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Donald C. Kelly, Inside Sales, Outside Sales

TSE 1172: Should I Start Off With Inside Sales or Outside Sales?


Donald C. Kelly, Inside Sales, Outside Sales

Are you new to sales and asking yourself the universal sales question, “Should I start off with inside sales or outside sales?” Many share the same thought and I have five things to help you figure out a better way to go.  

Inside sales vs outside sales 

Every company is different, however, inside roles typically have the SDR (sales development rep) or the BDR (business development rep). Depending on the company, these may be different roles done by different individuals. 

The business development reps may be the ones finding new prospects for the business. For some companies, the sales development reps are focused on the inbounds. When the sales come in through marketing or via the website, the sales development reps will get more information making them the first line of contact with the SDRs. They talk to potential clients, qualify them, and set them up for appointments. 

An inside sales rep who’s also doing outbound tasks has a lot of work. The upside to outbound sales is getting a bigger commission than the person who’s doing solely inbound tasks. 

The business development reps need to qualify people, follow up, and make sure that they know their company’s products and services to have meaningful conversations with potential customers. 

For other companies, this doesn’t matter. 

If you’re on inbound sales then your job is to generate opportunity whether it’d be through cold calling or setting up appointments for outside sales reps. If you’re on outbound sales then your job includes taking the first appointment, having a deeper discussion with the prospect, and building value with the prospects. You need to dive in and understand their needs to be able to go to the most important parts of the sales process which are the pitch, presentation, and closing the deal. 

Inside sales first 

If you’re new to sales, the best path you can go is inbound sales. Here are the reasons you need to consider why. 

The decision of whether to go to inbound or outbound sales depends on the complexity of the product or service you’re selling. Consider a B2B sales scenario in which you’re selling a product with a certain level of complexity (computer software or something from the medical industry). Coming right out of college, you may not be used to such a level of complexity. Doing outside sales and having to develop the ability to sell the product and talk about it convincingly is not the easiest route. 

This scenario will be different if you’re selling a simple product. You can easily up your game, learn everything about the product, and sell it in no time. 

So, the first thing you should do is to evaluate the complexity of the sale that you’re doing. If the product is something that you’re not familiar with, learn as much as you can about the product first before you consider doing outside sales. 


The second thing to consider is that each industry has different ways of doing things. 

Take for example a government-based industry. The deal size for government-based industries can go from $30-$150,000 and the sales cycle can run from 6-18 months. If you’re not knowledgeable about how that works, then you’re not going to last. You need to know what the industry is and make sure that you understand how it works. 

Going to the inside gives you the opportunity to learn things and understand the lingo and the processes of the industry. 

One thing I’ve learned from doing inside sales for the government is that every city government typically has a buying cycle anywhere around the October timeframe or sometime during the summer. Typically, a sales rep’s job from January to June is doing demonstrations. You can’t expect to close deals on those months. The government-industry has long sales cycles and new sales reps need to understand that before jumping into the game. 

Sales cycle 

Outside sales are good if you can close your product within 30 days but if it takes longer than that, then you need to rethink your decision. 

Sales are like hunting or going on an adventure into a new world. #SalesQuotes

It’s better to have a guide to be able to make the right decisions. In the same sense, inside sales provides a team that will guide you along the way. You’ll know the proper ways of doing things and get more help from the mothership. This is something you won’t have if you do outside sales working as a lone ranger in a remote territory without a support system. 

Doing inside sales for a long sales cycle is best to get all the proper help before going off on your own. 

Business acumen 

Being new to sales or coming straight out of college means not having a strong understanding of the business. You’ll end up being one of those traditional sales reps that everyone’s making fun of, not the sales reps who is making value. You become the order taker and you’ll have a difficult time closing deals. 

You won’t be authoritative because you won’t feel confident. 

When you’re in inside sales, your job isn’t to close deals. Your job is to understand the challenges, to understand and create opportunities, and to know how to find the right people. #InsideSales

The knowledge you get from inside sales will help you ease into the outside sales. If you do some ride-alongs, you can jump on some demonstrations with your account executive. Being an inside sales rep gives you the chance to hear what your account executive is doing and why she is doing that. 

You have the chance to learn from their demonstrations and apply those learnings to your demonstrations when you start on your own. This will help you build your business acumen. 

You’ll be able to hear your seniors when you’re on inside sales the way I did before with Heather Barkley. 

She was one of the seniors in the bullpen when I was starting out and she gave me so much knowledge. Sometimes, she’d pull me out and explain the way things work. Her teachings helped me to frame my message as I was reaching out to prospects. 

Mess up and learn 

Being new in sales, you are bound to make mistakes. When you’re on inside sales, your quota may not be as large as the ones on outside sales. 

There are a lot of expectations for someone in outside sales but in inside sales, you have some room to mess up. 

If you are on outside sales and you’re getting all these qualified opportunities but you don’t know how to close these individuals, you’re not assertive enough, and you didn’t go through the TSE Certified Sales Training Program. You’ll eventually lose the opportunities. 

When that happens, you have a higher chance of getting kicked off the team because you’re not qualified. 

Diverse learning 

Another great reason why you need to start in inside sales is the chance to meet every department and learn from different individuals. Being in inside sales allows you to understand and learn many things. You understand marketing messaging and how they communicate with sales. You also know where the accounting department is coming from and you learn about the challenges that departments face. 

Additionally, you learn in customer service that the best types of customers are the ones who don’t complain, who use the system, and more. 

All these things will make you a better outside salesperson in the future. 

Go inside first, at least for six months for you to learn the ropes. If you’re on the outside when you’re not prepared, you’ll end up frustrated. 

Before you answer the question, “Should I start off with inside sales or outside sales?” consider these things first: 

  1. Complexity of the product
  2. Type of industry
  3. Sales cycle
  4. Your business acumen
  5. Your room for error

“Should I Start Off With Inside Sales or Outside Sales?” episode resources

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit to learn more and register! 

This episode is brought to you in part by TSE Certified Sales Training Program. It is designed to help sales reps and sales teams to improve their skills in finding the right customers, to know the activities and strategies that work, and how to ask the right questions to build a strong value and close business deals. 

To see how helpful it can be, simply go to to get the first two modules for free. Take a bite and have a feel of the course. 

You’d want to be a savvy salesperson and Audible can help you do that. Enjoy the free 30-day trial and explore the thousands of books they have today. 

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EMSDC, Sharon Manker, Donald Kelly, Networking

TSE 1054: Sales From The Street – “Building Diversity Into Your Network”

As you’re working to expand your reach and grow your network, recognize the importance of building diversity into your network so you’ll be better positioned to succeed in your industry.

I met Sharon Manker at the Eastern Minority Supplier Development Council ROAR Conference, which connects minority-owned and women-owned businesses with Fortune 100 companies. Sharon has worked in supply chain for two decades, in both the for-profit and the nonprofit sectors, in utility and now in healthcare. In her words, she negotiates for a living.

She also works to engage diverse suppliers in a woman-owned, veteran-owned, minority-owned system.

Small business challenges

Many small business owners lack the vehicle to connect with the right decision makers. They don’t know how to meet the people who actually influence the contracts.

When they discover their limitation, they often observe that they just didn’t realize how it impacted their work.

As a supply chain person, Sharon works to connect qualified suppliers to the businesses who need them. She also works to connect those same businesses with her business stakeholders.

To that end, she attends events and even hosts events that allow people to connect and build relationships. The trick is to recognize that as you’re working to connect with the decision makers, there are people along the way who can help you do exactly that.

Diversifying suppliers

When you aren’t able to attend these events, Sharon points to other opportunities to connect with people: chambers of commerce and councils, just to name two.

You’ll be positioned to find corporate partners there. You’ll encounter people who are actively engaged and ready to increase their supplier diversity.

Even if you attend these events and find out about developments that are 24 months away, future gains will happen. Put in the work now and build relationships now.

Benefits of partnership

Many corporations prioritize working with small businesses because they have committed to certain diversity goals, such as spending a certain amount of their operating expenses with diverse suppliers. In some states, in fact, this diversity is mandated.

This demands a pool of Minority Business Enterprises, Veteran Business Enterprises, and LGBTQ enterprises that can help meet the needs of those businesses.

It can’t be a last-minute effort, either. You don’t want to wait until you’re in an emergency situation to begin vetting partners. Those organizations must proactively work to find the best option in every category to provide the product or service they need.

Some corporations connect with small businesses simply because they value giving back to entrepreneurs and small businesses.

If you’re an entrepreneur or a seller listening to this, find groups like this to connect with, because if you can land a large contract, you can eat pretty well for a while.

If you balance your regular prospecting with your networking events while you work to connect with large corporations, you’ll more easily keep a steady flow of connections. #CorporatePartners

Strategic plan

Create a strategic plan for your business. In your case, your plan for success is that failure is not an option. Instead, when you fail, you learn a lesson, and you repeat that until you get to a successful outcome.

You can’t give up. You must stay positive.

There won’t always be immediate opportunities, but building a network of resources or opportunities provides some security. Then, if you don’t have a resource or an opportunity for those organizations, you could always help connect them with another partner that you’ve met and added to your network.

We’ve talked recently about the need to focus on a champion rather than only focusing on the decision maker. Your network will help you accomplish that.

You may bypass a champion on your way to connecting with a CEO, but the champion can be a much quicker connection. You can build a relationship with him more quickly, and then he can help you get to the CEO.

Intentional communications

When you’re building relationships, be mindful of your communications. Some people are very aggressive in their approach, but they often overlook all the other restraints that these decision makers are facing. They want to do a deal now, but they aren’t mindful of the other projects these professionals are working on.

There are hierarchies of communication in every organization. There are also barriers to entry. Your champions can’t advocate for you if you’re perceived as aggressive or pushy.

The vetting process may take weeks, and you must be willing to exercise patience. You don’t know about all the things that the organization is working on.

Be strategic. Recognize the structure in each organization.

People will notice the way you communicate.

Be prepared

When your network does call on you for your product or service, make sure you are ready and able to give your brief, to-the-point presentation.

Make sure you’re being active so you’ll stay positioned to meet other professionals. Make sure you’re open and willing and teachable.

Even if you aren’t a minority, realize that if 51 percent of the company ownership is minority, that classifies as a minority-owned business.

“Building Diversity Into Your Network” episode resources

You can connect with Sharon on LinkedIn where she shares tremendous amounts of information about supply chain.

We are currently in the Beta portion of our new TSE Certified Sales Training Program. The first section is about prospecting, the second is all about building value, and the third is about closing.

This episode is brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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TSE Hustler's League, Donald Kelly, Sales Leader, Sales Leader

TSE 910: TSE Hustler’s League-“It’s All Backward”

TSE Hustler's League, Donald Kelly, Sales Leader, Sales LeaderIf you find yourself thinking that your clients just don’t get it, the problem may not be the prospect. It may not even be the product. The problem may be the way you and your company are selling your product. If your sales process is designed all around you, that means your prospects aren’t being considered. Your sales process is backward.

On today’s episode of The Sales Evangelist Hustler’s League, we’ll discuss the signs that your sales process is backward, and what you can do about it.

If your prospects don’t have a chance to share how they are buying or to have their own inputs, they may be confused because you didn’t take time to learn from them. Even if you think you listened, I’m going to show you in this episode how we’re not listening.

Getting it wrong

Selling involves much more than just listening to the prospect, which of course you have to do.

Our new semester of TSE Hustler’s League will begin in the fall, and we’re going to address business development. We’re going to show you how you can find more prospects and how you can court them.

But we’re also going to do something radically different. We’re changing up the curriculum from what we’ve had in the past.

Some things will be the same, but one of the foundational ways we prospect will change. We’re overhauling because we have been getting it wrong.

Before you skip to another episode, answer this question: In your buying process right now, what does your CRM say? What is outlined?

Many of you may have adopted what I’ve taught, while some of you may never have adopted a sales process, but most look like this:

  • Find the prospect.
  • Do the discovery.
  • Propose a presentation or demo.
  • Convert.
  • Close.

That’s the process we’ve taught for a long time, and though it’s good, it’s not great. We’re going to take good and make it great.

Flip a switch. We’re going to change from only looking at you.

I can’t take credit for this. My good friend Kevin F. Davis taught me this, and I recommend his book, The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top. 

Stop looking only at outcomes

These are actionable things that the sales reps are doing rather than actionable steps that the buyer is doing.

When it comes to prospecting, you’re looking for customers. It’s a one-sided effort.

When a problem emerges on your sales team, you’re addressing it from the standpoint of the seller, after the problem has occurred.

  • Did the seller make enough calls?
  • Did the seller send enough emails?
  • Did the seller do enough outreach?

Those are good things to measure, but we should tweak them to focus on our buyers.

For example, what is the buyer doing at this point in the process? Is he researching? Is he analyzing? How can we focus more on what the buyer is doing?

Is your buyer responding to some existing discontent? If so, do you use content that addresses his discontent in your outreach?

In last week’s example of selling chairs, how do you know that your prospect needs to change at this time? How does the prospect know that he needs to change at this time? Is he currently discontent with the chairs he has?

You must create pieces of content that educate your buyer about solutions to his discontent. The goal is to get him to agree to an appointment.

Change of philosophy

Give your sellers the foresight, the knowledge, and the tools to help your prospect make a decision.

Maybe instead of discovery, you get your prospects to share information about their problems or their needs. You want the prospect to be part of the process.

How can your sales team help your prospects share information?

Instead of sitting down with your sales rep to figure out whether she made enough cold calls or sent enough emails, role play and focus on the buyer. Figure out how you can get the prospect to agree to more appointments with you.

This is how you align sales and marketing. If we have a holistic plan about recognizing what we need to address for our buyers, we’ll tackle it with our workshops, our webinars, and our podcast episodes. Everything we do will focus on the different stages.

That effort will guide the prospect, and because we’re focused on the prospect, we’ll guide him through every step of the buyer’s journey.

Next steps

When you move the buyer to the demonstration, you won’t think of it as you giving him a demo. Instead, think of it as him attending a demo. It’s tailored to him.

Allow your buyer to share concerns. Personally, I like to do this early in the process, so maybe around the discovery portion where he is sharing his challenges. If I can help overcome the fears, it will make my presentation easier.

Once you’ve addressed the challenges and agreed to the terms, he’ll commit to you. Once he does, you want to address expectations. Did you deliver results? Is the buyer seeing an improvement as a result of your product?

Once he is satisfied, he has come full circle, and he will refer you to others.

I want you to win because if you win, I win in the long run.

In the long run, you’re going to tell your friends about the podcast. Your friends are going to tell other people. They’re going to leave a rating and review. Our show is going to grow.

Some of them are going to come onto the website. They’re going to see our content. They’re going to see the information. They’re going to say, Donald, I want you to come and train our team. It’s going to happen, so I am here to help you.

I am here to help you find more ideal customers. I want you to build stronger value. I want you to close more deals, but beyond all of that, I want to challenge you every single day to go out and do big things.

“It’s All Backward” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase sales. Click on the link to get a free demo of what Maximizer CRM can do for you.

This episode is also brought to you in part by Video Jungle podcast. Learn the ins and outs of the video industry and how it can help you stand out from your competition. To listen to the Video Jungle podcast go to wherever you enjoy your shows and search video jungle.

The Sales Evangelist offers a business development service that develops cold leads for your business. We’ll generate a list and hand it off to your team who can work to close deals. Email me for more information.

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Audio provided by Free SFX and Bensound., Donald Kelly, LeadGibbion

TSE 857: Use To Connect With Just About ANYONE!, Donald Kelly, LeadGibbion

It’s impossible to sell if you can’t ever connect with a human. Sales reps often spend their days talking to voicemails and deleting undeliverable emails. But what if I could give you a tool to allow you to connect with just about anyone?

Today on The Sales Evangelist, we’ll talk about, and the power it gives you to connect with just about anyone. is a plug-in that sits on your browser. When you visit a prospect’s website, pulls data for every email address published on the site. It also pulls emails from other sites that are associated with the domain.

It’s inexpensive, and you can try the free version for 30 days, or for 100 emails.


Business development is a challenging task.

Very often, you’re trying to connect with people who don’t necessarily know that they need your product or service.

In their minds, you’re disrupting them. They don’t yet know that you can help them solve a problem they may not even recognize. helps you connect with those prospects by helping you locate email address, or by helping you determine the email convention for your prospect.

If, for example, you can’t find the exact email address of the prospect you’re seeking, you can use information about other people within the company to determine how their email addresses are composed. If Joe Lewis is joe.lewis, you can use that to deduce your prospect’s email address even if you can’t find it. also shows how many times it found each email, so you’ll know the information is trustworthy.

Other people

In some cases, the C-level prospect or decision maker you need to reach may be hidden behind layers of executive assistants.

You can often find lower-level influencers in the company who can help you get connected to the person you need.

Very often, sales reps can build relationships with others in the company in an effort to gain influence with the decision-makers.


I often begin by generating a dream list of prospects on LinkedIn. I use LeadGibbon to generate a list. Then I use my tool to gather email addresses to I can send an email to the prospect, or leave a message, or connect with them some other way.

I have a legitimate means of contacting them according to my existing cadence.

“Connect With Just About ANYONE!” episode resources

Give a try for yourself, with the free trial.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers. Your customers are telling you how to sell to them.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Video Jungle teaches you to use video to set yourself apart. More than 50 percent of executives say they are more likely to engage with an email that includes video.

The podcast is part of our newly-launched Sales Podcast Network. SPN is designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

We want to help you find more ideal customers. We want you to build stronger value and close more deals. Most importantly, we want you to do big things.

Pete Mockaitis, Sales from the Street, How to Be Awesome at Your Job, Donald Kelly

TSE 714: Sales From The Street-“Fail Really Early”

Pete Mockaitis, Sales from the Street, How to Be Awesome at Your Job, Donald KellyScared of failing too soon? The irony of this, however, is that failing sooner in sales or in your business is actually the quickest way for you to achieve that you want.

Our guest on this episode of Sales from the Street is Pete Mockaitis. He’s an entrepreneur and his is a fellow co-podcaster.

He hosts the show, How to Be Awesome at Your Job Podcast. And today, he talks about the principles behind building a business out of your passion and why you should strive to fail early and often.

Building Your Business Out of Your Passions

  • Just because it’s your passion doesn’t mean it’s going to get you paid.
  • Some passions are not appropriate for trying to build a business or a product or a livelihood out of it.
  • Ask yourself if people really want this thing.
  • Acknowledge the reality that if you don’t have the product market fit, you’re not going to go very far.

Strategies for Finding Your Business:

  • Find a new product
  • Apply that product differently in that it solves a more compelling problem.
  • Change your market.

Fail Early

  • This is where the concept of Minimal Viable Product comes in.
  • Start off lean.
  • Make sure it’s not just something you want but what everybody wants.
  • Start basic and test it out. Then see what the market wants.
  • If you fail, learn from it.
  • Find out what the customers want. So when you fail early, you can easily move forward.

Results Pete has seen:

  • Their podcast hit over a million of cumulative downloads in just over a year.
  • They hit some nice iTunes rankings.
  • Pete has been featured on The New York Times.

Episode Resources:

How to Be Awesome at Your Job Podcast

Shoot Pete at email at or on LinkedIn.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Nick Kullin, Growth Hacking, Sales Mindset

TSE 713: How To Harness Growth Hacking To 10X Your Business

Nick Kullin is the founder of Second Flight Consultancy, one of the fastest-growing growth hacking agencies specialized in digital marketing.

Today, Nick is going to talk to us about the 10x mindset, particularly how you can growth hack your business through having a proper mindset.

Here are the highlights of my conversation with Nick:

What Is Growth Hacking?

Hacking is being able to infiltrate someone’s information.

In terms of sales, apply it into your business that can help unlock how your customers think or the perceived reality of how most people see things.

How can you find the backdoor that no one is talking about or touching and infiltrate that area which is the complete vulnerability to make some big wins in your market?

How Do You Do It?

  • Deconstruct everything your business is going to be touching.
  • Be a nonconformist in how you deliver what you do and what your’e trying to sell.
  • This way, you won’t have to worry about competitors because the only competitor is yourself.
  • Instead of taking a piece of the pie, make your own pie.
  • Deliver value in a way that no other consumer has been approached that way.

Growth Hacking Through Mental Awareness

1. The why is important but first figure out your who.

Make sure you’re resonating with who you’re marketing to. Don’t be too invested in your business that you forget about whether your customers like it or not.

2. Master the art of knowing what the customers want.

It’s not about what you think is cool but what your customers think is cool.

First, figure out what keeps customers up at night. Then reverse-engineer that and tailor it around your customers.

3. Be the Weirdo!

If you’re the weirdo in a business where you’re coming up with messages different than what others are doing, people start to look at you.

4. You should never get comfortable.

Never take a day off of thinking about how you could push the dial. The moment you get comfortable is the moment you start to not being innovative.

Nick’ Major Takeaway:

You’re going to run into failure a lot but embrace it with open arms. Do calculated risks. And if you fail, it doesn’t mean it didn’t work. But it means you’re getting one step closer. Don’t get fooled by doing something that worked so you stop at that point. Keep pushing it until it doesn’t work.

Schedule a time to chat with Nick if you want to talk more about business by checking out

Episode Resources:

Know more about Nick and visit Second Flight Consultancy.

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

TSE 711: Common Mistakes Businesses Make When It Comes To Sales

Chris hallberg, Donald Kelly, The Sales Evangelist, Business Development

Today’s guest is Chris Hallberg, author of the book The Business Sergeant’s Field Manual: Military Grade Business Execution Without the Yelling Push-Ups.

Chris has worked with hundreds of companies, advising them and giving them practical principles to help them scale and see tremendous success.

Here are the highlights of my conversation with Chris:

Common mistakes businesses make when they try to scale:

  1. Taking your top sales rep and making them your sales manager

The skills you need to be a great sales manager are different than you need to be a great sales producer.

You have to have somebody leading the team that understands the process.

  1. Conflating marketing and sales

Senior sales leaders these days don’t really understand marketing. It’s now an integrated approach.

If given the right tools, a salesperson can be involved in the marketing process. Each salesperson can have their own little sales company and their own little sales brand and generate additional interest just by participating in the process.

The Ideal Sales Leader:

  • Somebody who has hit the numbers and always get the number you’re asking from your average salespeople
  • Somebody who can do the job but also enjoys training other people
  • Think of sales management as a third of it spent on recruiting and hiring the best available talent.
  • They need to support the top sellers.
  • The other third of the time is spent re-training people that can’t make it.
  • Sales management involves managing that flow of human energy and talent on the way in, retaining it, trying to save or retraining, and off-loading.

Tools Chris Use on His Clients:

Entrepreneurial Operating System (EOS)

The Accountability Charts

  • Identify the teams you need to have. Then have a specialized training and the specialized accountabilities that go with that.

Important Principles Entrepreneurs Should Keep in Mind:

1. Go where your customers are.

You can’t expect clients to come to you. Go to where the customers are. Meet them where they are. Make it easy.

2. Have the right mindset.

Show your customers that what you do is going to make their life better.

Chris’ Major Takeaway:

Make sure you’re around people that get you, develop you, and take you to the next level. You have to have the right conditions for you to grow. Be careful where you put your time.

Episode Resources:

The Business Sergeant’s Field Manual: Military Grade Business Execution Without the Yelling Push-Ups by Chris Hallberg

The Business Sergeant

Entrepreneurial Operating System (EOS)

Traction by Gino Wickman

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

Join the TSE Hustler’s League.

Dustin Mathews, Donald Kelly, Inc 500, Revenue Growth

TSE 671: Three Things We Did to Grow a Business to $14 Million and # 35 on the INC 500 List

Dustin Mathews, Donald Kelly, Inc 500, Revenue Growth

Looking to grow your company in seven figures? Who doesn’t? And oftentimes, it all boils down to learning the basics and practicing them over time.

Dustin Matthews is a speaker, an entrepreneur, and a phenomenal author. Today, he shares with us great insights into the strategies they did in helping grow a business to $14 million and how that business has gone on top of Inc 500.

Currently, he runs a company called Speaking Empire. They work with entrepreneurs, business owners, and sales professionals to deliver the message with the idea of “one to many.”

Dustin has also co-authored the book No BS Guide to Powerful Presentations: The Ultimate No Holds Barred Plan to Selling Anything with Webinars, Online Media, Speeches, and Seminars.

Here are the highlights of my conversation with Dustin:

Strategies in improving customer acquisition:

1. Identify who the potential buyer is.

Find out where they’re hanging out. Go to where they hang out. You may not have an avatar yet but you somehow have a general sense of who can benefit from your product.

2. Figure out how you can get in front of them.

  • Pay to be a sponsor to speak or show demonstration.
  • Start building an email database.
  • Do live events and invite them to come to your event and offer if you can come to theirs.
  • Think about how you can build value for that person.
  • Just be bold and go up to them and ask about the things they need help with.
  • Really connect with them. Listen. How can you provide that value?

What If You Don’t Have a Marketing Department?

1. Research

Look people up on LinkedIn and figure out what they do. Try to connect with them and bond with them.

2. Build relationships.

Do something different to build the trust of your customers. Be creative.

How they grew their company to a $14 million making machine:

In the first year, they did $1 million. By their second year, they did $3 million. And in their third year they did $14 million. How did this take off?

1. Dial in the right sales message and find key relationships.

They started figuring out how to sell and market. Figure out a message that can get people into action. Relationships play a big part of it. Begin investing money into marketing to put fuel into fire. You already have the message dialed in so now it’s about how to reach more people.

2. Figure out how you can get in front of more people.

Do previews and demonstrations. Incentivize people with food or bonuses and gifts they’re interested in. Do demonstrations. It’s not the best at selling your message. But the fact is that you’ve got people in the room and so they would think you’re interesting.

3. You may have to be the marketer or you may have to create new products and new offers.

Be the marketer. Go to the people that have already bought from you or that you have a relationship with and make some sort of different offer (ex. product line, discount, referrals).

Invest in yourself.

Invest in going to networking events. Invest in yourself. Invest in education. You have to make yourself better and when you do, you can bring value to more people. Get as many skill sets as possible so you can be the most valuable in whatever situation you find yourself in.

Want to get recognized?

You have to apply for it. Go to INC500 Application.

Entrepreneur now has an award system too. You have to apply. You have to be in business for three years. And you have to show a certain amount of growth over those years.

Dustin’s Major Takeaway:

Invest in yourself and come with a student’s mindset. Even if you find yourself in an unfavorable situation, ask yourself what you need to learn here. It’s not always easy. But always think about what you’re supposed to learn from that situation. Come with a student’s mindset and drop the ego.

Episode Resources:

Speaking Empire

No BS Guide to Powerful Presentations: The Ultimate No Holds Barred Plan to Selling Anything with Webinars, Online Media, Speeches, and Seminars by Dustin Matthews and Dan Kennedy

Rich Dad Poor Dad by Robert Kiyosaki

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Jeff Goins, Donald Kelly, Blogging

TSE 638: Why Great Salespeople And Entrepreneurs Steal Before They Can Create Success

Jeff Goins, Donald Kelly, BloggingStuck in the idea of having to come up with original ideas? Do you feel like you have to recreate the wheel every single time? Sometimes you just have to copy different ideas from great people and rearrange them to make it your own. This is how you can move that needle from being a starter to a thriver.

Today’s guest is Jeff Goins. He is a writer and he also runs an online business helping writers and creatives succeed through teaching online courses. He has built a million-dollar business, has published four books, and has become an online marketing expert. A lot of the skills he has utilized can benefit you and that’s what we’re going to talk about today.

One of those principles comes from his book, Real Artists Don’t Starve: Timeless Strategies for Thriving in the New Creative Age. He explains why he believes great artists steal before they can create.

Here are the highlights of my conversation with Jeff:

In the book, Jeff mentions 12 rules that will move you from starting to thriving in any creative profession, including sales. One of the rules of the book is to:

Steal from Your Influences

Starting salespeople try to do something original and come up with original ideas. Thriving artists understand that the best way to do creative work is to steal from their influences. Borrow from great people who have come before you. Build on their work and re-share it.

When you steal from just one person, you become a copycat. When you steal from many people, you will become an artist. Jeff quotes Will Durant saying, “Nothing is new except arrangement.”

Study then Copy

Don’t do your work as if you’re creating something from nothing. Do interesting work by becoming aware of all the greats who have come before you. Study the people who have mastered this field. Study them and copy their work.

Do this from a bunch of different people and reassemble and rearrange it into something interesting. In a way, you have created something new by pulling together a bunch of old pieces from different sources and reassembling it into your own.

Finding Your Voice

Take what you’ve learned but make sure your personality still thrives. The only way you get to your style is to copy other different styles. Try what feels like a good fit and over time, you discover something unique to you.

Take your favorite salespeople and copy them. Reinterpret it and share it in your own way. This is an exercise. Understand the first 100 reps of this is going to feel weird and forced.

If you’re interested in mastery. Copy them just as a means for practicing and over time you will understand why they do it this way. You start a thief, you end an original.

It Doesn’t Take Just One Great Idea

A lot of salespeople think they just need that one great idea and everything will be alright. That’s not how business works. Lewis Schiff, in the book Business Brilliant, did a survey on 700 American households who are self-made billionaires and 700 middle-class households. The same question was asked to them about how to build a successful business and their answers were very different. The middle class said it just takes one great idea. The self-made billionaires said you have to borrow from what somebody else has done and then do it better.

Borrow From What Somebody Else Has Done and Do It Better

One end of the extreme would be getting stuck trying to come up with something original and you will stay where you are. The other extreme is just do what other people are doing. That will get you into the end of the game but you won’t get to the top. So you have to do it better or different. Take something and twist it in some way. Instead of trying to add something original, take two different things and combine them.

Looking Into Other Industries

Find what everybody is doing. Get into that game. Copy the base level stuff they’re doing. Then borrow from some other industry. Apple, for example, combined engineers and artists to come up with beautiful products. Bring in two unlikely ideas in a new way and now you’ve got something interesting. You don’t want to do so different that it doesn’t work but you also don’t want to do what’s expected since you’re not going to stand out that way.

Marketing Partnerships and Collaboration for the Sake of Creativity

We don’t do our best alone. The idea that best work comes by ourselves is a bad idea. Genius almost always happens in groups. If you have an idea and you’re not sharing that with other peers or trust friends in your industry to give you feedback, you’re like to fail or not be able to perform at your highest level. Don’t go around sharing ideas but be a part of collaboration where you’re given feedback. Joining mastermind groups is the perfect example. The idea is to get around people you can trust, will tell you the truth, and will set some parameters to either help course-correct you or affirm your ideas.

Episode Resources:

Connect with Jeff Goins on

Real Artists Don’t Starve: Timeless Strategies for Thriving in the New Creative Age by Jeff Goins. Go to the book’s site to get a couple of bonuses there

The 22 Immutable Laws of Marketing by Al Ries and Jack Trout

Business Brilliant by Lewis Schiff

Maximum Influence by Kurt Mortensen

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The Sales Evangelist, Donald Kelly, Sales Podcast, New Business, Customers

TSE 246: How To Balance New Business v.s. Current Customers

Donald Kelly, New Business, Referrals, The Sales Evangelist PodcastCan you actually balance handling current customers and new accounts? Of course you can! Challenging? Yes, but if you’re able to get your focus on the things that need to be done to do both, then anything is possible! So let’s get down to business.

New businesses or existing business? Which do you focus on?

  1. Determine where you’re getting the most money from.

New businesses:

Cost to get a new customer (time, money, and trust)

Current customers:

Existing trust and relationship (don’t have to go through a budgeting process)

  • Find anyone in your company that can assist you in finding opportunities for current customers.
  • Weigh out the pros and cons of each and figure out the best place.
  1. You can do a combination of both new accounts and existing customers.

The key is on planning. Plan out your month in a way that you’re able to focus and plan for each account.

  1. When you call into an account regularly, be sure to address their challenges that may come up.

Work with other people in your department (e.g technicians, project managers) to help you alleviate some of those challenges. Communicate with other departments to learn and find challenges and overcome them altogether.

  1. Structure your day.

Manage your time and establish a structure so it’s easier for you to maintain and manage your accounts.

How to Gain New Businesses as You Work With Your Current Customers:


Recognize people that your existing customers know that are of interest to you and that you need to be introduced to. To help you learn more about this, watch this free video training on how to get 50% more referrals.

Referrals, New Business Development

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.

Join the TSE Hustlers League. This month’s focus is about getting the proper mindset, goal setting, getting pumped up, and motivation.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Script, Donald Kelly, The Sales Evangelist

TSE 182: Should I Use A Sales Script or Not? Part 2


Sales Script, Donald Kelly, The Sales EvangelistFirst off, here are a few steps to get you started:

  1. Get your team together.
  2. Identify who your ideal customers are.
  3. Determine the goal of the meetings you have with them.
  4. Figure out if the people you’re calling are a “fit.”

When you’re creating the script:

  1. Identify yourself.
  2. Show that you respect their time by asking if it’s a good time to chat.
  3. Explain what you’re calling about.
  • Your purpose comes in here and it must be powerful!
  • Understand what is keeping them awake or frustrated.
  • What’s the main objective of their role?
  • Chat about their pain or challenge that you can bring value to.
  1. Try to “disqualify” in learning about their specific challenge
  2. Schedule a specific time for you to sit down and chat more. Send a Calendar Invite.
  3. Find out if there’s anyone else that needs to be a part of the meeting. Be more proactive and send them the Calendar Invite as well.
  4. Offer value that initially speaks to that specific pain (ex. podcast episode, white paper, etc.) before you sit down and meet with them.

Benefits of using a sales script:

  • Builds a stronger relationship
  • Forges a greater bond
  • You’ll be top notch!

Change your script:

  • Take a script and mold it.
  • Tweak it and use it the best way possible.
  • Change things around as needed.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group