you are about. Get clear on who you are as a person and then start sharing yourself with the audience you want, which you won’t know until you start being yourself. People can choose until they see the real you.

Episode Resources:

Get to know more about Dre on his website or connect with him on Snapchat and Instagram @drebaldwin and Twitter @DreAllDay.

Watch Dre’s YouTube channel and TED Talks

Check out The Trailblazers Podcast by Stephen Hart

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

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Donald Kelly, The Sales Evangelist

TSE 535: TSE Hustler’s League-“Become An Expert In The Details”

Donald Kelly, The Sales Evangelist Are you keen to details? Or are you just too assuming your prospects will understand? Today’s snippet taken from our past training session over at the TSE Hustler’s League is focused on being expert in the details. Where in your sales process can you better focus on the details?

A few areas where you can focus on details:

  1. Qualifying

Get a better grasp on not only their statistics but really dive more into the challenges they’re facing. This way you can put together an even more compelling solution. You can be technical, but if you’re able to do a better job of getting the details out of them, every account would be a slam dunk for you.

Do a better job on the front end by really uncovering all their pain and most importantly, getting them to feel it. Help draw out emotions from them.

  1. Presentation

Make sure your prospects understand your product and what that means for them, exactly what value you’re bringing to the table. Make it seen in their mind why it’s important for them to have your product or service. Paint a picture by telling a story.

Stop assuming your prospects already know these things and they understand. Go deeper into details and when you do that, you get better results.

The Principle of the 5 Why’s

This was originally conceptualized by Toyota but this principle has been used by a lot of companies today because it’s so effective. The idea behind this is to dig into the details. For each problem, ask why five times so you can go deeper to the core root of the problem until you can offer a solution.

For example:

A person drives into work and gets a flat tire. Most people say you need to get the tire fixed. Instead, ask yourself…

  1. Why did you get a flat tire? (I hit a pothole.)
  1. Why did you hit a pothole? (I was driving fast and I didn’t see the pothole.)
  1. Why were you driving fast and didn’t see it? (I was late for a meeting.)
  1. Why were you late for a meeting? (I didn’t set my alarm clock.)
  1. Why didn’t you set your alarm clock? (Because I was lazy and went to bed early so I didn’t have the time to set it.)

The deeper you go, the better you understand. The root problem here is that this person is unorganized. For sure, there’s going to be another issue other than the pothole.

Today’s Major Takeaway:

Dig down into the deepest level of your customer’s whys. Go into the details.

Episode Resources:

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, Corey Goltz, CleanMark

TSE 534: Sales From The Street: “Sell Different”

cleanmark, The Sales Evangelist Podcast, Donald Kelly My guest today is fellow local Floridian, Corey Goltz, as he shares with us his biggest sales struggles, how he overcame those, and some of the results he has seen, and hopefully apply some or all of these principles to your own sales success.

Corey Goltz is in charge of developing CleanMark’s current customer base in the southeast region as well as building new business relationships. In addition, he plays a key role in extending CleanMark’s full scope of services to both existing and new clients.

Following a distinguished military career with the U.S. Army 3rd Ranger Battalion, Corey honed his business development expertise over the following 15 years within the fitness and financial services sectors. It was at the latter that he developed a defined value proposition and supporting communications strategy that ensured a compelling, consistent brand that drove outstanding client acquisition.
In addition to receiving the coveted Ranger Tab from the United States Army’s premier leadership course, Corey also attained an MBA in marketing from Palm Beach Atlantic University, Florida in 2013. This unique combination of military precision and business flair has helped him to excel in both business-to-business and direct-to-consumer sales, underpinned by the consistent delivery of innovative solutions implemented across myriad business requirements.


* His service with the United States Army and 3rd Ranger Battalion.
* Annual Sporting Clays Fun Shoot committee member for Place of Hope in Palm Beach for the last 3 years.
* Vice-chairman on the Board of Directors for Unity For Kids School.
* Finishing IronMan Arizona with his wife by my side (in less than a day)
* He and his wife Brenda have two wonderful and productive children who you will often find volunteering with them on the weekends or hiking and kayaking in one of our the beautiful parks. They have made a wonderful addition to “Team High Goltage”.

Here are the highlights of my conversation with Corey:

Corey’s means of prospecting:

  • Inbound marketing through social media
  • Being in the right place at the right time when the customer is ready to talk to you

Corey’s major challenges:

  • Getting in front of a new group of people and getting into the space they’re already in
  • Presenting himself as a thought leader or field expert in a new industry

Strategies Corey applied to overcome his challenges:

  1. Develop a mission statement.

Why are you out there? Why do you wake up in the morning? You can’t just wing things and do things without a compass.

  1. Research your potential prospects.

Go into LinkedIn profiles, Twitter conversations or talk to friends to find out about your prospects. Talk to your prospects without selling and just get to know more about them.

  1. Research and implement an effective CRM

Find something that fits your company’s needs.

  1. Have a sales process.

Having a sales process is often overlooked by many salespeople. A great personality is not the only way to sell. You have to have a basic process in place. Get a proper education or training. Base knowledge is important but having a process will help get you to the next level. By having a process, you have something to fall back to.

Some results Corey has seen:

  • Their expected learning curve has been shortened by half.
  • Peace of mind

Episode Resources:

Connect with Corey on Twitter @HighGoltage or shoot him an email at


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Scott Love, Donald Kelly, The Sales Evangelist

TSE 533: Become the Sales Leader People Want to Follow

The Sales Evangelist PodcastAs a sales leader, one of the most important tasks is to be the leader that people want to follow. We often find sales reps leaving the organization, not because they weren’t making money or the product is bad, but just because of the relationship side. How do you become that sales leader everybody loves?

Today’s guest is Scott Love and he shares great insights and more about his book, Why They Follow: How to Lead with Positive Influence, specifically on how you as a seller, sales leader, or entrepreneur can create an atmosphere where the people we lead are willing to follow us.

Here are the highlights of my conversation with Scott:

About his book, Why They Follow:

Find out what motivates people to follow and lead based on that. His book will show you how you can lead that gets people to choose to follow and do it in a positive way (not because of fear).

The concept of response ratio that people choose what response to give shows that employees give a 1 based on authority and a 10 (they respond with their heart and soul) because of a manager’s leadership skills.

People choose to respond based on how they respond someone to be.

Strategies on how to become the leader people want to follow:

  1. Trust is a key factor.

Get people to trust you. People make decisions so you have to lead them in a way that gets them to choose to respond. Build trust with your team by going within. Leadership is intensely personal. People make decisions on a personal and emotional level.

  1. Identify your core values.

If you had all the money and time in the world, what truly motivates you? Those are your core values and take time to identify those. Write them down and this serves as your guide or compass to measure all your decisions.

  1. Write down your life purpose.

This has nothing to do with business or sales. Take the time to identify and clarify your mission as to why you are on this planet and you become more confident and more decisive. You will know which direction you’re going in.

  1. Be a great follower to be a great leader.

Become “followable” first and everything else will fall into its place. Say that you won’t do anything unless it provides value to other people first. Go back to your core values and your life purpose.

  1. Find out what motivates your team.

Get to know your team and find out what motivates them since everybody is motivated by something different. While some are motivated by money, others are motivated by recognition. Look for ways to motivate your team for different reasons.

At the end of the day, people want significance and control. According to Maslow’s hierarchy of needs, self-actualization is on top of the pyramid. It’s more than the money. It’s about the meaning.

  1. Practice what you preach.

If your actions don’t adhere to your values, then your team will see that disconnect and they won’t feel safe. They won’t trust you anymore. Are you living in the values you are espousing within the company?

  1. Give your team members the attention they need.

Don’t looking at your iPhones as employees are talking to you. Every time you have a screen on your hand, you’re not giving the attention they need.

  1. Give your members public recognition.

Show them why their work matters. There is a pattern that if we can show there is positive leadership between the employee and the boss, that’s enough for them to turn down opportunities. Salespeople want to have a contribution into this world.

Scott’s Major Takeaway:

Invest one hour a day in personal development. Listen to this podcast. Read books. This is going to build up over time. If you read and listen to people who have been down the road, you’re going to become the kind of person that people will feel safe with and be the person people will follow.

Episode Resources:

Connect with Scott Love on

Why They Follow: How to Lead with Positive Influence by Scott Love

Check us out on our Facebook community, The Sales Evangelizers

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Determination, Passion, Sales Success; Donald Kelly

TSE 532: What’s More Important To Succeed In Sales? Determination or Passion?

Determination, Passion, Sales Success; Donald KellyDetermination and passion are two different things in terms of your success in sales. Does success in sales come down to passion or determination? Do you possess both? Or do you only have one of them?

A healthy combination of both

Passion is defined as a strong emotion while determination is a process of establishing something by calculation or research. Personally, I believe a healthy combination of the two is required for you to succeed in sales.

Passion without Determination

Passion is your desire for something. And so let’s say you want to do something that you’re passionate about. But, if you don’t have the determination or a sense of work ethic behind it, nothing happens. While passion is your emotion, determination ties back to action. Determination is the work ethic side of things. Hence, there has to be a combination of both.

Determination without Passion

What happens when you have determination in something you don’t have a passion for? I had a personal experience of this where I wasn’t really passionate about the product but I was so determined to sell it. Since I didn’t have passion in the product, I didn’t last too long working with the company. Hence, without passion, you won’t have the drive for it.

Passion + Determination = SUCCESS

If you’re able to combine passion and determination in your work and you’re consistent in doing it, then you’re going to have a much better chance of being successful. Without one or the other, either one could die out so quickly.

Your Call-to-Action:

Examine yourself to see where you fall into place. Do you have passion? Do you have the determination?

Strategies for finding passion in your product:

  • What can you do to find passion in your product?
  • Try to see what impact it can bring to someone’s life. What impact does the product have in your life when you use that product?
  • Read client testimonials or chat with your clients about your product to help you gain that passion.

Strategies for getting that determination:

  • Get an accountability partner, join a mastermind group, or get a coach to help keep you accountable.
  • Set that goal then put a process or plan in place.

Episode Resources:

Coaching Salespeople into Sales Champions by Keith Rosen

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Success, Working Hard, Fred Diamond, Donald Kelly

TSE 531: What Are You Willing To Do To Be Successful In Sales?

Success, Working Hard, Fred Diamond, Donald Kelly One of the qualities of top salespeople is their willingness to do whatever it takes to close the deal. How about you? What are you really, truly, willing to do?

Today’s guest, Fred Diamond, shares with us how you can think out of the box to get your deals closed. Fred is the co-founder of Institute for Excellence in Sales (IES), an educational platform that promotes best practices, business excellence, and thought leadership through sales training.

Here are the highlights of my conversation with Fred:

Word of the Year for Fred: WILLINGNESS

What are you truly willing to do to achieve what you’re committed to do?

What are you willing to give up?

There’s a huge difference between commitment and your willingness to really do it.

Strategies to Focus on Your Willingness:

  1. If what you’re doing isn’t working anymore, do what needs to be done and adapt to changes.

Most customers have remote offices now. Think about being present on social media as well as get familiarized with technology and apps that can help you improve your sales.

  1. Think about how you can be different.

How can you be different now that the customers are in charge.

  1. Know your customer’s business.

How can you add value to your customer’s business? It’s not just offering your solutions to your customers, but be willing to be there for them.

  1. Understand your customer’s challenges.

Understand whether customers are really going to buy. Don’t think that just because they click on a link, they’re already going to buy. There needs to be much thought and energy that you need to put into solving your customer’s challenges.

  1. Be willing to do things that may be uncomfortable for you.

Some prospects take calls on weekends or Sundays, are you willing to call them?

  1. Focus on prospecting.

Leverage social media to understand your prospects and their challenges. Prospecting the right way is valuable.

The Principle of 58 and 2

There is a greater chance to get into somebody if you get to them 58 minutes after the hour or 2 minutes after the hour.

Fred’s Major Takeaway:

Selling is not just a charisma or about trying to convince someone to buy. The lifeblood of customer success is the ability to sell. Put yourself ahead of the curve to learn and tap into resources to get better and you can get better. Read. Listen to podcasts. Treat sales as a profession and it’s one of the most rewarding professions ever.

Episode Resources:

Connect with Fred Diamond on Twitter @iesbd or send him an email at or call him at 703-628-6910.

Check out Fred Diamond’s blog on KiteDesk.

Coaching Salespeople into Sales Champions by Keith Rosen

The Ultimate Secret to Getting Absolutely Everything You Want by Mike Hernacki

High Profit Prospecting by Mark Hunter

Selling with Noble Purpose by Lisa Earle McLeod

Leading with Noble Purpose by Lisa Earle McLeod


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

Donald Kelly, TSE Hustler's League

TSE 530: TSE Hustler’s League-“Questions Your Customers Want You to Ask – Part 2”

Donald Kelly, TSE Hustler's League This is Part 2 of the snippet which I’ve pulled out from one of our sessions over at the TSE Hustler’s League where we talked more about appropriate questions your customers would want you to ask so you can get to the real pain of your prospect and make sure you’re able to bring the best value to the table. (If you haven’t yet, please check out Part 1 of this episode where I already shared some strategies for asking the right questions.)

More strategies for asking the right questions:

  1. Find out the people who are part of the purchasing community.

Most companies have multiple individuals in their buying process. Find out their time frame and their budget.


Who else is a part of making the decision or selection?

  1. Put on some “softeners” or buffer to your questions.

This means saying a little phrase to serve as a buffer right before asking the question or just to show them you are listening.



  • It sounds that this has been affecting the business for a while, what is the time frame for implementing the solution?
  • Out of curiosity, what is the time for this project?
  • Off the record, do you guys have a budget for this?
  • Out of curiosity, what is the budget range you’re looking at? I want to make sure we’re a good fit.
  • Besides price, what are the most important criteria when it comes to selecting a company?
  • If you don’t mind me asking, why is that so important?
  • Off the record, why didn’t you select the vendor the last time you did this project?
  1. Talk about the price range.

What is the projected budget for this project?

  1. Ask questions that elicit them to speak to their why.

As mentioned last week, try to dig deeper into their real pain by adding the softeners mentioned above to your “why” questions.

  1. Come prepared to answer them.

Think about the questions your prospects are going to ask. The questions they’re going to ask you are probably the same ones the other prospects are asking you on initial meetings as well. Coming to the meeting with an understanding of those questions makes you look more professional. Practice.

Episode Resources:

Coaching Salespeople into Sales Champions by Keith Rosen

TSE 525: Questions Your Customers Want You to Ask – Part 1

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Donald Kelly

TSE 529: Sales From The Street-“Confidence from Coaching”

Donald Kelly On today’s episode, my wife, Cristina, is joining me to facilitate this show while I take on the guest role as I speak about the sales struggles I had. We actually had a recent conversation on some of the struggles I had with sales so we decided to bring it here on the show.

Main challenges I faced:

  • CONFIDENCE in what I was selling and talking to people
  • Fear of taking action
  • Fear of asking appropriate questions without offending people

Strategies I used to overcome these challenges:

  1. Ongoing training

Sales training can only get you so far, it’s important to sustain all the things you learned by joining a group of like-minded people. This helped me refine my skills and this is why I created the TSE Hustler’s League because the key is consistent, ongoing training.

  1. Coaching

Coaching and training are two different things. Training is more of telling, while coaching is more of guiding and encouraging. It involves asking the appropriate questions to help people learn and think about ways they can act and perform as opposed to telling them all the answers.

Benefits of coaches:

  • They guide you along the path.
  • They serve as your accountability partner so you can have actionable things to implement.

Results I gained from doing these strategies:

As I got into the software space, I started closing $30,000 deals which gradually got bigger. I was now asking the appropriate questions. I had a coach to guide me and I obviously saw results.

Today’s Major Takeaway:

Having that personal one-on-one coaching will build your confidence and push you to the next level. I highly recommend that you get some kind of coaching.

Episode Resources:

If you would like a copy of How To Become An Effective Sales Coach (the PDF I mentioned in this episode), send me an email at Put in the subject like, “Sales Coaching Guide”. 

Coaching Salespeople into Sales Champions by Keith Rosen

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales Evangelist

TSE 528: Cold Emails and Cold Calling Are Not Dead!

Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales EvangelistDoes cold calling still work? Picking up that phone book and calling all the numbers listed would probably no longer be as effective. But the short answer is definitely yes. Cold calling or cold email still works. The key is to have an effective way of prospecting.

My guest today, Marylou Tyler, is going to share with us some unique ways on how you can improve your prospecting skills. Marylou is the author of Predictable Prospecting and co-author of Predictable Revenue.

Here are the highlights of my conversation with Marylou:

Does cold calling still work?

Cold contact is a tool that you can leverage along with the other available tools now. The best tool depends on who you’re starting the conversation with. Help drive how your prospect likes to be sold, how they like to start the conversation, how they consume your content, and how they’re going to engage with you. Look at the person first and then build the tools around it, not the other way around.

Strategies for getting started with cold calling:

  1. Assessing the “state of the union”

Where are you at today? What does your lead flow look like? Where is it coming from? Also review your pipeline, your process, the people you’re selling to, etc.

  1. Leverage available tools to start the conversation

Know the relative position of where these people are along your pipeline.

  • Cold status: No response to any type of your advertising but are good targets
  • Tool you can use: Cold email engine and sequence
  • Value: You help build awareness around the “why” – why people should change, why now, and why you.
  1. Overlay that with levels of awareness

Some people may not be aware of the problem, so look at where you are relative to the position of the leads in the pipeline and their levels of awareness or where they are.

  1. Start a conversation, it’s compelling enough for them to be interrupted

Prospects would be amazed knowing that you know where they’re at. That’s the purpose of the email engine – not the external searches for people to find you, but the internal need that drives them to make a change. That’s where your phone conversation must be focused on.

The Concept of Pre-Call Planning:

  • Write out scripts including an “objection tree” so you’d know which rabbit hole people are going down and how you can steer them back into the active pipeline.
  • Outline every conversation you have with prospects including the objection, how you answered it, why it’s important, and what’s the next step.
  • Write things out. Internalize them and practice them daily.

Strategies for having more consistent and reliable flow of leads:

  • Target the people you want to have conversation with.
  • Practice, practice, practice. The more you’re on the phone, the better you’re going to get in terms of tonality, enthusiasm, etc.

How to get a high quality call list:

  1. Go to some place that have lists
  • List vendors where you can rent a list.
  • Ability to scrape the internet and use tools to find companion phone numbers that go along with the name or email.
  • Offshore services to find information for you.
  1. Make sure who you want to target
  • Have query parameters that allow you to fit your sweet spot.
  • Farm that out via query just to get the counts of how many records are available.

When (in the sales process) do you use cold calling:

  • Determine the nature and number of your touch points as a baseline.
  • When to use cold calling or cold emailing is based on your buyer persona.

Tips for creating your email messages:

  1. Cadence (Marylou has a chapter about this in her book Predictable Revenue)
  • Craft your email based on the hero’s journey of your favorite movie.
  • List the outcome. Contrast where they are now to where they could be. Leverage your other existing clients who have gone before them and solved the problem as well as people who chose to wait and what it meant in terms of loss aversion. Many people are more motivated by what they stand to lose than what they stand to gain.
  • Call-to Action. You’re the guide, they’re the hero. Switch to logic with specificity so they will feel good about making that decision for the call-to-action.
  1. Length of the Emails

Depending on the prospects’ levels of awareness, they will consume information roughly based on that level. The less aware they are, the shorter the email.

  1. Subject lines

The goal is to get their eyeballs to move to that first line by using emotional/psychological triggers based on the buyer persona. (Refer to the 6 principles by Robert Cialdini found in his book, Influence: The Psychology of persuasion.)

Then get them to move from the first line to the second line and eventually to the end of the email which is your call-of-action.

Examples of triggers: Curiosity, Mystic, Power, Vice, Alarm

Marylou’s Major Takeaway:

Start with the prospect and really understand everything you can about them because that will drive the entire process and which tools to use. Then everything else will fall into place. Spend time working the persona definitions.

Episode Resources:

Visit and download the free chapter on Cadence.

Connect with Marylou Tyler on LinkedIn or go to her Ask Marylou page to drop a question or send her a voice message.

Predictable Prospecting by Marylou Tyler

Predictable Revenue by Aaron Ross and Marylou Tyler

Influence: The Psychology of Persuasion by Robert Cialdini

The Alchemist by Paulo Coelho

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What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Hiring Salespeople, Donald Kelly, The Sales Evangelist Podcast

TSE 527: What to Know Before Hiring Your First Sales Rep

Hiring Salespeople, Donald Kelly, The Sales Evangelist Podcast Whether to hire an experienced seller or an inexperienced individual, that is a common question among many entrepreneurs who want to grow their business but don’t know who to hire the right people.

I’m sharing strategies which have worked for me and I hope this could help you whether you’re finding your first sales job or trying to hire your first seller.

Strategies for hiring your first sales rep:

  1. Start off with an SDR (Sales Development Representative) doing inside sales.

You can hire an SDR if you’re a small company and trying to hire your first sales rep so they can gain a good understanding about the business.

  • More knowledge and experience: This gives you a chance to learn a little bit more about the company because you’re mingling with different departments inside the organization.
  • Wearing multiple hats: Now if you’re in a small company, you may have to wear multiple hats. An entrepreneur would love to have some help with things like lead generation, lead development, or appointment setting.
  1. Find someone to come on board and work just for full commission.

The problem with this is that without any proven process for any sales rep to follow, they’re just going to be winging it. And this could result to a higher turnover.

  • Proven process: Have a proven process in place beforehand so once they come on board, they’re able to apply these and see results.
  • Proper training: The key is to train the rep on the proper procedures and the proper ways they can close deals so they see immediate results considering you have a shorter sales process.

If you’re trying to find a senior seller, and they’re earning based solely on commission and you don’t have a process in place, this may not just work.

  1. Develop them from being inside sellers to become a closers.

Start off with hiring an SDR that’s inside. Then you can develop them and have them go in the outside. Fine tune the process. Then hire the next SDR to come in and then that person will be the outside rep or the “closer.” Then repeat the process.

You can grow your company like this pretty quickly. Again, if they’re doing this just for full commission, you have to make sure they make money enough that they can survive. Or you can just give them a declining base + commission that’s gradually leading up to a full commission.

Some great questions to ask when hiring people:

  • What was the last book you read? (This gives you an idea if they’re willing to develop themselves.)
  • Why must you be successful in this position? (This tells you what their motivations are.)
  • What do you enjoy most about selling and the least about selling?
  • Why do you do sales?
  • Why do want this job?
  • How many books have you read in the last year?
  • Tell me why you believe in this product you’re going to be selling.
  • Tell me about your last sales/last close.
  • What is your why?

Check out our Facebook group, The Sales Evangelizers, to search for more questions you can use to ask during the interview process.

Today’s Major Takeaway:

Hiring the right individual is important but have a process in place beforehand.

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes and I would love to read them here on the podcast.

Mark Ripley, Insightly, Donald Kelly, The Sales Evangelist Podcast

TSE 526: How to Build a Sales Team that Contributes to Long-Term Customer Success

Mark Ripley, Insightly, Donald Kelly, The Sales Evangelist Podcast Sometimes we tend to overlook the impact of treating our customers right when in fact it’s one of the most critical things to having long-term customer success. Your customers should not merely be transactional.

Today’s guest is Mark Ripley and shares with us great insights into building that long-term customer success. Mark runs sales for Insightly, which builds CRM tools for small to medium-sized businesses. Insightly was recently named #1 CRM for small businesses by Entrepreneur Magazine.

Here are the highlights of my conversation with Mark:

Why you need to have a long-term view of client success:

  • The customer has become the bigger king because it’s now easier for them to switch to other brands.
  • Building that customer loyalty to your company and the value you bring is critical.

Common problems with customer success:

  1. Communication between sales and customer support.

Put a lot of energy upfront into building that process. Customers should never know the difference that they’re already going from sales to CS so they will have a wonderful experience all the way through.

Strategies to smoothly hand-off your customer from sales to CS:

  1. For the velocity play.
  • Figure out what information is really critical for CS to have to ensure wonderful customer experience.
  • Narrow it down to the key core things that’s realistic for sales to put into the CRM system and what’s really mission-critical for the CS person to have.
  • Warm hand-off. There should be a minimum of email introduction from the sales rep to the CS rep.
  1. For larger deals with more complex needs.

Pre-sale: Think about bringing CS in pre-sale. You want to bring a CS leader or manager to come in and walk them through that to give them a high degree of confidence. Then ask your customers what success looks like for them. This assures them that you have a legit process.

Post-sale: Every 90 days, the CS person and the sales rep will reconnect and get together on the phone to figure out and track things. This is also a great way to unveil up-sell opportunities.

The Red Carpet Treatment

Give your customer the red carpet treatment throughout the sales process. Keep making them feel amazing.

The Concept of Perceived Value

People’s perception of you can go a long way. So you have to be able to create that perception to your prospects in a way that they want to do business with you and that you care about them. Create whatever you like in terms of that perceived value.

How to help your sales team have a long-term vision of client success:

  1. Create a “tiger” team focused on improving customer experience.

Their whole mission is to find solutions to constantly improve the customer experience so it gets better and better over time.

  1. Set up a great sales structure that gives inherent motivation for the sales rep.

At Insightly, when an account executive signs a new customer, they get to keep the customer so if they buy again in the future, they come back to that account executive.

  1. Leverage relationships.

Build a relationship. Build trust. Understand your customer and leverage that so the customer continues to have an even more amazing experience.

Balancing new business and current customers:

  1. Have very clear role definitions.

Build those role definitions based on what your goals are.

  1. Set roles that are very specific to different functions.
  2. Communication.
  • Have a CRM that allows a very consistent way to communicate so the communication transfers between the two parties in a seamless, effective way.
  • Set expectations. 95% of problems or challenges can be traced all the way back to misaligned expectations due to lack of communication.

Mark’s Major Takeaway:

Focus on people first. Hire the right people. Set the roles the right way and make sure they’re in a place where they can continually grow. Set those up and empower them and that’s the key to building long-term growth-oriented teams.

Episode Resources:

Connect with Mark Ripley through email at


The Alchemist by Paulo Coelho

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

Donald Kelly, TSE Hustler's League

TSE 525: TSE Hustler’s League-“Questions Your Customers Want You to Ask – Part I”

Donald Kelly, TSE Hustler's League Today’s snippet taken from one of our past sessions over at the TSE Hustler’s League is all about asking the appropriate questions to help advance your deal and let you bring more value to the table.

Regardless of what you’re selling or who your selling to, you have to ask the appropriate, value-rich questions. These are questions your prospects would be glad that you asked.  Reduce your talking. Help them feel they’re buying and not you selling. Then price would no longer even be a question.

If you find some of these questions to be missing in your process, then feel free to tweak it and fix it.

Strategies for asking the right questions:

  1. Do your basic research before the call/meeting.

Don’t just wing it. You have to come prepared with information. You can find details about anyone just by going online. Find out about the company in advance and don’t ask questions where the answers are already accessible. Make sure you come as a consultant by showing them you’re bringing intelligence to the table.

  1. Get access to their why.

The more you can get access to what’s really powerful and meaning to them, the more connected you’re going to be. Remember, people do business with people they know, like, and trust.

Bad example:

“How long have you been around?”

Good examples:

  • “I know you’ve been around for 13 years and as an individual solopreneur, why did you decide to get into the x-ray business?”
  • “You mentioned you currently have a system, what would cause you to look at something else?”

Sometimes you may have a solution that they already have. So it’s important to find out what caused the disservice.

  1. If you feel it, say it.

If you feel you have a question you really want to know the answer to, then don’t be too shy to ask it. Ask. Be bold and be open. Remember, you’re here as a consultant. And they will respect you for that.

  1. Acknowledge they’ve also done their research.


“I know you’ve done some research already, what are your must-haves in a new system?”

“I know you’ve probably looked at many different services like ours already or done some research on systems like ours, what are some of the must-haves in your service?”

  1. Dig deeper than just the features or benefits they’re looking for.

Asking these type of questions will let you know whether they like the system or it’s just a legacy system that was in place which they wanted to change.


“What are some of the criteria you’re looking for when selecting a system? Why is that so important to you?”

“Were you part of the original selecting committee? Who is also part of the selecting committee.”

  1. Bring up their band-aids that would reaffirm to them that they need to do some changes.


“What do you do to fix this challenge? What are the band-aids you’re doing? Is that something you’re going to keep doing? How long can you keep doing that band-aid before it becomes ineffective to you?”

  1.   Delve down to their true pain that’s affecting them.

Emphasize how it affects their business by asking, for instance, the 5 why’s. Ask with a why and keep following it up with a why. By the time you get down to the fifth why, you usually get to the true issues.


“How does that affect your business? How much is that costing you?”

Episode Resources:

The Alchemist by Paulo Coelho

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Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Carolin Soldo, Donald Kelly, The Sales Evangelist Podcast, Business Coach

TSE 524: Sales From The Street-“Started The From Bottom, Now We’re Here!”

Carolin Soldo, Donald Kelly, The Sales Evangelist Podcast Today’s guest is Carolin Soldo, a business coach who works with women, specifically, who are very passionate, highly skilled, and with the desire to bring their passions to the world.

Along with her husband, Carolin immigrated from Germany into the the United States initially working as a telemarketer and her husband as a machinist. With zero business background, she and her husband put up a business literally from scratch. Fast-forward to now, their business has grown to making $3 million in revenue in 2016 with 14 employees.

Major Health Transformation

Meanwhile, Carolin was in the financial services space but she was no longer feeling the drive and started to grow overweight over time. Then a major health transformation happened. She shed off 80 pounds in over a year and decided to really change her entire life as we as her family’s. Hence, the birth of her passion for health.

Out of the Corporate Grind

She then started to become a health coach on the side until she finally took the leap to do coaching full time. Over two years ago, she pivoted her way into becoming a business coach where she now works with women in various fields of their coaching career.

Here are the highlights of my conversation with Carolin:

Strategies in creating a business with zero background:

  1. Ask experts.
  2. Google things.
  3. Figure things out

Some insights drawn from Carolin’s inspiring story:

  1. You have to learn to do things with fear.

People often don’t take action on their dreams and it’s all because of fear.

  1. Be passion-driven and purpose-driven.

Use your passion and purpose to fuel yourself to do things with fear.

  1. Take your fear and make it work for you.

Turn your negative energy into positive energy. Always think about the impact you can make and how people can learn and grow from it.

The best ways to acquire new business:

  1. Bring your business online.

Use social media advertising as well as traditional online advertising.

  1. Create webinars and automate them.

Target your webinars to people using social media. These people will then be added to your email list. This leads to them booking calls.

  1. Use the calls as an opportunity to enroll a new client.

The more sales calls you have in your business, the better you’re going to do. Sales calls are the lifeblood of a coaching business.

  1. Use analytics.

Pay attention to the statistics to help you improve your funnel, tweak it, fine tune it, and optimize it.

Reasons for failure of converting leads:

  1. Syntax: When you wing a call

There are certain sections in a sales call that you want to hit (rapport building, exploring their pain, etc). Master that syntax and then it’s all about you and the mindset.

  1. Confidence: Lack of belief in your products.

You always have to be certain. Believe in your product and that you can deliver results.

  1. Energy: Being clingy and desperate

No one wants to spend time with a clingy, convincing type of energy nor would they want people who are too interrogative, just checking off boxes and moving along with the script without even caring.

Strategies in asking for the high price:

  1. Re-frame what you’re pricing out.

Instead of pricing by the hour, price by the result. Look at the lifetime value of what you’re delivering. Look at the impact you can make to your clients.

  1. Focus on value.

Price wouldn’t really be an issue if you can let them see the value of what you can offer. Understand what you’re really doing for people and what their pain points are.

Carolin’s Major Takeaway:

Sales is fun! Restructure and reframe how you think about sales because sales calls are actually fun since you’re making new connections every single day. Most importantly, you’re opening the door for people to change their lives with your product. Rewire your mind and get excited in the morning. Then the right people will show up. Sales is really being of service to the world.

Episode Resources:

Connect with Carolin on or on Facebook. Sign up for her brand new seminar, The 5-Step Strategy I Used to Build My Coaching Business Online and Go From Unknown to 6+ Figures in Less than 12 Months, just go to

Check out Carolin’s yearly event From Passion to Profits Live

The Alchemist by Paulo Coelho

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player. 3gxzdwmm

Nick Raithel, Donald Kelly, The Sales Evangelist

TSE 523: Actionable Insights Most of Us Are Not Even Thinking About

Nick Raithel, Donald Kelly, The Sales EvangelistImagine creating a business card that people will never throw away, much more, something that will be of tremendous value to them. But how can you guarantee they’ll never throw your business card?

My guest today, Nick Raithel, shares with us how exactly you can do this. Derived from a concept called How to Write a Book in 7 Hours, Nick teaches a powerful instrument you can use as a seller. Nick helps sales professionals to get them into a position where they’re welcomed by people.

Here are the highlights of my conversation with Nick:

Create a book: How to be top of mind

For the purpose of branding and getting that “thug” factor, creating your own book in a way becomes your business card.

How is writing a book relevant to your selling?

Having your own book makes you visible to your market and this leaves them with a major impact. This way, you get to educate them and proves you’re an expert.

Create an eBook even within your organization.

Contribute a chapter or compilation and still get that authorship even when you’re in your organization. What message does this send out to your organization? That you’re demonstrating your expertise and it makes the company stronger as a result.

Topic ideas for your book:

  1. Start with why.

Think about why you want the book. What is the purpose of the book? Once you start with this, the topic usually naturally develops.

  1. Look around at people in your industry.

Success leaves clues. So look at what others are doing and try to figure out from there.

  1. Think about yourself.

Think about your experiences and unique insights that others don’t have. Use your unique, personal story that would set you apart in your market and cause people to listen once you reach out to them. Find your story or insights within. Document them and turn that into a book.

The secrets to raising your price:

  1. Have that perception and people will expect it.

Luxury brands can charge the prices they do because they have that image and perception which they’ve worked very hard to create. They are the recognized authorities. As with sales, you can charge what you want if you are the authority in your niche.

  1. Be willing to ask for more than you’re comfortable asking for.

We tend to undervalue ourselves and overestimate others and other circumstances. Stand up for yourself and believe in your ability to charge a particular price, otherwise, who will?

Developing the right work ethic

Put in the work. Develop yourself. Build the footprint in your market. Then you’re going to be a whole lot more relaxed on your sales calls because you know you did the work you had to do.

Nick’s insights from the quote of William George Jordan:

  • Use adversity and turn obstacles into one of the best things that ever happened to you.
  • Reverse the negative energy and turn that into positive energy to become stronger and get better results.

“When the grey heron is pursued by its enemy, the eagle, it does not run to escape, it remains calm, takes a dignified stand, and waits quietly, facing the enemy, unmoved.

With the terrific force with which the eagle makes its attack, the boasted king of birds is often impaled and run through on the quiet, lance-like bill of the heron.”

– William George Jordan

Nick’s Major Takeaway:

You’ve got more in you than you get yourself credit for. Stand up for yourself and really embrace your uniqueness as a sales professionals. Embrace that in carving out your niche within your market. Have confidence in yourself and proceed with that.

Episode Resources:

The Alchemist by Paulo Coelho

Connect with Nick on

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, The Sales Evangelist

TSE 522: Salespeople are NOT Marketers

Donald Kelly, The Sales Evangelist It’s a common misconception among many entrepreneurs that marketing is sales and vice versa. But here’s a fact: Although sales and marketing are closely related as they are basically part of the same family and are similar in many ways, they’re still two different beasts. And I’m going to share with you today why it’s important to understand the distinction between the two.

I have a friend talking about going into a new industry and start up a business. He is actually an exceptional seller and author so I know he could surely go out there and do a really, really good job. The challenge, however, was his idea of creating an online course. And while a lot of people become successful at this, many are still having a tough time doing it with only meager results. What could be the reason for this? tn74sdjj

Sales Professionals are NOT Marketers, Marketers are NOT Sales Professionals

Online selling is a different beast compared to traditional selling.

Marketing focuses on campaigns which are long term. Marketing’s job is to find leads they can bring into the funnel which sellers get connected with to turn these leads into clients. Sales, on the other hand, has a relatively shorter process.

In marketing, the content you create must be something enticing enough for customers to open your email or for them to keep coming back.

eLearning is an online marketing strategy. Your sales experience does not matter. As a sales rep, you’re not going to be as successful at it than as a marketer. Hence, you have to think like a marketer. Without expertise and clearly understanding how to create the funnel or how to create the proper cadences and all the technical know-how, you won’t be successful at it.

Having good marketing knowledge

Sales professionals and marketers are two different beasts. That’s why most traditional sellers who try to do online selling fail. Having good marketing knowledge is key.

Can you learn this stuff? Of course!

You have to understand both roles to be effective. You have to be a hybrid of sales and marketing. Understand the funnels and how to build them. Understand how to nurture your lead and how to create compelling content.

Admit that you’re not a marketer or that you’re not a seller.

When you try to get into a new space coming from traditional sales or traditional marketing, you have to recognize that it’s not your forte. That’s the first step. Then you go from there and do what you need to do to develop and improve. Otherwise, get someone who can do it for you.

How to improve in your selling:

Join mastermind groups such as the TSE Hustler’s League. Listen to podcast. Read books.

How to improve in your marketing:

Go to expert marketers like Ryan Deiss or turn to organizations that can give you the marketing expertise like HubSpot. Get certified and learn all the things out there.

Episode Resources:

Ryan Deiss – DigitalMarketer


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

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Bernie Cronin, Donald Kelly, The Sales Evangelist Podcast

TSE 521: 21 Common Problems Most Salespeople Encounter

Bernie Cronin, Donald Kelly, The Sales Evangelist PodcastBeing in sales, you have to play multiple roles. It’s more like a “one man theater act” where you have to play the parts of the actor, the producer, the scriptwriter, the director, and everything else.

My guest today is Bernie Cronin and he shares with us some problems most salespeople encounter as well as some weaknesses and reasons salespeople fail. Bernie also talks about how theater and sales are alike.

Bernie was actually my first sales trainer, the first coach we’ve ever had in my previous company and he has helped us transcend in our performance. Almost everything I know when I started off in sales was because of him.

Bernie is a speaker, a coach, and author of the book, Showtime!!! Celebrating the Actor in YOU! where he demonstrates how selling is like a theater performance.

Here are the highlights of my conversation with Bernie:

How selling is like a stage performance:

  • There is a message you want to leave to your audience.
  • You have to be prepared with the different roles that you take on.
  • There is an opening, an end, and a walk-away point.
  • Sales is all about improv.

Common Problems Most Salespeople Encounter:

  1. Difficulty in creating the proper mindset

If you don’t believe in yourself, your product, or your company then you can’t sell something. Always be learning and growing no matter how long you’ve been in the business. Believe in the value you bring to the table because clients can see right through you. Believe in your product. Believe in your company. Be around winners who truly want you to succeed.

  1. Not having written goals

90% of written goals are accomplished. Most people’s goals or plans are merely dreams. Writing your goals down makes it more realistic. It serves as your road map or compass to help get you to where you want to go.

  • Create SMART goals (Specific, Measurable, Attainable, Realistic, Time-bound). Follow them.
  • Have an accountability partner. Share your goals with someone to make yourself accountable.

The 3 x 9 Rule

Make 3 calls before 9am everyday and you’ll grow your business by 20%

The “One More Call” Rule

Make one more dial before you leave the office and that’s 240 dials a year!

3 Main Reasons Why People Fail in Sales

  1. Fear of rejection
  2. Fear of failure
  3. Fear of success

3 Heavy Weaknesses of Salespeople:

  1. Our buy cycle

At a subconscious level, we sell the way we buy.

  1. Need for approval

You don’t need it!

  1. Talking about money

Many of us grew up in families that didn’t talk about money and sometimes we have to talk about what’s the substantial amount of money to us. Once you overcome this, you’re able to create value of your product. You have to talk about money at some point in the sales process.

Episode Resources:

Showtime!!! Celebrating the Actor in YOU! by Bernie Cronin

The Alchemist by Paulo Coelho

Feel the Fear and Do It Anyway by Susan Jeffers

Connect with Bernie Cronin via phone 954-295-9202 or send him an email at Visit his webpage and get access to his book.

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, TSE Hustler's League

TSE 520: TSE Hustler’s League-“Perception is Reality”

Donald Kelly, TSE Hustler's LeagueFirst impressions last for most people. Therefore, you have to make sure you establish a great perception. But, how can you create a great perception with your prospects and the people you’re working with?

This is yet another great episode taken from one of the sessions of our online group coaching, the TSE Hustler’s League where we focus on a specific topic each week. This semester is all about building value.

How do you want to be perceived by your prospects?

This goes back to the concept of knowing who your ideal customers are. As you grow and evolve in your career, your customers may evolve as well into a more professional atmosphere. For instance, you may now be attracting customers who pay more.

What are the things you need to project on your platform so people can see it?

What are the most important things you can do to create that image of yourself which you want your customers to perceive you as?

Strategies to establish good perception with your clients:

  1. Make sure you look good.

Identify the places which people will see you (LinkedIn, Facebook, Twitter). These people are going to look for you and they’re going to see you. So make sure you have that great lasting impression. Consider your appearance and look professional. Your choice of color is a huge factor too as well as the style of hair you wear. Bottom line: Make sure you look good.

  1. Make sure you have a good breath.

Look good, smell good. Again, first impressions last a long time. You get one time to make a great first impression. Buyers will create a perception of you that’s going to last a long time. All of this will be based on the first FIRST impression you made. 

  1. Consider your branding.

Your branding is what people think about you when you’re not around. And YOU are the brand. In order to set that perception, you have to clearly understand the person that you are and what you want them to see you as. Be careful with what you post especially when making political statements. Otherwise, make a separate social media account that is solely for business purposes.

Episode Resources:

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Dave Negri, Donald Kelly, The Sales Evangelist Podcast

TSE 519: Sales From The Street-“Is That the Best Price?”

Dave Negri, The Sales Evangelist Podcast, Contractor Secret weapon PodCastHow would you answer when a client asks you for the best price? Would you go lower or stand your ground? How do you leverage your value on a situation like this? I’m bringing in David Negri on the episode today to share with us some strategies to help you answer this question the best way possible.

David owns a paint contracting business and he also hosts his own podcast called Contractors Secret Weapon Podcast where they help contractors learn more about sales and marketing and driving output.

Here are the highlights of my conversation with David:


The biggest challenge David has faced:

Being asked for his best price

Strategies David has done to overcome this question:

  1. “Either/or” option

When asked for his best price, David gave his client two options of either bringing the price down or upgrading the quality of his paint and extending the warranty to two years. The client  went for option B.

  1. Prove your value

The coolest thing was when they finished the job, the client gave them an extra $600. If you can prove to them that the value is there for the money they’re spending, then they’re going to go with it.

  1. Don’t start off your relationship with a lie

You’re selling on the value and not on the price. When you go in knowing that you’re going to bump your price up 10% and give them a 10% discount, you’re basically lying to the customer on the premise that you want business.

David’s Major Takeaway:

Just go out there and be confident in what you have and who you are. Whatever you have, you’re going to provide them value and not sell on price otherwise you become a commodity. Just get away from price.

Episode Resources:

Learn more about David on

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