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Donald Kelly, The Sales Evangelist Podcast, Grit

TSE 1004: Sales From The Street – “Grit”

Donald Kelly, The Sales Evangelist Podcast, Grit

There’s a single characteristic that distinguishes effective sellers from the others, and it’s grit.

It separates those who work hard and effectively from those who don’t. It distinguishes those who go above and beyond the call of duty from those who do not.


Those of us in sales need to have grit.

Grit is courage. It is resolve. It is a strength of character. To have grit is to have rock solid mental toughness.

If you can be rock solid, right now – at the beginning of the year – you will be so much more effective and efficient. [01:39]

Consider the new hire whose resume looked fantastic, but who shows up with no drive or passion for the work. Sometimes we pass by individuals with higher levels of grit simply because their GPA wasn’t as high or their resume was lacking. [02:34]

I have a problem with that.

I know some very smart people who lack the level of grit needed to take advantage of their intelligence. They end up in mediocre jobs. It seems like a waste of talent.

On the other hand, we see folks without the necessary level of education who have passion and grit. They have the ability to do more and work harder than the average person.


How? Where does their level of passion and perseverance come from? [03:16] I believe it has everything to do with their level of desire.

There was a low point in my life when I was faced with homelessness but I had the drive to make sure that my family was taken care of. There are certainly people who are smarter than I am or who have more experience than I do, but I had the grit to create this podcast series. I was determined to make it happen and I hustled. [04:06]

I had the desire and the perseverance. There were difficult times, of course. I didn’t always know if it was going to work. But we pushed through.

Can grit be taught? Can mediocre individuals on your team get it? Yes.

Be positive

“I can’t do it.” “I can’t make that call.” “It’s not going to work.”

If you can’t, then you won’t.  

But if you say you can – then it is more likely that you will. Things move for people who have the desire to make things move.

Perseverance means you will do whatever it takes to make something happen because you want it to happen. You have to push through the tough spots.

Use the right words. Instead of “maybe I’ll get a sale,” or “I hope I get a sale,” try “I will get a sale today!”

Obviously, realistic goals are important: Is it possible? Can I do it?  I’m sure you can make a million dollars in sales in a day – but is it likely?

Maybe not. But it is certainly likely that you will find the right client today or close a deal today. [06:22]

Visualize success

Think about what you need to do to make it happen. If you tell yourself that it isn’t possible from the very start, it’ll never happen.

When you feed yourself failure, your whole subconscious and whole body react.

Think about how to reach your goal. What will you do? What will you say? And what are the steps necessary to succeed?

Set the entire process up in your mind; from what you will say, to what the email will say, to when you are going to call. Tell yourself that the clients will be interested, they will want to set up an appointment, and you are going to get the demonstration.

Visualize it all. If you can’t see it, you can’t achieve it. [08:24]


You need to practice. Perfection doesn’t come by accident. It has to be deliberate. Be specific. [09:01]

You will get the appointment or that meeting with the CEO when you decide the steps to take and then practice those steps.

Before you get on the phone, for example, think about what you need to talk about and what questions you need to ask. Know why they would want to talk to you! What challenge can you solve for them? [09:52]

In this way, if you get thrown an objection, you will automatically know how to handle it.  You’ve already visualized the entire conversation.

You can’t wing it. Winging it only gets you winging-it results. [10:32]

People with grit have a vision. They know what they want and they are determined to get it.

They practice achieving it and set a plan to do it. Then they do it, and do it, and do it again until it happens.


Will you have perseverance this year? Will you push through the tough times, or will you just give up?

I encourage you to look past any shortcomings you’ve had. Make 2019 the year that we accomplish greatness. The theme for the year is Empire Building, whether that be your sales empire, business empire, or family empire. Let’s build it!

You are the only person who can stop you. [11:19]

“Grit” episode resources

Check out Grit by Angela Duckworth.  

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

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, 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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Audio provided by Free SFX and Bensound.


Success, Working Hard, Fred Diamond, Donald Kelly

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

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

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

Here are the highlights of my conversation with Fred:

Word of the Year for Fred: WILLINGNESS

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

What are you willing to give up?

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

Strategies to Focus on Your Willingness:

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

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

  1. Think about how you can be different.

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

  1. Know your customer’s business.

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

  1. Understand your customer’s challenges.

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

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

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

  1. Focus on prospecting.

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

The Principle of 58 and 2

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

Fred’s Major Takeaway:

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

Episode Resources:

Connect with Fred Diamond on Twitter @iesbd or send him an email at fdiamond@i4esbd.org or call him at 703-628-6910.

Check out Fred Diamond’s blog on KiteDesk.

Coaching Salespeople into Sales Champions by Keith Rosen

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

High Profit Prospecting by Mark Hunter

Selling with Noble Purpose by Lisa Earle McLeod

Leading with Noble Purpose by Lisa Earle McLeod


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

Linda Yates, The Sales Evangelist Podcast, Prospecting, The Start

TSE 250: Sales From The Street- “The Start Is Hard”

SEE OUR FACEBOOK PAGE FOR MORE (1)Do you feel like you don’t have enough within you to be able to achieve your goals?  Are you losing confidence? In today’s Sales From the Street episode, we bring Linda Yates back on the show today as she shares with us her biggest challenge in her career and how she overcame it.

Linda is The Image Energizer where she helps individuals and organizations step up their image and their personal brand through some tweaks to be able to capitalize and grow revenue to achieve success by at least 10 times. She also hosts her own podcast The Executive Edge.

Here are the highlights of my conversation with Linda:

The biggest sales challenge Linda faced:

Dealing with limiting beliefs

What Linda learned from that experience:

Get out of your own way.

Strategies Linda applied to overcome the challenge that you can also apply:

  1. Understand your strengths. Utilize them and start communicating them.
  2. Reach out to people you know.

Get the word out to your network and let them know what you’re doing.

  1. Bring value.

More nuggets of wisdom from Linda:

  • When you step back and ask yourself if that’s really what you want or you’re going where you want to go, keep coming back to what your purpose is.
  • Work hard enough, long enough

Get in touch with Linda Yates through her website www.lindahyates.com and download her eBook Uncover the Possible 12 Keys to Success.

Linda’s Major Takeaway:

“You can do it, whether or not you believe you can do it. I believe you can do it. Buy into that and know that nothing is impossible.”

Episode Resources:


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

Check out Linda’s previous interview on – TSE 009: DOES THE WAY YOU DRESS AFFECT THE WAY YOU SELL?

Malcolm Gladwell’s book Outliers

The Sales Evangelist, Donald Kelly, Donald C. Kelly