Following Up Archives - The Sales Evangelist

Category Archives for Following Up

When the prospect isn't ready

TSE 1320: What To Do When a Customer Says “Not Yet” To Closing

When the prospect isn't readyWe’ve all gotten a “not yet” from a prospect and it can be frustrating having that delay in closing. In this episode, we’ll look at how to move from “not yet” to yes.

Jeff Shore is a salesperson at heart and has been in the industry for a number of years. He started his sales career in real estate but for the last 20 years, he’s been at Shore Consulting. Jeff works with companies large and small all around the world. He is also a published author and is getting ready to launch his 10th book. He used to look at sales from the perspective of the salesperson but now, he’s looking at how a buyer buys. Instead of reading sales books, he reads psychology books to know what’s going on in the mind during the sales process that leads to the decisions people make. 

Salespeople are sales counselors because they get to the root of the problem before they try to provide any kind of solution. This is the heartbeat of sales. We understand the customers’ problems and we try to offer them the best solution.

On writing his books 

As an author, Jeff understands he has to live a book before he writes it. Jeff knows it’s not just about the sale. The follow up is just as important and Jeff is passionate about learning everything he can. He wants us all to know the greatest lessons are in how to serve customers and learning how we can add value after the initial presentation. This is what Jeff’s book is about. 

The inability to follow-up 

Not following up comes down to two things:  I can’t do it or I won’t do it. This is both an ability and a motivation issue. If you don’t know how, find someone to help you or a resource that can teach you.  Motivation entails having the right mindset.

The challenges today 

The two biggest problems in doing follow-up are that salespeople are often too slow and/or too impersonal. Speed and personalization are the superpowers that salespeople have at their disposal. The faster they serve, the more that they are able to share the message that they care. These days, people equate speed with care. If you can combine speed and personalization, you’re already 98% ahead from other salespeople who just rely on their CRM to kick out a generic email 24-hours after the initial conversation. 

Getting back in touch adds value and this is the first step in building a relationship with prospects. The second step is being personal. We all get numerous emails in a week and they come in many forms. If salespeople spent any meaningful time online, they would see there is plenty of accessible information to personalize correspondence and it would make all the difference. 

Jeff got an email from a person who just took a photo of himself holding a piece of paper that said, “Hi, Jeff!”  He knew then that the email was for him. He got Jeff’s attention and Jeff couldn’t deny him a reply.  They didn’t close a deal but it got a response and that is a huge part of the battle. 

The need to follow-up

Many salespeople are doing follow-up because of the fear of getting in trouble with their bosses. If the CRM has holes in it, then the sales reps can just blame it on the system. This isn’t enough. A sales rep has to see the importance and value behind the follow-up. Your starting point should be asking yourself how you can add value to the prospect. You need a better motivation to do the follow-up than just your boss. 

Don’t get eliminated 

There are two types of elimination: active elimination and passive elimination. Active elimination is when a product or service isn’t a good fit. Passive elimination happens when you fall off from the prospects’ radar and become forgettable. The longer time you wait to do a follow-up, the longer period it will be that you go without having a conversation with them. This lack of communication destroys relationships. This has something to do with a psychological phenomenon called emotional altitude. Human beings are emotional creatures. We make emotion-based decisions but we buy more with our gut. About 85% of the purchasing decisions we have are instinctive or intuitive and only 15% is based on logic and supported by data. 

In a sales conversation, a prospect can start hyped up and excited. That feeling of excitement doesn’t last. Time has a way of decreasing that emotional altitude. The role of the follow-up ensures that the emotional attitude stays up. It helps to maintain an emotional engagement. 

When to stop 

The best time to stop doing a follow-up is when the prospect no longer thinks you’re adding value. Your goal in doing follow-up is to add value and be on their radar to solve future problems. Have structure in your follow-up and you put yourself in a position where you can give what they need over and over again. Be the first person that comes to mind when a need arises.

Adding value using a video follow-up

Videos are effective and the amount of value you can build in a 30-second length of time is astounding. One of the barricades to video follow-up is discomfort because some people just don’t like the way they look on camera. If you feel that way, just know that your customers already know what you look like. This is a follow-up video so they’re not expecting to see anyone else. The good thing about this is the ability to do it again and again until you get the perfect personalized video message. 

During the pandemic, video conferencing is the best way to talk to other people. We are now forced to use videos and this can help accelerate the video interaction long before you\re able to meet somebody face-to-face for the first time. 

Remember your speed 

Speed is your sales superpower, so use it. Send a  follow-up message as soon as you’re able. You can record a 15-second video telling your prospect how much you enjoyed the conversation  and you’re willing to help answer any questions. That’s quick and already a follow-up. The video is much better than a business card that can get thrown away. Your video will be on their phone along with your number. 

Steven Pressfield’s book The War of Art  talks to artists and writers who are dealing with blocks. Pressfield called this resistance and it keeps them from doing things they need to do. In sales, this is comfort addiction. We like to be in a comfortable place but remember that success doesn’t lie in your comfort zone. If you are uncomfortable doing follow-up, you need to deal with the discomfort and breakthrough. If you can do that, then you’ll be able to uncover incredible opportunities. 

What To Do When a Customer Says “Not Yet” To Closing” episode resources 

Connect with Jeff Shore via his LinkedIn account or subscribe to his podcast, The Buyer’s Mind and listen to his shows every Saturday. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit also call us at (561) 570-5077. 

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Andrea Waltz, Donald Kelly, Go For No, Failure

TSE 1041: Just Go For No!

Andrea Waltz, Donald Kelly, Go For No, FailureSalespeople don’t like to hear the word “no” but Andrea Waltz is going to help you change the way you look at that response so that you’ll find yourself trying to go for no.

Andrea and her husband struck out on their own about 19 years ago. They did sales workshops and trainings for big companies, and they found that their rejection piece was the thing everyone loved.

This was a problem and a solution that affected everyone no matter what business they were in.

In this replay of a 2017 episode of The Sales Evangelist, Andrea offers the following advice to those dealing with rejection.

It’s not about you.

Although it’s true that the rejection isn’t personal, it’s hard to avoid internalizing that rejection. It’s normal to respond emotionally when someone tells you no.

If, however, you allow rejection to take control of your sales process, you end up with mediocre results because you’re little more than an order-taker.

Go for the no.

Eventually you’re going to have a conversation with someone, so rejection is always a possibility.

Andrea’s husband had an experience once selling menswear, and his manager asked him what the customer said no to. Her husband pointed out that the customer bought everything he recommended and didn’t say no to anything.

The manager then asked, “Well then how did you know he was done?”

As sellers, we tend to sell to our own wallets, but if we could get comfortable being told no, it’s possible that we’d be even more successful.

We must get used to hearing “no.”

Help struggling sellers.

“No” doesn’t mean never; it means not yet.

“No” is the beginning of a negotiation. If you call on someone who is happy with the current supplier, that won’t necessarily be true forever.

You must stay in touch and follow up even when people tell you “no.”

Encourage your sellers to continue the follow up. It’s easy to lose track if you don’t use your CRM.

There’s also an interesting phenomenon around getting a “yes.” Everyone celebrates that “yes.” Contrast that with the person who makes 20 phone calls and gets nothing but “no.”

Consider that a lot of those “no” answers can turn into “yes.”

Track your “no” answers. Set a “no” goal.

If you get permission to follow up, you absolutely must do it.

Manage “no.”

Sellers must learn to distinguish the different kinds of “no” answer. When you avoid hearing “no” you don’t get good at handling rejection emotionally.

When you get used to hearing “no” you learn to distinguish the “no” answers that could potentially turn into a “yes.”

Get permission to follow up with that qualified prospect. At worst, ask if you can check back in a few months to see if anything has changed.

You can also try to figure out what the “no” is by figuring out how you got to “no.”

You have nothing to lose at this point, so try to figure out why it wasn’t a good fit. Figure out why people are saying “no” and figure out how you can mitigate that in the future.

Talk to the right people.

If you’re getting a large number of “no” answers, determine whether you’re talking to the right people. Consider that maybe you aren’t contacting qualified leads.

Maybe your presentation needs a few tweaks.

If you’re only being proactive, you’re only dealing with the “yes” answers.

People usually have to be contacted multiple times before they say “yes.” They are often hesitant to change, so if you’re changing a service but the prospect doesn’t want to make a change, that’s why multiple contacts are necessary.

Add value. Get them accustomed to the idea.

Change your mindset.

Understand that you don’t just have to focus on “yes.” That mindset shift forces you to let go of being perfect.

People have been conditioned to believe that “no” and failure go together.

When you avoid “no,” you miss opportunities for some big “yes” answers. We want to give people permission to believe that it’s ok to get a “no.”

Create a “no” awareness.

“Just Go For No!” episode resources

Learn more about these concepts by visiting You can also grab a copy of their book Go For No!: Yes Is the Destination, No Is How You Get There.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

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.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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Donald Kelly, Follow Up, Sales Training Program, Prospecting

TSE 1040: TSE Certified Sales Training Program – “Why and How to Follow Up”

Donald Kelly, Follow Up, Sales Training Program, ProspectingFollowing up means reconnecting with the prospect, and it’s crucial that you understand why and how to follow up.

Many of us dread the follow-up portion of our job because we fear being a nuisance. When we do it effectively, though, it can be the key to more deals and more success.

Follow up

Follow up builds trust with your prospects. When you tell them that you’re going to follow up with them, they expect to hear from you. Failure to follow up suggests that you’re not dependable or perhaps you found another prospect that is more valuable.

You must keep your promises, because trust leads to success. People do business with people they know, like, and trust.

Next steps

Create a meaningful process that will help move your prospects forward.

Decide what you need to do next and establish a clear next step for every single appointment. When you meet for the first time, schedule a next step that will allow a deeper dive with that prospect.

Let your prospects know that there will always be a clear next step as long as you two are a good fit for one another.

Ask your prospects what they would like to do next. Based upon their answer, you can schedule your next step.

Be prepared to offer some options for meeting days and times. Do NOT leave the meeting with a general statement that the prospect will follow up with you.

Better to have a specific sense of whether the relationship is moving forward than to be left wondering.

Effective strategies

For most sellers, none of this is new material. We KNOW that we need to follow up.

Once you’ve created the next step, use Google Calendar to create a notifications that will remind each of you about the meeting.

Even if your prospect indicates that the time isn’t right for your product or service, have a follow-up in mind that will allow you to reconnect with him after the fact.

Stay in touch. Keep your prospect moving in the right direction.

“Why and How to Follow Up” episode resources

Check out the book 15 Secrets Successful People Know About Time Management by Kevin Kruse.

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren’t able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

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. will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Forster Perelsztejn,, Cold Email, Cold Email Process, Donald Kelly

TSE 961: How Do I Create A Cold Email Outreach Process?

Forster Perelsztejn,, Cold Email, Cold Email Process, Donald Kelly

Processes allow us to work a campaign from end to end. They help us know how to follow up and what to say and how to proceed rather than just shooting from the hip. On today’s episode of The Sales Evangelist, Forster Perelsztejn of talks about the importance of a campaign for purposes of cold email outreach.

Forster shares why we have to be consistent and what we need to say in our emails so we can connect with our potential customers.

Why campaigns?

In order to successfully carry out a campaign, you must understand why you need it and how you’re going to do it. Also, make sure to set up a professional business email account when you do your outreach, you will look so much more legitimate. I know it sounds simple, but you would be amazed how often sellers neglect doing this properly.

But your cold email outreach campaign must fit into your funnel.

Maybe you need social media ads or door-to-door selling. Start by figuring out the best sources of customers for your product or service.

Then, decide how you’ll do your campaign.

There are three main stages to building one.

1. Identify who your target is.

Your target will define everything that’s going to follow so you must know who you’re trying to reach. Narrow your focus to certain targets.

2. Segment your list of targets.

Even though all your targets will presumably benefit from your product, they may not all benefit in the same way. They won’t need your product for the same reasons so you may have to use different selling points.

3. Craft a relevant message.

4. Measure everything.

After you’ve created a message, test its effectiveness. Create campaigns and then track how well they are performing.

You can make decisions about your campaign moving forward once you understand how well things are working.

First contact

Don’t be long-winded in your first contact or spend a lot of time introducing yourself or your product.

Don’t waste my time by writing, “I know you’re busy so I’ll get to the point.” That sentence is wasting my time.

Get to the point. 

Then, make sure your cold emails do 5 things:

  • Grab your prospect’s attention.
  • Tell them why you’re reaching out to them personally.
  • State the clear benefits you’re offering.
  • Provide some kind of credentials.
  • Give a clear call to action.

Everything in your email is to get them to take action to move the process forward. If you’re not clear on how to do that, you shouldn’t be sending the emails.

If your product isn’t super complicated, it should be about 7 sentences.

Later emails

You’re not really just following up. If you truly believe you’re bringing value to the table, you’re not going to just “follow up.”

If what I have to offer will bring you tons of new business, I’m going to be passionate about helping you understand the benefits.

Instead, we should think of it as “building a journey” that’s going to help your prospect be informed and move toward a decision. Keep the conversation going rather than “following up.”

Often the second email will be a reminder. Maybe your prospect is interested but he got distracted by other things.

Don’t assume after the first email that the person isn’t interested. If they still don’t respond after the second one, I can provide more content and bring more value.

Multiple follow-ups

Most responses come between the second and the fourth email, but it really depends on your sales cycle.

If you have an extensive sales cycle, it may take longer to arrive at a decision.

Don’t quit too early. Your prospect has a life and a job and he may have forgotten to reply.

You may fear that he’s annoyed because you’re filling his inbox, but if you’re providing value, even if he doesn’t need it now, he’ll remember you when he does need your product.

There are several ways to bring value in later emails, always with the intention of moving your prospect closer to a decision.

Share case studies, stories, testimonials, articles, or anything else that will help your prospect understand the market and the challenges you’re helping to solve.

Email is simply one way to connect with potential customers.  If your audience is active on social media, you can consider contacting them there, or use trade shows if those are a better fit for your market.

Think about what you would want to know. When you’re reaching out to people, think of all the bad emails you’ve ever received and ask yourself if you’re being like those people right now.

Try various things. Change subject lines. Keep a process moving and don’t panic if it doesn’t work.

“Cold Email Outreach” episode resources

You can check out more of what has to offer by visiting their blog, and if you visit, you’ll get 50 percent off of your first three months. Prospect offers various plans, and you can begin by choosing the lowest plan and then upgrading if you find that you need more support.

This episode is also brought to you in part by, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns.

We’ll use in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

AI Sales, Erroin Martin, Donald Kelly, The Sales Evangelist Podcast

TSE 951: How To Increase Sales Faster Using AI

Artificial Intelligence, Upselling, Erroin MartinOn today’s episode of The Sales Evangelist, Erroin Martin shares what he has learned about artificial intelligence and how sales professionals can increase sales faster using AI.

Martin is the vice president of sales at Conversica, with 20 years of experience in sales. Conversica does conversational artificial intelligence for B2B and B2C.


Artificial intelligence is a series of algorithms that are statistical models looking to repeat tasks or transactions that happen on a routine basis.

Anti-lock brakes are a great example of AI. Many years ago, drivers were taught to pump the brakes when stopping to avoid having your car’s brakes lock up. ABS actually pumps the brakes for you. It’s a repetitive task that doesn’t require a human being.

In the business world, there are tasks that you don’t need to pay a human to do. The technology is artificial in the sense that it’s manmade. It’s intelligent because it can learn from its errors as well as from training models.

There are countless applications of AI in the sales space. AI can create a transcript of this conversation, evaluate past performance to predict the future and conversational AI which can handle some of the routine follow-up emails or tasks that happen in the sales process.

Healthy balance

The ATM is a great example of the balance possible with AI. Thirty years ago, people stood in line at the bank to deposit checks or handle transactions.

When the ATM emerged, people feared that it would take jobs from bank tellers, and for a while it probably did.

Now, though, there are still tellers in banks, but many of those tellers became loan officers or financial advisors. There are actually more people in banks today than there were before the ATM.

ATMs removed some jobs but it allowed the creation of better jobs.

The means of operating evolves.

Mundane tasks

The number one task that all sales managers want their people to do but which sales reps hate doing is logging their activities in their CRM.

Those tasks are important but they are boring. If you don’t record your activity as you go, it stacks up on you.

It’s a mundane task that is automated now.

Think, too, about the follow-up of a lead. Leads are the most important thing marketing can give you. If you try to craft an email to 10 leads, eventually you end up doing copy and paste.

AI can help you create inviting messaging and engage the human that responds until the human rep can respond.

Transcription tools also help sales managers provide coaching to their team members. It can help with re-education and help to highlight the best parts of what your team is doing.

Increasing sales

The next piece of AI is finding like-minded customers.

No matter how messy your databases, AI can look at your past wins and evaluate your current databases and identify those who are more likely to buy your products and services and engage with your company overall.

It’s one thing to find customers, but it’s another thing to keep customers and grow your customer base. You always want to make sure you’re talking to the right people.

AI can give you hard data about the conversations you’ve had that you can use to back up your efforts because human beings aren’t really good at assessing the subtleties of a changing market.

Big companies are like battleships and small companies are like speedboats. Small companies can be rocked by waves that can swamp the boat really quickly. Large companies can weather the waves better. AI can move an organization that is so large it doesn’t really feel the impact of smaller changes.

Understanding the customer

There are AI tools that help you understand your customers based upon what is in the news, and AI tools that help you track when it’s time to connect with your customer.

AI can make your time with your customer much more impactful.

Sales reps can also use AI to help with upselling to help you recognize when your customer is ready to engage in the buying cycle and to identify which customers are the best ones for you.

The best customers are the ones who have already bought from you before because you’ve overcome their initial fear and developed the relationship. They know what it’s like to deal with your products and services.


Conversica works in a traditional format as a revenue-generating tool for both sales and marketing. It’s engaging inbound leads and following up with leads.

It also provides the ability to engage with partner leads.

Conversica uses AI to identify upsell opportunities and to make sure customers meet their quarterly needs. The finance team uses it to help with collections.

Everywhere they can automate the conversational experience,   Conversica uses AI.


Companies haven’t completely embraced AI for a couple of reasons.

No one has really thought about the technology and how it applies to their business. As a follow-on, there’s a great fear of the unknown.

Computers and phones once changed the dynamics of the work world by automating tasks.

Companies must have a roadmap of where they want to get and how AI can help them accomplish that. Failure to map out a plan will fall behind the competition. Those that do create a roadmap will be anywhere from 7 to 10 times more profitable.

Fear is fully understandable. Human beings resist change even though it happens all the time.

Adopt AI wisely. Find the areas where AI might serve you well. Set realistic expectations.

AI is a series of statistical algorithms made by people and trained by people. AI isn’t infallible.

It also won’t solve every problem your company has so don’t expect it to be a perfect cure. Along the way, you’ll uncover processes that are broken or struggles you didn’t realize existed.

AI isn’t a Hail Mary approach, but be willing to embrace change. It always happens.

Be totally, passionately into your customers. Understand their business and you’ll learn to recognize change before it actually happens.

“Increase Sales Faster Using AI” episode resources

Connect with Erroin via email or on Twitter @myconversica.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is brought to you in part by, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.


Inbound Leads, Donald Kelly, The Sales Evangelist,

TSE 927: Don’t Be Too Desperate

Inbound Leads, Donald Kelly, The Sales Evangelist, Prospect.ioSales can be a little bit like dating in high school. When relationships go south, it’s tempting to try to hang on. The other person won’t answer your phone calls. It’s like you never existed. The same thing sometimes happens with inbound leads, and in both cases, remember this: don’t be too desperate.

On today’s episode of The Sales Evangelist, we’ll discuss how you can address the loss of inbound leads, and why you must operate by one rule: don’t be too desperate.

We discussed last week the importance of treating every lead as though it’s the best one we have. Avoid skipping steps, and treat that lead as though it’s as important as all the others.

We summed it up this way: When you change the way you look at things, the things you look at change.

Follow-up gone wrong

When a lead suddenly goes cold, it’s tempting to second-guess what went wrong, and you can use that curiosity to drive your follow-up efforts. Make sure you have multiple follow-ups in your process.

There’s a fine line, though. Be sure you recognize the distinction between follow-up and stalker-type behavior.

If you’re allowing your concern for the prospect to drive your efforts, you’ll avoid crossing that line. If you’re focused on delivering value, you’ll be better able to focus on things that are relevant to your prospect.

  • What did he download from your site?
  • Can you determine from his own website what challenge he might be trying to overcome?
  • Look at his LinkedIn profile and engage with him there.
  • Determine what kind of content he’s sharing with his audience to see where his focus is right now.
  • What content can you provide based upon the information you gathered?
  • What question can you ask about that content that will encourage him to respond?

I’m sharing value without appearing desperate. I’m providing information based upon what he needs.

Time to let go

Once you’ve done your due diligence and your follow up and you’ve completed your flow process, it might be time to let go.

If you let it go, and if it’s meant to be, it will come back. When you nurture the prospect well, there’s a good chance he’ll come back when he’s ready to buy.

If we have given the resources and provided the information and he still isn’t interested, then we have to focus our attention on the prospects who are ready to buy.

Nurturing well

All of our followup efforts should include a drip campaign that connects with prospects who haven’t yet committed to our product or services.

If we have a specific procedure to follow, we’ll remind the prospect that we exist while he determines what decision is best for him.

When he decides to make a purchase, he’ll remember how well you treated him because you built a relationship. You didn’t simply chase him; you addressed his needs.

Sales is a longterm game, and buyers don’t generally want to deal with desperate sellers.

Don’t simply follow up. Follow up effectively.

“Don’t Be Too Desperate” episode resources

I am a strong believer that is a powerful sales automation platform for the outbound side.

This episode is also brought to you in part by, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

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

TSE 720: TSE Hustler’s League-”Reconnecting Emails”

TSE Hustler's League, Donald Kelly, The Sales Evangelist, Email MarketingFollowing up is the vein of our existence. But with poor follow up, you ain’t going to find success.

Today’s snippet from one of our sessions over at the TSE Hustler’s League is about how you should be sending followup or reconnecting emails.

Reasons for sending followup emails:

  • Letting them know you exist
  • Gathering information
  • Setting appointment
  • Closing the deal

Strategies for sending followup emails:

1. Never say you’re “just following up.”

Of course, they already know you’re following up. Do something different. Do something different. Check out UberEATS and you can have food delivered to your client and pay for it from afar.

2. Share their content on Twitter or other social media platforms.

Connect with them on social media then share some of their content. People feel good when you try to share their content.

3. Make sure your subject line stands out.

Congratulate them for something they did or something to grab their attention.

4. In every stage of your sales process, create a piece of content.

You can use this as a followup. But when you do this, make sure you’ve tied this into your past conversation. Thin of something valuable that you can offer them.

Tools that let you know your email has been opened:

Episode Resources:

Check out the TSE Hustler’s League.

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





TSE 707 – How Can I Get My Sales Team To Following Up

Follow Up, Cold Calling, Donald KellyOne of the things many sellers hate doing is following up.

In fact, it’s almost as worse as prospecting. We don’t like it at times.

It’s probably because they’re afraid of doing it. But people actually have different reasons they don’t do it.

So today, I’m going to share with you three things you can do to help you improve your follow up process. Sometimes, we don’t even have that process. We just wing it.

1. Set an appointment.

Nothing will progress without commitments or without some kind of forward motion. Don’t send emails saying you’re “just following up.” That’s a generic type of email. Talk to them as a human being. Otherwise, they’ll just ignore it.

So you need to get the commitment before the next meeting. Put something on the calendar. And just listen until they respond. If it’s an email, verify their email address.

2. The idea of a referral

Try to find someone you can recommend for training that can come into their HR or finance organization for instance. Try to connect them with someone who can potentially help them. Set out an introduction email between them. You can follow up with someone else without saying you’re just following up.

Tag them to an article or any relevant post on social media which you think may benefit them.

3. Have a sequence or process.

Figure out the different milestones in your sales process. And on each stage of it, figure out something you can send to them on each stage of the process. Be it blog post or testimonial or video, be creative. Share this podcast. See, you’re not pushing your agenda but you’re just trying to grab their attention.

Think outside of the box. Think like a human being. Think what you would like to receive. Make things personal.

Try something new!

Episode Resources:

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.

Jeff Lee II, Donald Kelly, The Sales Evangelist

TSE 624: Sales From The Street-“I Didn’t Like Following Up”

Jeff Lee II, Donald Kelly, The Sales EvangelistToo scared to follow up? In today’s episode on Sales from the Street, fellow Floridian Jeff Lee II shares with us how he overcame his biggest challenge of following up.

Jeff and I initially connected on LinkedIn. He is currently the Teams Sales Director at a startup called Cybrary, an open-source cyber security and IT training platform. With four-year experience in sales now, Jeff previously worked for companies including Dell, Oracle, and Latista.

Here are the highlights of my conversation with Jeff:

Jeff’s major challenges:

  • Picking up the phone and calling strangers all day long
  • The follow up process which involves continual rapport-building

Strategies Jeff did to overcome the problem:

  1. Build rapport after the call

Continue to make follow-up schedules. Let the prospect know when you’re going to call back for followup. Even if they reschedule, keep sending something in their face to have their attention.

  1. Create a follow-up schedule.

The idea here is to be highly visible to your clients. Jeff calls this as “increasing the deal velocity” where the speed to close will increase as long as you’re able to keep them in the loop of what’s going on.

  1. Set reminders for yourself to follow-up.

Create tasks in whatever CRM you’re using. Just stick to the schedule and tell yourself to stay on top of that.

Results Jeff saw after implementing these strategies:

  • More businesses closed and people coming back
  • Jeff is talking not to prospects anymore but friends now and people who enjoy his company and how he sells himself as a person.

Jeff gives away this bonus strategy when you’re making a demo:

Make sure you’re telling a story. Storytelling is very important for them to understand why you’re here, where you come from, what you provide, and why it will make them better today after they purchase.

Jeff’s Major Takeaway:

Fundamentals are key. Make sure you’re on point and your messaging is clear.

Episode Resources:

Check out their website at and reach out to Jeff through email at or connect with him on LinkedIn.

Join the TSE Hustler’s League.

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Donald Kelly, The Sales Evangelist Podcast

TSE 587: How Many Customers Do You Have?

Donald Kelly, The Sales Evangelist PodcastOne of the things I commonly come across with many salespeople and entrepreneurs is that they want the sale without necessarily doing the work. Many entrepreneurs have the ability to produce a product or service they can deliver but the challenge is getting customers to say yes or getting people to buy from them. One of the most important data for any organization is your customers. You’ve got to know your people.

Create Inside Sales

Long gone is the approach of just coasting and living off whatever sales would come in. You need to make an offensive approach and start making calls. Recognize who your customers are. You need to know their names and what products they’re buying from you. How can you get them into an automated purchase? This means making them purchase on an ongoing basis. What can you do to make it into an auto-renewal program?

Pick Up the Phone

This is not rocket science. It’s as simple as picking up the phone. Once you start making these phone calls and talking with these buyers, they learn a little bit more about why they do things and why they have these habits, and why some of them were not interested in doing the auto-refill program.

Delegate Tasks

While many people are scared of picking up that phone, some are also so busy running the business that they don’t have time to help their business to grow. They’re juggling tons of different tasks. If you don’t need to do something, pass it on to somebody else. If somebody can do it better than you can, don’t waste your time doing it. Hire a virtual assistant. Find someone that can do it better and quicker than you. It’s going to cost you, sure. But in the end, you’re gaining a lot more because now you can focus on doing activities that are going to generate more revenues.

Follow Up

Are you a business card hoarder where you collect business cards from all these events you go to? That’s alright if you’re making calls. Don’t just keep them in your drawer. Don’t be afraid to talk to people. Stop that head trash and telling all those lies to yourself that they’re going to get offended or angry. Start getting on the phone and things will get a little easier.

Make that Personal Connection

Send emails to your prospects and start understanding their needs and challenges. Speak to your existing customers so there is that personal connection. It’s so much more difficult to walk away from a business like that as a customer.

Your Call-to-Action:

Make five phone calls a day. This equates to 25 calls in a week if you’re doing a 5-day work week. Imagine the opportunities that can come from that. You can send emails, but there’s something about them hearing your voice since it becomes more real to them. They’re going to appreciate you took the time to talk to them. There’s a special thing about that.

Get on the phone and don’t be afraid of following up. The worst thing that can happen is that you don’t get hold of them or they’re not interested. It’s all the better if you get those so you realize that it’s not going to be the end of the world and you keep moving forward.

Today’s Major Takeaway:

Make time to get on the phone and talk to your customers. Have an understanding of how many customers you have, how much money they’re bringing in, what they buy from you, why they buy those things from you, and how you can help them continue to be there for them and how they can help you to generate more money by bringing in more referrals.

Join the TSE Hustler’s League!

Be a part of our growing community. Our new semester is coming up. It’s a 12-week thing where we do one hour of training per week and we will put you on a hot seat. You talk about your issues. We ask questions and give you advice. You implement them. Come back to us and tell us how it works!

Episode Resources:

TSE Hustler’s League

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Follow Up, Prospecting, Closing The Deal, Building Value

TSE 470: TSE Hustler’s League-“Following Up”

Follow Up, Prospecting, Closing The Deal, Building Value

One common mistake salespeople make is play the guessing game with their clients. You can’t let your clients guess your sales process or your next steps otherwise the whole thing gets so ambiguous. You have to be super clear when it comes to your sales process. And that includes letting them know when you need to follow up and what happens during that follow up.

This week the snippet that I’m going to share with you is taken from one of our previous sessions at the TSE Hustler’s League and is all about following up.

The different parts of the sales process which need follow up:

*Follow up is important in each step of the sales process.

  1. The first meeting
  2. Discovery meeting

Sit down with a client and analyze to see if you’re a good fit or not.

  1. Start talking about money once you have a deeper understanding of what they’re looking for.
  2. Counter with your solution.

Strategies for effective follow up:

  1. Make sure to align your process to theirs.
  • Let your client know about your process.
  • Find out their process of purchasing.
  • Align their process and your process.
  1. Don’t let your clients play the guessing game.

Spell out your next steps to your clients. Let them know you’re going to follow up on all of those steps.

  1. Set the rules before you play the game.

Give the client what they need to do beforehand so the follow up is not ambiguous.

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.


Joe Lowry, Donald Kelly, The Sales Evangelist,

TSE 368: Persistent Intelligent Following Up


Joe Lowry, Donald Kelly, The Sales Evangelist, SalesBridge.ioHow often do you follow up? How many times do we actually tend to neglect to do that and just leave money on the table?

Here’s the hard fact: You could be losing sales that you don’t know about – all because you failed to follow up.

Today, I’m sharing with you a tool which you’re going to love. It’s an awesome sales enablement tool by a company called Sales Bridge. Join me and Sales Bridge CEO, Joe Lowry as we discuss the power of following up and most importantly, doing it effectively.

Sales Bridge is a sales platform that automates follow up, scheduling, and data entry with zero apps to download or any software installed. It works with your existing email, calendar, and CRM system, specifically designed to allow salespeople to spend more time in the sales flow.

Here are the highlights of my conversation with Joe:

Joe’s coolest sales experience when he was the customer at a jeans shop

Reasons people fail to follow up:

  • Thinking that people stop being interested unless they immediately respond.
  • Research shows it takes 7-9 personal touches to convert a prospect in your sales cycle. Most of us quit after 2.

Why take time to send personal emails:

  • It’s easy to say no to a robot.
  • Send valuable information even if the prospect doesn’t have to respond to you.

*The Sales Bridge platform is designed to bring about email automation with a personal touch.

  • Your competitors are also sending template emails. Why do the exact same thing they’re doing?
  • What converts people into your sales cycle is that personal outreach.
  • Leverage your strengths so you can handle more of your own personal leads in a personal way.

Things to consider in your follow up email:

  1. Take time to learn about your prospect and their business.

Even if the prospect doesn’t reply, you’re already beginning to build relationship with them. If you give up after 1-2 emails, you’ll never see where the relationship goes.

  1. Longer emails

Longer emails are only better executed after a relationship has already been established.

  1. Show something of value

Whether it’s multimedia, video, etc, do it in a progressively intelligent way that continues to add value to your prospect. (Remember, 7-9 personal touches!)

  1. Take time to be human.

Be a resource person to help the sale move forward. Call or email the potential prospect twice a week to let them know what you’re doing to answer their questions.

5.Take time to develop the relationship.

Take the time to develop the relationship by adding value and significant information (not what you think is cool but what your prospect thinks is cool)

Dealing with your team to motivate them to follow up:

Problem: Not having enough pipeline

Reason: You don’t have enough conversations that are qualifying prospects to build them into your sales cycle.

Solution: Talk to more people. (Emails work great.)

*Get a tool set up like Sales Bridge to help you monitor your team in following up.

The benefits of using Sales Bridge:

  1. Making appointments and scheduling

Sales Bridge connects to your existing calendar and gives you a publicly available version of your calendar so prospects can schedule meetings with you. Prospects can overlay their calendar on top of your calendar to see everything and find time.

  1. Following up

Sales Bridge creates a little virtual assistant ONIT that lives in your inbox. Just tell it when you want to follow up and it installs a bunch of task-based contacts in you address book. Just go to Bcc: and type in ONIT and all your options will drop down.

Joe’s Major Takeaway:

Don’t give up. Everyone else you’re selling against is giving up early. Don’t be the one that gives up. Add value. Take the time to be human. Don’t give up and it will change your entire sales career. Do this TODAY.

Episode Resources:


Connect with Joe through email at or book an appointment with him right away through

Find out more about the Do Big Things Conference at

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 Today For $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Following Up, Connecting With Prospects, Closing Deals, New Clients

TSE 320: TSE Hustler’s League-“Why & How To Follow Up!”

Following Up, Connecting With Prospects, Closing Deals, New ClientsIn this episode, I’m sharing with you a piece of our training at TSE Hustler’s League, a group coaching session that I have every Wednesday night. We talked about following up, why it’s so important, and how to do it more effectively.

TSE Hustler’s League is a one-hour group training with accountability as well as a separate groups that we do every week. Since I can’t play the entire hour here, I’m getting some snippets of the training and sharing them with you so you can better understand how following up is crucial to your sales and we’re sharing some ideas to do it effectively.

Here are the highlights of this episode:

What is following up?

  • The act of communicating with your prospects

Reason many salespeople fail to follow up?

  • Fear of becoming the “stalker”

Importance of Following Up:

  • It shows trust and gives you the credibility to your clients
  • Trust eventually leads to success in sales
  • People do business with those they know, like, and trust.

When do you follow up?

  • Whenever you say you’re going to.

Strategies in following up:

  1. Have a clear next step.
  1. Have a deeper analysis of their current sales process.
  1. Set the rules before you play the game.

Put it out at the very beginning of the meeting that if they realize you’re not a good fit, then they should speak up, in the same manner that they tell you if you’re a good fit.

  1. Find out from them what their clear, next step is.

By the end of the meeting, you both know there is a clear, next step.

What to do when they’re not ready yet?

More effective strategies you can do:

Set up a calendar invitation. Tag them in it. Put their email address or a notification.

Major Takeaway:

Don’t talk to prospects and get them all excited and not do anything about it. You have to close it and keep them going in the right direction. Set the next steps and help them to go forward.

Episode Resources:

15 Secrets Successful People Know about Time Management by Kevin Kruse

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 Today! Following Up, Connecting With Prospects, Closing Deals, New Clients

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, The Sales Evangelist, Hustlers, Following Up

TSE 235: Any Suggestions How I Can Do More Genuine Follow Ups?

Donald Kelly, The Sales Evangelist, Hustlers, Following UpWhat are some great ways in which you can stay in touch and top of mind with your clients and prospects?

  1. Give value.

Send an article, blog post, or something related to that person’s interest or need. Something that benefits them or their business. Consider offering an audio such as a podcast like TSE or many others. Look for specific episodes which your clients would benefit from. Or consider sending a video you think might be helpful. 

  1. Connect with them on multiple platforms.

Don’t simply say “hi!” Reach out to them and comment on the things they share. Being genuine is critical. Then re-share your article and connect with them on Twitter, for instance. Tweet an article and then tag them into the tweet. Again, you’re offering value. Also, mention anything that their company has done which is note-worthy in recent months.

  1. Write a review for their company.

Go to their company’s website and write a positive review for them if you’ve experienced their product or service. Then share the review via social media.

  1. Make use of Twitter list.

Using a Twitter list or an Excel sheet to track those you would like to connect with. Bottom line  – make sure you bring value to your clients. And at the very least, showing your clients that you are genuine is of paramount importance.

Get a free audiobook download and 30-day free trial at with over 180,000 titles to choose from.

The Sales Evangelist, Donald Kelly, Donald C. Kelly


Sales Training, Podcast, The Sales Evangelist

TSE 093: Why Breaking Promises With Buyers Will Hurt Your Sales Every time.

Sales Training, Podcast, The Sales Evangelist During this episode I will go over why breaking promises with your clients or prospects will hurt your business.

Why breaking promises will hurt you:

  • People will buy from those they know, like and trust. But when you break your promises, you start losing their trust.
  • Think about how you feel when someone breaks a promise to you.
  • Think about the how your client or prospect will feel if you break a promise.

What you can do:

  • Under promise and over deliver.
  • Do the opposite of what everyone else is doing and keep your promise and go above and beyond the call of duty.
  • Be realistic and give yourself a buffer to make sure your promise is fulfilled.

We are all humans and sometimes we don’t keep the promises. Things come up and a promise a broken. I am here to tell you that if you focus and schedule as you should and keep the promises, you make with your clients or prospects they will trust you and favor you over your competition.

Join our private community on Facebook called The Sales Evangelizers!

TSE: 070 Learn How Hustling Can Help You Close More Deals Today!

SteliHustle, hustle, hustle….

Steli was born for the hustle and is the perfect person to have on the show to help us as sellers and entrepreneurs improve their hustler’s mindset. Steli is the founder and CEO of and ElasticSales. He is an expert when it comes to startups. He has assisted in more than 150 venture-backed startups to build and scale their sales processes. Steli has also trained thousands of founders, sales directors and sales reps how to create predictable revenues and see drastic results.

Here are some of the major take aways from our discussion:

    • If you lack any kind of talent, you have to make it up with the hustle.
    • After dropping out of school at 18, Steli became acquainted with learning as oppose to academics.
    • Steli’s definition of hustling is going places other people don’t,  showing up where other people don’t show up and following up through where other people won’t.
    • Some people are born with the hustle and others can learn it.
    • One way to increase your hustle is to do things that will make you feel uncomfortable. Everything worthwhile is outside your comfort zone.
    • The art of following up is key to your success. Don’t just give up when you don’t hear from a prospect.
    • When following up, don’t sound needy. Be a professional and get straight to the point.

Stay Connected to Steli:

Steli’s Email Address: 

Check out Steli’s new book :“The Ultimate StartUp Guide to Upon Sales” (Use this discount code to get a listeners only reduce price on the book. Discount code: Awesome Sauce)

Steli’s New Book