Category Archives for Hard Work and Determination

Determination, Passion, Sales Success; Donald Kelly

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

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

A healthy combination of both

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

Passion without Determination

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

Determination without Passion

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

Passion + Determination = SUCCESS

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

Your Call-to-Action:

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

Strategies for finding passion in your product:

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

Strategies for getting that determination:

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

Episode Resources:

Coaching Salespeople into Sales Champions by Keith Rosen

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Donald Kelly, The Sales Evangelist, Sales Podcast, GRIT, Angela Duckworth

TSE 397: Hard Work & Passion Will BEAT Brains Any Day!

Donald Kelly, The Sales Evangelist, Sales Podcast, GRIT, Angela DuckworthBrains is not everything. Knowledge is not the be all and end all. You have got to have some grit. Today, I’m sharing with you how you can hustle out there.

Some people are just so successful in what they do and you see them just doing well at it. You’d probably think their smartness accounts for that. That’s what I’ve always thought though – that you need to be really smart to be successful. But that is totally not true!

Here are the highlights of today’s episode:

Here are some takeaways that I’ve learned from the book I’m reading right now called Grit: The Power of Passion and Perseverance by Angela Duckworth:

You don’t have to be the smartest person in the room to be the most successful one in the room.

You don’t have to have brains to be able to accomplish your goals.

Hard work beats brains any day when brains don’t work.

What is grit?

It’s your passion, hustle, your drive. It doesn’t matter how smart you are. It just matters if you had that passion and that drive.

Translating that into the sales world, I’ve seen people who are really smart and could have done phenomenal things if they only hustled but they were just plan lazy. Passion was lacking. There wasn’t any grit. So they did not succeed.

Studies show that people who may not be the smartest but they have the grit and hustle are more likely to outperform everyone else.

A personal experience:

I didn’t grow up from from a wealthy family and my mom has that grit as she was trying to take care of all of us. Seeing that pushed me to be successful. At one point in our life, we lost our home and had to live with family and friends. I realized I never want to be in a situation like that again and thrive in whatever I did and become the best I can be and be able to provide for my family. Not all of this came because I was smart but because I had that grit. I had that “why” to move me and be successful.

Today’s Major Takeaway:

Brains does not make a great seller. What makes one a great seller is someone who has strong desire, strong passion, strong reason, and strong motive. Just hustle. Hustle, hustle and you can outbeat brains every time. Don’t have a “why?” Get one. Have a reason to motivate you and push you.

Episode Resources:

Grit: The Power of Passion and Perseverance by Angela Duckworth


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Paul Wilson, Donald Kelly, The Sales Evangelist Podcast, Sales Training

TSE 239: Sales From The Street- “Hard Work & Determination”

The Sales Evangelist Podcast, Paul Wilson

The last episode for 2015! Our guest on today’s Sales From the Street is Paul Wilson who shares with us great thoughts and insights about the challenges of entering into a new industry.

With over 10 years of sales experience, Paul has sold everything from vacuums and cars to mortgages and online education. Currently, he works for a diesel performance company. It was a fish-out-of-water experience for Paul not realizing what he was actually selling. Let’s dig deeper into the show to find out how Paul overcame his challenges and ultimately achieved success.

Here are the highlights of my conversation with Paul:

Paul’s major challenges:

  • Culture change
  • Product change

Proven strategies Paul applied to accomplish success (try them to see great results!):

  1. Know your product.

Watch the company videos. Read industry magazines to know more about the industry. You can’t fake your way through it with a smile. You have to learn the product.

  1. Be a professional salesman.

Use your previous sales training. What would you want? What would the customer want? Telling isn’t selling. Ask questions. 

  1. Match product knowledge with work ethic.

Put these two together and you will hit a home run. Organize your days based on what you know about the industry. 

Paul’s Major Takeaway:

Product knowledge is important but being a professional salesman is the most important. You can’t fake it until you make it. Make sure you keep learning.

Get in touch with Paul on Facebook and check out the Diesel Performance Podcast.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly